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VOL. XVI. NO. 1
SINGLE COPIES. 25, CENTS
PER YEAR. TWO DOLLARS
makers &
sellers of
talking^
machines
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, January 15, 1920
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The instrument by which
the value of all musical
instruments is measured
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Entered as second-class matter May 2. 1905, at the post office at New York, N. Y.,-«nder the act of Congress of March 3. 1879.
THE TALKING MACHINE WORLD
THE in
NIT ©F QUALITY
LL
T ICENSED and operating under BASIC PATENTS of the
^ phonograph industry, Sonora's foundation and future are
secure. Sonora won highest score for tone at the Panama- Pacific
Exposition and has more important and exclusive features of con-
struction than any other phonograph,
Sonora is the phonograph of maximum value. It sells easily, com-
mands cash and keeps your bank balances at a high leveL An
unequaled collection of upright and period models is available.
Prices $60 tp $1000
Sonora $f)onograpf) i£>alesi Company 3nx
GEORGE E. BRIGHTSON, President
New York City: 279 Broadway, 5th Avenue at 53rd Street
Canadian Distributors: I. Montagnes & Co., Toronto
The Highest Class Talking Machine in the World
-3-
0
The Talking Machine World
Vol. 16. No. I
New York, January 1 5, 1920
Price Twenty-five Cents
CLUBROOMS FOR DYER EMPLOYES TALKING MACHINE EXPORTS GROW SCHMELZER ARMS CO. TO EXPAND
W. J. Dyer & Bro., of St. Paul, Minn., Make
a Most Generous Holiday Gift to Staff
Exports, Including Records, for Ten Months
Ending October 31, 1919, Total $4,640,052
St. Paul, Minn., January 3. — As a Christmas
gift to their ISO employes, the firm of W. J.
Dyer & Bro., the prominent piano and Victrola
dealers and distributors of this city, opened for
the use of the members of the staff a suite
of four finely furnished clubrooms.
The presentation was made by W. J. Dyer,
president of the company for over a half cen-
tury, at a reception and dance attended by the
employes and their friends. In making the
presentation, Mr. Dyer recounted briefly some
of the early experiences of the company, and
its gradual development and expansion. M. R.
Nelson, president of the Employes' Club, made
fitting response, and brief addresses were made
by Vice-President Johnston and various de-
partment heads.
An orchestra of eight pieces, made up of
members of the Dyer organization, played for
dancing, and refreshments were served later in
the evening. A substantial Christmas bonus
was Santa Claus' contribution to the festivities.
The clubrooms consist of a smoking room
for men, a rest room for the ladies, a large
dining room, with kitchen attached, and a com-
modious ballroom, which also serves as a dis-
play for Fotoplayers and pipe organs. The
rooms, which are on the fourth floor of the
Dyer Building, are furnished in most comfort-
able style, and will be open every business
day of the year for the use of club members.
DOUBLE CAPITAL STOCK
Washington, D. C, January 6. — In the summary
of exports and imports of the United States
for the month of October, 1919 (the latest pe-
riod for which it has been compiled), which
has just been issued, the following figures on
talking machines and records are presented:
The dutiable imports of talking machines and
parts during October, 1919, amounted in value
to $60,489, as compared with $30,299 worth which
were imported during the same month of 1918.
The ten months total ending October, 1919,
showed importations valued at $445,922, as com-
pared with $280,874 worth of talking machines
and parts imported during the same period of
1918.
Talking machines to the number of 7,113
valued at $262,954, were exported in October,
1919, as compared with 3,286 talking machines,
valued at $91,277, sent abroad in the same period
of 1918. The ten months total showed that we
exported 52,336 talking machines, valued at
$1,817,399 as against 54,675 talking machines,
valued at $1,627,243 in 1918, and 74,594 talking
machines, valued at $1,925,609, in 1917.
The total exports of records and supplies for
October, 1919, were valued at $292,054, as com-
pared with $181,108 in October, 1918. For the
ten months ending October, 1919, records and
accessories were exported, valued at $2,822,653;
in 1918, $1,842,752, and in 1917, $1,490,037.
The C. J. Lundstrom Mfg. Co., prominent
talking machine cabinet makers of Little Falls,
N. Y., have just increased their capital stock
from $120,000 to $240,000, and announce that a
material expansion of their business is contem-
plated to meet demands for their products.
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIM
TO MIX BUSINESS AND PLEASURE
The talking machine dealers of San Francisco
have found it a very successful plan to make
their meetings more attractive by having dances
in connection with the regular routine of busi-
ness. The Tri-State Victor Dealers' Associa-
tion of St. Louis also has taken kindly to this
idea and plans a dinner dance occasionally.
Illlllllllllillllllllllllllllllllllllllllllllllllllllll
Knowledge a Prerequisite
in Salesmanship Success
inn
When a salesman has a broad and thorough
knowledge of his business then he is in a posi-
tion to inspire the proper amount of confidence
in his customers, and to avoid many of the sell-
ing troubles that would otherwise corne to him
should the customer perchance feel he is not
quite sure of his ground. Meanwhile a "knowl-
edge" of the business does not represent alone
an understanding of the goods being sold in
his particular store, or warerooms — there must
be a wider viewpoint.
It must be conceded that the "knocking" of a
competitor's product, under any circumstances,
is reprehensible, but there frequently arise oc-
casions when it is necessary to discuss a com-
petitor's product in comparison with one's own,
as a result of the attitude of the customer him-
self. If the salesman feels that he is only in a
position to talk generally about the compet-
ing product, without regard for the actual
facts of the case, he naturally loses prestige.
If he can present a logical argument, however,
to show the superiority of the product he is
selling, feature by feature, and point by point,
as compared with some other instrument with
which the customer has been impressed, then
he is apt to win confidence and hold the sale.
The understanding of a competitor's business
for the purpose of argument should not be con-
fined alone to a knowledge of the details of the
instruments he sells, but should be broad enough
to cover his selling methods and his advertis-
ing. If the customer comes in and says that the
Blank Co. has offered a $250 instrument at $10
down and $7.50 per month, it makes a lot of
difference whether the competing salesman has
to swallow the statement over a protest, be-
cause he cannot successfully contradict it, or
whether he knows that the minimum terms ever
offered by the Blank Co. on a $250 instrument
are $25 or $50 down and $10 or $15 a month. If
he can call the customer's bluff he has that
much better chance of selling his own instru-
ment at his own terms.
The local advertising should be studied each
day to see what is being offered by his own
house, as well as by competitors, for the purpose
of attracting the public. The salesman does,
or should know whether the values are real
or fictitious, and whether he can offer a propo-
sition equally attractive.
Summed up, the requisites of the salesman
are not simply the ability to demonstrate and
the gift of gab. He must give a certain atten-
tion to studying the conditions and develop-
ments in his field, in order that he may under-
stand them thoroughly and be able to talk in-
telligently regarding them when the necessity
arises. In short, he has to keep at least one
jump ahead of the "wise" customer and what
his competitors have to offer, if he expects to
be successful.
Wholesale Department of Company to Remove
to Large Building on Grand Avenue in Kansas
City — Other Departments to Occupy New and
Larger Quarters — Rapid Growth Evidenced
Kansas City, Mo., January 5.— Important ex-
pansions by the Schmelzer Arms Co. were out-
lined in an announcement to-day of the prospec-
tive separation of the three major divisions of
the Schmelzer business into three separate
buildings. In its present size, Schmelzer's is
the largest house of its kind in the country.
The retail store will continue in the large
buildings at 1214-22 Grand avenue. The whole-
sale departments are to be moved to 2015-23
Grand avenue, where two more floors are to
be added to the present six-story Waggener
Building, a further expansion being provided in
the acquisition of a vacant fifty-foot lot to the
south. The manufacturing departments soon
will be housed in a building to be erected on
a site, 130x143 feet, recently acquired at the
northwest corner of Fourteenth and Wyandotte
streets.
The building now occupied by the Waggener
Paint & Glass Co. will be available to the
Schmelzer wholesale departments not later than
June 1. A lease to run more than thirty years
has been obtained from the owner, the lease
requiring the addition of two more floors within
five years.
The big wholesale development provided for
is shown further by the acquisition of the fifty-
foot lot at 2021-23 Grand avenue. On this
ground will be erected an addition that will
match in height, appearance and fireproof con-
struction the building on the seventy-five-foot
frontage to the north. When these additions
are completed the wholesale house will be oc-
cupying an eight-story and basement building
125x115 feet.
The Schmelzer Arms Co. came to Kansas
City from Leavenworth in 1887. It has suc-
cessively occupied locations at Missouri ave-
nue and Delaware street, at 543 Main street,
at 710-14 Main street — later expanded to include
716-18 Main street — and the present location,
1214-22 Grand avenue. The firm is a whole-
sale and retail distributor of sporting and ath-
letic goods, bicycles and toys, and is a factory
distributor of the products of the Victor Talk-
ing Machine Co.
JAZZ FOR SIN=STIFFENED JOINTS
Methodist Preacher Seeks to Rouse His Congre-
gation With Negro Jazz Orchestra
Remembering that jazz woke up France, and
taking his text from that, the Rev. G. S. Lack-
land, pastor of the Grace Methodist Episcopal
Church in Denver, Col, recently announced that
he would have a real negro jazz orchestra for
his congregation on the following Sunday in an
effort to arouse the dying enthusiasm of the
church members. He argued as follows: "Jazz
works perfectly as a lubricant for sin-stiffened
joints on the glaring lighted white ways that
lead to perdition, so why not use it to limber
up those who are traveling the straight and
narrow?" Talking machine dealers take notice.
READING VICTOR DEALER. ENLARGES
R. B. Brownr of Reading, Pa., who recently
acquired control of the Lichty Music House, 21
North Eighth street, has enlarged the present
store and has redecorated the entire building.
In the talking machine department, where the
Victor line is displayed, several new demon-
stration booths have been added to the selling
equipment. Mr. Brown for several years was
manager of the Lichty house prior to his as-
suming control of the business.
4
THE TALKING MACHINE WORLD
January 15, 1920
|!llllllllll!lllinilllllll!lllllllllllllillllllllllllllllllll
Why Not Use
Substitutes for
Records by Noted Singers as |
Valentines ? By w. b. stoddard I
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^
Sentiment is by no means dead, and the lovers
of the present day are just as eager to send
tokens of their regard to their lady loves as in
the past, but tempora mutantur, et nos in illis —
and the modern youth wishes to express his
sentiments in a modern way.
Instead of sending a sentimental verse, he
sends a tender ballad, sung by one of the lead-
ing artists of the day — "O, Promise Me," "The
Sweetest Story Ever Told," "Forgotten," — in-
scribed on a record. This is a gift that will be
remembered and appreciated long after the satin
and lace paper affair has been consigned to the
flames.
John McCormack, Alma Gluck and many of
the lesser lights of the sweet singers have re-
corded the most beautiful sentiments of the pres-
ent and past, and no more appropriate Valentine
could be imagined than a single high grade
record, or, if the sender chose, a book contain-
ing a selection of half a dozen. The dealer who
does not push this idea in every possible way
is certainly not awake to his opportunity.
One of the leading music dealers of Wilming-
ton, Del., tried out this plan last season with
most gratifying results. During the latter part
of January he gave much time and thought to
the composition of a circular letter, which he
sent, under letter postage, with the name and
address filled in on the typewriter, to all the
high school and college students, while another
letter was addressed to a list of business and
professional men. The first of these letters
read:
"VALENTINE IS COMING
"What Are You Going to Send Your
Lady Faire?
"Could anything be more appropriate
than a first class record on which is
recorded a ballad — old or new— ren-
dered by a sweet-voiced singer? Come
in and look over our stock. Here are
a few that may offer suggestions:"
(In parallel columns are the names
of about fifty songs, together with the
names of the singers and price of the
record.)
"Such a gift will appeal, both by rea-
son of its beauty and its novelty, and
will recall the sender each time the
record is played.
"Make Valentine Day Phonograph
Record Day."
To the older men, another letter was sent: —
"Dear Sir:— You have probably long
intended to invest in a Victrola or
talking machine of some kind, but have
kept putting it off waiting for a more
opportune season.
"Valentine Day is now approaching.
What better valentine remembrance
could you make the good wife and the
younger members of the family than a
phonograph and a good selection of rec-
ords?
"You will find songs for all occasions,
and on St. Valentine's Day you will un-
doubtedly want to hear 'Love's Old
Sweet Song.' Then you can listen to
the song you heard on your wedding
day, 'O, Promise Me,' and after that the
serenades of your youthful days. The
children will probably prefer the later
ballads — but you can have something
for every age and every taste.
"If you already have a talking ma-
chine, why not surprise the Little
Mother with a book of records, con-
taining half a dozen gems from opera
and concert hall. Make Valentine Day
Phonograph Record Day."
About the first of February they installed a
special Valentine Day display. The floor was
covered with billows of black velvet, and set
upright in the center was a cardboard heart six
feet high entirely bordered with phonograph rec-
ords. Tall poles were set at either side, on
which were a number of hooks, and to each hook
was suspended a record, with a red heart fast-
ened to the center of it, on which the name of
the song or instrumental selection was printed
in black letters. Down in front was a low
gilded table, covered with red velvet, and at
either end of it were cardboard cutouts of
Cupids. On the table were laid a number of
boxes, each containing a phonograph, each box
being tied with red ribbons. There was also a
portfolio containing a half dozen records. To
each package was fastened a tag, on which could
be printed or written the name and address,
while on a card set in a rack was the catchy
stanza:
pers, and had a number of these struck off in
the form of handbills, which were placed in the
autos from the rural districts and neighboring
towns, as they came in from day to day. These
ads, which attracted a considerable amount of
attenion, read as follows:
MAKE VALENTINE DAY PHONOGRAPH DAY
Attend our Valentine Record and Phonograph
Sale on February 10. Select a record, or any num-
ber of them, to send to The Best Beloved on Valen-
tine Day. We will wrap them in a dainty manner,
and deliver them to any part of the city on St.
Valentine Day.
Careful attention given to mail orders. Select the
records you wish sent and we will attend to the
packing and mailing of them.
See our Valentine Record Window — It may offer
you suggestions.
The magic darts from Cupid's bow have had their day,
they had to go ;
But if you'll send ME with a line,
I'll make a dandy Valentine.
At the time the window was placed on dis-
play they ran an advertisement in the local pa-
On the day of the sale, which was held early
enough to allow of careful selection of records
being made, the store was hung from one end to
the other with red cords, on which were strung
red cardboard hearts. Hung to the pillars were
cards bearing in illumined letters the names of
a number of the best love songs of ancient and
modern times, offering many valuable sugges-
tions as to the records to be purchased. In the
(several) demonstration rooms the phonographs
were kept busy showing appropriate selections
and just inside the door a machine was installed,
with an electric motor attachment, which ren-
dered sweet music that was wafted out on the
wintry air each time the door of the store was
opened.
They likewise received considerable publicity
from their method of delivery. On St. Valen-
tine's Day a motorcycle with side car attachment
was secured — one that was painted a brilliant
red. A kewpie, with bow and arrow, was perched
on the handle bars, and the side car bore a
canvas sign, "St. Valentine's Messenger." The
young man who acted as chauffeur carried with
him a large quantity of cards, on which was a
large heart, and the inquiry, "Have You Sent
HER a Valentine phonograph — If not, better
hurry down to STEPHENSON'S and secure one
before the day is over. 'Everybody's Doing It'
and you don't want -to feel lonesome when SHE
plays the record that another fellow sent."
This is a "live" idea which other dealers could
adopt with profit.
BE6.US.PAT.OFF
Victor Victrolas and
Victor Records
A PREDICTION
1 920 will be a successful year for Ormes Victor Dealers.
Increased shipments by the Victor Company plus Ormes co-
operative service assure this.
ORMES, inc.
Wholesale Exclusively
26 East 125th Street
NEW YORK
January 15, 1920
THE TALKING MACHINE WORLD
5
t llTlteifelbHbltoiy IbllilblfclW lb Ik U±\L Ik IUL It I
Victor
Supremacy
The supreme qualities that make
the Victrola the certain choice of a
discriminating public are equally
important factors in the success of
Victor retailers.
"Victrola" ,s the Registered Trademark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Wholesalers
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Oa. Elyea Company.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes.
E. F. Droop & Sons Co.
H. K. Eisenbrandt Sons, Inc.
Birmingham, Ala. ..Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams.
Buffalo, N. Y W. D. & C. N. Andrews.
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt. ...American Phonograph Co.
Butte, Mont .Orton Bros.
Chicago, 111 Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons
Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Faso, Tex W. G. Walz Co.
Honolulu, T. II. ...Bergstrom Music Co., Ltd,
Houston, Tex The Talking Machine Co., of
Texas.
Indianapolis, Ind. ..Stewart Talking Machine Co.
Jacksonville, Fla. ..Florida Talking Machine Co.
Kansas City, Mo. ..J. W. Jenkins Sons Music
Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Los Angeles, Cal. ..Sherman, Clay & Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis. ...Badger Talking Machine Co.
Minneapolis, Minn. .Beckwith, O'Neill Co.
Mobile, Ala. Wm. H. Reynalds.
Newark, N. J Collings & Price Co.
New Haven, Conn. .The Horton-Gallo-Creamer
Co.
New Orleans, La.... Philip Werlein, Ltd.
New York, N. Y Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Landay Bros., Inc.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Omaha, Nebr A. Hospe Co.
Mickel Bros. Co.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa. .. .Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inti.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y....E. J. Chapman.
Salt Lake City, TJ..The John Elliott Clark Co.
San Francisco, Cal.. Sherman, Gay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola VI, $35
Mahogany or oak
Victrola IX, $70
Mahogany or oak
Victrola XI, $130
Mahogany, oak or walnut
Victrola XVI, $250
Victrola XVI. electric, $312.50
Mahogany or oak
6
THE TALKING MACHINE WORLD
January 15, 1920
ALL RECORD CUSTOMERS ARE ALBUM CUSTOMERS
MAKING THEIR SELECTION
A Place for Every Record and Every
Record in its Place
l Albums are an Indispensable Requisite in the
talking machine business and wherever records are
sold. Practical and handy. Save time and records.
A profitable adjunct to the business.
We manufacture disc Record Albums to fit cabi-
nets of all sizes and styles. With the indexes they
are a complete system for filing all disc records.
We have unexcelled manufacturing facilities, and
considering quality our prices are the lowest. Write
us, giving quantity you may desire, and we will
quote prices.
OUR ALBUMS ARE MADE TO CONTAIN VICTOR.
COLUMBIA, EDISON, PATHE AND ALL
OTHER DISC RECORDS
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.
CHICAGO OFFICE: 508 S. Dearborn Street
THE PERFECT PLAN
HEAR MUSICAL CONCERT BY RADIO
Pittsburgh Wireless Enthusiasts Entertained by
Evening Concerts Through the Air
TO AID IN TEACHING MUSIC
Pittsburgh, Pa., January 2. — Saturday night
wireless telephone concerts have been inaugu-
rated here. The promoter is Frank Conrad, a
research engineer of the Westinghouse Electric
Manufacturing Co., who owns one of the only
two sending sets for wireless telephoning in the
city. The audiences are made up of the owners
ol the 400 receiving sets within a radius of
twenty-five miles of Conrad's station.
Promptly at 9 o'clock each Saturday evening
Conrad hauls his talking machine over to the
transmitter of his sending set, and for two hours
sends grand opera, jazz and the latest Broadway
song hits through the ether to his audience scat-
tered at wide intervals around the city and
suburbs. Under favorable conditions, the music
is heard at Washington and Jefferson College,
at Washington, Pa., nearly thirty miles away.
The sound is said to be free from the dis-
cordant noises which often accompany record
music. Four vacuum valves are employed to
transmit the signals and a spark transmission
of 900 cycles frequency.
California Schools to Use Talking Machine as
Teacher's Assistant — Plan Already Being
Considered by State Board of Education
NEW STARR PIANO CO. BRANCH
The Starr Piano Co. has organized an Oriental
branch in Richmond, Ind., and has incorporated
this branch for $100,000. The stated purpose is
to manufacture and sell musical instruments.
The directors are Nardiros Nigohossian, Vahan
M. Nigohossian and Clarence Gennett.
Illlllllllllllllllllllllllll!lll!lllllll!lll!lllll!l!lllllllllllllllllllllllllll
The California State Board of Education is
planning to use the talking machine as a
teacher's assistant in the schools for the pur-
pose of teaching music. According to Dr. Mar-
garet S. McXaught, state commissioner of ele-
mentary schools, it is the hope of the authori-
ties to have installed before long a talking ma-
chine in every school in California, no matter
how remote its location.
"In no other way," says Dr. McNaught,
"would it be possible to make the study of
music so universal — even democratic — as can be
accomplished by the use of the talking machine,
for with this invention even the latest in grand
opera can be brought to the door of the most
distant school room.
"We believe, too, that the talking machine
will be an agency for breaking down the bar-
riers in music which exist today between the
city boys and girls and their country cousins."
In connection with the installation of the in-
struments in the Golden State schools, it is
planned to make careful selection of the records
to be used, and distribute them by a method
similar to the movie exchange. This will make
it easy for even the smallest and poorest
equipped school to keep abreast of the growth
of the musical art.
Dr. McNaught believes the time may come
when it will be necessary to create a board of
censorship for the purpose of passing on rec-
llllllllllllllllllllllll
ords; that is, if the tendency in selection should
be too much toward "jazz" and other light
music. For the present, however, the choice
of proper material will be left largely to the
judgment of the teachers and the county
libraries which will assist in putting the plan
into effect.
NEW D0EHLER DIE=CASTING PLANT
Seven-Acre Tract in Chicago to Be Home of
Modern Plant of Doehler Co.
The steady growth of the talking machine in-
dustry and the greatly increased demand for
Doehler products have caused the Doehler Die-
Casting Co. to secure a seven-acre tract in Chi-
cago, 111., on which is being erected a modern
one-story concrete brick structure for the manu-
facture of castings and bearings. Construction
work has been practically completed and the
operation of this new plant will shortly com-
mence.
The Doehler Die-Casting Co. are among the
largest manufacturers of die castings in white
metal, aluminum and brass alloys and bronze
back and aluminum back babbitt lined bearings,
with main office and Eastern plant in Brooklyn.
N. Y.. and branch plant at Toledo, Ohio. The
addition of this new plant is in line with their
policy of service to their customers.
The City Drug Co., Blackwell, Okla., is re-
modeling its Victrola department and making
considerable improvements. Three record
demonstrating booths are in the course of con-
struction and a large machine displav room.
Illllllllllllllllllllllll
Peerless
Metal Back Album
Albums Sell Records
It's not hard to sell an umbrella when it's raining — it's no trouble at all
to sell furniture to a man who has just built a house it's a cinch to
sell records to the owner of an empty record album.
Manufacturers: give your dealers a chance to sell more records by
giving them a phonograph with a liberal filing capacity in the form
of Peerless albums.
Dealers: expose yourselves to greater record sales — throw them in your
way by throwing the album temptation in the way of each of your
customers — sell one Peerless album today and twelve records to-
morrow.
Prices and samples on request
Our Standard Grade ■
Does it stand the strain?
I'LL SAY IT DOES!
PEERLESS ALBUM COMPANY
PHIL RAVIS, President
43-49 Bleecker Street NEW YORK CITY
Representatives: BOSTON, L. W. Hough, 20 Sudbury Street;
CHICAGO. W. A Carter. 57 E. Jackson Blvd.; SAN FRANCISCO, Walter S. Gray
Lowest-Priced Quality
Album on the Market
III iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiimiimmiiiiiiiiiiiiiiiimi iiiiiiiiii minimi iiiimiiiiiiiim!ii^i;i.:ii,imimmim;iimiiiMiiiiiiii.i:ii.iiiiiii:Jimmm,,.i. nun imiiiiiiiiiiiiiiiiuiiiimiiimimii
iiiiiimiiiiiiiiiiiiiiiniiiiiiiiiiiiijiiiiiiiiiiiiiiiiiiiiiiiiiiim
January 15, 1920
THE TALKING MACHINE WORLD
1
Victrolo IV, $25
Oak
Victrola VI, $35
Mahogany or oak
3
Victrola Vlll, $50
Oak
Victrola IX, $70
Mahogany or oak
Victrola X, ?y $110
Mahogany or oak
Victor
Supremacy
The supremacy of the Victrola
marks it as the greatest of all mu-
sical instruments.
And with Victrolas in such
splendid variety, possibilities are
unlimited for every Victor retailer.
"Victrola" i» the Registered Trade mark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola XI, $130
Mahogany, oak or walnut
Victrola XIV, $200
Mahogany, oak or walnut'
Victrola XVI, $250
Victrola XVI, electric, $312.50
Mahogany or oak
Victrola XVII, $300
Victrola XVII, electric, $365
Mahogany or oak
8
THE TALKING MACHINE WORLD
January 15, 1920
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Are., New York; Vice-President,
. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
rourth Ave., New York; Assistant Treasurer, Win. A. Low.
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
L. M. ROBINSON, Advertising Manager
Trade Representatives : Wilson D. Bush, C. Cback, Edward Lyman Bill, V. D. Walsh,
E. B. Munch, Chas. A. Leonard, L. E. Bowers, A. J. Nicklin
Boston: John H. Wilson, 324 Washington Street
Chicago Office: Edward Van Harlingen and Associates, Republic Building, 209 South
State Street Telephone, Wabash S774
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.
Published the 15th of every month at 373 Fourth Are., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per Year;
Canada, $3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS t $4.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $125.00.
REMITTANCES should he made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
t&~ NOTICE TO ADVERTISERS.— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones— Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, JANUARY 15, 1920
WITHIN approximately a fortnight from the time this issue
of The Talking Machine World is in the hands of its readers,
the National Music Show and Festival at the Grand Central
Palace, New York, of which much has been said and written, will
be in full swing, and so will the Music Week celebration in con-
nection therewith. All indications point to a glowing tribute to
the art of music never before exceeded in this city. The church,
the theatre, community choruses, bands, orchestras, the various clubs
and even directors of industrial plants in and about New York have
promised their full co-operation, and plans are being developed
along lines to make that co-operation most effective.
The various divisions of the music industry will gather in New
York in great numbers to attend the annual conventions of their
respective national associations and the Music Show, and partici-
pate in the Music Week celebration. The talking machine trade
in itself will take a prominent place in both the Show and the Music
Week programs. A number of the leading talking machine manufac-
turers have arranged for prominent spaces at the Show, in which
there will be displayed the latest models of machines, and very
elaborate concert recitals will be given. Talking machine artists
will appear in recital at the Show and in other public places through-
out the city. With the talking machine trade as a whole bearing its
burden in supporting the Music Week program it is well that every
individual in the industry take pains to see that he lends his support
in making the affair a real success.
Although the celebration is to be held in New York, the event
will be national in scope. Music has attained a prominent place in
the affairs of the world, and the success of the Music Show and
Music Week will tend to greatly augment that position. Let the
talking machine trade do its share in making the Music Show and
Festival the greatest event in the history of musical endeavor in
America.
NEVER in the history of the trade has there been a greater
appreciation of the value of the window as a sales factor than
to-day. It will be observed that the stores that are making progress,
that are installing new equipment in the way of attractive booths
and other proofs of progressiveness, are also making timely use of
their window as a continuous trade promoter.
It has well been said that the window is a direct reflex of the
character of the man conducting the store- The dealer indifferent
to the opportunities for advertising through this medium is usually
the man who fails to succeed, who complains that the "people go
next door," and who becomes pessimistic generally about the future.
He forgets that this mental attitude is brought about through his
blindness to opportunities that would demonstrate to the public that
he is a "live wire" — that he conducts an establishment that believes
in service, and who keeps the public apprised of his ideals and
performances through attractively arranged windows and modern
store equipment.
For years The World has been pounding away on this subject,
because we believe that it is a vital one, and it is a source of satis-
faction to note that throughout the country talking machine dealers
are becoming more alive to the importance of conducting establish-
ments that are up-to-date not alone in stock and sales force, but in
equipment and window demonstrations.
DURING the course of the present year there will be taken the
regular Federal census covering the entire country ; its indus-
tries, its population, and a thousand and one details that serve to
make up the history of its present standing and prosperity. It will,
of course, be many months before the result of this census is made
public and when that time comes the talking machine trade should
find in the report an abundance of interesting, if not startling, in-
formation. Much of the history of the talking machine trade has
been written during the past ten years — since the last census —
and during the decade the industry has enjoyed a truly marvelous
growth.
Whereas there were comparatively few concerns engaged in the
manufacture of talking machines and records in 1910, for instance,
the manufacturing end of the trade has developed to a point where
producers are now numbered by scores. Moreover, the accessories
division has grown by leaps and bounds.
The talking machine industry is comparatively young and is
wofully lacking in the matter of authentic statistics. The output
of only a few concerns can be stated with any degree of accuracy,
and with these figures as a basis members of the trade have in
some instances attempted to arrive at totals of some value. All
such deductions, however, are simply to be considered as mere
guesses. Even with the production of a half dozen of the largest
manufacturers listed with any accuracy, there still remains the
question of how many machines, for instance, are produced by the
many lesser manufacturers and particularly of the scores of assem-
blers who may confine their efforts to the turning out of one or a
dozen machines a week. The number of plants, the number of
employes, the amount of capital invested, the annual turnover and
dozens of other items of information are to be greatly desired as
providing some basis for figuring the relative importance of the,
talking machine industry as compared with the other industries of
the country, and the census will serve to gather this information, in
part at least.
It is safe to say that the industry as a whole is more under-
valued than other lines of trade. The war brought out that in the
matter of capital invested and the number of people dependent upon
it for a livelihood the music industry stood high in the list, but even
this finding was based upon facts and figures gathered hurriedly,
and not in any sense complete. It is quite probable that the census
in itself will not be as accurate as could be desired, despite the
amount of attention devoted to it, or the expense involved, but it at
least will offer figures more accurate than those at present obtain-
able and give members of the industry some food for thought.
WITHIN the last few weeks there have been received at the
office of The World a number of letters from talking machine
dealers in various sections of the country complaining about a cam-
paign of advertising carried on by a Chicago mail order house in
offering talking machines ranging in price from $50 to $200, or more,
by mail, on instalments. Some of the communications were, un-
fortunately, anonymous, and those, therefore, need not be considered,
but a sufficient number of retailers had the courage to declare them-
selves openly in protest against this practice, to make the matter
important enough for discussion at least.
Mail order advertising has long been the bane of local retailers,
for it has affected practically every line of endeavor. Local mer-
chants have, in some instances, combined effectively to offset the
activities of the mail order house in their localities. Other groups
of retailers have persuaded their newspapers to refuse such adver-
January 15, 1920
THE TALKING MACHINE WORLD
9
tising, and a number of the leading national magazines have refused
to handle mail order advertising of any character. All these factors
simply offer aid to the retailer in solving the problem but do not
settle it for him. In this he must depend upon himself.
The mail order house is within its legal rights in soliciting
business in every part of the country, so long as its advertisements
are truthful and it delivers the goods for the money received. A
mail order business is legitimate. What the dealer must do is to
compete with this business as he would compete with any other
regularly established merchant in the same line. If the mail order
house is to be prevented from getting a grip on any particular terri-
tory, it is up to the dealer or dealers in that territory to realize
that they must be prepared to meet and overcome this competition
in a distinctly businesslike way.
The mail order house gets its business by advertising. So must
the local merchant advertise earnestly and persistently. He must
offer arguments as to why his townsmen owe it to themselves to
patronize home stores — how the local merchant helps to carry the
burden of taxes ; helps to build the business of the town, and pro-
vides support for the families of such local residents as he employs
in his store. He must impress upon the public that he personally
stands sponsor for the products he sells ; that they are delivered to
the home without extra charge and in the same condition in which
they left the store ; that if there is anything wrong it does not mean
the writing of several letters and a long wait before the trouble is
adjusted ; that he can be reached directly and in person, and can make
the adjustment on the instrument. Above all, the local dealer must
emphasize the fact that he is there to render service and is able to
render service.
If a competing store opens in his town, the established dealer
does not customarily go to the Chamber of Commerce and the news-
papers to have them use their influence to keep the new merchant
from getting a foothold. Instead he simply goes after his own
business more strongly, and by increased advertising and improved
service puts forth every effort to keep the business he has developed,
arid add to it if possible. He must pursue the same course in off-
setting mail order competition.
The retailer who knows his business does not have to depend
upon the appeal to sentiment or local pride. There are so many sub-
stantial and solid business reasons why trade should come to him
instead of going to a city hundreds of miles away that he should
never be at a loss for a clinching argument.
A dealer cannot avoid having competitors in neighboring towns
who are only too anxious to get a slice of the business in local
territory, yet he does not cry "wolf" in such a case, but settles
down to keep that other dealer from working into the territory
he considers his own. He must regard competition of the mail
order house in the same category and protect himself against it
by working all the harder to prove to the public that it can buy
as cheaply and more satisfactorily from him.
IN these days of high and steadily climbing prices the call is for
quality. In every line of manufacture the story is the same.
The public complains about the increased cost, but, nevertheless,
demands the best almost regardless of what the charge will be. It
is a simple philosophy — with poor goods commanding prices that
a few years ago would have bought the best, the purchaser feels
that he had better make an extra investment for something that
will stand up and give service.
Nowhere is this demand for quality more in evidence than
in the talking machine trade. Both wholesalers and retailers have
had the experience during the past couple of years of seeing storage
space loaded with small models of table machines, while prospective
customers were making strong demands for floor models of the
more expensive design.
This lesson of demanding quality for self-protection should not
be allowed to lose its effect when conditions again become normal
and prices drop, perhaps, to a lower figure. The talking machine
trade has had its experience with the rage for cheapness. It is
true that the experience did not last long, for conditions took a
certain change, but, nevertheless, it was clearly shown that the
emphasis on cheapness, rather than on quality, did not do the
trade any good.
There is believed to be room for much material expansion in
the producing end of the trade, but let that expansion be carried
on with the primary idea of quality first. The talking machine
has always been offered by its leading exponents as a distinct
quality product. Let it continue to be manufactured and sold on
that basis. This is just as easy as the other way and will prove
much more profitable.
WHEN the cost of doing business has reached an abnormal point,
as it has to-day, the retailer must watch every avenue of ex-
penditure in order to check any leaks that will tend to cut down the
legitimate profit to which he is entitled, and in many cases one of
the principal leaks will be found in the repair department. The
retailer may not himself maintain a complete repair .shop, but he is,
nevertheless, called upon to handle repairs for customers and he
should see to it that his charges are sufficient to cover costs and
leave a little extra for profit.
It costs money to handle repairs ; clerk's time in taking the
customer's order, messenger's time and expenses in carrying the
parts to an outside repair shop, and bookkeeper's time in taking care
of the charges, all these over and above the net cost of repairs them-
selves. There, of course, enters the question of service to the
customers in cases where the machine and its mechanical equipment
prove faulty, but there is a limit beyond which the customer should
not be humored — beyond which he is not entitled to free service or
service at less than cost. The retailer should see to it that he is paid
properly for the work that he does. It is compensation to which
he is by right entitled.
Cagf) Register <®ptxa
POUND the "A" on the National by cashing in
*^ on the Opera season. Link up your work to the
Metropolitan announcements, and Pearsall Service
will help you to supply the Victor Opera Records.
You can't tire of "cash register opera."
SILAS E. PEARSALL COMPANY
WHOLESALE ONLY
Victrolas and Victor Records 10 East 39th Street, New York
10
THE TALKING MACHINE WORLD
January 15, 1920
■IlillllllllllillllllllllllM
The Advertising That Keeps a Store Before
the Public in a Profitable Way ::
By J. I. Carroll |
Mgr. of Sales, Emerson Phono. Co. g
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllU^
Pause in your work and ask your neighbor —
what is advertising? The majority of men will
answer, "newspaper and magazine publicity."
Yet that is only part of the great science within
the meaning of the word "advertising."
There are many and widely differing forms
of advertising; some apparently insignificant;
in fact, so unlike what is generally accepted as
"advertising" as not to be considered within
the field of that broad science, but which, in
truth, are as much a part of it as the magazine
or th6 newspaper.
Advertising is that powerful force which,
when applied to merchandising, gives an irre-
sistible momentum that invariably leads to
greatly increased sales.
Anything which invites favorable attention to
one's store, and to the goods on sale therein,
can justly be termed "advertising." Keeping in
mind this fact, I shall draw attention to some
features, among others, which are rarely re-
garded as "advertising," and still are of the
greatest importance in the development of every
successful retail business.
In conceiving this little talk, my thoughts
have dwelt particularly upon stores wherein
talking machine products are offered to the
public.
It would not be amiss, in passing, to mention
my belief that, among progressive business men,
the phonograph dealer who fails to avail him-
self of the indisputable advantage of advertising
is regarded as much like the dog who chases
his tail — he gets a lot of excitement, but com-
paratively little results.
If you were a customer, anxious to be kept
posted on any new song, dance or instrumental
minium
pieces issued on phonograph records, I am con-
fident you would be mighty pleased to have your
telephone bell ring suddenly and find that your
dealer at the other end of the wire had rung you
up to advise the arrival that day of some "big
hits."
You could not fail to appreciate this service
and the enterprising and accommodating spirit
of the dealer. You are impressed with his
Advertising When
Applied to Merchan-
dising Gives a Mo-
mentum That Leads
to Increased Sales
courtesy and attention. It is only fair to assume
you will drop in at the store to hear these rec-
ords and in all probability purchase some of
them— and others, too, perhaps.
Among many dealers this custom of keeping
their trade advised by phone immediately upon
receipt of new monthly releases and all special
numbers is constantly practised and found val-
uable in stimulating increased sales.
Few will deny the advertising value of this
innovation.
A reliable mailing list is as necessary to the
llillllllllllllllilllllllllllllllllllllllllllllllllll
successful promotion of sales as any other plan
a live dealer can keep in action. The pro-
gressive dealer will assure himself of the name
and address of every phonograph owner in the
vicinity from which he draws his business. He
will be infinitely careful to see that every name
on this list receives the monthly bulletin of
new releases, and any literature of special sig-
nificance. The list will also include names of
prospective machine buyers.
Can anyone fail to include a mailing list as a
potent factor in sound advertising?
The dealer who watches his stock scrupu-
lously will rarely, if ever, allow an accumula-
tion of slow-selling numbers. He finds ways
of keeping his stock moving briskly through the
portals of the store — and outwardly. Many have
used the "circular" or "handbill" as a special
medium for unloading otherwise slow sellers. It
is gotten up inexpensively but attractively.
Herein are listed, among several of the good
numbers, a lot of records that need extra at-
tention. The circular generally is illumined
with a snappy cut which gets immediate atten-
tion, and encourages interest. It is distributed
across the counter, delivered to the homes,
or sent out wrapped in packages. It invariably
does the work intended — and does it well.
Have you ever entered a store and been stag-
gered by its unkempt appearance? You are
thoroughly disgusted by the utter lack of sys-
tem, the absence of neatness — the criminal in-
difference of everything connected with the
store. It immediately puts you out of sympathy
with the owner and his merchandise. You feel
like rolling up your sleeves, pitching in and
(Continued on paqe 11)
"QUALITY "-Your Best Investment
You will find that nothing pays such big permanent returns
as Quality.
Quality has been our watchword and our motto in building the
STradivara
" KNOWN FOR TONE "
It has paid. The wide awake dealer of today considers it
worse than a waste of time and money in attempting to build the
reputation of his house on the sands of shoddy merchandise, no
matter how attractive the price.
Beauty and Tone are the prime cause for the existence of the STRADIVARA. You will find
these prime essentials backed by Mechanical Perfection and Supreme Quality throughout.
1920 is here. Invest your time, efforts and money this year in a Quality Line of Phonographs.
It will pay you.
The name STRADIVARA has always been synonymous with quality
THE COMPTON-PRICE COMPANY
COSHOCTON, OHIO
The Talking Machine World, New York, January 15, 1920
GKefv. Records
ORIENTAL
FOX-TROT
bv REGA DANCE ORCHESTRA
The bi^est
hit in
5 YEARS
A~
Masterpiece
of recording
P4057
lO Inch 8B
GENERAL PHONOGRAPH CORPORATION
OTTO HEINE MAN, Pres.
25 WEST 45 Hi STREET. HEW YORK
FACTORIES: Elyria. Ohio Newark, N J. Putnam. Conn. Springfield, Mass. Kitchener .Out
BRANCHES: CHICAGO SAN FRANCISCO TORONTO. CAN.
January 15, 1920
THE TALKING MACHINE WORLD
11
putting the house in order. There are many
such stores, and the proprietors wonder why
their goods do not sell. Almost without excep-
tion they blame it on the stock. These condi-
tions are advertising the premises, but in a
sadly unwholesome way.
Walk along a business street. Instinctively
your eye is arrested by one store that has its
windows lustrously clean; the woodwork is well
painted in colors that are in good taste and
harmonize well with the interior. You are
pleased. You cannot help but note the store.
You remember it — and favorably. Can one
gainsay the advertising value that lies therein?
You enter this store. Instantly you are im-
pressed with its general excellence. Your eyes
wander about observing every detail. Each
glance is rewarded with a delighted sense of its
orderliness; and these are some of the impres-
sions you receive:
The woodwork is nicely painted. The wall
paper or wall paint blends effectively with it.
Nothing is gaudy. The furniture, too, is in
harmony with the interior scheme; so, too, the
fittings, which are striking, but not showy. You
like it all very much and again you say "Good
advertising."
The store is well lighted, well arranged. Each
department is placed in the most convenient
and suitable location. Display and publicity
matter is neatly framed and distributed about
in most advantageous and agreeable places.
Nothing is incongruous. The record booths are
well equipped with hangers, complete catalogs
and monthly bulletins — all in their proper places.
Good order prevails. Customers cannot fail to
appreciate this systematic regularity. What
could better advertise the store?
Everywhere you are reminded of the clean-
liness of the establishment. No dust on count-
ers, booths, or furniture; no things littered
about; no scraps of paper, cord or refuse on
the floor. Everything unsightly is properly
under cover. Wherever the eye glances it is
met with further proof of capable management.
Again, valuable advertising.
Hardly have you entered the store when you
are approached by a clerk whose appearance
bespeaks refinement and courtesy. You are
made, at once, to feel your visit is appreciated.
The clerk extends himself to serve. He shows
deep interest and consideration and, above all
else, he knows his business well and puts his
knowledge at your command. Your purchases
are expedited, your time is saved, and your visit
has been made a pleasure.
The clerk's language is businesslike, the tone
of voice modulated and agreeable — his bearing
earnest and intelligent. He carries himself with
graceful dignity, not lacking in ease; yet with
a ready smile, and gracious manner, which wins
the respect and good will of his customers.
The male clerk dresses becomingly; his linen
is always in good condition and spotless; his
clothing invariably well pressed; his hair care-
fully brushed, and his shoes well shined. Like-
wise, the woman clerk corresponds in all re-
quirements to the man. Her dress is not ex-
pensive, but neat, modest and appropriate. Her
toilet is above possible criticism, particularly
as to the appearance of her hair and hands.
Where girl clerks are employed, customers of
the desirable sort will not tolerate anything that
smacks of crudity or lack of good manners.
With such clerks, contrast the careless, tact-
less, coarse spoken kind whose lack of the es-
ACME-DIE
-CASTINGS-
ALTJMINUM-ZINC-TINaLEADALL0YS
AcmeDie-Ca^tingCorp.
Boston Rochester Bro oldynN. Y. Detroit CKiaago
sential refinements is so conspicuously evident,
and wherein courtesy and consideration are but
barely known and little practised.
When one reflects, he recalls how often he has
been favorably impressed by the right kind of
help and discouraged by the wrong kind; how
he has bought his needs in the store where
bright, up-to-date, pleasing clerks prevail. He
knows, even as I, their presence and attention
is a kind of advertising that keeps the store ever
before its public in a profitable way.
I have tried to bring before you a few random
thoughts on advertising. Perhaps you have con-
sidered them before, but the repetition of them
here, I trust, may prove of interest, and possibly
some value to those patient enough to read to
the end my somewhat insufficient but sincere
presentation of these few ideas that have oc-
curred to me.
TO RECORD "MADRIGAL OF MAY'
Claudia Muzio Will Sing Melody Theme of Suc-
cessful Broadway Show
Claudia Muzio, recording exclusively for
Pathe records, will shortly record "Madrigal of
May," published by Joseph W. Stern & Co.,
and which is the melody theme of "The Jest,"
and sung in that play by John Barrymore. Ac-
companiment will be furnished by the Plymouth
Trio under the direction of Maurice Nitke, com-
poser of the number.
Paul Althouse, another Pathe star, is coming
East from Los Angeles when he is on tour to
record the new "Gray" melody ballad, entitled
"Since First You Smiled at Me."
A NEW VITANOLA ENTHUSIAST
Sphinx Gramophone Motors, Inc., New York,
has been incorporated with an active capital of
$500,000. There are 2,500 shares of common
stock, having no par value. The incorporators
are I. Silberman, G. M. Levy and H. Kohn.
Milton M. Roemer, president of the M. M.
Roemer Sales Corp., Vitanola distributors of
New York City, is the proud father of a son
born December 6th, 1919, at the Roemer resi-
dence. 65 Ft. Washington avenue. New York
Made under U- S.
Patent No. 995 758
which will be strictly
enforced.
SIX SIZES
7/a Inch
To
Furniture
Dealers
HUNDREDS of pieces of furniture annually go into
your salesrooms already equipped with Domes of
Silence. The remainder are either equipped by
you or are left to go to the ultimate consumer without
any slides at all.
Our extensive national advertising has shown people
the advantage of Domes of Silence — and if you can
give them furniture equipped with these slides, you will
be giving them extra satisfaction — and extra saving,
thereby winning permanent customers.
Manufacturers will equip all their furniture legs with
Domes of Silence. They are waiting for you to specify
slides when you order furniture from them. It is a
mutual benefit.
Make a note of it so that you will remember to> ask manu-
facturers to put slides — Domes of Silence — on your furniture
the next time you place an order.
Domes of Silence are highest in quality and greatest in
utility, the best and cheapest slides that can be produced.
Carried in stock by leading jobbers
Henry W. Pea body & Co.
Extra Heavy
Size l's Inch
17 STATE STREET
This is how you can get full
benefit from our advertising
in the big national magazines.
Labels like this furnished at no
charge, ready to paste on fur-
niture equipped with Domes of
Silence. Tell your supply jobber
how many you can use.
NEW YORK
_ —
EQUIPPED WITH GENUINE
Po^encE
OF THE CORRECT SIZE
12
THE TALKING MACHINE WORLD
January 15, 1920
Artiste
THE ARTIST IN REALITY
Breaks Down Sales Resistance
L' Artiste affords one of the best selling franchises in the phonograph
world today. Unlike machines that have nothing in particular to
differentiate them, its merits are so outstanding that no argument is
needed to reveal them. The instrument itself breaks down all
sales resistance.
If you, Mr. Dealer, will secure the attention of the prospective buyer,
L' Artiste will get the order. Demonstration of its wonderful tone is
all-convincing. The beauty of the cabinets requires no explanation.
The mechanical construction is of the best, including many refine-
ments and conveniences to be found in no other make.
Nine Attractive Models in Upright and Console Styles.
GRAND RAPIDS PHONOGRAPH CO.
GRAND RAPIDS, MICHIGAN
THE PHILADELPHIA SHOW CASE COMPANY
123 NORTH THIRTEENTH STREET EASTERN DISTRIBUTORS
PHILADELPHIA
2002 JENKINS ARCADE
PITTSBURGH
January 15, 1920
THE TALKING MACHINE WORLD
13
IT PAYS TO DO WHAT THE OTHER FELLOW DOESN'T DO
It's the Unusual That Gets the Audience — Five Million People Walk on Their Feet Without Creat-
ing a Murmur, but Just Let One Start Walking on His Hands and He Gets Action
The newsdealer in the exclusive locality who
offered copies of "Snappy Stories" securely hid-
den behind covers of the "Ladies' Home Jour-
nal" and thereby increased his sales to High
School girls and their big sisters, to say noth-
ing of deacon's wives, by fully 400 per cent, had
the right idea. It's the unusual that attracts
attention and likewise attracts business.
Five million people travel New York streets
on foot sometime during the day without getting
a tumble, but just let one of them start walk-
ing on his hands on Broadway and it requires
the police reserves to hold back the mob. We
go into elevators and they shoot up or down,
as the case may be, without impressing us in
the least, but if the elevator stood still and the
hotel shot up and down, as they say they do in
Mars, a wise guy could make a fortune selling
tickets for rides.
Yes, sir, it's the unusual that gets 'em, whether
it's a circus freak, a funny ad, or a clever story.
It's the unusual that makes gossip — that starts
people talking. A thousand men can live with
their wives quietly and peacefully without
causing comment, but when one of the thousand
leaves home the tongues of 999 families are al-
most wagged off in discussing the scandal.
All of which leads up to the fact that Robbins
was successful because he believed in the un-
usual. He watched the way the other dealers
advertised and then did differently. If they used
small cards he used a big spread. If they com-
bined to run a big spread he just ran ten or
twelve cards with his name and address and
what he sold. They had Grand Opera Week
in town and every dealer but Robbins filled his
windows with grand opera records, the manu-
facturers' grand opera advertising and the por-
traits of noted artists. What did Robbins do —
just jammed his window with jazz, across the
top of the window he strung a sign reading in
large letters: "Grand Opera Records Right
Here, Plenty of Them, but Take Me to That
Land of Jazz." Instead of the opera artists
there were portraits of Smith's Orchestra, the
Six Brown Brothers, Al Jolson, and the like.
The result was that the window stuck out like
a sore thumb, as naturally one jazz window
among a dozen featuring dainty melodies would
stand out.
In one school several dealers had been work-
ing on the teachers endeavoring to persuade
them to get together and hold a bazaar in order
to buy a machine and a library of records. That
process was too slow for Robbins, however, so
while his competitors were busy selling the idea
to the teachers, he dug up the membership list
of the Parents' Association, saw the president
and a few officers, and in two days convinced
them that a small contribution of fifty cents all
around would accomplish the desired result in
jig time. The machine was in the school before
the other dealers had decided what to do.
Robbins read that good salesmanship con-
sisted in giving the customer what he wanted
rather than endeavoring to unsell him on his own
idea and sell him on something else — but the
process was too slow. He had one customer, an
old gent, who simply doted on symphonies, folk
songs and classics. "Why don't you buy some
records for the young folks?" said Robbins one
day. "Young folks don't come to my house
often, it's too slow," said the customer. "Like
'em, don't you?" asked Robbins. "Yes, sirree,"
replied the customer. "Better lay in a stock of
some of these new dance records," said the
dealer. That was four months ago and just the
other day the old man toddled in and demanded
a record of "The Vamp," — pronto. And he did
a weak shimmy while he waited for it to be
wrapped up.
As was said before, it's the new idea — the un-
usual— the different angle of approach, that
makes for successful selling when there is com-
petition to be considered, and it's a good rule
to follow.
H. R. HOLMES EDISON SUPERVISOR
Canadian Army Veteran Made Territorial Su-
pervisor for the Middle West — Was Formerly
Sales Department Correspondent
Howard R. Holmes, who has been a corre-
spondent in the sales department of Thomas A.
Edison, Inc., since his discharge from the Cana-
dian army early this year, recently was pro-
Howard R. Holmes
moted to the position of territorial supervisor
for Thomas A. Edison, Inc. His territory is in
the Middle West.
Mr. Holmes is an American. He enlisted in
the Canadian army in November, 1916, and was
assigned for duty to the Fourth Canadian
Mounted Rifles. In November, 1917, he was
wounded by shell fire at Passchaendaele. Upon
discharge from a hospital in England, Mr.
Holmes was pronounced physically unfit for
further duty with the infantry and was trans-
ferred to the Motor Transport Section of the
Canadian Army Service Corps. He served with
this branch until October, 1918; he was awaiting
transfer, as a cadet pilot, to the Canadian Air
Force, when the war ended.
Previous to his enlistment in the Canadian
army, Mr. Holmes was employed by the C. A.
Stoneham Co., New York stock brokers. C. A.
Stoneham is one of the owners of the New York
Giants. Mr. Holmes at one time was on the
advertising staff of the New York Morning Tele-
graph. He was educated in Sciences at West-
minster College, Westminster, Col. Mr.
Holmes is a stepson of the well-known turfman,
Robert A. Smith.
HEADS AEOLIAN ART DEPARTMENT
R. Alston Brown Recently Appointed to Im-
portant Post at Aeolian Hall
A recent interesting and important appoint-
ment at Aeolian Hall is that of R. Alston
Brown, who has been placed at the head of
the art department of the Aeolian Co., succeed-
ing F. W. Vreeland, who resigned recently. Mr.
Brown, who is a native of Xenia, O., is well
known in architectural and newspaper circles,
both in New York and in the West, and has had
experience in those fields that will prove most
valuable in his new position.
Someone has said that business is sensitive.
So it is; you must be extremely careful how
you invite it and of the way in which you treat
it when it comes. It never stays where it is
not wanted.
14
THE TALKING MACHINE WORLD
January 15, 1920
Columbia
No. 7. EXCLUSIVE COLUMBIA RECORD-SERVICE FIXTURE
MORE than 7,000 of these exclusive
Columbia Record Service Fixtures are
effecting quick and easy record sales for
Columbia Dealers today.
This Fixture in each of your record dem-
onstration rooms will say to your customers,
"Here are six of the best records we know
of; pick out yours."
Description
Fixture is metal throughout, finished in baked black
enamel; swinging wings display six records either 10-
or 12-inch size; insert "attraction" card at top calls
particular attention to the definite class of records
displayed; fixtures come packed 2 in a carton, com-
plete with 21 caption plate insert cards, directions
for erecting, and screws for affixing to the wall.
Select yours and
the clerk will
wrap them up
Self-Service is Sales Efficiency
The one big problem of phonograph dealers today
is overhead operating and selling expense, which is in
many cases far in excess of sales increases. That is why
the Columbia Dealer Service Department developed
the "Self-Service Plan" as offering a means of relief.
The idea was basically sound in merchandising
principle and has provided dealers a means to increase
their record sales substantially without proportion-
ately enlarging their overhead selling expense.
You know that the thing to do when a customer
calls for a record by name or number is to cultivate
that "buy-without-hearing" habit, consider it sold,
and wrap it up.
Put your demonstration effort on a new record.
Sell two records where you used to sell one.
The days when demonstrations were essential have
passed. They are superfluous now that our national
advertising has made Columbia Records known and
accepted as dependable.
January 15, 1920
THE TALKING MACHINE WORLD
15
RecordService
COLUMBIA No. 8 FIXTURE IN ACTION
Sell the Records You Have
MOVE those records that are now on
your shelves. Let the No. 8 Exclu-
sive Columbia Salesfloor Record Service
Fixture classify them and present them to
your customers during the busiest record
months of the year.
The constant turnover of record stock is
the life of your business — use the No. 8 to
reduce accumulations on the shelves — to
increase the selling efficiency of your store —
to encourage the "buy-without-hearing"
habit.
This fixture gives 100% visibility to the
25 different records displayed on its five
sides. Revolving feature permits five cus-
tomers to select at a time, standing or sit-
ting.
It entirely eliminates your customers'
waits for a clerk. Their minds do not
wander from music, because they have 25
different records to choose from the moment
they enter your store.
Twenty-one caption insert cards, under
which any record in the Columbia Catalogue
can be classified, are provided with each of
these fixtures, supplying a distinct selling
approach.
The two 10-inch and three 12-inch pock-
ets on each of the five sides of this fixture
hold eight records each — 200 in all — thus
eliminating the need for constant refilling.
You can place it anywhere on the floor.
This most compact method of display makes
a complete rack for small country dealers,
and saves valuable space.
In small general stores, furniture, drug
and department stores, this fixture will sell
many records to customers who came in for
something else.
Columbia distributors are prepared to
supply Columbia dealers only with exclusive
Columbia Record Service Fixtures.
COLUMBIA GRAPHOPHONE COMPANY
NEW YORK
Canadian Factory: Toronto
No. 8. SALESFLOOR RECORD SERVICE
FIXTURE EXCLUSIVELY COLUMBIA
An attractive, businesslike, well-
balanced unit that looks all it is
intended to be — a display rack for
customers. It is neat and symmetri-
cal— takes little floor space, and will
fit into the decorative scheme of the
finest shop.
id
THE TALKING MACHINE WORLD
January 15, 1920
imfiiBiifiiiiuiiiminimiiiiiiiiiiiiii
I The Talking Machine Industry Has Become
j a Large Consumer of High Grade Veneers
U!llllllllllll!IIIIIUl!lllllllli:illllilllPIIIIIIII!llll!lllllilllllllllllll
The growth of the talking machine business
in all its various phases has served to attract
the attention of manufacturers and suppliers in
many lines, kindred and foreign. The members
of the veneer and lumber trade have been par-
ticularly interested owing to the pleasing quan-
tities of fine cabinet veneers and hardwoods
demanded by the talking machine manufacturers
for their products.
No better example of the growing importance
of the trade can be found than the following
article by a writer in "Veneers" on the veneer
possibilities in talking machines. Incidentally,
the writer as a practical veneer man offers some
suggestions regarding talking machine cabinet
construction that are of considerable interest.
The article reads:
The talking machine industry is becoming
quite an important item in the consumption of
veneers and built-up plywood, but the present
demand would seem almost negligible when the
possibilities of future demand due to the growth
of this industry are taken into consideration.
It may be surprising to learn that the quality
of the veneer and the method of its applicability
are in a large way the deciding factors in the
clarity of tone of the talking machine, and this
is a matter which is often entirely overlooked,
both by the panel plant making a specialty of
turning out talking machine stock as well as
by the manufacturer of the instrument.
The production of talking machines has so
increased that many piano factories, furniture
factories and wood-working plants have en-
gaged in the manufacture of cases as well as the
completed article. Many factories thus engaged,
however, have found that unless they had a
really good, up-to-date veneering department it
was better to buy the required built-up stock
from the panel plant, which makes a specialty
of turning out stock of this kind. The advantage
is that the manufacturer knows exactly what
the built-up stock for each case costs him, while
if he turned them out himself the chances would
be that at times he would sustain a loss.
Demand For Five-Ply Construction
The big demand is for five-ply construction,
which ranks in quality with that demanded by
the piano trade, calling for first-class construc-
tion of such woods as mahogany, walnut, oak,
birch and gum, these woods being employed
in all types of cases, including the higher grades
of period designs. At the present time mahog-
any seems to lead in popularity and is used from
the plain stock up to the fancy-striped higher-
priced quality. Oak and gum follow, respec-
tively, in the ordinary type of cases, while
walnut and quartered gum are used almost ex-
siiiiiiiiiiiiiiiiiiiiiiiiiiiiiiui
IllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllilUllll
clusively in the production of the period style
of cases, some of which have the outward
appearance of an expensive period style of
buffet.
In the construction of the many cases there
has been used a fret-design, sawed-out panel to
replace the two small upper doors on the sound
chamber. These panels are usually made to slip
up and down in the case, and should never be
made from stock thicker than 3/16-in., of three-
ply construction. If made thicker than this it
will give the front of the case a too-woody or
over-heavy appearance, and instead of being
attractive it will detract from the appearance.
These fret panels show up exceedingly well on
mum
The Maying of High
Class Talking Ma-
chines Calls for the
Finest Quality of
Woods and Veneers
cases where the front pilasters or standards
have that bulged-out effect obtained by shaping
on the automatic lathe.
The Many Improvements
As with the improvements of the appearance
of the outside case, by using only the better
grades of veneers, so with regard to the inner
paraphernalia. Great improvements have been
made in sound reproducers, motors, needles,
etc., and it may be predicted that greater possi-
bilities of tone production and clarity of sound
are possible when manufacturers eliminate every
necessary part now made of metal, which can
be reproduced from veneer and built-up stock.
In fact, the future talking machine, with the
exception of the motor and legs, will un-
doubtedly be a thoroughbred veneered product;
this may go even so far as to replace the metal
tone arm, if veneer possibilities will render
themselves adaptable to the economical pro-
duction of the part.
Aside from the reproducer and the -tone arm
the amplifying or expansion sound chamber is
of most vital importance toward the clarity of
reproduction of sound. Here again veneer plays
its important part. It is not so many years
■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■I
i i n n iki ! i; m : ;: :; :■ i i: n ,i: r nun m .i .i.i.i :i: i m i, h :i ;! :i 1 1: i: ;i m ;: .i .i r i: n :i ,li
ago when these sound chambers, commonly
known as horns, were made entirely of metal.
The superiority of wood in sound reproduction
next led to the use of the veneered horn, and
in the present styles veneers are used almost
exclusively in expansion sound chambers.
There are some essentials which go far toward
making any particular brand of talking machine
a perfect instrument for sound reproduction,
and some of the larger manufacturers are lay-
ing special stress on their sound-chamber stock
as bringing forth the fullest volume and clarity
of tone, while others, again, are not particular
in this regard, and will use any stock, such as
maple, birch, gum or elm, for the same, making
no distinction in this regard.
The Value of Spruce for Horns
The selection of good sounding-chamber
veneer is as essential as the selection of good
sounding board stock in piano construction, in
which spruce holds the field entirely. A sound-
ing chamber made of spruce, in which the grain
is evenly proportioned, will often improve the
tonal quality of the instrument 100 per cent, and
reproduce sound clear as a bell. Aside from
this there is also the shape of the sounding
chamber to take into consideration. All sound-
ing chambers should be of tapering construc-
tion, ending in a rounding bulge at the con-
nection to the tone arm throat. This, however,
presents difficulties in veneering which have
apparently not been entirely overcome, hence
the majority of manufacturers are turning their
instruments out with sound chambers of square,
tapering construction. Next to spruce come
Norway pine, hemlock, balsam fir and white
pine for adaptability as sound-chamber wood.
Sound chambers, in other words, are sound
conductors, and the material or stock of which
they are made, as well as the thickness of the
walls, have much influence on sound reproduc-
tion because they receive and reflect the sound
vibrations traveling through them. The veneer
used for this purpose should be single-ply and
%-m. in thickness, and in no case more than
3/16-in.; making the chamber thicker than this,
the reproduction properties will be nullified and
full value of tonal quality not obtainable.
I firmly believe that in the near future, when
the full importance veneer plays, both in the
outside appearance and tonal qualities of the
instrument, becomes fully known and appre-
ciated, some of that former prejudice against
veneered products will be obliterated.
Veneers for Turn Tables
At present experiments are being conducted
by some firms in putting a layer of aluminum-
(Continued on page 18)
■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■■IB
■i
Superior Die Casting*
will Cut Tour Costs and Increase Tour Sales
Tonearm and Reproducer Parts, Attachments, Turntable Hubs, Motor
Governor Discs, Knobs, Piano Player Parts— accurately cast in Alum-
inum, White Brass, White Metal Alloys or Zelco Metal- ready for nickel
or gold plating. 41 4 We employ a large force of die makers especially
skilled in this class of work and operate a large battery of die casting
machines of our own design and construction with a capacity of
50,000 to 100,000 castings per day.
Write for
Samples of Work we
are doing in
this line
Send us
your Specifications
or Models for
quotations
Barnhart Brothers & SPindler
Monroe and ThroOD Streets » Chicago ' Illinois
JANUARY 15, 1920
THE TALKING MACHINE WORLD
17
Responsibility
multiplied
by two
A consideration
for 1920 and
successive years
Putting a double respon-
sibility back of the products
purchased by the trade is
one of the duties of a Manu-
facturers'Agency.
The modern manufacturer
insists not only th at his goods
must be made right, but sold
right, and the right sort of a
manufacturers' agent is
equally zealous in protecting
the interests of its customers.
A Manufacturers' Agency
cannot exist without keeping
its customers. What the
salesman — employe of the man-
ufacturer— may do the Manu-
facturers' Agency must do.
We see to it that quality is main-
tained, and we never cut our estab-
lished prices under any condition.
Therefore a double responsibility is put
back of each product we sell — the manu-
facturer's and our own. The combination
of the manufacturer's interest — to have the
product marketed — and our own to ac-
complish the same — and to give every-
thing in satisfaction to the trade.
We cannot refrain from an expression
of gratification that in 1919 — and for the
New Year, we have received the many evi-
dences of support from our old customers
and the proffer of the important business
which has come from so many new ones.
It will be our unswerving aim for 1920,
and for the successive years to which we
look forward, to give the utmost in service
and in providing the ample profits for our
customers which are rightfully theirs, so
that we will obtain and deserve the business
we have so carefully fostered.
Write us at once for our proposition. Our
Plan is basically sound, for it is built on
Service, Added Profits, and Ultimate Con-
sumers' Satisfaction.
Do not fail to write us today.
President
Condon & Co., Inc., Sole Agents
Torrington Uniform Needles
TRADE MARK REGISTERED
Fifth Avenue Building, New York City
Tear out and keep this page for future reference
THE TALKING MACHINE WORLD
January 15, 1920
Eili. Eili," is Toscha Seidel's thrilling violin
solo. Have you ordered a big supply?
Columbia Record 49526.
Columbia Graphophone Co.
NEW YORK
TALKER TRADE LARGE VENEER USER JAZZ SCORES ANOTHER KNOCKOUT GIMBEL EMPLOYES HOLD DINNER
(Continued from page 16)
like metal, and by others in putting a disk made
of veneer, less than %-in. thick, between the
record when being played and the spindle table,
claiming that this increases the clarity of tone
in the records being played. But why go to all
this trouble? Why not make the spindle table
or disk from built-up material, for instance
spruce or some such -wood, whose tonal qual-
ities are recognized as essential in perfect sound
reproduction? Surely built-up three or five-ply
stock, sawed into circles 12-in. in diameter,
would better answer for this purpose and give
a better tone reproduction than the present
metal disks, covered with a fine piece of felt
to deaden the metallic sound vibration. A disk
made of plywood and perfectly cut, and finished
up smoothly, undoubtedly would be greatly ap-
preciated both by manufacturer and the public.
The popularity and the ever-increasing de-
mand for talking machines of all sizes, styles
and types offer a growing call for veneers and
built-up plywood, and panel plants will do well
to go after some business in this line. The call
is for veneer and plywood of the best construc-
tion, and numerous plants are in existence to-
day that buy their panels and other woodwork
machined, ready to assemble the case, much
like they buy their hardware. The present de-
mand for talking machines is far. from high-
water mark and will increase for years to come.
Hence the talking machine market will continue
to be a factor of prime importance for supplies of
veneers and built-up plywood.
Does What Leading Physicians Could Not Do —
Awakens Sleeper From Eighty-Day Trance
— A Twentieth Century Miracle Performed
Syracuse, N. Y., January 2. — Since the night of
October 3 doctors have been completely baffled
by the case of Mrs. Fred Tracey of Oxford, N.
Y., who has been lying in a coma for eighty
days. All efforts to awaken the sleeper were
fruitless until a jazz record was placed on the
talking machine. Then the sleeper awoke and
now the doctors say she will recover!
Mrs. Tracey retired on the night of October
3, apparently in the best of health. She fell
asleep and since then has been apparently
paralyzed. Her eyes were closed, her pulse was
nearly normal, but breathing was irregular.
Dr. A. R. Morse, after futile efforts to rouse
her, started feeding her through a tube and has
continued this throughout her sleep. She has
been losing steadily in weight, but not to such
an extent as to cause alarm.
Several times the physician has noticed that
music seemed to have a stimulating effect, that
her pulse would quicken and that she would
breathe faster and seemed nearer consciousness.
On December 23 he placed the instrument near
her bed and started a jazz record. At the first
few bars the patient stirred, her muscles
twitched and her hands opened and closed and
she appeared to be trying to sit up. He played
it again and presently she whispered: "What
is it?" Dr. Morse says that she will recover.
"She will sleep several days more, the natural
sleep of weakness," he said. "The coma is gone."
Members of Talking Machine Department Have
Pleasant Evening at Peters Restaurant-
Manager Max Receives Promise of Delivery
From Manufacturers — Good Musical Program
OPEN EXCLUSIVE TALKER STORE
The Peerless Phonograph Co., of Colorado
Springs, Col., have opened an exclusive talking
machine store at 11 South Tejon street, that city,
to be known as the Peerless Phonograph Shop,
and the Brunswick will be handled. The formal
opening, which will occur at an early date, will
be quite an event.
A very enjoyable dinner was given late last
month by the members of the talking ma-
chine department of Gimbel Bros., New York,
at Peters Restaurant, 163 West Forty-ninth
street, at which many men prominent in the
trade were present and discussed the activities
of the past year and the prospects for 1920.
William J. Lewis, advertising and publicity man-
ager for Gimbel Bros., presided as toastmaster.
The musical entertainment of the evening was
given by prominent artists, among them being
Miss Kennedy, a clever composer and singer,
who scored a big success with her numbers.
Following the dinner Manager M. Max gave
a lengthy and interesting talk on the work done
by his department. At the conclusion of his
address the entire sales force sang a song
written for the occasion and sung to the tune
of "Dear Old Pal of Mine." E. A. Widmann,
president of the Pathe Freres Phonograph Co.,
made the announcement that he would furnish
a bond as security to fulfill any amount of or-
ders that Mr. Max might place during the com-
ing year. Lambert Friedl, of the Columbia Co.,
and Edward Strauss, of the Brunswick-Balke-
Collender Co., made the same statement.
The music publishers of New York were well
represented at the dinner and the best enter-
tainers sang all the popular song hits of the
day. Among the guests were: E. A. Widmann,
of the Pathe Freres Phonograph Co.; Edward
Strauss, of the Brunswick-Balke-Collender Co.;
Lambert Friedl, of the Columbia Co.; Arthur
Freeman, former advertising director of Gim-
bel Bros., and his partner, Morris M. Einson;
Mr. and Mrs. M. Max, Harry R. Barron, man-
ager of the Gimbel piano department; Manager
Iannell, of the talking machine department; Mr.
and Mrs. Gennis, Mr. and Mrs. Boghetti, J. J.
Dowdell, Wm. J. Lewis, MSsses Dickey and Riker.
AUTOMATIC STOPS
The simplest and most efficient Auto-
matic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.
Send 50 cents for Sample Stop
KirkmanEngineering Corporation
237 Lafayette St., New York
H
O
M
E
192 0
PROMISES TO MAINTAIN IT'S POSITION AS
The Standard Phonograph Needle
of the world"
5 The wonderful and expensive alloy of which it is made,
together with its "one piece type" of construction holds
the secret of it's vastly superior tone reproducing quali-
fications.
SUPPLIED ON CARDS CONTAINING FIVE NEEDLES
PRICE 25cts PER CARD
(LESS USUAL DEALERS DISCOUNTS)
LOUD-MEDIUM AND SOFT TONE GRADES
5 If your Jobber is one of the leading Jobbers of Phonographs or Phono-
graph Accessories, he will be able to fill your orders promptly.
5 Manufactured by the inventors, pioneer and foremost manufacturers of
"Quality" Diamond Points for Edison Records.
SAPPHIRE BALL JEWELS
FOR PATHE RECORDS
SAPPHIRE POINTS
FOR EDISON RECORDS
B
E
S
T
T
O
N
E
F
O
R
T
H
E
H
O
M
E
MANUFACTURER
COMPANY
LANCASTER, PA., U. S. A.
January 15, 1920
THE TALKING MACHINE WORLD
19
TWO COLUMBIA DEALER AIDS
Catalog Cover With Dealer's Name Imprinted
Thereon and Window Base Sign Two Dis-
tinctive Aids Issued for Use of Retailers
The dealer service department of the Colum-
bia Graphophone Co., New York, announced
recently an appropriate and effective novelty for
the use of Columbia dealers in the shape of an
imprinted catalog cover, which is stamped with
the dealer's name and address. As this catalog
gets in the customer's home and stays there, the
New Columbia Catalog Cover
dealer's imprint on the cover enhances the value
of the catalog materially and lends an added as-
surance of its being carefully preserved along
with other reference books. This cover is by
no means a glaring advertisement, but a neat
book cover which is just as useful and accept-
able to the customer and as welcome in the home
as a fine telephone book binder.
Another novelty introduced recently by the
Columbia dealer service department is a win-
dow base sign which tells the dealer's story in
a flash and ties up his establishment to the pur-
chasing thought in the public mind. The sign
is fitted with two hinged feet on which the sign
"The Music Without the Blur!"
This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola's Tone Deflector eliminates the scratch"
Wa.tcKir\J tKe Music Come Out
We want to show you how to make money with'
MAGNOLA; and how MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
Window Sign Featuring Columbia Line
rests, which allows it to stand about two and
one-half inches from the floor, thus raising the
sign above the base board of the window frame.
The letters are solid opal glass, made from spe-
cial moulds. The lettering character is Roman,
consisting of the words "Columbia Grafonolas
and Records" and a four-inch trade-mark. Tin:
box is made of heavy sheet metal, painted in a
bronze brown color and arranged for thorough
ventilation.
A NEW V0CAL10N ORCHESTRA
Paul Biese and His Novelty Orchestra From
Chicago Make Their First Contributions to
the Vocalion Record Library
Paul Biese and his Novelty Orchestra, an
organization that has enjoyed unusual popu-
larity in Chicago, where the brands of jazz are
plentiful and varied, have been engaged to re-
cord for the Vocalion, and the first records by the
orchestra will be found in an early supplement.
The first number recorded by Biese and his
players is "Dardanella," one of the most popular
of the newer dance numbers. The Biese or-
ganization is at present filling an engagement in
one of the leading New York restaurants and is,
therefore, becoming well known and favored in
the metropolis.
TO EXHIBIT DURING MUSIC WEEK
The Columbia Mantel Co. of Brooklyn, N. Y.,
are having finishing touches placed upon their
new showrooms at their headquarters. These
showrooms will provide a fitting setting for the
Recordion line of talking machines to which
new models have recently been added. Prepara-
tions are being made to have the complete line
on exhibition in the new showrooms in time for
the New York Music Week, at which time the
Columbia Mantel Co. are planning to welcome
their many out-of-town dealers.
NEW TALKER STORE IN PEORIA
Peoria, III., January 2.— Black, Derges & Mar-
shall have opened the latest talking machine
store here at 226 South Adams street and are
local representatives for the Brunswick. The
personnel of the new firm comprises William
C. Black and Ivan H. Derges, both well-known
Peorians, and Hugh F. Marshall of Detroit,
Mich. Columbia machines and records will
also be carried and an expert service and repair
department will be maintained.
"Why do people prefer music to conversation?"
"Seems to me some sort of instinct about it.
There isn't anybody who wouldn't rather listen
to a canary bird than to a parrot." — From the
Washington Star.
NICHOLSON
Talking Machine
RECORD CABINETS
the kind that talk
VALUES and SALES
K. NICHOLSON FURNITURE G0.,c^2y
| Record Cabinets, Sect. Bookcases and Ladies' Desks
Line permanently shown by Eph. Feig, 33 E. 20th St., New York, N.T.
? ? ?
• • •
WHY
Mr. Dealer
Are Your Com-
petitors Selling
So Many
Phono-Grands
? ? ?
Simply Because They
Know That
PHONO-GRAND
Fills a Long Felt Want
This little compact combina-
tion of a splendid Phonograph
and an electrically controlled
Reproducing Piano is just the
thing for ice cream parlors,
restaurants, cafes, etc. It fits
in nicely and takes up no more
room than an ordinary talking
machine.
Want particulars? Write today
J. P. Seeburg Piano Co.
419 W. Erie St. Chicago, 111.
20
THE TALKING MACHINE WORLD
January 15, 1920
FINE LOS ANGELES DEPARTMENT
Elaborate Quarters for Display and Sale of
Talking Machines Provided in the Store of
A. Hamburger & Sons in That City
Los Angeles, Cal., January 2. — The handsome
new talking machine department of A. Ham-
burger & Sons, opened on December 1, and
occupying a large section of the fifth floor of
the company's store, is fast becoming a mecca
for local music lovers, at least those who in-
Manager Humphrey at His Desk
cline towards talking machines and records.
The department was in full swing about the
time the holiday demand began to make itself
felt, and throughout the month was crowded
with prospects and customers.
Much interest in this new section was de-
veloped by the series of recitals held in the
department. A concert stage is one of the
features, and the display floor is so arranged
Panorama of A. Hamburger &
that a machine can be moved out of the way
and sufficient chairs installed to accommodate
several hundred. At the recital given to mark
the opening of the department, nearly 700 music
lovers assembled to listen to an excellent pro-
gram rendered through the medium of Victor,
Columbia and Brunswick machines, and by ar-
tists of local reputation. Even with the big
attendance, several hundred were turned away.
The Hamburger department has been fitted
up on an elaborate scale. It has the appear-
ance of a great hall, with a commodious stasre
Sons Department Los Angeles
of the extent of the department, and of the
character of its arrangement.
Manager Humphrey plans a number of im-
provements which will be put into force as the
business develops.
MAKING PROGRESS IN ST. LOUIS
Associated Furniture Manufacturers Handling
Both Machines and Records With Success
Corner of Hamburger Department
at one end. and a battery of demonstration
booths at the side. The furnishings have been
designed for comfort, as well as style, and ap-
parenth' the whole department has made a
strong appeal to the local public. The accom-
panying photographs afford an excellent idea
St. Louis, Mo., December 31. — The talking ma-
chine and record business of the Associated
Furniture Manufacturers at Twelfth street and
Washington avenue, this city, has shown a re-
markable growth recently, due largely to the
fact that the company has extensive warehouse
facilities and is able to make deliveries very
promptly. The company reports particularly
excellent results from the extensive advertising
campaign now being conducted by the Vitanola
Talking Machine Co., for which concern they
act as local distributors. The company also
handles the Manaphone talking machine, and
act as distributors for the Lyric records, manu-
factured by the Lyraphone Co. of America.
The Warner-Inglefield Furniture Co., Fort
Collins, Colo., is iii stalling two large sound-
proof booths and other improvements in order
to have one of the most up-to-date Victrola de-
partments in Northern Colorado.
Corry — meet Eddie Cantor!
(Exclusive Emerson Star)
Corry can do one of two things: Come
to New York and see Eddie Cantor at
the "Ziegfeld Follies." Or put on an
Emerson record and hear Eddie Cantor at
home.
And remember this : Cantor himself will
probably not come to Corry but Cantor
can come to Corry on Emerson Records.
For Eddie Cantor is now recording exclu-
sively for Emerson — and putting into his
songs the same "jazz" and pep that have
made him a "Follies" headliner.
Emerson Records are going strong wher-
ever people like music that "sparks." Sell
the newest song hits — the latest dance hits
— and you've got 80% of the population.
Worth getting, isn't it?
If you want to represent Emerson, write
us today.
Fmereon falar fbmpany g
wbbbbbbbm 4018 JENKINS ARCADE BUILDING k«3^™*m»v«mI
PITTSBURGH, PA.
January 15, 1920
THE TALKING MACHINE WORLD
21
BRILLIANTONE
STEEL NEEDLES
SOFT TONE jk f . m m ff
loud tone j\ amittedlv
MEDIUM TONE i^UIIIUlCUl/
EXTRA LOUD TONE w . w • . . i
COMBINATION TONE JUSt Q Little
PETMECKY MULTITONE q y> j,w •
uniform hardness tSettev Yet I hey
UNIFORM POINTS f f AT JUI
UNIFORM LENGTH IsObl iVO IVlOrC
Made in America by Americans
RRILLIANTONE QTEEL NEEDLE PO. OF AMER1CA
U fcj 1 1 V-/ INCORPORATED
Suite 655-659, Marbridge Building, Broadway at 34th Street, NEW YORK CITY
Metropolitan District: EMERSON RECORD SALES CO., 6 West 48th Street, N. Y. City
THE REED CO., INC
237 Fifth Avenue
Pittsburgh, Pa.
ELMIRA ARMS COMPANY
Elmira, N. Y.
YAHR « LANGE DRUG CO.
Milwaukee, Wis.
C. L. MARSHALL & CO.
82 Griswald Street
Detroit, Mich.
Foreign Export: CHIPMAN LTD., 8-10 Bridge St., New York City
MUSICAL MERCHAN-
DISE SALES CO., Ltd.
819 Yonge Street
Toronto, Canada
BOURGETTE & WOODS
16 McGill College Ave.
Montreal, Canada
22
THE TALKING MACHINE WORLD
January 15, 1920
Edison Message No. 61
What is the significance of the fact that
all Edison cabinets are period cabinets?
The significance is that, regardless of
price, the purchaser is enabled to gratify
his desire to add a piece of authentic
period furniture to the furnishings of his
home as well as to have the realism that
is distinctive of the New Edison, 4 'The
Phonograph with a Soul."
THOMAS A. EDISON, Inc.
ORANGE, N. J.
January IS, 1920
THE TALKING MACHINE WORLD
23
REAL ART IN STORE ARRANGEMENT
The Achievements of the Paul Talking Machine
Shop of Kansas City, Mo., Demonstrate What
Can be Successfully Accomplished in the Mat-
ter of Window and Wareroom Display
Kansas City, Mo., January 3. — To the Paul
Talking Machine Shop, which was recently
opened at 1112 Main street by Myrtle M. Paul
and Morris A. Paul, goes the honor of being
one of the unique and most attractively deco-
rated establishments that has yet made its debut
in the trade anywhere in the country. The Paul
Shop is one of the smallest establishments in the
Entrance to Paul Talking Machine Shop
country when only floor space is considered,
yet its business, developed from the hour its
doors opened, has placed it in the front rank
of local retail concerns.
The proprietors of the shop have spared no
expense in making it one of the best decorated
in this territory. In all, it has three well-
appointed floors, including the basement. The
street floor provides for the cashier's cage, a
complete stock of Columbia records and ac-
cessories for both the Columbia and the World
machines. On this floor are three booths for
the handling of the record trade, the remain-
der of the space being given to the display
of one or two art models. The second floor
Style A
Dulcitone Figured Walnut, Rich
Mahogany, red or brown
has four booths for the demonstration of the
machines, especially of the period models. Tt
is on this floor that the company is handling
Second Floor of Paul Talking Machine Shop
what is perhaps the largest local retail busi-
ness in the higher priced machines. This floor
also is equipped with a complete stock of rec-
ords and the salesman is never required to
leave his customer to secure records from
another floor. The basement offers the sur-
prise of the shop. Here is the largest room
of the shop used as a display room. The base-
ment has been so divided as to house a com-
modious office and a large repair room and a
complete stock of records. The ceiling is in
pearl gray with buff walls, and the woodwork
The second and third floors have been fin-
ished with ceilings of buff and walls of blue
tapestry and woodwork of Adam brown. The
furniture of both floors is of a most expensive
and attractive variety. A large Chinese hand-
painted chair almost tempts the visitor to stop
and sit for a while on the first -floor. There
is a history to this chair, according to Mrs.
Paul, who in her eagerness to secure the best
in appointment and decoration gave several
hundred dollars for this one work of art for
her. shop. All of the floors and stairways are
richly carpeted and draped.
During the past month several of the most
prominent personages in the talking machine
industry have visited the shop and have pro-
claimed it to be the best decorated and ap-
pointed retail establishment in the country,
which we might say is taking in considerable
territory.
Mrs. Paul recently said, "I have been con-
nected with the retail talking machine trade
for some time and I was determined to enter
the business for myself, but I had long planned
to have the most exclusive establishment pos-
sible. I began work as an outside saleslady
for a talking machine department in a large
store, and as the time passed I became intensely
interested in the work and made every effort
to secure the knowledge of the business neces-
sary for the conduct of my own establishment,
an ambition I have now realized."
Third Floor of Paul Talking Machine Shop
in old ivory. The furniture is of the hand-
painted artcraft style especially executed to
blend with the decorations.
MUSIC SECTION FOR MOLINE STORE
The New York Store, Moline, 111., has re-
cently added a music department. The open-
ing day was marked by musical concerts given
by an excellent orchestra. The new depart-
ment is located on the balcony floor, and has
been conveniently arranged with all modern
improvements for the benefit of its patrons.
August G. Miedke, who is himself a musician
of considerable ability, is in charge, and is
finding the sale of talking machines one of the
biggest assets to his business.
!l!llllllllllllllllllllllllllllinillllllllllllllllllllllllllllllllll|jg
Dulcitone
Superiority of Finish Unquestioned
It is not only necessary that a Phonograph should have tone, proper reproduc-
tive and amplifying power, which is the result of right equipment, but it should
also have sightliness, appearance. Sight is the medium of the greatest
of all impressions, as a selling proposition appeals to the eye of your cus-
tomer first; please it, then, all else being equal, your sale is made.
Dulcitone Finish both appeals and satisfies. Years of specializing in the selec-
tion and matching of veneers enables us to produce a finish that for beauty
is absolutely not duplicated.
The equipment is right, too, of the highest order, giving to the dealer a com-
bination of finish, reproducing accuracy, and musical perfection that is not
found in other phonographs. Not a good machine housed in a poor cabinet,
nor a poor machine housed in a good cabinet, but a FINE machine housed
in a FINE cabinet.
Prompt deliveries.
Write for prices and particulars.
Dulcitone Phonograph Company
SOUTH HAVEN, MICHIGAN
24
THE TALKING MACHINE WORLD
January 15, 1920
January 15, 1920
THE TALKING MACHINE WORLD
25
minium
umimiiimiii!
miiiumimit
Making the Mailing List a More Profitable
Feature of the Talking Machine Business
iiiiimiiimimiiimiiiiimiiiiiiiiiiiiiiiiiiimiiiiiiiin
By the time this issue of The World is in the
hands of the trade many of them will have had
an opportunity to ponder over their newly
formed New Year resolutions. Without doubt
many have made resolutions to eliminate evils
or defects which have been detected during the
past year. Of course, we have heard of the
man who always resolves to make no more
resolutions, but his logic is hardly of the best,
for only by seeing our faults and trying to
overcome them can we advance. In these days
of modern office appliances and the multiplicity
of devices for increasing internal organization
efficiency business men have learned that well-
kept card systems and mailing lists are of the
greatest value. With talking machine dealers
the mailing list is one of the greatest assets to
good business, but in this connection there is an
element which enters into the working of this
system which can work either great good or
great harm, depending on the way the dealer
applies his efforts.
Talking machine dealers have every oppor-
tunity to gather a live mailing list from the
people who enter their stores at various times,
cither to buy or look over machines or records.
It is the practice in all progressive stores to
secure the name and address of each purchaser
in order to follow up the first sale. There is
hardly a talking machine store which has not
accumulated a mailing list through mail inquiries,
visitors or buyers. But the mere fact of having
this list is not enough. A mailing list requires
the most careful watching in order to keep it
live and up to date. You cannot sit back and
forget about it. That would be working on the
same principle as the sick man who buys his
bottle of medicine and puts it away on the shelf
and expects to get well. Medicine is useless
unless it is taken as prescribed. So with the
mailing list. Unless the list is carefully gone
over from time to time and followed up it be-
comes almost useless as a means of developing
a healthy business.
When the name of a purchaser or prospect is
ecured and entered on the mailing list or card
ystem and the record supplements and other
.iterature bearing on new styles, improvements
or accessories are sent each month the dealer
should watch for results. If none are forth-
coming he should investigate and if the prospect
is "N. G." the name should be dropped at once
from the list. But dealers have found by ex-
perience that there are very few "dead" pros-
pects if they are followed up rightly. In this
sense we are referring to people who have al-
ready purchased a machine or records as pros-
pects, for, if they are machine owners, they are
in the market for records or for a larger and
better machine, or if they have no machine but
are merely buying records for friends, then they
are excellent prospects for a talking machine it-
self, because they have had ample opportunity
to see the advantages of possessing one. A little
concentration on the dealer's part will lead to
good results and sales.
In spite of all the advantages which follow
m
There Will Be Few
"Dead " Prospects if
the Mailing List is
Correctly Edited and
Properly Worked . .
the compiling and use of an accurate mailing
list there are many dealers who fail to take
advantage of this form of trade advancement.
This is not by any means confined to the small
dealers, for some of the largest houses are
guilty of neglect in this respect. The writer
has on several occasions entered some of the
large New York talking machine stores to pur-
chase a few records and has noticed the appar-
ent indifference of the salespeople. No effort
was made to secure the writer's name and ad-
dress and no effort was made to sell records
other than those asked for. This may be due
largely to the faults of the individual salesmen
and saleswomen, but nevertheless it is a re-
flection on the attitude of the house itself. Un-
less the executives see that their avowed policies
are carried out in detail by their employes they
I .:.! J.I l.l^i I.I IjnillMikKI.I.I.I.LIM.KI.hl.Lljlil.NlillliLlllllihlillijIJIJNIlNN
are not doing their full duty to themselves or to
their industry. Talk with any dealer and ask his
opinion on the recognized axioms of the talking
machine trade and you will find him heartily in
favor of them. He agrees with you that a good
mailing list is most important, and believes that
salesmen should secure each buyer's name and
address for future reference and follow-up. But
when you go out on the floor of his store and
find out that these policies are not lived up to
you cannot help but think that the executive
has not been practicing what he preaches.
With the operation of a mailing list the idea
of service is closely linked. Suppose you have
bought some records in a talking machine store
and have given your name and address in re-
sponse to the salesman's suggestion that you
might like to have the monthly supplements
sent you. You may not have thought anything
about it after you reached your home. But
some time afterward you" receive the new bulle-
tin from the dealer and you glance through it
for the latest songs which you might add to
your collection of records. You make a mental
note to stop in and get them — one of these days.
The press of other affairs has kept you busy
for a week or so and you have not taken the
time to get those records. Then you receive a
note from the dealer, or if he knows you, in
case you are in a moderate-sized town, he calls
you on the phone, telling you that he has not
seen you at the store for some time and suggests
that you might be interested in certain new
records which he has just received. You are
impressed and on your way downtown you stop
in and pay him a visit. The chances are that
you will buy some of these records. This is
the real way to operate and follow up prospects
secured through a mailing list. Unless the deal-
er had done his work well you might never have
returned to the store.
So, if on the first of the year you have re-
solved to better your business and make an even
greater record during the coming year, do not
neglect your mailing list. If you think your list
is in good shape go over it again to be sure.
Then see to it that your salespeople do their
share. Impress upon them the necessity of
securing the names and addresses of every pur-
chaser and then do your part by seeing that
these names are followed up intelligently.
1920
DITSON VICTOR SERVICE
The Sort of Service That Meets
the Situation — Honestly
OLIVER DITSON GO. - BOSTON
CHAS. H. DITSON & CO.
NEW YORK
26
THE TALKING MACHINE WORLD
January 15, 1920
TALKING MACHINES EXCLUSIVELY
Denver Music Co., Widely Known Piano House.
Closes Out Piano Stock — President Albert
Giesecke Retires From Business — Victor, Co-
lumbia and Brunswicks Will Be Carried
Denver, Colo., January 2. — The increasing im-
portance of the talking machine business and its
value as a producer of profits is emphasized by
the announcement made recently that the Den-
ver Music Co., 1538 Stout street, one of the
largest music houses in the West, has de-
cided to close out its piano business and de-
vote its entire time and energy to the talking
machine trade. Albert Giesecke, president of
the company and a pioneer in the music in-
dustry of this city, will retire from active
business and his stock has been taken over
by certain of the stockholders. The stock of
pianos and small musical instruments was closed
out in a special Christmas sale. In the future
the house will carry Victor, Columbia and
Brunswick machines.
E. A. Cox, C. E. Wallick and John C. Kraus,
all of whom have been associated with the
Denver Music Co. and Albert Giesecke for many
years, will hereafter carry on the talking machine
business in the same location and along the
same excellent lines established by the Den-
ver Music Co. in its long and successful career.
Repairs are being made to bring the store
equipment up to the highest point of efficiency
and in a short time the new establishment will
open as one of the best talking machine houses
in this section of the country.
INCORPORATED IN ATLANTA, OA.
I. M. and R. D. Bame, Atlanta, Ga., have
incorporated their business under the name of
Bame's, Inc., and are capitalized at $25,000. I.
M. Bame is president and R. D. Bame is sec-
retary and treasurer. One of the features of
their business is the sale of Record Lites, which
are very popular in their territory.
A live dealer finds it worth while to know and
keep in touch with the people who have charge
of the musical activities of his community.
FAULTLESS
PIVOT BEARING
CASTERS
Casters that roll easily across the floor — and
smoothly. No chatter — no unsteadiness.
Simple construction — no complicated parts to
get out of order, nothing to retard easy
movement. Strong — plenty of metal in
required places to resist strains.
Silent — neat appearing — a real necessity to
YOUR talking machine, these FAULTLESS
CASTERS.
Made' with leather, fibre, felt, steel
and lignum-vitae wheels. A word
from you puts all our caster
experience at your service and
brings you a copy of Faultless
Catalog "G".
FAULTLESS
CASTER COMPANY
EVANSVILLE, INDIANA
Full Size— C-65
"Move the FAULTLESS Way"
Eastern Sales Office:
Geo. Mittleman, 487 Broadway, N. Y.
IT CI FV'Q GRAPHITE PHONO
ILJLL1 J SPRING LUBRICANT
Haley's Lubricant make* the Motor make good
Is prepared In the proper consistency, will not run out, dry up, or
become sticky or rancid. Remains in its original form indefinitely.
Put up in I, 5, 1 0, 25 and 50-pound cans for dealer*.
This lubricant is also put up in 4-ounce cans to retail at 25 cents
each under the trade name of
FIIBFK A NOISELESS TALKING
IjmiLinft MACHINE LUBRICANT
Write for special proposition to jobbers.
ILSLEY-DOUBLEDAY & CO., 229-231 Front St., New York
APPOINTED AEOLIAN CO. TREASURER
Frank W. Hessin Receives Well-deserved Pro-
motion— Over Twenty Years With Company
— Alec. McDonnell Named Assistant Treasurer
One of the most important appointments an-
nounced by the Aeolian Co. is that of Frank
W. Hessin as treasurer of the company, a posi-
tion which he is well qualified by experience to
fill. Mr. Hessin joined the Aeolian Co. forces
in 1897 as bookkeeper, and subsequently became
manager of the Vocalion organ department. He
was later chosen general manager of the Aeolian
branch in Berlin, Germany, organized in 1901,
and when the war broke out was seized by the
Germans and held for three years in the prison
camp at Ruhleben.
Shortly after his release from the camp Mr.
Hessin returned to the United States and was
appointed assistant treasurer of the Aeolian Co.,
with headquarters at the Hall. His recent ad-
vancement to the office of treasurer comes as
final recognition of his ability.
Mr. Hessin is succeeded as assistant treas-
urer by Alec. McDonnell, who has been pro-
moted from office manager of the finance de-
partment, where he made an excellent record for
himself. Mr. McDonnell is also an Aeolian Co.
veteran, having joined the staff in 1900 as a
member of the bookkeeping department and has
risen steadily since that time.
A STORE WITH A PERSONALITY
Colorado Springs, Colo., January 2. — A store
with a personality is the description given the
new Peerless Phonograph Shop in this city
which has been opened as a branch of the Peer-
less Furniture Co., Victor, Columbia and
Brunswick dealers. When the talking machine
business of the Peerless Furniture Co. grew
to such proportions that it could not well be
handled in its former quarters, the branch store
was established to be devoted entirely to this
part of the business. The demonstration rooms
are constructed so as to resemble a row of
bungalows with box palms set at the doors and
window boxes filled with flowers beneath each
window. At the end of the row of bungalows
is a garden wall complete in every detail, even
to a real iron gate that squeaks on its rusty
hinges. F. G. Shultz is manager of this unique
store and he has even carried out the general
theme in his office, making one side look like
an old red brick chimney. Mr. Shultz was
with the G. A. Crancer store in Lincoln, Neb.,
as manager for nine years, and later with the
Columbia Co. in Bridgeport, Conn.
ROTTEN STONE
We are the only miners and manu-
facturers in this country of Rotten
Stone for use in Phonograph Record
making. Our product is now in use
by practically every record manu-
facturer in this country. We are also
headquarters for all other minerals
for record making and everything we
handle is made especially for this pur-
pose and absolutely guaranteed. Ex-
pert advice given upon any formula.
KEYSTONE MINERALS CO.
41 Union Square, New York City
The Talking Machine World, New York, January 15, 1920
DEAN
For nearly a quarter of
a century this name has
stood for the highest quality
of Phonograph Steel
Needle.
One Needle with three different tones
LOUD — MEDIUM — SOFT
Petmecky Multitone
Steel Needle
Petmecky Multitone
Steel Needle Plays
Ten Records Perfectly
Three Different Tones
1. For LOUD TONE— Play with
flattened side facing record.
2. For MEDIUM TONE — Play
at intermediate angles.
3. For SOFT TONE— Play with
edge facing record.
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street
OTTO HEINEMAN, Pre*
New York City, N. Y.
FACTORIES: Elyria, Ohio Newark, N. J. Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCH OFFICES: Chicago, 111. San Francisco, Cal. Toronto, Can.
January 15, 1920
THE TALKING MACHINE WORLD
27
Here's George Meader's first double record!
--love songs that will fill the hearers9 hearts
and likewise the dealers9 pockets. A-2826.
Columbia Graphophone Co.
NEW YORK
THE NEW VOCALION CATALOG
Volume Just Prepared by the Aeolian Co. of
Elaborate Character and Full of Interesting
Information Regarding the Vocalion
EXCELLENT EDISON PUBLICITY
1WAIS0N BLANCHE OPENS NEW STORE
A catalog of most elaborate and interesting
character has just been prepared by the Aeolian
Co. in exploitation of the Aeolian-Vocalion, and
will be sent to the trade the early days of the
year. It is a substantial volume of thirty-two
pages and cover, sepia paper throughout, is
printed in duo-tone ink, and tends to give an
excellent impression of the substantial charac-
ter of the Aeolian Co., and of the products for
which it stands sponsor.
The volume tells in great detail of the various
dominating features of the Aeolian-Vocalion,
treating in turn of the reproducer, the Sym-
phonetic horn, the Graduola, the automatic stop,
the universal tone arm and the other factors
that have proven successful and popular. There
are two pages devoted to prominent patrons of
the Aeolian Co. in all the leading countries of
the world, and on the list are to be found some
of the best-known names, including those of
royalty, in both this country and in Europe
Two pages are likewise devoted to a list of
musicians who have endorsed Aeolian Co. instru-
ments and another page to the names of some
of the educational institutions, such as Har-
vard University, Columbia University, etc., who
are now using Aeolian Co. instruments of vari-
ous types.
The new volume is particularly rich in illus-
trations, the frontispiece showing Aeolian Hall,
New York, with the various details of the foyer,
the Vocalion Salon and the Reception Room
following. Then in turn come views of the
Aeolian headquarters in London, Madrid, Paris
and Melbourne, Australia. The last pages are
given over to illustrations of several of the
leading Vocalion styles, including styles 430, 820
and the distinguished Chinese-Chippendale
model, known as style 1511.
With a view to giving permanence to the new
volume and making it available for use for some
years to come the complete series of Aeolian-
Vocalion models are illustrated and described on
separate sheets and placed in an envelope at-
tached to the back cover. By this method illus-
trations of new models may be inserted in the
envelope as issued and the illustrations of dis-
continued styles removed, so that as a catalog
the volume can be kept up to date at all times.
From gold embossed front cover to the last
page this new Vocalion catalog is a volume that
should prove of exceptional value to retailers.
TO OPEN MUSIC STORE
C. T. Walker and A. T. McKinley will soon
open a music store which will be run in con-
nection with the Walker Department Store in
Kingsburg, Cal. Space has been secured in the
rear of the Walker store with a frontage on
Smith street and the two stores will be con-
nected so that the music shop will really form
a department of the main store.
Some Posters for Window and Wareroom Dis-
play Just Issued Are of Exceptional Merit —
Special Folder for Holiday Season
Mew Orleans Store Opens Doors to Music Buy-
ing Public — Spacious Warerooms Devoted to
Victor, Columbia and Brunswick Lines
Thomas A. Edison, Inc., recently sent to their
representatives a most attractive assortment of
street car cards and posters for show window
and wareroom display, several of them being
particularly suited to the holiday season. One
poster lists "Re-Creations With the Soul of
Christmas," and represents a piece of art work
in the matter of printing that is exceptionally
fine. Another, of car card size, features the
Edison Period Model. Still another poster lists
the songs the war made precious, and an entire
poster is devoted to a portrait and some de-
scriptive matter relative to Albert Lindquist,
the noted tenor who records exclusively for the
Edison. For the Christmas season the Edison
Co. prepared and distributed a most attractive
folder featuring several of the leading period
styles of the New Edison, together with a list
of timely Re-Creations. The folder was printed
in a variety of colors and was distinctly artistic
in conception and execution.
New Orleans, La., January 5. — The informal
opening of the new music store of the Maison
Blanche, one of the finest talking machine
houses in this city, was an event of much inter-
est in the local trade. The talking machine de-
partment embodies all modern improvements
and the homelike note is strongly emphasized
by the furnishings and appointments. Two sides
of the large talking machine department are
occupied by demonstration booths and a com-
fortable smoking room for men. The record
department and sales desks occupy another sec-
tion and the rest of the floor space is given over
to the display of Victrolas, Grafonolas and
Brunswick machines. Period models of all
kinds are prominently and artistically displayed
and nothing is forgotten that will aid the pur-
chaser in seeing the machines in the best settings.
DOEHLER EMPLOYES ENROLL
Doehler employes responded generously to
the recent Red Cross roll call campaign. Five
hundred and forty-two employes took an an-
nual membership for 1920.
JOINS WHOLESALE VOCALION STAFF
The latest addition to the staff of the whole-
sale Vocalion department at Aeolian Hall is El-
mer H. Wilkinson, who will shortly be assigned
to a traveling territory. Mr. Wilkinson has had
a lengthy experience in the talking machine field
and enjoys a broad acquaintance among the
dealers.
Immediate
Smpn Delivery
"PAR-SIGHTED dealers through-
out the country, who demand
the best, should investigate the
DUSONTO.
Write now — today, for complete
information. We are prepared to
make immediate delivery.
The Belcanto Company, Inc.
2007-B Bush Terminal Sales Building
130-132 West 42nd Street, New York
28
THE TALKING MACHINE WORLD
January 15, 1920
The Greatest Combination in the
Phonograph Industry
Garford Service
AND
RECORDS
Ask Us for Agency Proposition Now
LIBERAL DEALER DISCOUNTS
The Garford Manufacturing Company
ELYRIA, OHIO
January 15, 1920
THE TALKING MACHINE WORLD
29
minimi
minimi
iiumimimim
The Application of Decorative Motifs to
Talking Machine Cabinets— Use of the Shield
iiiimiiiimiiiiiiiimimiiimiiiiiiiiiiiiiiiimiimimiiiiiiimiiii
As soon as man invented weapons to thrust
and throw he invented the shield to ward off
the offensive weapons. Before that, when he
fought by throwing
stones, he warded off
• blows by raising his
left arm almost in-
stinctively, just as the
prizefighter does still.
Thus the first shields
were made to increase
the protective ability
of that same arm, and
were circular discs
with two straps on the
back, through one of
which the arm was
slipped to the elbow,
and the other being
held in the left hand.
All the antique shields
were of this shape, and
many had a "boss" or
raised point in the cen-
ter. In some of the
round shields this point
was as large as a spear-
head and the shield
could be used as a
weapon in close range
fights. The round shield
was a favorite with the
Romans.
In ancient Teutonia
the shield was large and
square; in Europe, in
the Middle Ages, it was
triangular; and when
knighthood was in
flower and the knights
carried huge lances, a
little hole was cut in
the shield in which the
lance could rest.
The shield, like the wreath and the "trophy,"
tiaces its lineage as a decoration to the days of
ancient Greece, and it is, by that association,
used in many forms of decoration. Into Louis
XVI and Colonial work it can only enter by
reason of its Greek affiliation. In Empiie
decoration the shield is directly a Roman' detail,
while the Renaissance shield is either Greek or
Roman, but usually Roman."
The greater part of the decoration based on
the shield, however, comes directly from the
knighthood of the Middle Ages, when the science
of heraldry originated.
Heraldry is the science of armorial bearings,
and armorial bearings is a phrase signifying the
trade marks, so to speak, that men of noble
family were permitted to have painted on their
armor. A knight in full armor was about as
recognizable as a can of tomatoes and, just as
tomatoes in cans are labeled, so the knights
were labeled — to prevent mistakes.
From the 11th to the 13th century the shield
was the only piece of armor that bore this
family trade mark. From the 13th to the 15th
century the shield, helmet and crest all had
significance. With the invention of gunpowder
these became useless and they were oaly re-
tained as "armorial bearings" for decorative
and genealogical reasons, printed, painted or
engraved in one place or another.
Thus the entire meaning of heraldic decora-
tion is based on the shield, and heraldic deco-
ration is merely the application of the shield to
decoration.
The earliest form of this decoration was the
actual hanging of shields and weapons upon the
•vails of the castle hall in days of peace. From
this to carving and painting them upon the walls
iiiiiiiiiiiiiiiiiiimiiiiiiiimuimiiiiimiiiiiim^
was but a step, and the artist naturally took
aitistic liberties with the shield, twisting it into
graceful conformations to harmonize with the
llllllllllllllllllllllllllll
likened it to beaten metal, and as all these
pleasing forms evolved the true decorative value
of the shield as a shield was seen, and it merged
into the cartouche, which is quite a different
decorative motif, and will be considered in an-
other paper of this series.
The clever designer of talking machine cabi-
nets can find many ways for adapting one of
the several shield designs in a way that will
add to the effectiveness of his product. They
prove most satisfactory in filling in the open
spaces in panels, and properly executed pro-
vide a corner finish that is complete and satisfy-
ing.
A FIRM BELIEVER IN ADVERTISING
Hazleton Victor Dealer Declares Advertising Is
the Shortest Route to Prospects
Hazleton, Pa., January 2. — Harry Michlosky,
manager of the Landau Victor Stores in Wilkes-
Barre and this city, is an ardent enthusiast re-
garding advertising. In an interview with the
World, Mr. Michlosky said in part: "I would
as soon think of trying to do business without
windows, display cases and electric lights as I
would try to do business these days without
using newspaper space. Newspaper advertising
is no longer an experiment in business. It has
been and will continue to be the shortest, quick-
est, most direct and most positive means by
which the dealer may reach the prospect in his
locality." Mr. Michlosky practices what he
preaches as this firm has spent over $11,000 for
newspaper publicity during the past year.
The new store in this city which was recently
equipped with Van Veen "Bed Set" demonstra-
tion booths, is proving very popular. It is said
that this firm in both stores will have sold about
1,000 Victrolas and close to 50,000 records by the
end of the year.
Some Examples of the Shield Idea
period in which he was working. In Louis XV
days it took rococo forms; Chippendale handled
it in much the same way; the barocco Germans
Treating one customer badly will do more
harm than many favors can correct, and a sales-
man cannot be too careful in his attitude toward
store visitors.
Manufacturers oj
Phonographs and Cabinets
Value the Ultra-Fine Qualities
Embodied in Our Accessories
Insist on our smart, practical Trimming and Parts. They add
a distinction and give a service that is way above the ordinary.
Catches
Knobs
Lid Supports
Sockets
Escutcheons
Tone Rods
Pulls
Sliding Shoes
Needle Cups
Automatic Stops
REASONABLY PROMPT DELIVERIES ASSURED
Write for Samples and Prices
Grand Rapids Brass Company
Grand Rapids Michigan
30
THE TALKING MACHINE WORLD
January 15, 1920
Science Conceived It
For Talking Machines
Science Declares It Perfect
The demand for an exclusive Polish and Restorer is conceded. Reflexo is the Polish, scien-
tifically prepared, to meet that demand. You are not asked to experiment with it; chemists
have already done that thoroughly for you, before they arranged to place it on the market.
In other words, you are offered the chemists' scientifically successful laboratory results which
enable you to give your customers a really perfect polish to actually restore the lustre and
beauty of polished surfaces.
" The Best Friend We Ever Had "
Your customers will say when once they have used Reflexo
"The Best Friend We Ever Had "
You will say when once your customers have used Reflexo
The bottles are individually packaged, one dozen to a ''Silent Salesman" box in
colors ready to display where your customers will see them. That's all the sales-
manship required. The display will sell the Polish. But to make doubly sure we
temporarily furnish with each order a Display in colors for window or counter use.
REFLEXO RETAILS FOR 25c.
TODAY is not too soon to study carefully the two. Introductory Offers and advise
us of your desires via one oc the coupons at the foot of this page. This is a Real
Opportunity to supply your customers with an article small in size, but large in virtue.
Each bottle it
individually
packaged in
Display Boxes
containing
one dozen
PROPOSITION No. 1
On orders for a minimum of five gross (£& $15.84. per gross we
will have labels made as below indicated.
Made Expressly for
Your Name
Your Address
PROPOSITION No. 2
If You Prefer to be Introduced Firmt :
f
If you desir-j a ^tawnple Shipment, fill out the coupon on the
ritfht, and we will send you % gross REFLEXO Polish, together
with our display material, at a cost to you of $5.76.
SELECT THE PROPOSITION YOU PREFER— BUT FILL IN ONE COUPON NOW
PROPOSITION No. 1
Reflexo Products Co., Inc.
Marbridge Bldg., New York City
Send us gross (minimum S gross) Reflexo
Polish additionally labeled " made expressly for
Name — ~
(together with display Advertising material)
for which we a^ree to pay $15.84 per Gross
upon receipt of goods and invoice.
REFLEXO
PRODUCTS
CO., Inc.
MARBRIDGE BUILDING
NEW YORK CITY
Name —
PROPOSITION No. 2
Reflexo Products Co., Inc.
Marbridge Bldg., New York City^
Send us % gross REFLEXO POLISH
(with Display Advertising Material)
for which we agree to pay $5.76 upon
receipt of goods and invoice.
Name
K A A
January 15, 1920
THE TALKING MACHINE WORLD
31
FACTS ANENT THE REGISTRATION OF TRADE SLOGANS
An Authoritative Statement of Particular Value to Talking Machine Dealers Regarding the Proper
Methods to Pursue in Securing Registration for Trade Names and Slogans
In answer to an inquiry regarding the proper
tactics to pursue in securing protection for a
business slogan against infringement, the editor
of Printers' Ink offered the following interesting
and timely information:
There is no way in which protection can be
secured for a slogan by entry at the U. S. Patent
Office unless it is eligible for registration as a
trade-mark. Trade-mark status is not denied
to a slogan and registration may be obtained
for a slogan provided it is not accounted descrip-
tive, or does not otherwise transgress the limita-
tions laid down by trade-mark law and provided
it has a trade-mark use.
It is the last-named proviso that prevents the
registration of many slogans which so far as
their physical characteristics are concerned con-
form to the qualifications requisite to a trade-
mark. The obligation of trade-mark use means
that the slogan for which registration is sought
must be used "on the goods" as a means of iden-
tifying origin. It will not suffice that the slogan
be used, as many are, merely in advertising, on
stationery, etc., rather than on the wares or on
the containers for the goods. In some instances,
indeed, registration has been granted for a slo-
gan to appear in conjunction with another trade-
mark.
Collective Trade-Marks Ineligible
With reference, however, to the current prob-
lem we must take into account another limita-
tion which might operate to block the enroll-
ment of a slogan or, indeed, the registration of
a trade-mark of any kind. The possible ob-
stacle is due to stipulations of trade-mark regu-
lations which prevent the acceptance of collec-
tive trade-marks, so called — that is, co-operative
trade-marks, owned or administered, say, by an
association whose functions are promotive or
social. If an "exchange" or association or
other clearing house has the status of a "trader,"
in that it actually takes title to the goods to
which its composite mark is affixed, well and
good. Under such circumstances the trade-
mark may presumably be registered. If, how-
ever, the organization has no ownership in the
goods but merely acts as a bond of common
interest for a group of producers, each of whom
disposes of his own product, then the slogan
is ineligible to registration.
This principle has been established in numer-
ous test cases at Washington, notably that
wherein the Brockton, Mass., Chamber of Com-
merce endeavored unsuccessfully to obtain
registration for the phrase "Made in Brockton."
Protection of Unregistered Slogans
The fact that the Patent Office is thus obliged
to deny registration to a slogan or mark, title
of which is not invested in a bona-fide trader,
does not mean, however, that the Federal tribu-
nals do not recognize the property rights of the
originators of such marks. Not only is it con-
ceded that initial and continuous use of a phrase
or design carries with it definite rights under
the common law, but the officials at the Patent
Office stand ready to uphold such right even as
against a trade-mark registrant or applicant.
How this works out was well illustrated a few
years ago when a citizen of the United States
sought registration at the Patent Office for a
counterpart of the Gaelic design commonly
known as the "Made in Ireland" trade-mark. As
it happened, the Irish mark had never been
registered at Washington because it is con-
trolled by a co-operative organization and is,
in effect, a collective trade-mark. But the arbit-
ers at the Patent Office refused to sanction the
claim of the American applicant for a certificate
for this mark and in their refusal they were
supported by the court of last resort.
There is in some quarters an erroneous im-
pression to the effect that a slogan if ineligible
to registration as a trade-mark, because "collec-
tive" in character or otherwise unethical, may
nevertheless gain copyright entry at the Patent
Office as a label or an advertising print. This,
however, is a futile hope. If embodied as a
feature of design of a label or the composition
of a print, a slogan might in that environment
share in the blanket protection thrown over the
entire medium, but it will be understood that
the copyright would be upon the artistic pro-
duction as a whole — not upon the slogan when
lifted from the ensemble. There can be no such
protection for a phrase or slogan in itself. It is
well to bear this in mind.
Some Important Essentials
To sum up, it may be said that the best way,
and indeed the only way, to secure formal Fed-
eral recognition for a slogan is to make the
slogan so square with the requirements of a
trade-mark that it will pass muster as such at
the Trade-Mark Division of the Patent Of-
fice. Apart from the exaction of use on or in
connection with the goods in interstate com-
merce there must, however, be observed in the
case of the slogan all the prohibitions that have
been invoked with respect to trade-marks in
general. That is to say, the slogan must not
be descriptive of the goods nor the quality of
the goods; must not be geographical in char-
acter, and must not, of course, be open to in-
dictment as deceptive. So few slogans, com-
paratively, have been registered to date at the
Patent Office that there is, in the case of the
average new candidate, little danger of the dupli-
cation or objectionable similarity to existing
registrations that is often a bugbear in the
case of ordinary trade-marks.
\S>\
S.
<.
Make 1920 a Big Year
for Record Sales
Write us for Our Special List
Seven Railroads
Two Barge Canals
One River
FROM US TO YOU
Remember —
ALBANY
"for Capital Service
ALBANY IS THE SECOND LARGEST POSTAL TRANSFER POINT IN THE UNITED STATES
ALBANY IS THE THIRD LARGEST EXPRESS TRANSFER POINT IN THE UNITED STATES
THE GATELY-HAIRE CO., Inc.
356-358 BROADWAY
JOHN L. GATELY, Pres.
VICTOR DISTRIBUTORS
WHOLESALE EXCLUSIVELY
ALBANY, N. Y.
32
THE TALKING MACHINE WORLD
January 15, 1920
NEW COHEN & HUGHES BUILDING
Structure Rapidly Nearing Completion — Will Be
Used as Wholesale Victor Headquarters
Washington, D. C, January 2. — Finishing
touches are being placed on the new Cohen &
Hughes building at 1221-1223 E street, N. W.,
in this city, and the great facilities of this new
establishment will be devoted entirely to the
connected with the upper floors by elevators.
On the second floor will be kept their large
record and accessory stock, with ample facili-
ties. The model and fully equipped repair de-
partment will also be found on this floor. The
entire third floor will be devoted to the storage
of merchandise.
The new building will have 15,000 square feet
of floor space and will provide excellent facilities
for the large business planned by Cohen &
Hughes, Inc., for the coming year.
WELTE VICTROLA SALON OPENED
Handsome Quarters for Display and Sale of
Victrolas and Records Opened in Connection
With the Welte Studio on Fifth Avenue
NEW COLUMBIA AGENT IN MERIDEN
Thomas H. Woolley Buys Columbia Depart-
ment of F. W. Westwood in That City
Meriden, Conn., January 2. — Thomas H. Wool-
ley, for many years active in local business
circles and who recently retired from the firm
of William T. Woolley & Sons, has taken over
the exclusive agenc3" in this city for the Colum-
bia Grafonola and has bought out the Columbia
department of F. W. Westwood in City Mission
block and has taken the lease of the store. A
large shipment of Grafonolas and records is
expected shortly and the business will begin
in a large way.
BRITISH MICA EMBARGO LIFTED
A cablegram of December 18 from Consul
General Robert P. Skinner, at London, states
that mica blocks, mica sheets, and mica split-
tings have been removed from the British list
of prohibited exports.
There has recently been opened in the Welte
Studio, at 667 Fifth avenue, in the elite shopping
district of Fifth avenue, several commodious
sections for the display and demonstration of
Victrolas and Victor records. These new Victor
salons are in the nature of an establishment in
themselves, quite apart from the piano salon.
It is felt that the innovation will prove most
interesting and satisfactory to those who are
already patrons of the Welte Studio, as well
as those who do their bus'ing generally in the
upper Fifth avenue district, where they are
free from the hustle and bustle of the mid-town
section and can make their selections at leisure.
The new Victrola salon is elaborately equipped
with every facility for the successful exploita-
tion of talking machines and records, and for
the comfort and convenience of patrons. Full
lines of machines and records have been in-
stalled, and a trained sales force organized.
Special attention will be given to telephone
orders for records and a separate department
has been installed to take care of this business.
President George W. Gittins, of M. Welte &
Sons, is confident that the new salon is destined
to prove in its way as popular as the Welte
Studios themselves.
OPEN NEW "TALKER" DEPARTMENT
Cohen & Hughes' Washington Headquarters
wholesaling of Victor goods. It is fire-proof
in its construction, and contains modern and
up-to-date facilities. The first floor will be de-
voted to handsomely equipped offices, a re-
ception room at the disposal of the dealer and
spacious display rooms. At the rear is located
the large receiving and shipping departments,
TAKES OVER MUSIC DEPARTMENT
John C. McCarthy, Lewiston, Me., who for
some time has conducted a music store at 25
Lisbon street, has taken over the management
of B. Peck's music department and will feature
Columbia Grafonolas and Columbia records.
The good thing about good advertising is that
it not only pays, but keeps on paying.
Worcester, Mass., January 2. — Summerfields,
Inc., of this city, Columbia dealers, have opened
a handsome new talking machine department
which embodies all of the modern improve-
ments in the way of demonstration booths, in-
terior decorations and equipment. The new
department was opened in time for the Christ-
mas trade and a great showing of the various
Columbia models and latest records was made
during that season.
MICA DIAPHRAGMS
We beg to announce the opening of our New York office for the distribution of Mica Diaphragms to the
American Trade. We manufacture the following grades :
FIRST QUALITY EXTRA FINE RUBY
FIRST QUALITY EXTRA FINE GREEN
SECOND QUALITY RUBY AND GREEN
THIN RUBY AND GREEN
We are prepared to receive specifications and submit prices on Mica Diaphragms in any quantity
MICA & MICANITE SUPPLIES, ltd.
MICA HOUSE, LONDON, ENGLAND
WILLIAM SNYDER, American representative
1545-1547 BROADWAY, NEW YORK
January 15, 1920
THE TALKING MACHINE WORLD
33
ANNOUNCING
the new <mAUim*m» enclosed
KRASCO MOTOR
PROGRESS is written into every feature of the new Krasco Enclosed Phonograph Motor,
progress born of experience and capacity on the one hand and a sensing of the needs of the
livest industry of the present day on the other.
Refinement in motor construction is just as natural to expect as refinement in design or finish of
cabinet, and those manufacturers of phonographs of the better sort desirous of placing their
machine in a class at once distinguished and unique should not fail to investigate the New
Krasco Enclosed Motor, which truly represents the last word in phonograph motor construction.
And remember the Sterling Tone Arm and Reproducer — the new Krasco product—with features
that recommend it to the consideration of builders of Talking Machines of quality.
SEE US AT THE NEW YORK MUSIC SHOW
ttrasber^ Ei$meerh£ S
Manufacturing Corporation
536 Late Shore Drive CJiic^lllmoisU.&A.
34
THE TALKING MACHINE WORLD
January 15, 1920
Art Hickman's Orchestra from the St. Francis
Hotel, San Francisco, crossed the entire
continent twice to make jazz records for
Columbia. A-2811--2S12--2813--2S14.
Columbia Graphophone Co
NEW YORK
CLERICAL ERRORS PROVE COSTLY
Importers or Their Agents Cannot Claim Re-
funds From the Government When in Error
Despite decisions overruling their claims for
refunds and the warnings repeatedly issued by
the Treasury Department, importers and their
agents, including brokers and forwarders, con-
tinue to make errors in the values of goods en-
tered through the customs, with the consequence
that duties far in excess of those provided for
in the Tariff Law are collected. Recently, for
some unknown reason, the number of these cases
brought to the attention of the customs courts
and the Treasury Department have shown a
decided increase, and in the majority of instances
no relief is possible.
The United States Court of Customs Appeals
rendered a decision in a test case some time
ago in which the general rule was laid down
that the importer or his representative was sole-
ly responsible for errors in invoicing imported
merchandise. It is only in rare cases, where it
can be conclusively proven to the satisfaction
of the customs authorities that the error was
not due to negligence upon the part of the party
entering the goods, that refunds are ordered.
my wife asked me to get her a package of
needles. Lucky your talk reminded me."
"I wish my wife would ask for needles," con-
tinued the other. "But she absolutely refuses
to sew a stitch."
■ Whereupon the other grinned. "Mine, too!
These are talking machine needles," he ex-
plained.— Harper's Magazine.
The shortage of Edison goods naturally places
a limit on the volume that can be done at pres-
ent, but a largely increased supply of goods
is expected during January and February.
AN ARDENT APOSTLE OF MUSIC
Max Philips, a Columbia dealer in Washing-
ton, D. C, is a man who is a firm believer in the
broadening value of music in the daily life of
every individual and he seldom misses an oppor-
tunity to spread the doctrine of music among his
friends and acquaintances. In an interview with
a correspondent of the Washington Times he
told a vivid story of a blind boy musician in
Russia who made his village the best in his
section by his playing on the violin every day.
From this story he took his theme and made an
impressive argument for the cause of music.
sQ-£tijicm,
In the Wanamaker Store
*TWO viewpoints of the NEW EDISON— "The Phono-
graph with a Soul"— will enable you the better, to
appreciate the wonderful qualities of this remarkable
instrument.
WANAMAKER FEATURING THE EDISON
Advertising Calling Attention to the New Edi-
son Is Most Effective — Handled by Wana-
maker in Special Department in Store
BUYS NEEDLES FOR FRIEND WIFE
But They Won't Sew on Missing Buttons or
Darn Your Dilapidated Socks
A couple of young business men were on their
way down-town when one took the other into
his confidence.
"I wish my wife were more domestic. She
doesn't seem to care a thing about our house.
Indeed, she is out most of the time."
"That reminds me!" exclaimed the other.
"Excuse me a moment; I must run in here."
A moment later he reappeared, placing a small
packet in his pocket. "Just remembered that
The London Shop and the Golf Shop at the
Wanamaker stores are highly specialized depart-
ments. Shortly after the trade learned in Septem-
ber that John Wanamaker, both at his New York
and Philadelphia stores, had added the Edison,
Brunswick, Cheney, Columbia, Pathe, Sonora
and Vocalion, Wanamaker established a sepa-
rate department for the New Edison. This
"store within a store" will be conducted as
are the London Shop and the Golf Shop.
The effective advertising of the Edison by the
Wanamaker stores features the realism of the
instrument and the fact that all Edison cabinets
are period cabinets. The advertisements which
we reproduce are typical of the series.
FIRST
From the Inside
To your ear, the new Edison's Re-
creation of an artist's voice is exactly the
same' as. listening to that artist's living
voice.. Public tone-tests, proving this,
have been given. before two million people.
Sear the new 'Edison's Re-Creation of
Lazzari's voice in "Oft in the Stilly Night."
Listen to the tremendous, dreamy longing
in those plaintive passages. You feel that
the phonograph is expressing al! the wist-
fulness of an overflowing soul. And so it
is — expressing Laszari's sour.
•Lazzari herself has appeared in this test
before 10,000 people. In these tests, she
sang. Then she suddenly ceased to sing,
and the New Edison took up the same song
alone. There was lio difference! Only by
Watching Miss Lazzari's libs was the audi-
ence able to tell when she had ceased to
sing.
The Re-Creation records of the New
Edison phonograph make you actually feel
the presence of the living singer.
SECOND
Fr.om the Outside
All new Edisons ate now offered in
period cabinets.
Chippendale, Heppelwhite. Sheraton .
these names and a few others stand for the
supreme expression of art in furniture
design. What Rembrandt, Velasquez and
Raphael were to painting they were to fur-
niture. And today people of culture de-
mand period furniture — furnit -re de-
signed in accordance with the principles
developed by the great craftsmen of furni-
ture's golden age. the 18th century and
earlier.
For some years phonographs have been
offered in period cabinets, but only at pro-
hibitive prices.
"Why not put all Edison phonographs
into period cases," said Mr. Edison, "and
let every one have the best there is in cab-
inet design ?"
Now, therefore, all New Edisons (with
the exception of two models for special
uses) are encased in period cabinets.
Three million dollars have been spent in
perfecting the new Edison Phonograph
And you may own one for a partial payment made'at
the time you select the instrument you want. There is
no set rule as to payments. Some buy for cash. Others,
who can well afford to buy for cash, take the partial-
payment plan; they feel that this accommodation is a
worth-while privilege. Some dispose of the cost with a
few large payments. Others make the payments small,
arid spread them out.
Plenty of Re-Creations
Edison Re-Creations of living voices and of instrumental
playing are here in ample quantity and down-to-the-mlnute.
'The Jtn Edison Shop, Second Floor, Central)
JOHN WANAMAKER
One of the Wanamaker Edison Ads
Represents BEAUTY and TONE Combined
T5he U
VICSONIA' Rffi*r
Designed to PERFECTLY play Edison Disc Records on "Victrolas" or "Grafoholas." Easy to
attach — slips on — a child can do it. The Vicsonia is recognized as the BEST reproducer for its
particular purpose. ORDER NOW.
ATTENTION!!!
Model B Vicsonia now ready. Plays all hill and dale records — Pathe, Edison, OkeH, Lyric, Aeolian, Vocalion, etc.
A sample reproducer Model A or B will be tent on receipt of $4.50 Retail price $7.50.
VICSONIA MFG. CO., Inc.,
313 E. 134th St., New York, N. Y.
The Talking Machine World, Nc%i< York. January 15, 1920
%
Reproduces All Tonal Beauties
PHONOGRAPHS AND REC
PHONOGRAPHS
The Sure Factor in Success
i
THE fidelity of Brunswick reproduction
has set a new standard in phonographic
tone values. Any ear — not necessarily musi-
cally trained — can detect its superiority of
rendition.
This outstanding advantage, now acknowl-
edged by many thousands of phonograph en-
thusiasts, has made The Brunswick the greatest
factor in sales success.
Music lovers have learned what the Ultona
and Tone Ampli-
fier mean in the
realm of phono-
graphic music.
They know they
bring a new fullness
of tone and clarity
of expression. Thev
know that The
Brunswick plays all
records at their best !
The Brunswick Method of Reproduction is
exclusive, scientific, exact. The Ultona, at
the turn of the hand, presents the proper dia-
phragm and proper needle to each make of
record.
It brings out tones hitherto lost.
The Tone Amplifier, being moulded of rare
woods on the violin principle, avoids all harsh
and strident notes. Tones are pure and clear.
The voice or the instrument carries its own
character to the hearer's ear in all its original
value.
Correspondence is
invited with mer-
chants who realize
the many advan-
tages of The Bruns-
wick and who are
interested in the
sales possibilities it
offers.
™eBRUNSWICK-BALKE-COLLENDER com.
General Offices: 623-633 South Wabash Avenue, CHICAGO
Branch Houses in Principal Cities of
United States, Mexico and Canada
any
Canadian Distributors: Musical Merchandise
Sales Co., 819 Yonge Street, Toronto
The Talking Machine World, N civ York, January 15. 1920
Interpreted by Noted Directors
PHONOGRAPHS AND
RECORDS
The Greatest Record Idea
AND now a third Brunswick triumph. After
l long" preparation, we announce Bruns-
wick Records. With the Brunswick history of
musical achievement before you, it is assured
that they do not follow the ordinary.
As an opera must have its maestro, an or-
chestra its conductor, a drama its director, so
have Brunswick Records an authority to guide
and translate genius.
Noted directors interpret the musical theme
of each record.
Thus we unite the
talent of the artist
with the genius of
the composer. We
new
hand into rec-
ord making.
The application
of this fundamental
necessity has made
each R r u n s w i c k
selection a beautiful musical picture. Each is
developed as it would be directed by its crea-
tor. And the individuality of the artist is skil-
fully emphasized.
The phrasing is rendered pure and clear and
the tone shadings are without fault. No one
who enjoys beautiful music and wishes to hear
eminent artists deliver the composer's version,
can fail to become enthusiastic over this new-
est Brunswick accomplishment.
Compare Bruns-
if
bring a
ing
wick Records with
others. Hear them
on the Brunswick
Phonograph. Then
decide what these
great musical
strides mean in
point of sales and
prestige. You are
invited to write for
full information
about the Bruns-
wick proposition.
™e BRUNS WICK-B ALKE-COLLEN DER company
General Offices: 623-633 South Wabash Avenue, CHICAGO
Branch Houses in Principal Cities of Canadian Distributors: Musical Merchandise
United States, Mexico and Canada Sales Co., 81° Yonge Street, Toronto
January 15, 1920
THE TALKING MACHINE WORLD
35
TREAT THE CASUAL VISITOR WELL TEACHING MUSICAL APPRECIATION
This is a Practice Which Every "Live" Talking
Machine Merchant Should Observe
How is the casual visitor treated in your
store? Is he sized up the moment he enters the
store with a view to determining whether or
not he may be a prospective customer and then
treated accordingly, or is an effort made to
handle every one courteously whether a real
live prospect or not? This is a question that ap-
parently does not receive overmuch attention
just so long as the possible customer is not
offended.
There come into every showroom in the
course of a day, especially in such showrooms
as are lo.cated in business centres, numerous
people who have no intention of buying — in
fact, who come in to sell rather than to buy.
These people take up the time of the salesman
and the manager and quite frequently prove
annoying. The natural tendency is to give such
visitors scant attention and get rid of them
quickly, but just how this is to be done is a
question.
There are many people who ask for the man-
ager, for instance, and when business is active
the manager cannot see all those who would
like to interview him. In such a case there
should be someone with authority to speak arid
act for the manager, not simply be empowered
to say that the head man is out. Even where
it is definitely ascertained that the visitor has no
intention of buying an instrument but has come
ill connection with some other business proposi-
tion, regarding the merits of which he desires
to convince the manager, it does not pay to be
discourteous, for one of the fundamental prin-
ciples of the music business is to build up good
will in anticipation of future sales.
There is no man, however poor or humble
his position in life may be, but has some in-
fluence, some friends. There are very few men
in menial positions but have some friends who
stand higher in the social or business world
than they do, and with these friends they have
a certain amount of influence.
Another thing, a man may come to you one
day, while in a business entirely foreign to the
selling or buying of talking machines, and at
the same time he may be a possible customer.
If he is not he has friends who are. If he is
treated nicely, even if no business is done with
him, the store gains a friend. He looks upon
the salesman as a gentleman. It is but natural,
if the occasion requires, for him to speak well
of the house. If your competitor is a man who
snubs everybody from whom he cannot make
a dollar the time may come, as it often has,
when the man to whom you have been kind
and whom he has snubbed will want to buy a
talking machine.
There is another reason why a little time and
attention and a pleasant word should be given
to the man who has nothing but his own inter-
ests in view on entering the showroom, and it
is this — by making it a rule to treat everyone
kindly and with consideration it becomes sec-
ond nature with a salesman to treat customers
better and stand higher in their estimation. No
man can snub one visitor and then turn around
and be a perfect gentleman to the next caller,
for being uncivil becomes a habit if persisted in
long enough, and this habit will certainly not in-
crease the salesman's efficiency nor add to his
sales totals.
New Automatic
Cover Su pport
Practical — Inexpensive
Fool Proof
Made in two different styles
No. 1 Fit Cover at any angle
No. 2 Hinge Plate bent to
Fit Cover
Samples on Request
Quantity Discount
AUTOMATIC COVER SUPPORT MFG. CO.
77-81 MILL STREET BLOOMFIELD. N. J
Mrs. Caroline Kaharl Shows Providence Super-
visors Value of Talking Machine in Teaching
School Children to Appreciate Music
The teaching of music appreciation to chil-
dren by the use of the talking machine and
simple narrative was demonstrated in an inter-
esting manner lately by Mrs. Caroline Kaharl
before the music supervisors of Rhode Island
who met at the State Normal School in De-
cember. Mrs. Kaharl illustrated to the super-
visors how she would interest and instruct chil-
dren of third grade to junior high school age
in the music of Holland.
In Massachusetts the methods shown by Mrs.
Kaharl have been used with great success in
many of the cities and towns, and it is the
desire of supervisors of this State to institute
the system here. The situation that exists at
present, not only among children but adults as
well, was neatly expressed by the lecturer in
quoting the composer, Strauss, who said: "You
Americans don't hear enough music, and what
you do hear you don't listen to."
An endeavor is to be made not only to in-
terest children in music of the better sort, but
to instill into them at as early an age as is
possible the ability to appreciate good music
when they hear it. The talking machine has
opened new fields for music teachers for it
brings to the class rooms the melodies of the
great masters, where they may be played bit
by bit, phrase by phrase, until the pupils not
only are familiar with them and like them, but
more important, know why they like them.
STEVENS PHONOGRAPH CORP.
Recent addition to the ranks of talking ma-
chine houses in New York City is the Stevens
Phonograph Corp., which has been incorporated
with a capital stock of $1,000,000. The incor-
porators of this new concern are B. St. Georges,
R and C. E. Stevens, 46 East Houston street.
"Credit the Si^nfbr that
Last Sale. Joe"
1 2 Months to Pay
The first payment brings you the sign— you have 12 long months
to make the final payments. It pays for itself many times over.
Cuts the Cost of Getting New Customers
Every possible new customer who goes to a competitor represents
so much profit lost, not only profit lost on the first sale, but the
profit on 200 future sales. A Federal Electric sign carries your
message 24 hours a day, and attracts the attention of new cus-
tomers for blocks in each direction as well as from the cross
streets. It attracts new customers that would otherwise go else-
where.
Made of porcelain enameled steel, it cannot rot, fade nor rust.
Never needs refinishing. An occasional washing keeps it spark-
ling like new. Costs, only a few cents a day for electricity-
no other expense.
Keep your name and location constantly before the eyes of the
public. Brighten up with a beautiful, sparkling Federal Electric
Sign.
Tear Off and Mail Coupon Now
FEDERAL ELECTRIC COMPANY
representing
Federal Sign System (Electric), Lake and Desplaines Sts,, Chicago, 111.
Please send me full information on Porcelain-enameled Steel Sign for my business. Explain your
12-months-to-pay Plan.
Name City
Street and No •• Business
Store Frontage ■ • No. of Floors
lilMlfllliUltSt
State
(T.M.W.-I.)
36
THE TALKING MACHINE WORLD
January 15, 1920
TRADE HAPPENINGS IN TOLEDO
Talking Machine Dealers Close Record Year in
Sales— Toledo T. M. Co. Looking for New
Quarters — All Dealers Optimistic
Toledo, O., January 2. — The talking machine
dealers of this city have just experienced the
greatest holiday business in their history, and
all dealers report depleted stocks of machines
and records. W. W. Smith, of the J. W. Greene
Co., states that the past year was the greatest
in the firm's history. They are completely
cleaned up, both in their Victrola and piano
departments.
Credit for the splendid showing made by the
Victrola department of the Lion Store is due
to the untiring efforts of Arthur Pete, manager,
who has labored in season and out of season
to acquire a sufficient stock of merchandise to
tide them over the holiday period.
Manager Wooster, of the talking machine de-
partment of the La Salle & Koch Co., is of the
opinion that the coming year will show a num-
ber of radical changes In his department, all
of which will tend for better and greater busi-
ness.
Grinnells are expecting a much greater volume
of business during 1920 than in the past year.
This is based upon favorable reports which
they get from the Victor Co., as well as from
their wholesale house in Detroit.
The Cable Piano Co. report a splendid busi-
ness, and a large increase in 1919 over 1918.
Manager Maag, of the Victrola department, is
at the present time confined to his home by
illness.
The Wm. B. Duck Co., The People's Outfit-
ting Co. and the Talking Machine Shop, all
make favorable reports. Mr. Frame, of this
city, who manufactures the Victor Co.'s
trade-mark into watch fobs, reports a splendid
holiday business for his merchandise.
"Be an optimist" is the password of The
Toledo Talking Machine Co. these days. Chas.
H. Womeldorff, manager of this company, is
firmly of the belief that the Victor Talking
Machine Co. will do greater things this year
than their distributors and dealers even dare
hope for. Up to the present time, The Toledo
Service is the Direct Result
of Modern Facilities
The steady growth for over forty years of the
organization which now comprises the Astoria
Mahogany Company, Inc., may be attributed
to the constant application of modern methods
and facilities for the production, manufacture
and distribution of
Mahogany Lumber and Veneers
Modern facilities make a high degree of service
possible, and service produces a degree of satis-
faction that results in growth.
Astoria Mahogany Company, Inc.
347 Madison Avenue, New York
Successors to
Huddleston-Marsh Mahogany Co.
Astoria Veneer Mills and Dock Go.
F. W. Kirch, Inc.
Mills and Yards, Long Island City, New York
BRANCHES;
44 North Market Avenue
Grand Rapids, Mich.
2256 Lumber Street
Chicago, III.
Made in Our
Watch Oil
DEPARTMENT
which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.
The Be^ Oil For Any Talking Machine
In refining, Nyoil is given the same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it
Colorless, Odorless and Stainless.
Housekeepers say they would not be without
Nyoil because it is best for ph'onographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, chill or become
rancid. Sportsmen find it best for guns because it
prevents rust.
NYOIL is put up in 1-oz., 3'4-oz. and 8-oz. Bottles
and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers
WILLIAM F. NYE, New Bedford, Mass., U.S.A.
Talking Machine Co. have not found a suitable
building for their new quarters. They, however,
have several locations under consideration.
Warren L. Kellogg expects to start the new
year by making an early visit to all of his
friends and dealers, and there is no question
but what he is exceedingly optimistic as to
what the year 1920 will bring forth.
All dealers, Brunswick, Edison, Pathe, Sonora,
etc., report a good business. An exclusive Pathe
Shop has been opened on Jefferson avenue.
INTRODUCING MISS BAERWALD
Eastern Sales Manager of General Phonograph
Corp. Now a Proud Father
Paul L. Baerwald, the popular Eastern sales
manager of the General Phonograph Corp., was
the host at an informal luncheon given at the
Hotel Astor recently to celebrate the arrival
at the Baerwald home of a baby heiress.
Mr. Baerwald has always been known as an
exceptionally genial host, but at this lunch-
eon he surpassed all previous efforts, especially
as he had received congratulations from his per-
sonal and business friends in all parts of the
country. Among the executives of the Gen-
eral Phonograph Corp. who were present were
Otto Heineman, president; Adolf Heineman,
W. L. Pilgrim, Jacob Schechter, W. C. Fuhri,
M Schechter, John M. Dean and Messrs. Bud-
long, Ackerman, Burnham and Sampter. R.
Kanarek, head of the Independent Talking Ma-
chine Co. and one of Mr. Baerwald's closest
friends, was also a guest at the luncheon.
BIG YEAR IN SALES OF M0TR0LAS
Jones-Motrola, Inc., of New York, report
that 1919 was an exceptional big year in the sale
of Motrolas. Every facility has been used to
c;itch up with the tremendous orders that were
received for this electrical winding device. Al-
though production has not yet caught up with
the demand, manufacturing facilities have been
so increased that a very large quantity produc-
tion has been secured and- it is expected that
within a few weeks all orders will be delivered
promptly. With the continuance of this strong
demand and the attainment of greatly increased
production, this company looks forward with
the greatest optimism to increasing business dur-
ing the year just opened.
SEND FOR ILLUSTRATED PRICE LIST
AND FREE SAMPLE
"GLOBE" TRANSFER NAME PLATES
DEALERS EVERYWHERE APPLY THEM
ON PHONOGRAPHS. PIANOS. ETC.
GLOBE DECALCOMANIE CO.
JERSEY CITY. N. J.
January 15, 1920
THE TALKING MACHINE WORLD
37
One of the 250 Machines Turned Out DAILY by the
WORLD PHONOGRAPH CO
Manufactured by This Company Under Exclusive Patents
"FROM THE LUMBER TO THE COMPLETE INSTRUMENT"
The World Phonograph Company is one of the few manufacturers making their own product
in their own factories throughout, thus insuring to their dealers consistent high quality
WORLD PHONOGRAPH CO. 736 TILDEN ST., CHICAGO
38
THE TALKING MACHINE WORLD
January 15, 1920
Untoersial Displayors
FOR THE
Talking Machine and Music Trade
We
Manufacture
30
Different
Numbers
for
Your
Business
tin
v i
No. 528, Universal Self-Service Record Displayor
Ask for Catalogue
Order Through Your Distributer
No. 558, Universal Three Wing Bulletin Displayor
Distributers Handling Our
Complete Line
No. 517, Revolving Hexagonal
Floor Sheet Music Displayor
BIRMINGHAM, ALA.
Birmingham Talking Machine Company
BOSTON. MASS.
Oliver Ditson Company
Eastern Talking Machine Company
Henderson, F. C.
Phonograph Supply Company
Steinert & Sons Company, M.
BUFFALO, N. Y.
Andrews. W. D. & C. N.
Buffalo Talking Machine Company
BURLINGTON, VT.
American Phonograph Company
CAMDEN. N. J.
Victor Talking Machine Company
CHICAGO. ILL.
Butler Bros.
Chicago Talking Machine Company
Empire Talking Machine Company
Rudolph Wurlitzer Company
CINCINNATI. OHIO
Rudolph Wurlitzer Company
CLEVELAND. OHIO
Cleveland Talking Machine Company
DALLAS, TEXAS
Harbour, Longmire Company
Sanger Bros.
ELMIRA. N. Y.
Elmira Arms Company
HOUSTON. TEXAS
The Talking Machine Company of Texas
INDIANAPOLIS. IND.
Stewart Talking Machine Company
KANSAS CITY, MO.
Jenkins Sons' Music Co., J. W.
The Phonograph Company
Schnielzer Arms Company
MILWAUKEE. WIS.
Badger Talking Machine Company
MINNEAPOLIS. MINN.
Beckwith, O'Neill Company
NEW HAVEN. CONN.
Horton, Gallo Creamer Company
NEW ORLEANS. LA.
Werlein. Ltd., Phillip
Diamond Phonograph Company
NEW YORK CITY, N. Y.
The Aeolian Company
Brown , McManus Company
Cabinet & Accessories Company
Century Music Publishing Company
Crown Music Company
Columbia Graphophone Company
Ditson & Company, Chas. H.
Enterprise Music Supply Company
Knickerbocker Talking Machine Company
New York Talking Machine Company
Plaza Music Company
OG D EN, UTAH
Proudfit Sporting Goods Company
OKLAHOMA CITY. OKLA.
Alexander Drug Company
Harbour, Longmire Phonograph Company
OMAHA. NEBR.
Hospe Company, A.
Mickel Bros. Company
PHILADELPHIA. PA.
Emerson Company
Girard Phonograph Company
Grafonola Shop, Inc.
Perm Phonograph Company
PITTSBURGH, PA.
Buehn Phonograph Company
Emerson Company
Frederick Piano Company, W. F.
Reed Company, Inc.
Standard Talking Machine Company
PORTLAND. ME.
Cressey & Allen
PORTLAND, ORE.
Sherman, Clay & Company
RICHMOND. IND.
Starr Piano Company
RICHMOND, VA. .
The Corley Company
Crafts Starr Phonograph Company
Haynes & Company, C. J.
Roundtree Cherry Corporation
SALT LAKE CITY, UTAH
Columbia Stores Company
The John Elliott Clark Company
SAN FRANCISCO, CAL.
Sherman, Clay & Company
SEATTLE, WASH.
Sherman, Clay & Company
ST. PAUL. MINN.
Dyer & Bro., W. J.
SYRACUSE, N. Y.
Andrews Company, W. D.
TORONTO. CANADA
His Master's Voice, Ltd.
WASHINGTON. D. C.
Cohen & Hughes, Inc.
Droop & Sons, E. F.
Rogers Company, Robert C.
WINNIPEG, CANADA
Western Gramophone Company
No. 525, Single Upright Music Roll
Displayor
®ntber£al Jftxture Corporation
133 WEST 23rd STREET
NEW YORK
January IS, 1920
THE TALKING MACHINE WORLD
39
A NEW METHOD FOR PRIVATE RECORD DEMONSTRATION
The "Sitaphone," Invented by H. A. Kieselhorst of St. Louis, Designed to Shut Off Confusion of
Noises in Talking Machine Stores for the Convenience of Customers
St. Louis, Mo., January 3. — The modern
talking machine store bids fair to be as silent
as a tomb so far as the sounds of machines
and records being demonstrated are concerned,
if a recent invention of H. A. Kieselhorst, vice-
president of the Kieselhorst Piano Co., this
city, comes into general use. Mr. Kieselhorst
calls his invention the "Sitaphone," which does
not serve to describe the new idea in great de-
tail.
With Mr. Kieselhorst's "Sitaphone" in opera-
tion, the record customer sits alongside the
machine, and alone enjoys the reproduction of
the record, without inflicting the music upon
cfteln£ otct
diaphragm
■PBTOllfler Rrra
..Till oover-cl
lwlth felt
/tone chamber
Tr amoved
inlmun casing
^.'c!cea with
atvorbent cotton.
machine department, we figured that we had
allowed ample room for expansion, but busi-
ness has increased to such an extent that it has
become absolutely necessary for us to devise
some means to serve more people promptly.
Our present booth installation was put up on
rather an elaborate scale, and occupies so much
of the floor space that it is absolutely impos-
sible for us to put more booths on our first
floor location without tearing out the entire
installation and reconstructing completely.
Under the present condition of the market,
this could not be done in time for our holi-
day trade, so necessity stepped in and caused
the invention of the "Sitaph'one" — so nicknamed
because it is possible to sit comfortably and
listen to any selection without outside inter-
ference. In fact, the machines are placed as
close together as possible, and one machine does
not interfere with the other in any respect at
all. A dozen of these machines going at the
same time make less noise than is ordinarily
filtered through the glass partition of a sound-
proof booth.
The customer may hear any individual record
that he wishes, or if it is desirous for a party
of two or three or more to hear the same
record, branch tubes are used, so that all can
hear the record simultaneously. The enuncia-
to play piano records for the customer with-
out their moving from their chairs. One per-
son can be hearing grand opera by Caruso, and
the person in the next chair can be listening
to a jazz symphony on the piano played by
some ragtime "Paderewski."
The device was tried out for the first time
recently. From one o'clock to closing time,
six o'clock, there were $175 worth of records
sold by the "Sitaphone" alone, to say nothing
of the ones sold in the booths and over the
"rapid service counter."
INSURANCE AS A CHRISTMAS GIFT
President Phillip of Mutual Talking Machine
Co. and Supreme Phono Parts Co. Gives Evi-
dence of His Interest in His Employes
Detailed Diagram of the Sitaphone
anybody else, or being compelled to listen to
a medley of music from other machines being
demonstrated.
The "Sitaphone" is muzzled with absorbent
cotton, so that it is mute to the world in gen-
eral. It delivers its music only to the ear of
the person who wants to hear it. The interior
of the regulation talking machine has been so
remodeled that all its melody goes into the
tube and from there into the ear of the sitter.
Mr. Kieselhorst's idea is to put an end to
the clamor of competing records in adjoining
demonstration booths, to save the space now
given over to these booths and economize on
the services of demonstrators and salesmen.
He thinks the "Sitaphone" is the thing to do
it. It has been on trial at the Kieselhorst
store and has so far justified itself.
Mr. Kieselhorst has prepared the following
account of the origin and purpose of his "Sita-
phone":
Three years ago, when we put in our talking
Wm. Phillip, president of the Mutual Talking
Machine Co. and the Supreme Phono Parts Co.,
took out group insurance for all employes of
these two companies, as well as the large plat-
ing plant which he controls, as a Christmas
present. This form of holiday remembrance
was greatly appreciated by all the employes.
An evidence of this appreciation is to be found
in a letter received by Mr. Phillips from the
employes at the plating factory, bearing the
signature of each employe, which reads as fol-
lows: "We, your employes, wish to thank you
for your generous Christmas present. It is a
commendable action on your part in giving each
man's family insurance protection, and we cer-
tainly appreciate it, not forgetting to thank you
also for cigars, and wishing you a very happy
and prosperous New Year."
The Kieselhorst "Sitaphones" in Operation
tion is really clearer than in an ordinary booth,
as virtually all outside noise is eliminated. A
specially constructed soundbox confines the tone
within the individual machine.
It is contemplated, if the public takes to it,
to do away with booth construction entirely,
setting up a beautiful room with chairs specially
equipped with ear pieces, and having selections
switched on to any chair, the same as telephone
connections are made.
With this installation it will be possible also
A "SEASONABLE" SOUVENIR
Ormes, Inc., Victor distributors, New York,
sent to their dealers at Christmas time a timely
remembrance in the form of a beautiful silk
umbrella, that is highly prized by the recipients.
It seems entirely fit and proper that Ormes,
Inc., present their dealers with a gift that is
serviceable, and it is safe to predict that each
time this gift is opened during the years to
come it will serve as a, reminder of the greater
service in Victor merchandise which Ormes,
Inc,. is placing at their service. C. L. Price,
general manager, is highly optimistic for the
coming year, and with the steadily increasing
production of Victor merchandise, predicts that
1920 will be a banner year for the Victor dealer.
The Neches Phonograph Co., Beaumont,
Tex., has been incorporated with a capital stock
of $5,000, by A. J. Szafir, H. L. Williams and
C. B. Megarity.
HERE IT IS
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for all Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify 8H" or 9H" arm
FLETCHER-WICKES CO., 6 East Lake Street, Chicago, Illinois
THE GEORGE McLAGAN FURNITURE CO., STRATFORD, ONTARIO, EXCLUSIVE CANADIAN AGENTS
40
THE TALKING MACHINE WORLD
January IS, 1920
!
January 15, 1920
THE TALKING MACHINE WORLD
41
NEW PLANT FOR BOSTON BOOK CO.
Large Chicago Factory Marks Latest Expansion
of Prominent Album Manufacturer— New
Branch Has 20,000 Feet Floor Space
The Boston Book Co., manufacturers of rec-
ord albums, 46 West Twentieth street, New
York, recently opened a Western plant at 509
Plymouth Court, Chicago, 111. The new factory
is one of the largest in the world, and is equipped
with the most modern album producing machin-
ery obtainable, capable of turning out record
albums on a large scale with great efficiency.
The plant is now in full operation and is work-
ing overtime in order to fill the demands for
the Boston Book Co. products in the Western
section of the country.
J. M. Alter, president of the company, with
the addition of this Chicago plant, is now head
of two of the largest record album factories
in the world. Mr. Alter some years ago saw
the necessity of preparing for a greatly in-
creased business and purchased machinery many
months in advance, at the same time negotiating
for larger quarters to house this new equipment.
The New York factory has made three changes
MORE PHONOGRAPH SALES
IN 1920
IF YOU HANDLE THE
CHORISTER
PERFECT
TONE
AND
MECHANISM
■
id
SUPERB
CABINET
WORKMANSHIP
"LEADER OF THEM ALL"
WRITE NOW FOR
PRICES AND ILLUSTRATIONS
CHORISTER PHONOGRAPH CO.
336-38 WEST 63rd STREET
CHICAGO
TELEPHONE ENGLEWOOD 1979
AMR
is most modern and in many cases specially de-
signed. B. M. Alter is in charge of the Chicago
plant of this corporation.
MUCH ADO ABOUT SOMETHING
Read What This Ad Writer Says and Draw
Your Own Conclusions — But You Will Admit
That He Does It Very Well Whatever It Is
J. M. Alter
in recent years, each change giving greater
floor space. The greatly increased Western busi-
ness during the past two years, and the handi-
cap Eastern shippers felt in making Western de-
liveries, forced them to acquire this new Western
property. The new branch occupies 20,000
square feet of floor space, and the equipment
At times the workings of an ad writer's mind
are marvelous to behold, but for sheer manipu-
lation of the English language the following
which appeared in a talking machine ad in a
Chicago newspaper is awarded the prize by
unanimous consent. He wrote this for the Sun-
day edition and he evidently had a lot to be
thankful for or else his cares had weighed so
heavily on his brain that it started to wander.
He says, speaking of something or other which
must have some connection with a talking
machine:
"Its wondrous significance, its subtle, soothing
appeal to the heartstrings; its limitless develop-
ment from mere sound. A single note struck,
simple melodies gently steal upon the senses,
counter melodies merge into chords, arpeggios,
and sparkling chromatics. Themes, recurring
motifs, augmented fantasies — -the whole gamut
of possibilities, from an old-fashioned tune,
vibrant with the memories of olden days, to the
syncopated snap of modern rag time, the last
word in genuine American pep; from the dis-
tant wailing, birdlike sweetness of a weirdly
wavering reverie, deftly graduating to the sub-
lime climax of the mighty cyclonic crash of a
Wagnerian fortissimo, eloquently express the
superiority of — "
There is more yet but — enough is plenty.
BROADENING OUT THEIR BUSINESS
The Strevell-Paterson Hardware Co., whole-
sale distributers for Emerson records, with head-
quarters in Salt Lake City, Utah, has been ap-
pointing a number of Emerson agents through-
out Utah, Idaho, Nevada, Colorado and New
Mexico. The latest appointee is the Moore-Bird
Music Co., 1527 Welton street, Denver, Colo.
This concern is going after business in a vigor-
ous way and, as a result, is steadily increasing,
its line of representatives.
A Motor of Superior Quality — No. 10
Silent Running Silent Winding
Immediate Deliveries in Large and Small Quantities
Read the Specifications and Order — NOW
Beveled gear noiseless winding.
New ratchet device that prevents
clicking.
Bakelite intermediate gear — abso-
lutely silent.
Plays five 10-inch or three 12-inch
records at one winding.
Cast iron nickeled frame.
Powerful, durable, compact, ac-
cessible.
Built especially for the highest-
grade machines.
Guaranteed in every minutest
detail.
The perfection of mechanical
genius as applied to the phono-
graph motor.
No. 10
Ask for Specifications on No. 12 and 22
BUTTERFLY PHONOGRAPH MOTOR CORP.
243 W. 17th St., New York
42
THE TALKING MACHINE WORLD
January 15, 1920
ATTENTION
If you are looking for quick service and right
prices, get in touch with us on the following
lines:
Arto Rolls
Emerson 7 inch Disc Records
Wall Kane Needles
Complete line always on hand
Write for monthly bulletin, catalog and
prices
Enterprise Music Supply Co.
143 West 45th St., New York City
MAURICE RICHMOND, Gen I Mgr.
We are the largest jobbers of sheet music and music
books in the U. S.
Save time and money by ordering
all your supplies from one house
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
[This department of The Talking Machine World is
designed for the service of all classes of our readers,
including those who make, and those who sell, talking
machines.
Andrew H. Dodin, who conducts this department, has
a wide and enviable reputation as a repairer of talking
machines at 176 Sixth avenue, New York. Tell him your
troubles through The World and he will help you if
possible. The service is free. — Editor.]
SOUND BOX CONSTRUCTION
I have received several letters recently as
to the construction of sound boxes, asking me
various questions in reference to the materials
to use for the different parts, the diaphragm,
the gaskets, etc.
As the sound box is always the most inter-
esting part of the talking machine I think a
\
general review of the construction of various
makes of sound boxes would be interesting to
many readers of The World.
Sound boxes can be divided into two classes,
those with some means of tensioning the needle
arm. and those without tension; either class
may have mica diaphragms, or composition dia-
phragms and either flat gaskets or round rub-
ber tubing are used to cushion the diaphragm.
In the tensioned needle arm class are such
makes as the Victor, Sonora and Crescent, and
the non-tensional include the Columbia, Pathe,
Brunswick, etc.
In the selection of materials for constructing
the frame of the box the usual decision is either
brass or die casting, in some cases, part brass
and part a composition material, like the
Aeolian, for instance. Die casting is perhaps
the most used, for the frame is generally de-
signed so that the needle arm holder is cast
with the frame, and so makes the assembling
of the box simpler and cheaper.
The rubber gaskets are made either as flat
washers of various thickness or" rubber tubing
of different diameters, to meet the depth of the
frame space, which varies according to the ideas
of the designer of the box.
The diaphragm is perhaps the most disputed
part of the makeup of any talking machine.
Every known material has been used, and end-
less compositions of materials have had their
adherents. But an analysis of all known makes
of sound boxes shows that mica is still in the
front, as the most satisfactory diaphragm ob-
tainable. First quality, without blisters, air
spaces or iron spots, of a thickness to conform
to the diameter, are the requisites of the best
diaphragm obtainable.
Needle arms can be constructed of brass, or
steel, and should conform in length to the
diameter of the diaphragm, care being given to
spacing the fulcrum point to get the best
results.
In the construction of the entire box, atten-
tion must be given to the weight of each part,
so that when completed it will be the proper
weight for the style of record it is to be used on.
F0RTY=F0UR YEARS IN BUSINESS
W. H. Keller & Sons Celebrate Anniversary —
"Temple of Music" Has Long Figured in the
Music Trade as a House of High Quality
Easton, Pa., January 6. — W. H. Keller & Sons,
whose establishment in this city is known as
"The Temple of Music," recently celebrated its
forty-fourth business anniversary. W. H. Keller
has long been prominent in the music industry
in this city and today occupies the entire eleven
floors of his building at 219-221 Northampton
street. His two sons, W. F. and George T.
Keller, have learned much about the music busi-
ness in the same way which he found so suc-
cessful in his many years of business.
You Talk Quantity
: ON
Gram. Brakes, Needle Caps, Needle Rests, Cover Sop-
ports, Crank Handle Escutcheons (with fibre washer),
Modifier Rod Escutcheons, Stylus Arms and on any
Special Paris.
AND
We Will Talk Price
Immediate Deliveries
^ lorentzen.
Phonograph Hardware Specialties Manufacturers
GRAND STREET & WEST BROADWAY
NEW YORK CITY
No. 5
Height — 40 in.
Width— l7'/2 in.
Depth— 18'/2 in.
AMERICAN
^HE AMERICAN suc-
cess has been gained
through merit. It is a
truly musical machine,
and, owing to its excellent
equipment, will enable
your trade to enjoy every
record to its full extent.
No. 8
Height — 13 in.
Width— 19 in.
Depth— 20 in.
No. 9
Height— 45 in.
Width— 20 in.
Depth — 21 in.
Seven models, mahogany,
golden oak and fumed oak
finishes. The AMERICAN
remains sold when delivered.
Grand Rapids made and
guaranteed throughout.
Meisselbach equipment.
Are in position to make
prompt deliveries and place
but one dealer in a town.
Write for our 1920 catalog.
Handle a line that it is a
pleasure to sell and which
carries with it a good profit.
American Phonograph Co.
17 N. Ionia Ave., Grand Rapids, Mich.
Height — 51 in.
Width— 23 in.
Depth — 24 in.
Height — 46'/2 in.
Width— l9'/2 in.
Depth— 20'/2 in.
No. 22
Height — 50 in.
Width— 22 in.
Depth — 23'/2 in.
The Talking Machine World, New York, January 15, 1920
iiiiiiiiiiiiimimiuiitii
llllllltlllllllftltlllUlllllllllllllllllllU
FOURTH SUPPLEMENT
Records
4039
85c 1
4024
85c 1
Mutt and Jeff in Mexico—
ologue
Bringing Up Father in
scriptive Monologue
-Descriptive Mon-
Frank Kennedy & Co.
Prohibition — De-
Frank Kennedy & Co.
4040
85c
4041
85c 1
My Baby's Arms (From "Ziegf eld's Fol-
lies" ) — ( Fox-trot Instrumental )
All Star Trio
Some One-Step — (One-step Instrumental),
Conway's Band
Now I Know (Fox-trot Instrumental),
Joseph Knecht's Waldorf-Astoria Dance Orch.
On Miami Shore (Waltz Instrumental),
Joseph Knecht's Waldorf-Astoria Dance Orch.
Where the Lanterns Glow (Fox-trot Instru-
mental) All Star Trio
I'm Forever Blowing Bubbles (Waltz In-
strumental) Okeh Dance Orchestra
4025
85c
4042 J
85c 1
4043
85c
4044
85c
6002 /
$1,001
6003
$1.00
A Pretty Girl Is Like a Melody (From
"Ziegf eld's Follies") — Tenor Sam Ash
Smilin' Through — Tenor Carroll Shannon
You'd Be Surprised — Tenor Billy Murray
All the Quakers Are Shoulder Shakers Down
in Quakertown — Baritone Bert Harvey
Oh! What a Girl — Tenor Sam Ash
I Never Knew — Vocal Duet Burr and Meyers
Oh! What a Pal Was Mary — Tenor Sam Ash
Bless My Swanee River Home — Tenor Sam Ash
Love, Here Is My Heart — Tenor, Forrest Lamont
A Dream — Tenor Forrest Lamont
Somewhere a Voice Is Calling — Tenor
Forrest Lamont
I'm Dreaming My Life Away — Tenor
Forrest Lamont
Place Your Order Immediately with Your Jobber
General Phonograph Corporation
OTTO HEINEMAN, President
| Factories : ELYRI A, O. ; NEWARK, N. J. ; PUTNAM, CONN. ; SPRINGFIELD, MASS. ; KITCHENER, ONT.
BRANCHES: CHICAGO, SAN FRANCISCO, TORONTO, CANADA
January 15, 1920
THE TALKING MACHINE WORLD
43
Phonographic Entertainment for Employes I
Increases Individual Efficiency » by Archer Gibbons |
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiii
Entertainment supplied by the New Ediscn
phonograph during certain hours of every work-
ing day has increased the individual efficiency
of employes in the transcribing department o:
Thomas A. Edison, Inc. How this was accom-
plished is told by Archer Gibbons, manager, gen-
eral office service department, Thomas A. Edison
Industries, in an article entitled "Why It Tays
to Keep Employes Happy," which appeared in
the December issue of "100%," the efficiency
magazine, as follows:
"During recent years, individual output of
factory operatives and office employes has in-
creased somewhat in proportion to the attention
the employer has given to the welfare of the em-
ployed. Studies of fatigue have resulted in the
institution of rest and recreation periods, more
particularly in connection with manufacturing
operations than with office work.
' "In our transcribing department we have
gained unusual results by a somewhat unique
but very simple method. Accurate results are
known, because we have for many years kept
very close records of individual production, by
the best known methods.
"When we first instituted rest periods our
transcribing department was working %l/2 hours
per day, from 8 to 12 a. m. and 1 to 5:30 p. m.
We decided to stop work from 3:30 to 3:40 and
carefully watch for any drop in production of
typing or transcribing work that might take
place. We found that production was increased
— it was particularly noticeable that when the
operators returned to their machines, they
worked with renewed vim and vigor.
"Having proved that the increased production
would continue after the novelty wore off, we in-
stituted another recess of ten minutes at 10:30
a.m. and installed a phonograph, which could
be used at any time except regular working
hours. At about the same time, every employe
in the department received an increase in salary.
"A review of production costs after a few
months showed that production had increased
sufficiently not only to cover the shorter work-
ing periods but also the increased salaries; con-
sequently we have been able to raise our stand-
ard rates of pay.
"During the past year, everyone seemed so
thoroughly contented, always smiling and cheer-
ful, that, although our unit costs of production
were low, I became skeptical regarding the
amount of work done by each operator.
"A careful comparison of the production of our
older operators — those who have been doing the
work so long one would feel certain they had
settled down to a uniform gait — shows that to-
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
day in 7 hours and 40 minutes actual working
time (our office hours having been reduced to
8 hours per day) their individual production is
greater than was formerly accomplished in 8
hours and 30 minutes without rest periods.
"I believe the secret of our success is the en-
tertainment supplied by the phonograph. The
mental condition can dominate the physical
and in this case the cheerfulness engendered by
hearing great singers, listening to magnificent
orchestra and band selections, by dancing or
singing, does more to banish fatigue than the
mere fact of periodic rest.
"Not only is the fatigue overcome, but a def-
inite trend towards cheerfulness and good fel-
lowship is provided. The phonograph is so
llllllllllllllllllllllli
popular, even after a year's use, that at noon it
rivals our employes' band, many of the girls
preferring to stay in the department and listen
to the latest records than to attend the band
concerts. The change in the mental attitude is
shown by reports from our employment depart-
ment.
"We believe that the generous use of the
phonograph has engendered the feeling that we
are not only interested in production results but
are also anxious to have our people happy.
"Last, but not least, I am confident that the
frequent music has a definite effect on the de-
partment managers, keeps them in better spirits,
makes them better 'bosses' to work for and re-
sults in a feeling of mutual co-operation."
STEWART EXPANDS SERVICE IDEA
"Man Friday" Multiplied — Repair Service De-
partment Opened to Indianapolis Dealers —
Novel Yet Practical Plan of Operation
Indianapolis, Ind., January 8. — Victor dealers
in this city have just received from the Stewart
Talking Machine Co. proof of a sort of dealer
co-operation that actually offers to remove a
heavy portion of the retail service burden. It
benches over which hang high-powered watt
lamps. The workman-driver can make any or-
dinary repair in this portable workshop, saving
hauling time and impressing the customer with
punctuality. Nine-tenths of the repairs can be
handled in this fashion. The outside of each
truck top blazons forth the Victor emblem with
the text, "The best-known trade-mark in the
world."
The men have been thoroughly schooled in
the most difficult kind of repair work. Cabinets
broken by rough handling can be restored so
that the injury is beyond detection. Annoying
pieces of work like crating and uncrating Vic-
trolas will be done at actual cost by this force,
and charges for truck hauls are much lower
than those made by the commercial hauling com -
panies of Indianapolis, for they are computed
without any idea of profit.
1 897 MODEL MACHINE STILL PLAYS
One of the Stewart Co.'s Service Wagons
is in the shape of a large map of the city of
Indianapolis, laid out in zones, with a schedule
of prices based on actual cost upon which the
expert Stewart repair men will take care of any
kind of repair work that may come up in any
part of the city. It is a most welcome form of
service to the dealer who does not maintain a
large repair department.
There is no hindrance or condition placed upon
this service. It opens the door to a large corps
of thoroughly capable Victor repair men, and
any Victor' dealer in the city may consider them
as his own. Motor trucks will carry workmen
from the force anywhere upon a moment's no-
tice. Two light trucks, added to the Stewart
fleet to help in this plan, have interior work-
Crude Forerunner of Modern Talking Machine
Can Still Play Its Wax Records
A talking machine enthusiast writes us about
a machine which he purchased back in 1897, and
which was one of the first types to be placed
on the market. A dozen or more of the wax
cylinder records remain and still give forth their
uncertain tunes almost as well as they did over
twenty years ago. The mechanism of this ma-
chine is exposed to view and more resembles
the internal workings of a clock than a talking
machine. Yet the original model still performs
its duties when called upon to do so. It looks
crude when compared to the modern instruments
and gives a good idea of the great advance
which has been made in the industry during the
past two decade's.
ARE YOU LETTING THE DOLLARS WALK OUT OF YOUR STORE ?
Fmereon Ret&rcfc
REPRESENT
BROADWAY'S LATEST HITS
DIRECT FROM
BROADWAY TO YOU
NEBRASKA AND WESTERN IOWA DEALERS WRITE US NOW FOR LIST OF TERRITORY STILL OPEN
Prompt and Efficient Service
CARPENTER PAPER COMPANY
WESTERN IOWA AND NEBRASKA
DISTRIBUTORS
OMAHA
NEBRASKA
44
THE TALKING MACHINE WORLD
January 15, 1920
The
PHONOGRAPH
his instrument is created for the better grade of dealer who
desires to handle a phonograph that is distinctive and of
unquestionable superiority to those now on the market.
The Beacon tone is marvelously
sweet, the cabinets of an exclusive
design, and the motor and tonearm
of the finest possible construction
and workmanship.
There are five models retailing at
$70, $110, $150, $225 and $350.
PERIOD MODELS from $375 up
Dealers or jobbers, considering fran-
chises for 1920, should send in their
applications as soon as possible.
SPECIAL NOTICE
The Beacon will be exhibited at the
Hotel Commodore during the week
of the Music Show, February 1st
to 7th.
We sincerely hope that every dealer
and jobber attending the show will
make it a point to come to our ex-
hibit, and see this most wonderful
instrument before leaving New York
City.
Patents Fending
Model No. 6, Price - =• - - $110.00
Mahogany, Oak and Walnut
Beacon Phonograph Company
248 Boylston Street
Boston, Mass.
Factories at Somewille and Waltham, Mass,
January 15, 1920
THE TALKING MACHINE WORLD
45
SINGING LANDS HIM IN JAIL
Smashes Window to Prove His Art Is Greater
Than Caruso's and Spends the Night in Jail,
Proving That Competition Has Difficulties
When an amateur singer tries to compete
with Caruso in the art of singing the results
are hard to foretell, as Peter Johnson of 1665
First avenue, New York, has learned. Accord-
ing to a newspaper story Johnson was passing
the music store of Peter Elisio, 2241 First ave-
nue, one night and heard the famous tenor's
voice singing a gem from an Italian opera. The
melody was lost on Peter and his nerves loudly
cried out that things were all wrong. He entered
the store and ordered the proprietor to stop
the record but was promptly hustled out into
the street. He stood on the sidewalk for some
time trying to warble better than the great
artist to the delight of the crowd which rapidly
gathered. Not finding this exciting enough
Peter, so the story goes, approached the win-
dow and started to smash the glass with his
fists. His lacerated hands and wrists drew
his attention from his singing and gave him a
trip to the Harlem Hospital in charge of Police-
man O'Hara. After his wounds had been
dressed and he had failed to convince the judge
of his artistic ability he was escorted to a cell
to think the matter over.
"The way to drain off life's drudgery is to
drink at the fountain of melody. Take all you
want. Musical inebriation has no harmful after
effects."
EXPORTERS DEFINE TRADE TERMS
National Association of Manufacturers Meets
and Urges Unification of Abbreviations to
Aid in Abolishing Shipping Misunderstandings
An interesting meeting was held recently •
at India House, the headquarters of the Na-
tional Foreign Trade Council, New York, at
which representatives of leading commercial, ex-
porting and manufacturing interests attended,
for the purpose of unifying and defining the sev-
eral trade abbreviations and for standardizing
export quotation terms.
A resolution offered by the National Asso-
ciation of Manufacturers recommending that
shippers dispense with the abbreviation of all
such terras as f. o. b., meaning free on board, and
f a. s., meaning free alongside vessel, and that
the entire phrase be used whenever quotations
are made, was adopted.
Definitions of conditions involving ten dif-
ferent types of transactions were discussed and
passed upon. These include shipping, both by
rail and water, insurance and the liability of
shipper and buyer.
THE MOST PRECIOUS CAPITAL
A dishonest bargain is always a poor one for
him who practices the dishonesty, however great
may be the gain in wealth. The most precious
capital a man can put into any business is good
character, and good character makes a mighty
poor bed-fellow for him who cheats his neigh-
bor.— Steger Employees' Magazine.
CLASSES TO BE RESUMED
Victor Record Salesmanship Classes to Resume
Sessions on February 2nd, at Camden, N. J. —
Open to Victor Dealers or Their Employes
Monday, February 2nd, has been fixed as the
date for the beginning of the next class in Victor
record salesmanship, to be conducted at the
laboratories of the Victor Talking Machine Co.,
at Camden, N. J. Registration in these classes
has been eagerly sought by Victor dealers and
their sales representatives throughout the whole
of the United States. Under the direct tuition
of the Victor Co.'s own experts, the classes are
taught the work of record analysis and inter-
pretation and the various essentials of Victor
retail salesmanship.
The earlier classes have attested the value of
the course in their increased musical knowledge,
their swifter and more accurate judgments of
individual taste in music and their knowledge
of modern scientific sales methods. The classes
are for men and women alternately. They ex-
tend over a period of two weeks and they em-
ploy intensive methods of instruction. The only
qualification necessary for admittance is to be
a Victor dealer or to be in the employ of one.
NEW CONCERN IN ZANESVILLE
The Spence Music Co. has been formed in
Zanesville, O., by E. G. Callander, Eli E. Pal-
mer, C. T. Marshall, H. E. Callander and
Charles Spence. The capital stock of the new
music house is given as $40,000.
to wind your phonograph
Hence the reason why the following phonograph
jobbers are acting as Motrola Distributors
29 W. 35th St.,
New York
VICTOR DISTRIBUTORS
Cohen & Hughes, Washington, D. C.
Florida Talking Machine Co., Jacksonville,
Fla.
Collings & Price Co., Newark, N. J.
Horton, Gallo, Creamer Co., New Haven,
Conn
Lyon & Healy, Chicago, 111.
Cohen & Hughes, Baltimore, Md.
E. F. Droop & Sons Co., Baltimore, Md.
Eastern Talking Machine Co., Boston, Mass.
Beckwith. O'Neil Co., Minneapolis, Minn.
J. W. Jenkins' Sons Music Co., Kansas
City, Mo.
Schmelzer Arms Co., Kansas City, Mo.
W. D, & C. N. Andrews, Buffalo, N. T.
Perry B. Whitsit Co., Columbus, Ohio.
Penn Phonograph Co., Philadelphia, Pa.
Badger Talking Machine Co., Milwaukee,
Wis.
Stewart Talking Machine Co., Indianapolis,
Ind.
Eclipse Musical Co., Cleveland, Ohio
Reynalds Music House, Mobile, Ala.
Talking Machine Co., Birmingham, Ala.
H. A. Weymann & Son, Philadelphia, Pa.
Geo. D. Ornstein Co., Philadelphia, Pa.
Cleveland Talking Machine Co., Cleveland,
Ohio.
Rudolph Wurlitzer Co., Chicago, 111.
W. J. Dyer & Bro., St. Paul. Minn.
Knickerbocker Talking Machine Co., New
York City.
W. D. Andrews Co., Syracuse, N. Y.
J. Samuels & Bro., Inc., Providence, R. I.
EDISON DISTRIBUTORS
Denver Dry Goods Co., Denver, Colo.
Pardee Ellenberger Co., New Haven, Conn.
Phonographs, Inc., Atlanta, Ga,
Diamond Music Co., New Orleans, La.
are
Pardee Ellenberger Co., Boston, Mass.
COLUMBIA WHOLESALERS Everywhere
Lawrence H. Lucker, Minneapolis, Minn.
Silverstone Music Co., St. Louis, Mo.
Phonograph Co., Cincinnati, Ohio.
Phonograph Co., Cleveland, Ohio.
Girard Phonograph Co., Philadelphia, Pa.
Buehn Phonograph Co., Pittsburgh, Pa.
Proudfit Sporting Goods Co., Ogden, Utah.
Kipp Phonograph Co., Indianapolis, Ind.
Harger & Blish, Des Moines, Iowa.
American Phonograph Co., Gloversville, N. Y.
Phonograph Co. of Milwaukee, Milwaukee,
Wis.
PATHE DISTRIBUTORS
Grey & Dudley Hardware Co., Nashville,
Tenn.
John A. Futch Co., Jacksonville, Fla.
Fuller Morrison Co., Chicago, 111.
Hallet & Davis Piano Co., Chicago, 111.
W. W. Kimball Co., Chicago, 111.
National Piano Co., Baltimore, Md.
Hallet & Davis Piano Co., Boston, Mass.
Wm. Volker Co., Kansas City, Mo.
Wright & Wilhelmy Co., Omaha, Nebr.
Pathe Freres Phonograph Co., New York
City.
Fischer Co., Cleveland, Ohio.
Philadelphia Pathephone Co., Philadelphia,
Pa.
Pittsburgh Pathephone Co., Pittsburgh, Pa.
Buffalo Wholesale Hardware Co., Buffalo,
N. Y.
Harbour Longmire Phonograph Co., Okla-
homa City, Okla. _ ,
Salt Lake Hardware Co., Salt Lake City,
Utah. . .
R. B. Broyles Furniture Co., Birmingham,
Ala.
STARR PIANO COMPANY — All Branches and
Distributors
BRUNSWICK DISTRIBUTORS
Kraft, Bates & Spencer, Inc., Boston, Mass.
Butler Bros., Chicago, 111.
Brunswick Balke Collender Co., Seattle,
Wash.
Wallace Brown, Inc., Detroit, Mich.
SONORA DISTRIBUTORS
Western Jobbing & Trading Co., Los Angeles,
Cal.
Minneapolis Drug Co.. Minneapolis, Minn.
Smith, Kline & French Co., Philadelphia, Pa.
Yahr & Lange Drug Co., Milwaukee, Wis.
Hessig Ellis Drug Co., Memphis, Tenn.
Strevell-Paterson Hardware Co., Salt Lake
City, Utah.
MISCELLANEOUS
A. C. Becker Co., Chicago, 111.
Empire Talking Machine Co., Chicago, 111.
F. C. Henderson Co., Boston, Mass.
National Phonograph Co., Pittsburgh, Pa.
Hoeffler Piano Co., Milwaukee, Wis.
American Phonograph Co., Burlington, Vt.
E. R. Godfrey & Sons Co., Milwaukee, Wis.
Gilbert Bros. Mf-g, Co., Wichita, Kansas.
Associated Furniture Manufacturers, St.
Louis, Mo.
Wiley B. Allen Co., San Francisco, Cal., and
branches.
Pacific Accessory & Supply Co., Portland,
Oregon.
Cabinet & Accessories Co., New York City.
Plaza Music Company, New York City.
New Orleans Furniture Co., New Orleans, La.
BROOKS MFG. CO., SAGINAW, MICH.
CANADIAN DISTRIBUTOR — His Master's Voice, Ltd., Toronto, Canada
JONES-MOTROLA, Inc.
315 So. Broadway
Los Angeles
57 E. Jackson Blvd., Chicago
Jobbers—Write us — We have a wonderful proposition to offer you
46
THE TALKING MACHINE WORLD
January 15, 1920
o
n
0
Unico Equipment always
increases business
THROUGHOUT America music houses like
Gregory's are installing Unico Equipment. They
know it is a paying investment to do so, because
1 ,200 dealers have proved it, and also because their
own investigations convince them that Unico In-
stallation insures smooth-going, salesmaking serv-
ice.
Unico equipment expresses progressive manage-
ment. It utilizes, to the utmost, available floor and
wall space — facilitates orderly, attractive stock dis-
play— provides instant and individual service which
satisfies the most exacting customers.
Unico demonstrating rooms, counters, record
racks and decorative treatments are readily adapt-
able to any desired plan regardless of size of stock,
and by virtue of patented flexible features may be
re-adapted at will to suit changing conditions. Se-
lected woods, artistic cabinet work, superior finish
and appointments leave nothing to be desired.
Unico equipment reaches you completely fin-
ished, glazed and fitted ready for assembly and use.
Prompt shipment from stock in ten designs enables
quick completion of your improvements. "Musical
Merchandising,'' our latest booklet, describes in full
all the vital Unico advantages. It will be mailed
on request.
GREGORY'S MUSIC HOUSE
c r cutcoiT, Uimwgf
Pianos, Player Pianos, Victrolas and Records
120 121 NORTH MICHIGAN AVENUE
SAGINAW. W S., MICH
August 12, 1919.
Unit Construction Co,
Philadelphia, Pa.
Gentlemen: -
We are very much pleased with the change in our
store, both in appearance and business since your Installation
■ has been completed. We feel sure that ve have ^he prettiest
Vlctrola and Piano store in Michigan out side of Detroit.
Our business has increased. with leaps and bounds
since our opening the 12th., qf July. In one day during that time
our cash record sales amounted to more than the sales of Christ-'
mas Eve, 1918, -which you knoT is about the biggest day of our
year, in fact our business for the first twelve days of this
month have more than doubled the whole month of August last year.
Of cours? we attribute this increased business to
the faot that ire can now take care of our customers more effi-
ciently and give them better service than ever before.
Thanlang you for your courteous attention, we are
Very truly yours
Gregory's Music House.
RECEIV/6
A W.
AuGU 1019
Send to-day dimensions of
your available space. Our
plans and estimates will be
submitted promptly.
Address our nearest office.
Unico Con-
struction is
Patented
BOSTON
85 Essex
Street
UNIT CONSTRUCTION COMPANY
Ray bum Clark, Smith. President
NEW YORK
2 o o Madison Ave
Coi ner 4-l?t St.
Streets. Grays Avenue
PHILADELPHIA
CHICAGO
Luon &. Healu
Building
Unico De-
signs are
Patented
San
Francisco
Holbrook
Building
|c;« unico^
fix
January IS, 1920
THE TALKING MACHINE WORLD
47
TABLE FOR CALCULATING COSTS
NEW JACOBS NOVELTY CO. STORE
Necessary Addition to Cost Price to Make a Wisconsin House Expands and Adds Second
Certain Profit Told at a Glance Talking Machine Shop Next Door
It is sometimes difficult for manufacturers to
calculate quickly just how much they should
add to their cost in order to make a certain
profit. John Connors, of the Howe & Rogers
Co., Rochester, N. Y., prepared a table which
enabled him to tell at a glance just what he
wanted to know in this respect. The table
follows:
Addition to Cost Profit on Selling Price
S'/2 per cent 7 per cent
10 per cent 9 per cent
12'/2 per cent 11 Mi per cent
15 per cent 13 per cent
16 per cent per cent
17 }4 per cent 15 per cent
20 per cent 16 per cent
25 per cent 20 per cent
30 per cent 23 per cent
33'A per cent 25 per cent
35 per cent 26 per cent
371/2 per cent 27'A per cent
40 per cent 28 l/2 per cent
45 per cent 31 per cent
50 per cent 33'/ per cent
55 per cent 35}4 per cent
60 per cent 37'/? per cent
65 per cent 39'/2 per cent
66^3 per cent 40 per cent
70 per cent 41 per cent
75 per cent 42 53 per cent
80 per cent 44'/2 per cent
85 per cent 46 per cent
90 per cent 47 '/2 per cent
100 per cent 50 per cent
From the above it may be seen that if you
wish to make a profit of 15 per cent it is nec-
essary to add 17^2 per cent to the cost.
GOOD KNIGHT=CAMPBELL PUBLICITY
The Knight-Campbell Music Co., Denver,
Colo., has been widely advertising its Victor
department and has been featuring the an-
nouncement of the Victor Co. that the output
has now reached normal. The Victor depart-
ment of this concern has built up a large busi-
ness and this has been due largely to its ef-
ficient merchandising methods and its effective
publicity.
The New York Furniture Co., Columbia deal-
ers in Hudson, N. J., at First and Madison
streets, have opened a new music department
which has greatly increased floor space for the
display of the various types of Columbia Grafo-
nolas and records.
Stevens Point, Wis., December IS. — The new
talking machine store of the Jacobs Novelty Co.
at 207 Strongs avenue was opened this month
in its remodeled building. New booths have
been added to the store equipment and a modern
lighting system and show windows have been
installed. The interior of the building is finished
in French gray, old ivory, Prussian blue and
mahogany. A representative line of talking
machines is carried in stock, among them being
the Columbia, Sonora, Brunswick and Vitanola.
A large library of Columbia records is also
carried and numbers about 6,000 selections. The
store is an expansion of the former shop at
209 Strongs avenue, and both stores will be de-
voted to the sale of talking machines and other
musical instruments.
BECOMES GENERAL SALES MANAGER |
Samuel Grubstein Takes Post With Cabinet & §j
Accessories Co., Inc., New York
The Cabinet & Accessories Co., Inc., of New
York City, have announced that Samuel
Grubstein, well known to the trade, is now rep-
resenting the Cabinet & Accessories Co. through-
out the Eastern territory. Mr. Grubstein will
specialize on and act as general sales manager
for the new Standard phonograph, which is be-
ing put out by the Cabinet & Accessories Co.
Orders for this new talking machine are already
reaching large figures, and a big production is
being planned for 1920. The Cabinet & Acces-
sories Co. are also now constructing in their
factory an attractive cabinet for the Victrola
IX. It will be a low model with casters and
is expected to be ready for delivery at the end
of January.
NOW IMPORTING SAPPHIRES
Grand Rapids, Mich., January 2. — E. C. Howard,
of the Grand Rapids Phonograph Co., this city,
has announced that he is importing sapphires,
and has negotiated contracts for large quanti-
ties during 1920, which he in turn will offer
to the trade.
The Earl Fuller Record Co., Inc., Dover, Del,
has been incorporated to manufacture phono-
graphs, with a capital of $500,000.
THE DE LUXE STYLUS
BEST NEEDLE MADE
We wish to thank our cus-
tomers for their very valued
patronage the past year,
and to extend to them our
best wishes for a Happy
and prosperous New Year.
Duo -Tone Co., Inc.
Manufacturers of Talking Machine Needles
ANSONIA, CONN.
UDELL
CABINETS
FOR
1920
RECORDS
THIS NEW YEAR IS GOING
TO SET A NEW HIGH MARK
FOR RECORD PRODUCTION
AND SALES. THE RESULT
WILL BE AN UNPRECE-
DENTED DEMAND FOR REC-
ORD CABINETS.
UDELL
CABINETS
SATISFY EVERY REQUIRE-
MENT OF STYLE AND FINISH
AND ENJOY A REPUTATION
FOR REAL QUALITY THAT
SAVES MUCH SELLING EF-
FORT—THE QUALITY IS
ACKNOWLEDGED.
g No. 1415 =
= [Horizontal Shelves]
S For Victrola IX-A |j
H Height, 31 in. Width, 19 in. Depth,- 22 iu. B
m Mahogany. Quartered Oak. Holds 5 Victor 3
= albums. Average weight, crated, 60 pounds.
H [If vertical interior is desired, order No. M
g 415.] 'a
H [When felt interior is wanted, order No. H
m 415F.] jj
fTne Udell Works |
I 1205 W. 28th St., Indianapolis, Ind. j
nil
48
THE TALKING MACHINE WORLD
January IS, 1920
Portable Machines
Closed View
THE SEASON'S BIGGEST SELLER
THE PORTROLA
Plays All Records
Size 13^x13^x10% inches.
Leatherette covered case made of 3-ply resonant
wood with leather handle and complete nickel trim-
mings and Record Compartment. Double Spring
Motor, Universal Tone Arm and Sound Box. TONE
CHAMBER especially constructed and throated from
tone arm to front of chamber, giving a full round tone
of very large volume.
Retail Price $30.00
DEALERS WRITE FOR DISCOUNTS
NO. 75
Height 34 inches, width 45 inches, depth 24 inches.
Georgian Design, Mahogany. The grace and charm,
the refined richness characteristic of the Georgian pe-
riod of furniture and decorative design, live again in
this superb World art model. The cabinet work, in de-
sign and execution, is true to the finest traditions of
old world craftsmanship. The beautiful selected woods
used in the cabinet enhance its artistic appearance. For
Gold Trimmings add $10.00 to* net price. Price $375.00
including War Tax. Add $30.00 to net price for
Electric Motor.
Add $15.00 to list price for Six Albums.
WRITE FOR DEALERS' DISCOUNTS
Chicago
Jobbers
OkeH
Records
COMPLETE
STOCK
Lateral - Cut
and
Hill -and -Dale
Numb
ers
WRITE FOR OUR NEW
CATALOGUE:
No. 175
Height 50 inches, width 21% inches, depth 22% inches. Made
in Brown" Mahogany. Fumed and Golden Oak and Walnut
finishes. Equipped with World Patented Horn and the World
Improved Motor — Multiple -spring constant-speed and non-vibrat-
ing and mounted free from contact with resonating parts.
Adam Brown Mahogany finish furnished unless otherwise
specified. Tor Gold Trimmings add $10.00 to net price.
Price $175.00 including War Tax. Add $30.00 to net price
for Electric Motor.
Add $15.00 to List Price for Six Albums.
WRITE FOR DEALERS' DISCOUNTS
Height 47 inches, width 22 inches, depth 23 inches. Ma-
hogany. Walnut, also Fumed or Golden Oak finishes.
MOTOR — Multiple-spring constant-speed non-vibrating and
mounted free from contact with resonating parts. Equipped
with World Patented Horn and the World Improved Tone
Arm and Sound Box. For Gold Trimmings add $10.00 to net
price. Price $225.00 Including War Tax. Add $30.00 to net
price for Electric Motor.
Add $15.00 to List Price for Six Albums.
WRITE FOR DEALERS' DISCOUNTS
12-20 NORTH MICHIGAN AVE., CHICAGO
January 15, 1920
THE TALKING MACHINE WORLD
49
Percy Grainger plays three piano SOlOS Oil
one record. Wise dealers will order
fortissimo. A-6128.
Columbia Graphophone Co.
NEW YORK
AN ATTRACTIVE WINDOW DISPLAY NEW QUARTERS IN JACKSON, MICH.
The Wiley B. Allen Co., Portland, Ore., has
won quite a local reputation for the attractive-
ness of its window displays, which are without
exception quite out of the ordinary. The ac-
Barnard Music Co. Occupies Entire Building
and Will Shortly Reorganize Business
Wiley B. Allen Co's Brunswick Display
companying picture shows a recent display in
which the Brunswick phonograph was featured
most successfully with the "Brunswick Girl" in
silhouette utilized to distinct advantage. The
Wiley B. Allen Co. is doing well with the Bruns-
wick in Portland and vicinity.
The Barnard Music Co., of Jackson, Mich.,
has taken new quarters at 231 South Mechanic
street, that city, where the entire building is
occupied. In addition to a complete line of
pianos, the company features particularly the
Brunswick phonograph and records, for which
an elaborate department has been provided in
the new building. Musical merchandise will be
added to the stock at a later date.
Plans are now under way for the reorgani-
zation of the company, at which time the capital
stock will be increased materially. The present
officers, R. A. Barnard, president, and H. A.
Barnard, secretary and treasurer, will continue
in control after the organization.
Lady From Country — Is this the Hall of Rec-
ords?
Attendant — It is. Do you wish to look
around?
L. F. C. — Yes. Perhaps you have some I would
care to try on my talking machine.
PRESENT QUALITY, NOT PRICE
As a rule, it is good business to show a high-
grade article first when something is asked for
in general terms. It is poor business to inquire
which size or what price. Take it for granted
that the customer has a reasonable purchasing
power. The customer is pleased by the subtle
compliment of offering him a high-grade article
in the first place, and many who might be satis-
fied with something cheaper will quite as readily
take that which represents more money.
H. J. Smith laboratories
Jewel Manufacturer
executive offices,
FINISHING and
RECORDING
LABORATORY JEWELS
Plant No. 1
833 Broad Street
Telephone 2896 Market
NEWARK, N. J.
SAWING
GRINDING
ROUGHING
ROLLING and
EXPERIMENTAL
LABORATORY
Plant No. 2
54V2 Franklin St.
NEWARK, N. J.
Manufacturer of
Phonograph Diamond and Sapphire Reproducing Points — Recording Labor-
atory Jewels— Rough Diamond— Diamond Powder— Experimental Work.
Jewels manufactured for all talking machine records. Consulting Specialist
on all experiments relating to any new recording grooves. Recording
problems satisfactorily worked out.
A REALLY USEFUL SOUVENIR
Standard Talking Machine Co. Remembers Its
Friends at Holiday Time
The Standard Talking Machine Co., Victor
wholesalers, of Pittsburgh, Pa., will be kept in
the minds of its dealers and friends during the
coming year through the medium of an attrac-
tive and convenient pocket notebook, richly
bound in leather, which was distributed with the
compliments of the company at Christmas time
Each book had stamped on its cover, in gold,
the trade-mark of the Standard Co., together
with the name of the recipient. The note pad
in the book is detachable, and in a little fore-
word the Standard Co. announces that new pads
will be sent to the owners of the books at fre-
quent intervals.
"TONAR" RECORD BRUSH APPEARS
Parks & Parks, Inc., Place on the Market New
Lubricating Record Brush
The well-known firm of Parks & Parks, Inc.,
manufacturers of brushes and other specialties,
has recently produced a record brush, the trade
name of which is "Tonar." The "Tonar" rec-
ord brush, according to its manufacturers,
differs from other brushes in that the rubbing
surface has been treated with an especially pre-
pared lubricant which not only removes the
dust, but also lubricates the record so as to
eliminate, to a large degree, the so-called
scratching and to bring out the most delicate
tonal qualities. These brushes, which are being
manufactured in large quantities, are ready for
immediate shipment.
INCORPORATED
The Duplex Symphonie Talking Machine Co.,
New York, has been incorporated with a capital
of $100,000 by W. C. H. and C. E. Eitzen and
M. Purdeck, 440 East Sixty-sixth street.
'* LET'S GET ACQUAINTED!"
Fill out this coupon and mail it RIGHT NOW
if you want details about that Monthly Service
on Record Delivery Envelopes, designed exclu-
sively for Victor dealers.
My name is
The Firm Name is . '_. '.
Our address is
LU FRANC SALES SERVICE
1202 Dime Bank Building, Detroit
50
THE TALKING MACHINE WORLD
January 15, 1920
CLEVELAND STARTS THE
NEW YEAR AUSPICIOUSLY
Prospects for Business in 1920 Very Cheering —
Talking Machine Men Most Optimistic —
Dealers' Association Grows — Large Pre-
holiday Advertising — Wurlitzer Expansion
Cleveland, O., January 7. — 1920 starts with a
splendid prospect for all kinds of business in
this city and the outlook is the brightest in
many years. People have more money to spend
than ever, and are keeping pace with what some
of the city's leading bankers say is a "spending
spell," due to a new disease called "spenditis."
Talking machine and piano as well as player-
piano dealers all agree that, if manufacturing
concerns can deliver the goods, sales during 1920
will far outrun those of any previous year in
the history of the music trade business. Some
dealers say they could not fill all their pre-
holiday orders for instruments, simply because
the stock was not available.
One tendency in Cleveland is to branch out
with talking machines, not as mere side lines
in merchandising, but as prominent everyday
factors in sales. Nearly every high grade furni-'
ture store in the city is now a booster for talk-
ing machines. Half the advertising space of big
retail emporiums is often devoted to featuring
talking machines and records.
The Starr Piano Co., which is doing a record
business in its new household furnishings em-
porium in connection with its musical instrument
trade, has demonstrated that talking machines
are essentially a part of home furnishings. Other
dealers have taken their cue from this firm and
gone in stronger than ever for talking machines.
The Victor dealers got a good bit of adver-
tising out of the appearance here of the eight
"Victor Record Makers," whose two concerts
helped to stimulate interest in records.
Higher grade advertising will probably be used
by Cleveland's musical instrument retailers. The
Better Business Men's Commission of the Cleve-
"A Million A Year"
m WHAT'S YOUR SHARE OF
DIAPHRAGMS OF BEAUTY
— Phonographically Speaking — They Talk for Themselves —
Manufactured for over ten years for the larger consumers by the
INTERNATIONAL MICA COMPANY
Factory and ( 37th & Brandy wine Sts. Mines, Executive ( 1228 Filbert St.,
Sales Dept. ( W. Philadelphia, Pa. Amelia Co., Va. Dept. ( Philadelphia, Pa.
Send for samples and quotations now and eliminate your diaphragm difficulties
Immediate delivery of small quantities can be made in the following districts.
SAN FRANCISCO, CALIF.— WALTER S. GRAY
CHICAGO. ILL.— LAKESIDE SUPPLY COMPANY MONTREAL, CAN-ARTHUR K. KEMPTON
land Advertising Club is in close touch with A.
L. Maresh, secretary of the Cleveland Music
Trades Association, and ad censor for the mem-
bers, as well as a prominent member of the
organization of talking machine retailers. Rex
C. Hyre, secretary of the Piano Merchants' As-
sociation of Ohio, is also on the trail of retailers
who mislead the public in newspaper advertise-
ments.
While conservative dealers estimate the vol-
ume of musical instruments in Cleveland at
about $5,000,000 annually during the pre-war
period, these dealers are free to admit that if
stock is available for delivery the 1920 sales will
go far beyond the $5,000,000 mark. One dealer
predicted Clevelanders will buy $10,000,000
worth of instruments in 1920, if the manufac-
turers can deliver the merchandise.
The Talking Machine Dealers' Association of
Northern Ohio now has the following individual
and firm members: The Bailey Co., Anton Belsan,
the Buescher Co., the Caldwell Piano Co., Frank
Cerne, the Cleveland Talking Machine Co., the
Clifton Furniture Co., the Collister & Sayle Co.,
Hubert Day & Sons, Elyria; the Day Drug Co.,
Akron; P. E. Dietrick & Sons, the B. Dreher's
Sons Co., the Eclipse Musical Co., the Euclid
Music Co., H. Fraiberg & Sons, the Harmony
Music Shoppe. A. J. Heiman, Barberton, O.; the
Ward's Khaki Moving Covers
Distributors
BRISTOL & BARBER, INC.
Ill E. 14th St., New York City
YAHR & LANGE DRUG CO.
207-215 E. Water St., Milwaukee, Wis.
COHEN & HUGHES, INC.,
Washington, D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.
STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah
OHIO SALES CO.
Beckman Bldg., Cleveland, Ohio
THE REED CO.,
237 Fifth Avenue
Pittsburgh, Pa.
Grade "D" Cover with No. 3 Straps.
CHAS. H. YATES
311 Laughlin Bldg., Los Angeles, Cal.
W. D. & C. N. ANDREWS
Buffalo, N. Y.
The C. E. Ward Co.
(Well-Known Lodge Regalia House)
101 William St., New London, Ohio
Also Manufacturers of Rubberized Covers
and Dust Covers for the Wareroomj
Hillard & Curry Co., Wadsworth, O.; the Hue-
ter Jewelry Co., the Lakewood Music Co.,
C. C. Lipstreu & Sons, the McMillan Music
Co., the May Co., the A. L. Maresh Piano Co.,
L. Meier & Sons, the O'Neil Co., Akron, O.;
B. Ptka, Joe Phillips, F. W. Roae, W: E. Shay,
Elyria, O.; A. Smerda Music House, R. Svehla,
the William Taylor Sons & Co., F. J. Weigand,
Barberton, O.; the Wickens Co., Lorain, O.; the
Wolfe Music Co., and Young's Furniture Stores.
Musical instruments and sheet music dealers
are featuring displays of music and records an-
nouncing the coming of John McCormack,
scheduled to sing in Cleveland, February 1.
Bueschers' store is handling the sale of tickets.
Cleveland retail stores used many ways of
selling talking machines during the pre-holiday
period. The May Co. featured an announcement
saying the firm had ready for immediate de-
livery 600 Cheney talking machines. Young's
furniture stores and others which make a spe-
cialty of talking machines offered extra induce-
ments to buyers. The Fischer Co., Pathe dis-
tributors, had a "phonograph club," offering
Pathe instruments of several models, payable
in instalments. The Eclipse Musical Co., dis-
tributors and retailers of Victor machines, had
unique window displays and devoted much space
in the newspapers to advertising holiday bar-
gains. The B. Dreher's Sons Co., the Wurlitzer
Co., the Wolfe Music Co., the Harmony Music
Shoppe Co., the Collister & Sayle Co., Bueschers'
store, the Starr Piano Co., the A. L. Maresh
Piano Co., the Caldwell Piano Co., branch of the
Wurlitzer concern — these and others all made
big drives successfully for record-breaking sales
of merchandise.
The Wurlitzer Co. got the ground floor of their
new six-story home in the Euclid building ready
for occupancy before the holiday season passed,
making one of the most elaborate displays of
band instruments, pianos, player-pianos and talk-
ing machines ever seen in this section of the
country. The ground floor furnishings of the
store are very expensive, up-to-the-minute and in-
viting. Talking machines were conspicuously dis-
played and the public was invited to inspect
the firm's big display of stock.
Plans for attending the big Music Week in
New York, in February, are being discussed
and not less than a score of the members of
the piano men's association and several talk-
ing machine dealers will go to the gatherings.
Jacob Raeder, for several years manager of
the Caldwell Piano Co., which was absorbed by
the Wurlitzer Co. a few months ago, has been
made an honorary member of the Cleveland
Music Trade Association. He is the only Cleve-
land piano man to have such an honor.
INTERNATIONAL MOTOR
is the silent running motor, built in Canada, on the
right principles, best of material and correct work-
manship. It is not a cheap imitation but a high-
class production, manufactured by
INTERNATIONAL MACHINE & MFG. CO., LTD.
Ill Adelaide St. W. Toronto, Canada
COTTON FLOCKS
FOR ,
Record Manufacturing
THE PECKHAM MFG. CO., SH"!
The Talking Machine World, New York, January 15, 1920
ENTER EFFICIENCY-
EXIT DISCORD
Behind the Curtain
Three years ago we set our own standard for an
Efficiency Electric Phonograph drive, one year
ago we developed a model which met our
standards. During the past year we have put
this model through the most exhaustive tests. It
stood up in every particular. We have made it
suitable for installation as standard equipment
in any talking machine; and we are now ready
to maintain production up to any quantity.
The Stage is Set
For the first exhibition of the first perfect elec-
trical phonograph motor drive given at booth 59
during the National Music Show and Festival at
Grand Central Palace, New York, Feb. 2nd to
7th, 1920. Here the Efficiency Electric Motor
will make its initial appearance and demonstra-
tion.
Tuning the Instrument
Is just as essential to the phonograph as it is to
any piece in the orchestra. If the motor drive is
not properly regulated to the correct speed of the
record, Caruso may become a baritone or soprano.
All Efficiency Electric Phonograph Motor drives
are set to the correct speed at the factory by
means of a musical note — the only method pro-
curing the absolute correct speed. The result
"ear perfect tone." Every motor is tested for the
correct turntable speed of the tone desired from
a record, thus eliminating the "off tone."
The Leading Character
Works in absolute silence. If other drives are
"noiseless" the Efficiency Electric Motor is
SILENT.
It matters not if the line current
suddenly changes as much as 70
volts while Caruso is taking his
purest high note. There is not
the slightest variation in his tone.
Any record played on any talk-
ing machine equipped with the
new Efficiency Electric drive
gives positive assurance of a per-
fect rendition.
Exit Discord
The tuned, unvarying speed of the turntable —
irrespective of line voltage variation as low as
70 volts and as high as 150 volts — permits no
"sagging" or "dying away" or "run away" tone.
The audience shudders no more at the "sag"
tone. The whole show is not spoiled by the
"off" tone. The Efficiency Electric Phonograph
drive has eliminated the discord.
It Doesn't Require a Special Ticket
To inspect the Efficiency Electric Phonograph
drive installed in the machine you make or sell.
Just walk into booth No. 59 at the Grand Central
Palace and see this wonderful motor work — or
play for you. Its construction, principle, and
musical performance are different from anytfrng
you have seen.
-The Acme of
EFFICIENCY
ELECTRIC
CORPORATION
Performance-
Simplicity
The Efficiency Electric Phonograph drive has but
two moving parts, but two bearings, is self-
lubricated and needs absolutely no attention for
years. It is entirely enclosed in a metal case
and sealed. Our guarantee is effective until the
seals are broken. We can make the motor per-
fect and guarantee that it will run perfectly as
long as it is not tampered with.
This is the kind of an electrical motor in every
detail that the manufacturer and dealer have
demanded.
Before the Curtain
Is rung down Feb. 7th at the National Music
Show and Festival we most cordially invite you
to booth No. 59, where you may
see the Efficiency Electric
Phonograph drive in actual test
and operation,
We know that this is the elec-
tric motor you have so long
hoped for,
EXPERIMENTAL LABOR-
ATORY AND OFFICE
124 White St.
new york. n. y.
I
I
January 15, 1920
THE TALKING MACHINE WORLD
51
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
Steinert Service Serves
M. STEINERT & SONS CO.
35 ARCH ST.
BOSTON
WHOLESALE HEADQUARTERS
NEW YEAR'S GREETINGS
Our resolution for 1920 — To continue
serving our patrons faithfully and well,
as we have in the past, in deeds not words.
Boston, Mass., January 7. — With the advent of
the new year one finds a somewhat larger stock
of talking machines in the jobbers' and dealers'
stores than was the case in December, for so
great was the business done that almost all of
the showrooms were swept clean of goods, and
this applies almost as truly to records as to
machines, for many of the most popular num-
bers were out of stock long before Christmas.
The aggregate of business done was something
phenomenal and one hears of isolated cases
where sixty, seventy and eighty thousands of
dollars represented the sales. The end of the
year saw all the places taking account of stock,
and for the most part both men and women were
a tired lot by the time the holiday had been
reached. The daily newspapers got a large
amount of advertising out of the Boston trade,
and concerns which heretofore were loth to use
printer's ink, came forward generously, almost
recklessly, in calling the public's attention to
their lines. And it paid, too.
Tells of Great Prosperity Enjoyed
Fred E. Mann, branch manager of the Colum-
bia Co., has addressed a most interesting letter
to Columbia dealers in his territory in which
he speaks of the great prosperity experienced
during 1919 and the inadequacy of production
which the company has had to face, despite
the fact that the production has been greater
than in any year in the history of the company.
Of the increased production of the year Mr.
Mann says:
"In the year of 1920 we are going into tremen-
dously increased production — a production that
will be sufficient to take care of the entire busi-
ness which we put onto our books this year
plus the unfilled orders which we have had to
carry over into the new year. This means prac-
tically a doubled production over 1919, and yet,
as we analyze the situation, we already begin
to fear the inadequacy even of this doubled pro-
duction of Grafonolas and records. With the
completion of the huge Baltimore plant about
the middle of the year, and the very materially
increased facilities in Bridgeport, we enter upon
the new year with every justification for the
hope which we are expressing in this communica-
tion. We believe that the present Columbia
dealers are going to absorb this increased pro-
duction practically in its entirety; and we shall
not hasten therefore to avail ourselves of the
many opportunities which we now have to ex-
pand our dealers' organization throughout the
territory under the control of this branch."
Speaking the removal of the company's branch
from its present location at 137 Federal street,
Mr. Mann says: "With our removal in Febru-
ary to our new quarters at 1000 Washington
street, the Boston branch will acquire facilities
which will enable us to give much better service
than has been possible in the cramped quarters
which we have been occupying on Federal street
and Columbus avenue. It is our present ex-
pectation that we will be 'at home' in the new
location about March 1st."
Period Model Week a Success
Through advertising what the house called
a Period Model Week, Vocalion Hall was able
to do an immense amount of business in the
highest type of Vocalion instruments, one of
the salesmen selling a very expensive Japanese
art model to a large Lynn shoe manufacturer.
Manager Hindley kept a carefully selected stock
of artistic machines in the beautiful showroom
in the mezzanine story of the Boylston street
establishment, and they were demonstrated
under such enjoyable conditions, the acoustic
properties of this room being superb, that there
was little difficulty in making many sales. Man-
ager Hindley and all his staff are therefore
highly gratified at the business that December
was able to show. The organization of sales
people in' the Vocalion warerooms are planning
a party the last Thursday of this month.
J. H. Burke Making Extended Trip
Joseph H. Burke, general manager of the
Musical Supply & Equipment Co., Sonora dis-
tributors, i's making an extended trip in the
territory which his branch handles, namely, the
(Continued on page 54)
The Eastern Talking Machine Co.
VICTOR DISTRIBUTORS
Now Wholesaling Exclusively
85 ESSEX STREET BOSTON
52
THE TALKING MACHINE WORLD
January 15, 1920
Is 'v
Fifty Years of Needle Making
IFTY years ago, Walter H. Bagshaw started in
a modest way to manufacture needles at
Lowell, Mass. His thorough knowledge of
needle-making created a product that won
universal approval. After a long, useful life, Walter
H. Bagshaw passed away, eighteen years ago.
His hard work laid the foundation for the Bagshaw
institution of today, which not only enjoys the repu-
tation of being the original manufacturers of steel talk-
ing machine needles, but has the added distinction of
being the largest makers in the world.
So, in celebrating this Golden Anniversary, it is
fitting to attest to the members of this important indus-
try our appreciation for their co-operation.
It is indeed an achievement — 50 years of continuous
service — and our policies for the future, embracing as
they do, Bagshaw Service, quality of product, and
economy in price, are in line with the requirements of
the talking machine trade for the best needles.
W. H. BAGSHAW CO.
LOWELL, MASS.
Established 1870
Incorporated 1917
January 15, 1920
THE TALKING MACHINE WORLD
53
54
THE TALKING MACHINE WORLD
January 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 51)
eastern part- of Massachusetts, Rhode Island
and Connecticut. The demand for Sonora ma-
chines as well as all the products which this
company carries has been very large.
Robert Clifford, of the Emerson International
Co., was over in Boston a while ago to give a
talk to the salesmen in Manager Burke's employ,
and a long all-day conference ensued. Two
changes in the personnel of Manager Burke's
forces include the advancement of Charles Mc-
Kennon, formerly Boston city salesman, to the
post of assistant sales manager of the record
and roll department, and James E. Burke,
brother of the manager, to the treasurership.
Demand Was for High Priced Victors
"There was very little Christmas business —
in cheap machines," says Kenneth Reed, whole-
sale manager of the Victor department of the
Steinert house. "Everybody wanted about the
best the house afforded, and it was one of the
most difficult tasks that ever confronted us to
find enough high-priced goods to supply the
demand. And as it was we were way behind
hand in trying to satisfy everybody." Mr. Reed
and others connected with the house are being
congratulated for the handsome holiday souvenir
that was sent out to dealers with the compli-
ments of the Steinerts. This consisted of a very
practical desk pad of heavy brass, in satin
finish, with the name of the firm embossed across
the top. With it was a most artistic card con-
veying the compliments of the season. This,
it is being whispered about, was the work of
Miss A. Frances Hanson, the advertising man-
ager of the Steinert house.
Alexander Steinert, head of the M. Steinert
& Sons Co., spent New Year's with friends in
New York, later going over to Atlantic City
for a few days' visit. En route Mr. Steinert
visited the Victor factory at Camden.
Plans for Big Expansion of Beacon Co.
The Beacon Phonograph Co., which has only
lately come to the fore, is going to prove itself
one of the hustling organizations and one which
the trade has got to reckon with. It is a case
of where brains and experience are going to
count. Plans are being laid by this organiza-
tion for a very large output of this popular in-
PERFECTION BEARING TONE ARMS
PERFECTION FLEXI-TONE REPRODUCERS
Manufacturers
Jobbers-
Dealers—
The Perfection Flexitone reproducer No. 7 attached
to the Perfection ball-bearing tone arm No. 4 plays
all lateral cut records on all types of Edison Disc
Machines. Made in nickel and 24 carat gold fin-
ish, extra fine quality disc.
These reproducers and tone arms are the very finest made, mechanically — reproducing as
the records were recorded in the recording room — Clarity of sound with great volume.
WRITE FOR QUANTITY PRICES
Manufactured by
New England Talking Machine Co.
Largest Manufacturers of Phonograph Accessories
16-18 BEACH STREET BOSTON, MASS.
Pacific Coast Distributor: WALTER S. CRAY
942 Market St., San Francisco, Cal.
Phoenix Trading Co., 1265 Broadway, New York
Eastern and Export Office
strument during this year, and in March it is
the present purpose of the company to erect a
new factory, which, in conjunction with the two
Our New "1920" Model
SERVICE
Is 100 Per Cent. Elficient
Tbe Service That Really Serves
CRESSEY & ALLEN
PORTLAND, MAINE
now being operated, should greatly increase the
production of Beacon phonographs.
Attended Columbia Managers' Conference
Branch Manager Mann, of the Columbia, is
back from New York, whither he went to at-
tend a managers' conference. On his way over
he stopped at Bridgeport, Conn., and while in
New York he was one of the large party that
sat down to dinner on January 3, at the Penn-
sylvania Hotel. Arthur C. Erisman, manager
of the Grafonola Co., of New England, Columbia
distributors, also went over for the banquet.
Brunswick Records Make Hit
Harry Spencer, of Kraft, Bates & Spencer,
8end for Descriptive Circular
Demonstration Booths
and Record Cases
IN STOCK OR TO ORDER _y
FRANK B. CURRY
72-74 Dedham St. Boston, Mass.
JAQUITH MACHINERY BUREAU, Inc.
Designers and Builders of
SPECIAL MACHINERY
Mechanical and Electrical Devices
Designed, Developed and Patented
Correspondence with Talking Machine Industry invited
77-79 North Washington St., Boston, Mass.
MICA
DIAPHRAGMS
Watson Brothers, Inc.
170 PURCHASE ST.
BOSTON .... MASS.
January IS, 1920
THE TALKING MACHINE WORLD
55
TRADE GLEANINGS FROM BOSTON
(Continued from page 54)
Brunswick distributors, sprang a genuine sensa-
tion on the trade toward the latter part of
December when he put out the Brunswick rec-
ords, which the possessors of Brunswick ma-
chines eagerly purchased after hearing them
tried out, and the supply was soon exhausted.
Harry Spencer, head' of the house, is going
over to New York on a business trip about
the middle of the month, and he also will go
over for the Music Show later.
Some New York Visitors
James M. Baylis, of the Columbia general sales
department, was over here the latter part of
December on business relating to the forth-
coming removal of the Columbia to 1000 Wash-
ington street, where the entire first floor and
basement are to be occupied. Mr. Baylis was
accompanied by Robert E. Rae, of the New York
headquarters of the Columbia.
Edgarton and Burke With Beacon Co.
A new man to join the Beacon Phonograph
Co. is Charles G. Edgarton, for some years con-
nected with a Boston banking house, who will
be assistant treasurer, and will begin his active
duties with the company some time in February.
As he has had considerable experience in mat-
ter's of finance, Mr. Edgarton should prove of
great value to the Beacon Co.
Thomas E. Burke, formerly sales manager of
the J. R. Poole Co., has accepted a position with
the Beacon Go. and will travel in the States of
Connecticut and Rhode Island in the interests
of this new instrument. Mr. Burke is a brother
of Joseph H. Burke, the present general man-
ager of the Musical Supply & Equipment Co.,
Sonora distributors.
Forsakes the Talking Machine Field
John Alsen, who is widely and pleasantly re-
membered in the local talking machine business,
is no longer associated with it, as acting on his
doctor's orders he has been obliged to keep out
of doors as much as possible. He has therefore
KRAFT, BATES & SPENCER
156 BOYLSTON STREET, BOSTON
NEW ENGLAND
HEADQUARTERS
for ACCESSORIES
Record Cabinets, Steel Needles, Albums, Display Booths, Jewel
Needles, Polish, Record Brushes, Repair Parts and Supplies
{J JONES MOTROLA is a big seller, for the " Motrola "
J* way is the only way to wind phonographs.
f[ TONOFONE NEEDLES will play 50 Records without
a change. An easy selling specialty.
f]f VICTROLENE is the perfect polish for talk ing machines
and pianos. Scientifically compounded.
associated himself with a large cereal concern
for which he will travel through New England.
Roy Ott Still in the West
Roy Ott, local sales manager in the Greater
Boston territory for the Columbia Co., is ex-
pected home soon from a three weeks' vaca-
tion which he began about the middle of De-
cember. Two weeks were spent by Mr. Ott in
Kansas City, Mo., and one week in Huntsville.
Handling Talking Machine Accessories
W. J. Fitzgerald has been heard from. He Is
now located at 36 Boylston street and is hand-
ling talking machine accessories. With him is
James White, as repairer, and William J. Mc-
Carthy, his nephew.
Will Be Soon Ready for Business
Frank S. Horning, whose plans for opening
his retail store in Boylston street have been
somewhat delayed, has finally got possession
of the premises, and as everything in the way
of equipment was made ready in advance, it
(Continued on page 56)
istributors for New England
We are exclusive distributors for
New England for Pathe Phono-
graphs and the matchless line of
Pathe' Records.
Write us. There are a few exceptional fields
open for good live representation.
Hallet & Davis Piano Go.
146 BOYLSTON STREET BOSTON, MASS.
56
THE TALKING MACHINE WORLD
January 15. 1920
THE TRADE IN BOSTON AND NEW ENGLAND- (Continued from page 55)
will be only a short time now before he is
ready for business. Miss Mildred Ente, who
has been with the Shepherd stores, will be in
charge of the record department.
Miss Barr Joins Steinert Forces
Miss Grace Barr, formerly a large factor in
the educational work of the Victor Co., has
transferred her allegiance to the Boston house
of M. Steinert
& Sons Co.,
and her head-
quarters from
now on will
be at 35 Arch
street, where
she will have
complete
charge of the
service and
educational de-
partment. Miss
Barr i s a
Miss Grace Barr singu 1 a r 1 y
gifted woman for this work, and while with the
Victor company she made many friends in the
talking machine trade by her keen knowledge
and fine sense of values as they pertained to
her line of activity.
Spent Christmas at His Old Home
Herbert Shoemaker, wholesale manager of the
Eastern Talking Machine Co., made a very quick
trip to Camden, N. J., in order to spend Christ-
mas with his family, with whom he tries to be
on all the holidays he reasonably can. He
reached his home on Christmas morning and
started to return that same night. Manager
Shoemaker is highly elated over the amount of
business that was done in December, and, in
fact, there has been a big advance in conditions
ever since he took hold of the local wholesale
end. Shoemaker is pleasantly anticipating a visit
shortly from Harry A. Beach, the Victor travel-
ing manager, and Ralph L. Freeman, the com-
pany's general manager.
Participated in Ditson Christmas Party
Henry A. Winkelman, manager of the Victor
department of the Oliver Ditson Co., was one
of the conspicuous factors in the Christmas
party which the Get-Together Club of that com-
pany held just before the latter part of De-
cember in Berkeley Hall. Mr. Winkelman, with
his inexhaustible fund of good humor, was every-
where, seeing that everyone had a good time,
and everyone surely did.
STEINERT'S NEW SERV-
ICE DEPARTMENT
Victor Headquarters of M. Steinert & Sons' Co.
on Arch Street Now Boasts of a Model
Service Department in Charge of K. E. Reed
Boston, Mass., January 6. — The new service de-
partment which has just been opened at the
Arch street Victor headquarters of M. Steinert
for delivery bags, record envelopes, etc., while
at the sides are separate compartments for
needles and other accessories. Special attention
has been given to the showcase, which is re-
arranged each week, for it is Manager Reed's
belief that too much attention cannot be given
to the appearance of such a case in an estab-
lishment of the standing of the Steinert house.
The rest of the display is given over to the
various forms of the Victor free advertising
features such as street car and window cards,
Miss Alice Dunn,
credit department
James Graham, trav-
eling representative
M. Steinert & Sons' New Service Department
& Sons Co. is causing no end of pleasant com-
ment among the dealers, who are finding it of
real worth to them in handling their own trade.
This department occupies a corner of the third
floor and the accompanying illustration will give
a pretty good idea of its arrangement, which
has been carefully worked out in the fertile
brain of Wholesale Manager Kenneth E. Reed.
Here is a model demonstration booth, a complete
record rack, showcase and counter. The booth
is fully equipped with everything a retailer
might need. The record rack holds 3,000 records
and is equipped with stock envelopes showing
the dealer the proper methods of filing records
and of using the Victor Ready Reference Labels
and other things which the company always has
for the dealers' needs. The counter is of the
latest type with individual drop compartments
H. Fleischman, travel-
ing representative
and Victor banners, out-door and show window
electric signs; in fact, everything that plays its
part in artistic arrangement calculated to at-
Lansing Khaki Moving Covers
Despite the obstacles that have arisen during the
past year have maintained their high standard of
QUALITY
The Quality of the LANSING cover has given it leadership in the field
These covers are made of Government Khaki,
interlined with heavy felt in Grade A, or cotton
in Grade B, fleece lined, quilted and properly
manufactured under the personal supervision of
E. H. Lansing, the originator of the Talking
Machine Cover for protection in moving. Made
in two grades.
Write for price* and
descriptive catalogue
E. H. LANSING
611 Washington St., BOSTON
Su Francisco Representative: WALTER S. GRAY
942 Market Street
PHOENIX TRADING COMPANY
1265-69 Broadway, New York
Kenneth E. Reed, Wholesale Manager
tract business. Manager Reed also will make
a feature of the best newspaper advertisements
appearing from time to time in order that all
Charles Von Euw,
record stock room
Miss E. Samuels, Emmet Ryan, city
service department representative
the help possible may be given the smaller dealer
who has not always the facilities at hand for
doing just what he would like.
James Frye, who represents the Victor inter-
ests in the Greater Boston territory, has been
spending the holidays at his old home in
Hickory, N. C. He planned to stop at the Vic-
tor factory on his way back to Boston.
The agency in Memphis, Tenn., for the Da-
lion talking machine has been taken by the Wil-
liam R. Moore Dry Goods Co., Monroe avenue
and Third street.
January 15, 1920
THE TALKING MACHINE WORLD
57
The HEYWOOD-WAKEFIELD
ANNOUNCEMENT
HEYWOOD BROTHERS AND WAKE
FIELD COMPANY announce a new
phonograph, the Heywood-W akefield, with three
exclusive selling features which make it a profit
able addition to every dealer's line, no matter
what other makes he is now handling. This in-
strument is manufactured- under the Perfek'tone
patents and its features are :
First : the reed and wicker cabinets. Second :
the cushioned reproducer of non-resonant, non-
metallic construction. Third : a perfected electric
motor.
The reed cabinets have a two-fold appeal. They
eliminate the objectionable vibrations of sound
which take place in the confined spaces of a wood
cabinet. They supply an existing and greatly
growing demand for reed furniture, which today
enjoys the same uses as wood furniture in all
climates, all seasons, all rooms of the home.
The cushioned reproducer was developed after
years of study along original lines and with the
use of new materials. You have only to hear the
Heywood- Wakefield to be convinced that this
reproducer brings out details of a record which
are lost when other reproducers are used.
The Heywood-Wakefield is equipped with
either spring or electric motor. We have no
hesitation in saying that the electric motor in this
instrument is vastly superior to anything which
dealers now have to offer on any other instrument.
It is a universal motor which never heats, is abso-
lutely uniform in speed and silent in operation.
It is a feature which alone will make many a sale
for the dealer.
For details of models, prices and specifications,
address the nearest office of
HEYWOOD BROTHERS AND WAKEFIELD COMPANY
New York Philadelphia Boston Baltimore Buffalo Chicago Portland, Ore. San Francisco Los Angeles
Factories: Gardner, Mass.; Chicago; Wakefield, Mass.
When you visit Atlantic City see all models of the Heywood-Wakefield at the Perfek'tone Store, 51T Boardwalk
Special Exhibition Salon in Philadelphia at 1127 Chestnut Street
58
THE TALKING MACHINE WORLD
January 15, 1920
GOLDEN JUBILEE FOR BAGSHAW CO.
Lowell House Celebrates Half Century of Suc-
cessful Business — Plans More Active Business
Campaign for the Coming Year
past, which has been adhered to so strictly, will
be their guidance in the future, i. e., service, qual-
ity of product and" economy in price.
XAL" STEWART PASSES AWAY
Lowell, Mass., January 7. — The new year is
an important one for the W. H. Bagshaw Co.,
manufacturers of talking machine needles, of
this city. It is important not only because of
the exceeding^' bright outlook ahead, but more
particularly because it marks their Golden
Anniversary. This company, founded in 1870,
have manufactured needles without interruption,
straight through the following fifty years to the
present date. The business was started in a
modest way by W. H. Bagshaw, and the remark-
able growth of the company, of its plant, the
volume of business and the good will and pres-
tige which it enjoys, is a visible tribute to the
founder and C. H. Bagshaw, who succeeded
him in administrating the affairs of the com-
pany. W. H. Bagshaw's thorough knowledge
and experience in needle making gained early
recognition of the merits of his product. He
devoted his life to the progress of the com-
pany, and his work made possible the great in-
stitution of the present day which is reputed to
be not only the original manufacturers of steel
talking machine needles, but also the largest
plant engaged in the production of steel talking
machine needles in the world. Eighteen years
ago he passed away, and the affairs of the com-
pany have since been ably managed by C. H.
Bagshaw. In 1917 the W. H. Bagshaw Co.
was incorporated, resulting in a still further
broadening out of the business of the institution.
Golden jubilees in the talking machine indus-
try have not as yet become frequent, and this
famous New England house merits the heartiest
congratulations of the trade not only on this
achievement, but on the quality of the product
and the high-class manner of conducting the
business which has made this achievement pos-
sible. Very optimistic views of the future are
held by this company, and their policy in the
Passing of "Uncle Josh" Will Be Lamented by
a Host of Admirers in the Talking Machine
Field Who Knew Him Through His Records
Members of the talking machine industry ev-
erywhere will learn with regret of the death of
he was a popular vaudeville star, Cal Stewart
was loyal to the character of "Uncle Josh." He
originated the part in the very beginning and
played it continuously ever since.
As "Uncle Josh," Cal Stewart made records
for all the leading companies, and although his
death will be sorrowful news to dealers every-
where, it is a slight satisfaction to know that his
rare art and kindly humor will live forever
through the medium of his records.
WILL VISIT PATHE JOBBERS
Chas. H. Huesgen, of Herbert & Huesgen,
Leaves .on Three Months' Trip — Will Intro-
duce the Hustylus Throughout the Country
The Late "Cal" Stewart
Cal Stewart, who passed away a few weeks ago.
As "Uncle Josh" Mr. Stewart had endeared him-
self to phonograph owners in all part of the
country, and his inimitable "Uncle Josh" rec-
ords have been for many years among the best
selling humorous records in the catalogs.
From the time he first played a part in the
"Old Front Street Theatre" in Baltimore, and
through the days when he appeared with every
important minstrel company and with the "Old
Homestead" production, up to recent years when
Chas. H. Huesgen, of the well-known firm
of Herbert & Huesgen, New York, Pathe deal-
ers, left Monday on a three months' trip to the
Pacific Coast. Mr. Huesgen will visit every
state in the Union, and according to his present
plans will call upon ever}' Pathe jobber through-
out the country.
Mr. Huesgen is making this extensive trip for
the purpose of officially introducing to Pathe
jobbers the Hustylus, a new device which pla3rs
Pathe records perfectly on phonographs not
equipped with a universal- tone-arm. Herbert &
Huesgen are exclusive distributors of the Hu-
stylus, and have achieved pleasing success with
this simple and practical device.
A new model of the Hustylus was perfected a
few weeks ago, and has already won the en-
thusiastic commendation and approval of Pathe
jobbers and dealers, and the officials of Pathe
Freres Phonograph Co. It represents radical
improvements over the former model, and Mr.
Huesgen has every reason to believe that his
trip will be most successful.
The Toledo Pathe Shop, which has been
opened in Toledo, O., at 313-315 Jefferson
avenue, is operated by W. S. Mefford & Co.
Ray's Music Shop has opened in Hamilton,
O., as an exclusive Columbia agency.
GUARANTEED
Model No. 2150 D.D
2 Units Illustrated.
Locking RollTop Pre-
vents Dnst and Theft,
also supplied with
Spanish Leather Cur-
tain.
350 10" or 10K"
Records on each shelf.
Filed in Sales System
Covers and with In-
dex Guides.
350 10" or 10^"
Records on this shelf,
also 3 shelves above.
Soft Flat Supporting
Springs Prevents
Warping (Patented).
Holds 350 10" or 12"
records.
10 and 12" Records
Filed on same shelf.
Held Flush at the
front by Patented Ad-
juster.
File Your Records
So You Can Sell Them
This System pays for itself in six months.
Automatically Re-orders All "Sold Out" Records.
Every Record Located Instantly as Simple as 1-2-3
Prices in Effect Sept. 15th
NEW STYLE MODEL No. 2150 D. D.
Oak, With Leather Curtain ........... $70.00
Oak, With Locking Wood Roll Cur , . 80.00
Bir. Mahg. With Leather Cur. 75.00
Bir. Mahg. With Locking Wood Roll Cur. ..... 85.00
Enamels " " " " " 95.00
(White, Ivory and Gray)
Sectional Models Fit Any Size Stock
and Help You Grow.
2150 Thin Records in
4300 Records in These 2 Units Illustrated.
2150 Edisons in These 2 Units.
WRITE FOR CATALOGUE
Ogden Sectional Cabinet Co., Inc.
LYNCHBURG, VA.
Prices Models No. 2 and 62
(CAP. 300 10 and 12" RECORDS)
Sections . Oak $6.75, Mah. $7.00
Base . . Oak 5.50, Mah. 5.75
Top. . . Oak 3.00, Mah. 3.25
Roll Curtain for complete Unit, 3.00
Models No. 1 and 31
The Ogden Sale* System Is Equivalent to an Extra Clerk
md Increases Sales. Prices $2.25 to $9.75 a Section.
January 15, 1920
THE TALKING MACHINE WORLD
59
The Year 1919
By the Birth of1
" ^7 £? 99
Marks a New Epoch
In the World of Music
This list of Keep-in-Front Jobbers, who are Tonofone
Distributors, is, in itself, a splendid testimonial of
Tonofone merit. We stand back of them with an
unqualified guarantee of quality and service. Send
them your orders.
United States and Canada Distributors
Pittsburgh, Pa., THE REED COMPANY, Inc., 237 Fifth Ave.
Philadelphia, Pa., M. D. SWISHER, 115 S. Tenth St.
Boston, Mass., KRAFT-BATES & SPENCER, Inc., 156 Boylston St.
San Francisco, Calif., WALTER S. GRAY COMPANY, 942 Market St.
Los Angeles, Calif., THE STARR PIANO CO., 630 South Hill St.
Milwaukee, Wis., E. R. GODFREY & SONS CO.
Milwaukee, Wis., HOEFFLER PIANO MFG. CO., 304 W. Water St.
Chicago, 111., WADE TALKING MACHINE CO., 14 N. Michigan Ave.
Chicago, 111., McKINLEY MUSIC CO., 1507 E. 55th St.
Chicago, 111., BUTLER BROTHERS. Randolph Bridge.
Chicago, 111., JAMES I. LYONS, 17 W. Lake St.
Chicago, 111., CONSOL'TED TALKING MACHINE CO., 229 W. Washington St.
Chicago, 111., LAKESIDE SUPPLY CO., 416 S. Dearborn St.
Chicago, 111., EVERTON PHONOGRAPH CO., 3018 E. 91st St.
Chicago, 111., WORLD PHONOGRAPH CO., 736 Tilden St.
Jacksonville, Fla.. THE STARR PIANO CO., 15 Ocean St.
Omaha, Neb., CARPENTER PAPER CO.
Richmond, Va., ROUNTREE CORPORATION, 111-115 W. Broad St.
Roanoke, Va., ROANOKE CYCLE CO., 103 Campbell Ave.
Baltimore, Md., CLARK MUSICAL SALES CO., 322 N. Howard St.
Kansas City, Mo., RICHARDS & CONOVER HARDWARE CO.
Kansas City, Mo., THE STARR PIANO CO.. 1025 Grand Ave.
Ogden, Utah, GEO. A. LOWE CO., 2326 Washington Ave.
Nashville, Tenn., BOND'S GRAPHOPHONIE SHOP, 38 Arcade.
Nashville, Tenn., THE STARR PIANO CO., 240 Fifth Ave. N.
Oklahoma City, Okla., ALEXANDER DRUG CO.
Oklahoma City, Okla., COLLIER BROTHERS.
Mt. Vernon, Ohio, THE L. C. PENN CO.
Columbus, Ohio, C. C. BAKER, 43 South High St.
Akron, Ohio, THE DAY DRUG CO., 35 South Howard St.
Toledo, Ohio, RAE & MAXWELL, 711 Jefferson Ave.'
Cincinnati, Ohio, THE KRUSE & BAHLMANN HARDWARE CO.
Celina, Ohio, THE HARPONOLA CO.
Buffalo, N. Y.. IROQUOIS SALES CORP., 10-14 N. Division St.
Rochester, N. Y., LEVIS MUSIC STORE, 39 South Ave.
New York, N. Y., PLAZA MUSIC CO., 18 W. 20th St.
Minneapolis, Minn., STONE PIANO CO., 826 Nicollet Ave.
Fargo, N. D., STONE PIANO CO.
Detroit, Mich., THE STARR PIANO CO., 110 Broadway.
Saginaw, Mich., MORLEY BROS.
Flint, Mich., THE BRUNSWICK SHOP. 125 E. Kearsley St.
Lansing, Mich., LANSING PHONOGRAPH CO.
Washington, D. C, J. REIMERS & SON, 3205 Georgia Ave. N. W.
Indianapolis, Ind., THE STARR PIANO CO.
Richmond, Ind., THE STARR PIANO CO.
St. Louis, Mo., LYRE-OLA MFG. COMPANY, Inc., 1504 Pine St.
St. Louis, Mo„ SHAPLEIGH HARDWARE CO.
Birmingham, Ala., THE STARR PIANO' CO.
Montgomery, Ala., JESSE FRENCH & SONS PIANO CO.
Monroe, La., MONROE FURNITURE CO.
Louisville, Ky., ROE-BROWN COMPANY, 662 S. Fourth St.
Huntington, W. Va., J'. W. POOL MUSIC CO.
Hartford, Conn., THE PATHE ACTUELLE CO., 236 Trumbull St.
Charleston, S. C, SOUTHERN FURNITURE CO., 212-14 King St.
Dallas, Texas, W. L. WEAVER, Sumpter Bldg.
Portland, Ore., M. SELLER & CO., Fifth and Pine Sts.
Atlanta, Ga., ATLANTA HIAWATHA PHONOGRAPH CO.
Montreal, Canada, ARTHUR K. KEMPTON, 205 Drummond Bldg.
Foreign Distributors
London, W. C. 2, HERMAN DAREWSKI, Ltd., 142 Charing Cross Road.
Milan, Italy, GARISCH & CO'., Via Lazaretto No. 2.
Paris, France, BERNARD DESOUCHES, 148 Avenue Malakoff.
Sydney, Australia, A. TARTIKOVER, P. O. Box 2318.
Havana, Cuba. QUEVEDO & CABARGA, 5 O'Reilly.
Havana, Cuba, HAVANA TRADING CO., 19 Obrapia.
Paris, France, M. I. BENDERSKI, 15 Rue de la Reynie.
Milan, Italy, GIOVANNI ALBERTINI, 10 Via Carducci.
Tampico, Mexico, WILLIAM JOEL, Apartado 230.
Tampico, Mexico, ALFREDO KRAUS, Apartado 573.
Mexico City, Mexico, NICHOLAS OUDIE, Apartado 2020.
Oporto, Portugal, ARNALDO SALGUEIRO, Rua Dr. Souza Viterbo 42-20.
Barcelona, Spain, PEDRO SUNER RAFART, Alta San Pedro, 59.
Johannesburg, South Africa, PHILIP GOODMAN, 1-2-3 Anglo African Bldgs.
Buenos Aires, Argentina, JOSE A. AEDO, Avenida de Mayo, 560.
Georgetown, Demerara, British Guiana, JOHN S. DE FREITAS & CO.
Bogota, Colombia, S. A., ANTONIO PUERTO, P. O. Box 331.
Rio de Janeiro, Brazil, HENRY PETTENCOURT.
Shanghai, China, CO'NNELL BROS. COMPANY.
Barranquilla, Colombia, COLOMBIA TRADING CO.
Cartagena, Colombia, COLOMBIA TRADING CO.
San Juan, Porto Rico, LOUIS VELAZQUEZ.
Santiago, Chile, CASA EFRAIN BAND, Casilla 1344.
Since the beginning of time there has been no greater force
than music for the bringing about of a higher and nobler
civilization.
WONDERFUL is MUSIC
During all the ages, past and passing, no other thing has
done as much as the modern phonograph to cultivate a
love for music among people in all walks of life.
WONDERFUL is the PHONOGRAPH
But no phonograph is right if the needle isn't right : and
it remained for the year 1919 to give the world Tonofone
— "The Needle that is right" — whose birth marks a new
epoch in the world of music.
WONDERFUL IS TONOFONE
It plays both lateral cut and "hill and dale" records and
plays them all better. Its wonderful elasticum tip is both
plastic and elastic — it is cylindrical, of correct diameter and
blunt-pointed; therefore it will neither widen with use nor
scratch like other needles. Each Tonofone will positively
play 50 or more standard records without injury.
Its Tones Are Marvelously Pure !
Tonofone is not a loud needle but it brings out every tone
that is in the record — each with its true value — pure and
sweet — without squeak or scratch. Lloyd Macfarlane in
his instructive work, "The Phonograph Book," says. "A
loud tone needle is ruinous to records."
Its Enunciation Is Amazingly Clear!
The plastic, elastic point quickly shapes itself to the groove
and picks out every one of those wonderful microscopic
sound waves, thereby giving a perfect reproduction, which
no needle of any other construction can do.
Every Shop Needs Tonofone
Record buyers and music lovers recognize Tonofone as
the needle of quality— that makes them enjoy their phono-
graphs as never before. Don't let them go to some other
shop for Tonofone — that's driving trade to your competitors.
We Can Supply the World
Tonofone comes 4 in a box, to retail for 10 cents. A display
carton containing 100 boxes costs the dealer $6.00 — Don't
wait — order today!
See List of Distributors
Made for the Trade Exclusively by
R. C. WADE CO.
110 South Wabash Ave.,
CHICAGO, ILL., U. S. A.
60
THE TALKING MACHINE WORLD
January 15, 1920
Operollos are "Quick Turnovers*
They Make Good High Grade Quality; Reliable Product; Popular Price
Our concentration on making and marketing a line of strictly high grade instru-
ments which give everlasting satisfaction has met with a tremendous success. It
seems no dealer can secure enough of our machines, as orders are multiplied -con-
tinually.
Operollos will help dealers build up a permanent and prosperous business.
Apply for exclusive agency at once.
We do not bind dealers on a contract, but protect agents in territory. Our
products are of such quality, represent such unusual value and are so easily sold
that we do not need to bind a dealer on a contract.
Permanent and Profit-
able Business with
Operollos Assured
Why try so many inferior prod-
ucts? It is an established fact that
Operollo dealers are doing a fine
and prosperous business. Thers
are big possibilities with Operollos
everywhere. One large retail con-
cern tested out our products during
the last six months and bought so
far ever $40,000. Now we are
figuring on a contract for 2,500
machines for 1920 for this same
concern.
Our products — covering 90% of
the actual demand of the trade
— have proven to be "Quick
Sellers" and Operollo Quality and
our popular prices have done the
balance to cause a big demand for
our instruments.
STYLE NO. 150
Height 51 in., Width 22y2 in., Depth 24 in.
Finish : Mahogany, Golden or Fumed Oak.
Latest style Tone Arm and Reproducer.
Spruce Wood Tone Chamber.
Three spring "Krasco" motor.
STYLE NO. 95
Height 45 in., Width 19 in., Depth 21 in.
Mahogany, Fumed or Golden Oak Finish.
Has our Special Double Spring Motor.
Universal Tone Arm.
Every Operollo is a
Wonderful Value
There is no substitute for our machines pos-
sible. We have been fighting high prices for
inferior goods. We believe in a square deal.
WHAT THE TRADE WANTS IS NOT A
"GOOD LOOKING PICTURE" BUT "REAL
GOODS"— CLEAN MERCHANDISE, GOOD
RELIABLE PRODUCTS— which sell fast and
do not cause "come-backs." Operollos fulfill all
your expectations. They make good.
Highest Grade Equipment
used Throughout
KRASCO SILENT MOTORS; latest style of
Operollo Universal Tone-arms; all wood ampli-
fier. Cabinets are of excellent workmanship, and
beautifully finished. Every instrument is sold
under a positive guarantee to be as represented.
Prompt service. Liberal trade discounts.
Write Today for Attractive Agency Proposition
OPEROLLO PHONOGRAPH COMPANY
54 WEST LAFAYETTE BOULEVARD— DETROIT, MICH.
January 15, 1920
THE TALKING MACHINE WORLD
61
Nora Bayes never gives the blues. But she
sings " Prohibition Blues" and "Taxation
Blues " in a way that will make you far from
blue if you have the foresight to order big.
A-2S23.
Columbia Graphophone Co.
NEW YORK
SHOWER OF BIRTHDAY CONGRATULATIONS FOR HEINEMAN
President of the General Phonograph Corp. Receives Felicitations From His Many Friends on
Anniversary of His Birth — Executive Staff Presents Him With Handsome Smoking Outfit
December 27th was a gala day at the executive president of the corporation, took advantage of
offices of the General Phonograph Corp., 25 the opportunity to congratulate him upon pass-
When Mr. Heineman reached his office on
Saturday morning he found his room filled with
flowers and congratulatory messages from his
friends and business associates from all parts
of the country, whose birthday felicitations
were noteworthy for their warmth and sincerity.
During the course of the morning the room be-
came quite crowded, for tokens of esteem and
affection began to arrive in large numbers. Some
of these are shown in the accompanying photo-
graph, but the picture hardly does justice to the
beauty and distinctiveness of these gifts.
The festive spirit of the day was further en-
hanced when Mr. Heineman called into his pri-
vate office every employe at the executive of-
fices and presented to each one individually a
substantial bonus as his Christmas and birthday
gift, thus completing a day that was noteworthy
for its sentiment and affection.
From the employes at the executive offices Mr.
Heineman received a handsome smoking stand
and humidor finished in mahogany and sterling
silver, and accompanied by a note signed by the
employes, which expressed their sincere appre-
ciation of the many kindnesses and innumerable
favors which Mr. Heineman had extended to
them in the course of their association with
him in a business and executive capacity
Otto Heineman's Private Office on His Birthday
West Forty-fifth street, New York, for the em- ing another milestone in his very busy and suc-
ployes and many friends of Otto Heineman, cessful career.
CAPITAL INCREASE FOR STODART
The Stodart Phonograph Co., New York, has
increased its capital stock from $20,000 to $30,-
000. The growth of the business in the Stodart
phonograph has been considerable during the
past year and the increase of capital was made
in order to put into operation plans which call
for great expansion of activity during 1920.
62
THE TALKING MACHINE WORLD
January IS, 1920
Trade Mark
Registration
Applied for
Don't Be Content With Selling
"Only A Few" Fibre Needles
Only a few isn't enough. It s distinctly to your interest
to get your better-class trade in the habit of using Fibre
Needles exclusively.
A gentle "hint" dropped here and there should be
sufficient.
"Did you know that with Fibre Needles you CAN'T
wear out your records ? And have you heard how
sweet and pure the tone is when you use them ?"
That will start folks thinking at least. And finally,
realizing they are safe in buying costlier records, they
will get in that habit, too.
So try, for your sake as well as ours, to sell more than
merely a few Fibre needles now and then. Make every
sale of records count as an opportunity to sell Fibre
Needles. And incidentally increase your record profits.
B & H Fibre Mfg. Co
33-35 W. Kinzie Street, Chicago
January IS, 1920
THE TALKING MACHINE WORLD
63
The Trade In Philadelphia And Locality
Philadelphia, Pa., January 6. — Philadelphia
has just passed through the greatest holiday
period of activity it has ever enjoyed, and
through a December rush of business which was
nearly double that of any previous December.
In consequence there is great gratification on
all sides over the result. It is rare that such a
period of activity will find at its end all parties
concerned so well satisfied as they seem to be
with the beginning of the New Year. There
were many forebodings as to the outcome early
in the month, and the assurance that there was
going to be ample stock was taken with the
proverbial grain of salt. But there was ample
stock, that is, as nearly as the word ample can
be realized in this age of enthusiasm for the
talking machine. Very many more machines
of the leading lines could have been disposed of
had it been possible to procure them, but the
jobbers here seem to have gotten in enough ma-
chines to satisfy all their dealers and to leave
them in a complacent frame of mind.
Victrolas Pour in for Christmas
The most interesting development that was
brought about was the quantity of machines
received here from the Victor Co. Early in
the month the Victor announced in the news-
papers that they were speeding up and that
there would be a tremendous output of Victors.
The jobbers and dealers felt encouraged with the
announcement, but when the holidays were fast
approaching with no signs of their stock, a cer-
tain amount of uneasiness was evident. But the
Victor people were supplying first the trade at
a distance, and it was not until the Tuesday
before Christmas that they began pouring their
machines into Philadelphia. But they began
loading and shipping to this city on Tuesday
morning early, and from that on until late Wed-
nesday night machines by the hundreds were
We adhere absolutely to the principle which has governed this
business since 1 864. Every Weymann Keystone State String
Instrument we manufacture and specialties bearing our W. & S. label,
must be of superior quality — better value than the average manufac-
turer is willing to supply the trade at the same price.
This same policy prevails in our Talking Machine Department. The
supremacy of the Victor product is absolutely unquestioned.
Just so we insist upon supplying only the best in our Player Roll
Department, the Q R S Rolls.
Dealers in placing orders with us for their requirements have the
advantage in obtaining from all three departments, in one shipment,
goods that are unquestionably superior and best known to the entire
industry.
Write for our Monthly Special Stock List and Order Blank
WEYMANN
Victor Wholesalers Q R S Rolls Distributors
1108 CHESTNUT STREET, PHILADELPHIA
sent to the jobbers in this market. From early
morning until late Christmas the jobbers had
a full force and much additional help at work
getting these machines to their trade, and even
with all their effort there were about as many
on the floors on Wednesday night as at any
time during the rush. So the jobbers simply
closed up their places, went home and enjoyed
their Christmas, and on Friday and Saturday
(Continued on page 64)
I
1
I
I
Volume Victor Production
Fair and Constructive Distribution
Loyal, Intelligent Victor Retailing
The three factors whose combined
power will make this an unpar-
alleled year in Victor Prosperity.
THE LOUIS BUEHN COMPANY
OF PHILADELPHIA
Exclusive Wholesale Victor Distributors
1
i
i
■
mm
64
THE TALKING MACHINE WORLD
January 15, 1920
Philadelphia,
Reading and
Allentown
please copy !
There's a good dealer in each of the above cities who ought to
be selling Emerson Records to his fellow-townsmen.
We want to get in touch with him, whoever he is. Right
away too, for every day he isn't selling Emerson HITS, he is
losing money.
We can prove to his satisfaction that 80% of the people who
buy phonograph records get HITS.
And HITS are Emerson's middle name. Emerson song hits
are heard wherever the songs of the day are hummed, thrummed,
strummed or whistled. Emerson dance hits set the nation's
feet a-shuffle.
If you want to cash in selling Emerson song and dance hits,
write us today, or phone Spruce 4621.
Fmereon Philadelphia Co.
Parkway Building
BROAD and CHERRY Streets -:- PHILADELPHIA, PA.
Distributors of EMERSON RECORDS
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 63)
got all the needed machines to their destinations.
Good Prospects for 1920
As to the business of the coming year, all the
dealers believe that 1920 is even more than go-
ing to duplicate the business of 1919, and that
this year there will be enough machines to go
around. It is their impression that the year is
going to see many changes in the business, and
much shifting around — that it is going to be a
survival of the fittest.
Louis Buehn in Jovial Mood
— He always is — but during this interview he
was even more so than usual. "Presume be-
cause the rush is over with?" "No, because
it is just beginning," was Mr. Buehn's quick
repl}'. "But wh3r so calm during this usual
excitable time?" we asked. "Because our solici-
tation of business throughout the year," he re-
plied, "was governed as closely as possible by
what we might reasonably expect the Victor
Co. to accomplish, and considering conditions,
they have done more than well.
"No reason to feel disturbed or excited if
one's promises to dealers have been fulfilled.
Ours have, and while no one received a suffi-
cient amount of goods, they have all expressed
the thought in one way or another that they
have been given a square deal. That, after all,
is the most satisfactory remuneration for one's
effort to do the right thing.
"But why so happy? Why not feel good? All
members of our organization are happy and
contented and our dealers are all finishing up a
good year's business. Like my friend from
Texas, though, we are all 'rearin' to go' — and
we will, too, for every indication points to a
big year with the Victor Co. dedicating every
ounce of energy and ability, and leaving no
negative force in the way to limit their produc-
tion, there is no reason why the Victor business,
like the Christmas spirit, should not be main-
tained throughout the entire year and for many
years thereafter.
"Our dealers have the willingness and we have
the desire and determination to bring to a
fruition constructive plans already made and
working for a bigger and better business. One
that seems timely and which we are planning is
the installation of several artistic display rooms
for the proper presentation of the Victor period
models. These rooms we will place at the dis-
posal of our dealers, especially the ones who
are unable to carry a complete line of these
period types. This is a prosperous section and
our dealers and their trade have the capacity to
absorb more Victor goods than I believe will
be obtainable, regardless of the amount."
A sincere and hearty Merry Christmas ended
this pleasant chat with the head of the Louis
Buehn Co.
PLANS FOR THIS NEW YEAR
SOLOTONE plans for this year provide for a materially increased production. Among
the new Solotones will be two models of exceptional design and finish. These phonographs
will be constructed with five ply panels, and with moldings, legs and trim of solid mahogany,
walnut or oak. All these cabinets will be full finished on all sides. The new Solotones are
especially designed for dealers enjoying the best trade. In design and finish beyond reproach,
they will appeal to all dealers desiring fine phonographs retailing at moderate prices. In order
that they may be sold at a modest profit, deliveries will be made in quantity by motor truck to
responsible dealers.
Your inquiries are solicited.
SOLOTONE MANUFACTURING CO.
Executive Offices and Showrooms
727 Chestnut St., Philadelphia, Pa.
Factories at
Philadelphia, Pa., and Lititz, Pa.
January 15, 1920
THE TALKING MACHINE WORLD
65
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 64)
Penn Phonograph Co. Closes Great Year
T. W. Barnhill, president of the Penn Phono-
graph Co., is also greatly pleased over the show-
ing made by his company during the year and
especially during the holiday season. The Penn
dogs are proving more popular every day and
the factory is hard pressed to turn out the
miniature Victor dogs fast enough to meet the
constantly increasing demand from all dealers.
The shipments of Victrolas from the factory
which came in at the last minute made possible
the great volume of business done just before
Christmas and shows that the Victor Co. is
standing by its distributors in supplying instru-
ments. By working at top speed it was possible
to get most of the Victrolas delivered to the
dealers and by them to the homes of buyers on
time and this made a host of satisfied customers
for the Penn Co. The outlook for 1920 is very
bright, declared Mr. Barnhill, and he looks for
another remarkable year for his business in this
city and territory.
In New Location
Since January 1st the local jobbers of the
L'Artiste phonograph — the Philadelphia Show
Case Co. — have been located at 127 North Thir-
teenth street to which place they moved from
their recent quarters on Walnut street. They
have appointed Mr. Cummin to cover New Jer-
sey, Maryland and Delaware, and the middle of
the month he went on a trip to visit all their
dealers in these three states.
The retail store of the Sonora will be moved
from Walnut street to 1626 Chestnut street on
the first of February and William S. Baker will
be in charge. W. R. Keech, who was formerly
in charge of the retail Sonora store, will go with
the wholesale department as assistant to E. S.
White.
Changes in Columbia Staff
The Columbia Co. has had a visitor the past
week, Mr. Dorey, the traveling representative of
the educational department, who came here in
the interest of the educational campaign being
made by this firm, and attended the sessions of
the educational convention which was held here.
H. L. Tuers, of the dealers' service department,
was also here. The Columbia has added to this
department at their local offices as assistant to
W. A. Schreiner, J. T. Callahan, who was for-
merly in the receiving department ©f the
Columbia. B. W. Jennings, the assistant man-
ager of the Columbia, will go to New York for
a few days this week. C. E. Sheppard, who was
formerly connected with the Columbia, but who
for some time has been at the Boston branch,
has again joined the Columbia forces here as
head of the Columbia dealers' service depart-
ment and extends to all the Columbia dealers
in this territory an invitation to visit the model
shop which has been put there for their benefit.
Attractive Holiday Window
R. L. Perritt, the manager of the Widener
Columbia store, had a most attractive holiday
window, and the interior of his place was beau-
tifully decorated. He said he enjoyed a splendid
holiday business. Joseph Murphy, who has been
connected with this store ever since its start,
a number of years ago, was made the happy
father of a boy as a Christmas gift, which he
will call Joseph Murphy, Jr.
New Haag Filing Cabinet Factory
Blake & Burkart, the biggest of our Edison
dealers, completely sold out their Edison stock
several days before Christmas, and also all the
Cheney machines they were able to get, and they
secured many more than was originally promised
them. The final holiday days were devoted to
selling the remainder of their stock of Columbias
and Franklins. Mr. Blake, who is the United
States distributor for the Haag filing cabinets,
which are made in this city at 248 North Mer-
vine street, says that his business in that line
has surpassed all his expectations, and that he
has already established representatives all over
the country to the extent of 190 dealers who
now handle this filing cabinet. The Haag manu-
facturers have outgrown their present factory
and they have purchased a large factory at
Wayne Junction, where shortly they will move
and where they will construct everything that is
in any way connected with the cabinet.
Talking Machine Co. to Enlarge
The Talking Machine Co., with a number of
stores already established in this city, have
taken the first floor of the big building at 1225
Chestnut street, are tearing out the interior, and
are having it arranged into fine talking machine
parlors, and will have their opening about
February 1st.
Eckhardt Plans Big Pathe Campaign
Walter L. Eckhardt, the local distributor of
the Pathe, is most enthusiastic over the success
of the Pathe during December, and especially so
in the great satisfaction it has given everywhere.
Mr. Eckhardt says: "We are going ahead to
build up our business at least 200 per cent next
year. I do not believe the Pathe has reached
its apex, but I believe the first real test will
come next year. I believe this will likewise be
the case with other machines." Mr. Eckhardt is
very shortly going to send out invitations to all
his dealers to pay a visit to the Philadelphia
headquarters early in the new year. "My
thought is," he says, "to get the dealers to-
gether and lay out a real campaign, presenting
to them the various statements that have come
to our attention, and in this way we will arrive at
some definite plan through which not only a few
but all the Pathe dealers will be able to gain a
bigger profit, and this, I believe, will start a
campaign that will spell greater things for the
Pathe dealers in the new year."
Other News Items of Interest
Newton McConnell, the city representative of
the Penn Co., spent the Christmas holidays with
friends in Washington, D. C. E. E. Hippie,
one of their road men, has been home for sev-
eral days ill with the tonsilitis and is not ex-
pected back to the office again before a week or
ten days.
H. Royer Smith, the exclusive Victor dealer
#m tZ &Z JZ JZ *Z *Z ~EZ *Z JZ JZ K 105k
Ja ia Ja ja Ja Ja Ja ja Ja Ja Ja m: yg-^ffi
Distributors
Baltimore, Md Cohen & Hughes.
E. F. Droop & Sons
Co., Inc.
Birmingham, Ala.. .Talking Machine
Co.-
Boston, Mass Oliver Ditson Co.
Eastern Talking
Machine Co.
The M. Steinert &
Sons Co.
Butte, Mont Orton Bros.
Chicago, 111 Lyon & Healy
Cleveland, O The W. H. Buesch-
er & Sons Co.
The Eclipse Music-
al Co.
Denver, Colo The Knight-Camp-
bell Music Co.
Honolulu, T. H Bergstrom Music
Co., Ltd.
Kansas City, Mo. . .J. W. Jenkins
Music Co.
Milwaukee, Wis. ...Badger Talking
Machine Co.
Minneapolis, Minn.. .Beckwith-O'Neill
Co.
Mobile, Ala Wm. H. Reynalds.
Newark, N. J Collings & Price
Co.
New York City .....Knickerbocker
Talking Machine
Co.
New York Talking
Machine Co.
New Orleans, La. ..Phillip Werlein,
Ltd.
Pittsburgh, Pa W. P. Frederick
Piano Co.
Portland, Me Cressey & Allen,
Inc.
San Francisco, Cal. .Walter S. Gray
Washington, D. C. .Cohen & Hughes
E. F. Droop &
Sons Co.
Robt. C. Rogers
Co.
Dealers not located in the terri-
tories covered by these distributors
will be served direct or we will charge
through your distributor if so in-
structed.
Read What COLLIER'S WEEKLY
Says About the Victor Trade-Mark
" The Victor Talking Machine s design, ' His
Master's Voice,' has become a household word,
and the quaint little fox terrier at attention before
the horn is familiar to more Americans than any
of the world's great masterpieces.'' — Collier's
Weekly.
Mr. Victor dealer — it is up to you to place a
Victor dog in every home — order the Penn-
Victor dog from one of the distributors listed
here.
Half Size
Always
Specify
Penn- Victor
Dog
Penn Phonograph Company
913 Arch Street, Philadelphia, Pa.
Victor Distributors Wholesale Only
66
THE TALKING MACHINE WORLD
January 15, 1920
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 65)
at Tenth and Walnut streets, had his official
opening early in the month and enjoyed a very
satisfactory Victor trade. At the opening he
was visited and congratulated by all the local
jobbers. He has a finely appointed store.
L. L. Purchase, of Hammonton, N. J., has
purchased the talking machine business of H. C.
Rodgers.
Helen Smith, for several years an employe
of the Penn Phonograph Co., severed her con-
nections with the firm on December 24th and
will shortly leave the United States with her
parents, who will reside in Bermuda.
Among the December visitors to Philadelphia
were Mr. Kunkel, of the Kunkel Piano Co.,
Baltimore, Md., and George Becker, manager of
his talking machine department.
E. H. Youngjohns, a Victor dealer, of Norris-
town, during the month moved to much more
commodious quarters.
Nearly 100 Per Cent for Columbia
During January N. J. Wilcox, the local man-
ager of the Columbia, visited every one of his
dealers in his territory and also went to Bridge-
ton, Conn., to attend the Columbia managers'
convention. Before going away Mr. Wilcox
said that he had been able to very nearly supply
all the demands made upon him and came near
making it a 100 per cent of supply.
NEW PENN DISTRIBUTORS
Philadelphia, Pa., January 2.— The Penn Phono-
graph Co., Inc., of this city, producers of the
Penn Victor Dog, announce three new names
added to the list of distributors of this novelty.
They are: the J. W. Jenkins Sons Music Co.,
Kansas City, Mo.; New York Talking Machine
Co., New York City, and the Eastern Talking
Machine Co., Boston, Mass.
A new talking machine concern has incorpo-
rated in Middletown, N. Y., under the name of
Gunther-Kenney, Inc., and is capitalized at $10,-
000. The incorporators are L. and E. A. Gunther
and J. R. Kenney of Middletown.
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The Franklin
THE PHONOGRAPH THAT
MAKES GOOD
IF YOU ARE MARRIED
to a one phonograph policy,
you had better
GET A DIVORCE AT ONCE
Our family of phonograph
dealers is growing rapidly.
When are you going to join it?
STYLE LOUIS XVI
The Franklin
FRANKLIN PI
10th and Columbia Ave
Is Different
H COMPANY
INCORPORATED
PHILADELPHIA, PA.
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UNICO TRAVELERS HOLD MEETING
Biggest December in History Reported by Unit
Construction Co.
Philadelphia, Pa., January 2. — Rayburn Clark
Smith, president of the Unit Construction
Co., reports that December business was the big-
gest month's business in the history of the com-
pany. December is usually a dull month for
the installation of demonstration rooms and fix-
tures, due to concentration on holiday trade 'on
the part of the dealer, but this year has been an
exception.
Fifteen of the Unico travelers from various
parts of the country met in convention at the
main offices and plant of the company at Fifty-
eighth and Grays avenue recently. Great optim-
ism for the business outlook for 1920 prevailed.
NOVEL INTERSTATE XMAS CARD
Philadelphia, Pa., January 2. — The Interstate
Phonograph Co., Inc., Pathe distributors of this
city, mailed to their many dealers an entirely
original Christmas card, entitled "Crowing
About the Wonderful Results Accomplished
Within This Year." The Pathe rooster trade-
mark appears in color and the card forms a
very novel greeting. The Interstate Phonograph
Co., Inc., have much to "crow about," for they
have closed one of the greatest years in their
history. Through their efforts, directed by Wal-
ter Eckhardt, head of the organization, Pathe
phonographs and records have been well repre-
sented in their territory.
REMOVE TO NEW LOCATION
Philadelphia, Pa., January 2. — The Cirola Pho-
nograph Corp. of this city has moved its offices
from 1227 Germantown avenue to a more cen-
tral location at Thirteenth and Market streets.
The entire building located at 1227 Germantown
avenue is now devoted to manufacturing pur-
poses, which is indicative of largely increased
production for 1920.
VICTOR ARTISTS FOR FRAMING
Dealers visiting the Victor factory are
amazed at the excellent color reproductions of
artists available for framing purposes. These
reproductions appearing on the front cover of
The Voice of the Victor have an exceedingly
artistic appearance when framed in mahogany
with a gold beading. Among the artists whose
pictures are available are Gluck, McCormack,
Galli-Curci, Heifetz, Farrar, Martinelli and
Caruso. The size is 8^ x11^ inches.
NEEDLES
WE MANUFACTURE
Diamond needles for Edison
Sapphire needles for Edison
Sapphire needles for Pathe
in stock ready for delivery
MERM0D & CO., 874 Broadway, N. Y.
The Talking Machine World, Nezu York, January 15, 1920
General Phonograph Corporation
25 West 45th Street OTTO HE1NEMAN, Pres. New York City, N.Y.
FACTORIES: NEWARK, N. J. ELYRIA, O. PUTNAM, CONN.
SPRINGFIELD, MASS. KITCHENER, ONT.
Branch Offices: Chicago, HI. San Francisco, Cal. Toronto, Can.
Come and See Us
at the
National Music Show
and Festival— Feb. 2nd to 7th, 1920
Our Spaces
Nos. SO and 72
We shall be very glad to meet all members of the trade at our spaces during
the week of the National Music Show and Festival. A full line of
Heineman Motors Meisselbach Motors
Tone Arms Okeh Records
Sound Boxes Dean Needles
Will be there for your inspection
General Phonograph Corporation
OTTO HEINEMAN, Pres.
25 WEST 45th STREET, NEW YORK
FACTORIES: Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCHES: CHICAGO SAN FRANCISCO TORONTO, CAN.
January 15, 1920
THE TALKING MACHINE WORLD
67
The Russian Balalaika Orchestra plays the
Columbia Novelty Record. Order big. Build
up your novelty business. E-4440.
Columbia Graphophone Co
NEW YORK
ONE OF G. E. BRIGHTSON'S HOBBIES ALMA GLUCK'S GENEROUS GIFT
DONALD HANNA'S NEW POST
A Lover of the Sea and Holds a Master's Li-
cense— Proud of "The Sunshine"
The occupation of Geo. E. Brightson, presi-
dent of the Sonora Phonograph Sales Co., Inc.,
is the executive direction of this well-known and
very successful company, but his hobby is yacht-
ing. For the last sixteen years Mr. Brightson
has held a master's license and has accumulated
a wonderful collection of prize cups won in
races with many excellent competitors.
The apple of Mr. Brightson's eye at the pres-
ent time is the "Sunshine," a superb, trim
"The Sunshine"
schooner made by Fife in Scotland. It is 85 feet
long at the water line, and 105 feet over all with
a beam of 18 feet and 6 inches. There are three
double staterooms and several single state-
rooms beautifully finished in white enamel. The
dining room accommodates twelve, and quarters
are provided for a crew of about ten. With this
new boat, Mr. Brightson is looking forward
to winning additional trophies for his already
imposing collection.
PETROVA MAKES EMERSON RECORDS
It was announced recently that Arthur Fields
and Irving and Jack Kaufman will introduce in
the very near future a new vaudeville sketch
that is booked "solid" on the Keith circuit. This
sketch will include several novelties, and Emer-
son dealers will be particularly interested in this
news, as these three artists record exclusively
for the Emerson library.
Olga Petrova, prominent Emerson artist, re-
cently made a special trip from New Orleans to
New York in order to record several selections
at the Emerson recording laboratory. Mme.
Petrova then returned to Ft. Worth, Tex.,
where she resumed her vaudeville tour, through
which she is achieving signal success in all places
where she has appeared.
"WHAT ARE YOU SHORT?"
Get in touch with us. We have everything in
the phonograph line — Needles, Tone Arms, Motors,
Cabinets, all kinds of accessories and repair parts.
We specialize on Main Springs, Bettertone Phono-
graphs. Let us do your repairs.
PLEASING SOUND PHONOGRAPH CO.,
204-206 East 113th St., New York.
The Zionist Organization of America has
announced the receipt of a check for $2,770
from Alma Gluck for its $10,000,000 Palestine
Restoration Fund. This check, Mme. Gluck
wrote, represented royalties on her talking ma-
chine record, "Hatikveh," the Jewish national
anthem, which she made a year ago.
Becomes Manager of the Sonora Phonograph
Department of the Hillman Phonograph Co.,
Inc., Jobbers, of Wheeling, W. Va.
NEW QUARTERS IN TRAER, IOWA
Traer, Iowa, January 8. — The Leland Q. Selzer
Music Co. of this city has just moved into its
new location and an informal reception was
held to celebrate the opening of the new store.
The warerooms have been completely remodeled
and the store is undoubtedly one- of the finest
equipped music establishments in this part of
the state.
The man who reads a business paper is in a
dollar and cents mood.
Donald Hanna, formerly head of the dealers'
service department of the Sonora Phonograph
Sales Co., Inc., has been appointed manager of
the phonograph department of the Hillman Pho-
nograph Co., Wheeling, W. Va. This company
handles the Sonora line exclusively as a jobber,
and has been successful in establishing an ex-
tensive dealer representation for this instru-
ment in its territory. Mr. Hanna has already
assumed his new duties, and his previous expe-
rience will enable him to give valuable co-opera-
tion to Sonora dealers served by the Hillman
Phonograph Co.
Mr. Hanna is succeeded as head of the Sonora
dealer service department by Kenneth Perkins,
who is working out the details, of an intensive
campaign in behalf of his department.
PHONOGRAPH CASES
Reinforced 3 ply veneer
THE STANDARD CASE
for Talking Machine and Records
and
Plywood
Cases
ARE SYNONYMOUS
For 1 0 years phono-
graphs have traveled in
plywood cases and have
reached destination in
perfect condition.
Our capacity and ex-
perience in manufactur-
ing insure your getting
good service and well
made cases.
Let us figure on your
requirements.
Made by
PLYWOOD CORPORATION
GOLDSBORO, N. C.
Mills in Va., N. C, and S. C
Chicago Office, 111 Monroe St.
68
THE TALKING MACHINE WORLD
January IS, 1920
THE INSTRUMENT OF QUALITY
anot>
CLEAR AS A BELL
13 EMEMBER — Sonora is licensed and oper-
^ ates under the BASIC PATENTS of the
phonograph industry — the foundation and future
of Sonora dealers are secure.
Remember, too,
that the manufac-
ture, use, or sale
of infringing goods
is a violation of
the law.
The greatly en-
larged Sonora
plants are now get-
ting up increased
speed, and many
more Sonoras will
be available this
year than ever
before.
There are now
ready magnificent
upright and period
designs at prices
from $60 to $1000.
The only possi-
bility that you
may have of han-
dling the Sonora
this year is for you
to make your ap-
plication without
delay.
INVINCIBLE
Because of its magnificent beauty of tone, ele-
gant design and important and exclusive features,
Sonora is famous as being
The Highest Class Talking
Machine in the World
January 15, 1920
THE TALKING MACHINE WORLD
69
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
T17E thank our customers for having helped us make 1919 a
record-breaking year. We will spare no efforts to make
our service better than ever during 1920.
With the compliments of the season, we are
GIBSON-SNOW CO.,
Syracuse, N. Y.
State of New York with the exception of towns on Hudson
River below Poughkeepsie and Greater New York.
W B. GLYNN DISTRIBUTING CO.,
Saxtons River, Vt.
States of Maine, New Hampshire, Vermont and part of
Massachusetts.
GRIFFITH PIANO CO.,
605 Broad St., Newark, N. J.
Northern New Jersey.
HESSIG-ELLIS DRUG CO.,
Memphis, Tenn.
Arkansas, Louisiana, Tennessee, Mississippi.
HILLMAN PHONOGRAPH CO.,
Wheeling, W. Va.
Virginia and West Virginia
KIEFER-STEWART CO.,
Indianapolis, Ind.
Entire State of Indiana.
C. L. MARSHALL & CO ,
82-84 Griswold St., Butler BIdg., Detroit, Mich.
State of Michigan.
MINNEAPOLIS DRUG CO.,
Minneapolis, Minn.
States of Montana, North Dakota, South Dakota,
Minnesota.
I. MONTAGNES & CO.,
Ryrie BIdg., Toronto, Canada.
Canada
M S & E,
221 Columbus Ave., Boston, Mass.
Connecticut, Rhode Island and Eastern Massachusetts.
OHIO SALES CO.,
Beckman BIdg., 409 Superior St., Cleveland, O.
State of Ohio.
C. D. SMITH DRUG CO.,
St. Joseph, Mo.
Nebraska, Missouri, Northern and Eastern part of Kansas
and five Counties of Northeastern Oklahoma
SMITH, KLINE & FRENCH CO.,
Philadelphia, Pa.
States of Pennsylvania, Maryland, Delaware, District of
Columbia and New Jersey south of, and including,
Trenton.
THE MAGNA VOX CO.,
616 Mission St., San Francisco, Cal.
Washington, California, Oregon, Arizona, Nevada,
Hawaiian Islands, Northern Idaho.
SONORA PHONOGRAPH SALES CO., INC.,
279 Broadway, New York
Distributors for Greater New York.
SOUTHERN DRUG CO.,
Houston, Texas.
Southeastern part of Texas.
SOUTHERN SONORA PHONOGRAPH CO.,
Selma, Ala.
Alabama, Georgia and Florida.
SOUTHWESTERN DRUG CO.,
Wichita, Kans.
Southern part of Kansas, Oklahoma (except five North-
eastern counties) and Texas Panhandle.
STREVELL-PATERSON HARDWARE CO.,
Salt Lake City, Utah.
Entire States of Utah, Colorado, Wyoming, New Mexico
and Southern Idaho.
C. J. VAN HOUTEN & ZOON,
Marquette BIdg., Chicago, 111.
Illinois, Kentucky and Iowa.
WALTHALL MUSIC CO.,
Dallas, Texas.
Western Part of Texas.
YAHR & LANGE DRUG CO.,
Milwaukee, Wis.
Wisconsin, Upper Michigan.
The Highest Glass Talking
Machine in the World
70
THE TALKING MACHINE WORLD
January 15, 1920
LET OLIVERS
RED - WHITE - BLUE
THRIFT NEEDLE
HELP YOU MAKE 1920 A PROFITABLE YEAR
They eliminate the constant changing of needles.
One needle will play from 50 to 200 records. Made
to play any tone.
Their economy will appeal instantly to your customers and the great satisfac-
tion they give assures re-orders. There is a satisfactory profit for you in each
sale. It will pay you to write today.
Write for full information to the distributor nearest you
NEW YORK New England Distributors PHILADELPHIA
The Cabinet and Accessories Co., Inc. Iver Johnson Sporting Goods Co. Interstate Phonograph Co.
145 East 34th St. Boston, Mass. 1026 Chestnut St.
GOOD YEAR FOR THE TWIN CITIES
All Talking Machine Dealers Look for Great
Business in 1920 — Beckwith-O'Neill Co. to
Have New Home — New Brunswick Accounts
quarters that he may have all the instruments
he can use. He like other distributing head-
quarters was unable to branch out to any extent
last year and hopes now that there will be no
restrictions.
ATTRACTIVE WINDOW DISPLAY
St. Paul and Minneapolis, January 6. — Talking
machine dealers throughout the Northwest can
now look back upon the most active, the most
exciting and the most profitable year they have
ever known. From end to .end of 1919 they
were in a continuous stew of s.ome kind and
they are glad they emerged alive and with a
balance on the right side of the ledger. The
trade in machines is still very good, while the
demand for records is enormous. All those who
obtained talking machines, either through gift
or direct purchase are in duty bound to amplify
the initial stock of records and they are doing
it to the taste of the dealers.
The trade was interested last week to learn
that the Beckwith-O'Neill Co., distributors of
Victor goods in the Northwest, has obtained a
lease from the Sol Smith Russell estate of the
five-story building, 16-18 South Fifth street,
Minneapolis. The present lease expires in
February, and when the new one becomes effec-
tive the entire building will be remodeled into
what is expected to be the largest and most
complete talking machine jobbing plant in the
Northwest. The first floor will be rented, but
the company plans to utilize all the upper floors
for its business. The alterations will be com-
pleted some time in April. The location is most
desirable for a business of its kind, lying as it
does betwen the two main .retail thoroughfares
of the city. Nicollet and Hennepin avenues, and
it is about as near the center of the city as it
is possible to get. Talking machine dealers re-
gard the move as one of the big events in the
history of the trade in the Northwest. One of
the features of the new plant will be the record
department. The company already is carrying a
large stock cf records, but in the new quarters
will have arrangements for handling 1,000,000
records as well as all the machines that the Vic-
tor company will part with.
Distributing concerns are looking for a splen-
did year in 1920 in the Northwest. As near as
may be discerned at the present time the public
craving for talking machines and all their kin-
dred has not abated a jot and if the manufac-
turers are enabled to increase production so as
to permit the local dealers to carry complete
stocks there should be no particular difficulty in
surpassing the figures of the very excellent year
of 1919.
E. L. Kern, director for the Brunswick-Balkc-
Collender Co., is preparing to open a number
of new accounts upon the assurance from head-
RAYMOND ATKINSON'S NEW POST
Otto Heineman, president of the General
Phonograph Corp., New York, announced this
week the appointment of Raymond Atkinson as
purchasing agent for the new Newark works,
which were recently completed. Mr. Atkinson
is well qualified to fill this important post, as
for several years past he has been purchasing
agent at the company's executive offices in New
York. His intimate' familiarity with the many
details incidental to the equipment of the new
Newark works will give him an opportunity to
render efficient service and co-operation to the
factory executives of this mammoth plant.
Mr. Atkinson is succeeded as purchasing
agent at the executive offices by Lawrence
Sampter, who is doing excellent work in this
position and is making plans for increased busi-
ness during the coming year.
Sonora Showrooms at Fifth Avenue and Fifty-
third Street, New York, Won Favorable
Notice From Passersby for Christmas Display
The Sonora window at Fifth avenue and
Fifty-third street. New York, was one of the
most attractive spots in New York during the
holiday season. Flanking the display' on either
side was a tall, handsome bronze lamp. In the
forepart of the window were plants with ap-
propriate colorings, and over the entire floor
of the window bright green holly was lavishly
sprinkled. The center of attraction was the
single Sonora instrument featured in the win-
dow, consisting of a "Supreme" model, superbly
lacquered in Vernis-Martin. The display as a
whole won the commendation of all passersby
on Fifth avenue.
The Forest Products Laboratory. Madison,
Wis., is determining the gluing and kiln dry-
ing qualities of ten Brazilian woods, whose suit-
ability for cabinet manufacture is a question of
much interest to the trade.
To Manufacturers and Dealers
We earnestly solicit )rour immediate order for a sample Veeco electric
phonograph motor, when, we are confident, after thoroughly testing sample
motor, we shall receive orders for your season's requirements.
This motor is universal, operating on either alternating or direct current,
and the simplicity of construction makes this motor an ideal energy source.
It eliminates winding, broken springs, annoyance of the motor running
down while playing a record, and will not heat or give trouble if used contin-
uously hour after hour.
To the dealer, we furnish them mounted on boards all ready for installa-
tion. To the manufacturer, without the board, but including turntable, cord,
switch and plug all ready to mount on such boards as he ordinarily uses for
spring motors.
THE VEECO COMPANY
248 Boylston St.
BOSTON, MASS.
THE ORIGINAL PRODUCERS OF A COMPLETE ELECTRIC DRIVE
FOR TALKING MACHINE MANUFACTURERS' USE
January 15, 1920
THE TALKING MACHINE WORLD
71
■
Do it Electrically
and
Why Crank your Phonograph
Are two phrases that will be seen and
heard everywhere within the next
year.
National Advertising — newspaper
Advertising — and Billboards will
carry the "Electrical Idea" direct to
millions of receptive people;
AND THE ELECTRIC TALKING
MACHINE WILL HAVE ARRIVED
Progressive manufacturers are
aware of this and are taking advan-
tage of it.
So when you, Mr. Manufacturer,
decide to equip your instrument with
electrically driven motors — remem-
ber that
THE JOHNSON
ELECTRIC MOTOR
is the most satisfactory driving power
ever devised for Talking Machines.
THE MOTOR OF CONTINUOUS
EFFICIENCY
You, Mr. Dealer, can profitably
replace spring motors with the
JOHNSON ELECTRIC
The installation is simple, requiring
no mechanical skill. Ask us for
significant facts.
Johnson Motor Co.
341 N. Crawford Avenue
Chicago, III.
m
72
THE TALKING MACHINE WORLD
January IS, 1920
HAVE A MODEL ESTABLISHMENT
New Home of Collings & Price Co., Victor
Wholesalers, of Newark, N. J., Arranged for
Needs of Retailers and Speed in Filling Orders
The new home of the Collings & Price Co.,
Victor distributors, Clinton and Beaver streets,
Newark, N. J., is one of the best equipped and
arranged in the local talking machine field. The
company occupies the entire building with the
exception of the first floor, and the whole has
been planned to carry on a distributing business
with the greatest efficiency.
New and novel ideas are incorporated in the
new home. Among these are a dealer's service
room built in the form of a store, the front of
which carries a window in which most original
displays of Victor goods are arranged. In the
interior, several models of machines are dis-
played and Victor advertising material in every
form is shown. Writing desks and telephones
are at the dealer's service, and record racks
and efficiently equipped counters are shown in
use. In the rear of the "dealer's model store"
is an exhibition room in which are displayed the
latest period models.
It is the idea of L. W. Collings, general man-
ager of the company, that to demonstrate period
models to the best advantage a special room
is often needed for the purpose, and the average
dealer seldom has the necessary space nor is he
able to carry a full stock of period models. It
is his idea that the dealers in Collings & Price
territory make use of the room from time to
time for demonstration purposes. For instance,
if a dealer has a prospect for a certain model,
he can arrange by telephone for the use of the
room, and at the appointed time the model
wanted will be displayed and demonstrated. He
can make the sale on the spot and Collings &
Price will make the shipments direct for the
dealer.
Collings & Price also will have an expert re-
pair man and if the dealer so desires he can
make use of him the same as if he were in his
own employ.
One of the recent visitors to the Collings &
Price offices was Samuel Semels, manager of
the talking machine department of Bamberger's,
the well-known department store of Newark.
While there the new period models were shown
to him and he left an order for the complete
line. Both Mr. Collings and Mr. Semels are
of the opinion that there has been a great im-
provement in reproduction as shown in the new
Victor period models. To say the least, they
were very enthusiastic over these products when
talking to a representative of The World re-
cently.
GEORGE W. HOPKINS HONORED
Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., New York, was
recently elected president of the Advertising
Club of New York. Mr. Hopkins has for many
years been one of the most active members of
this well-known organization, and has held im-
portant offices, which have given him an op-
portunity to render invaluable service to the de-
velopment and growth of this organization. His
election as president of the club is a well-de-
served tribute to Mr. Hopkins' untiring efforts
oii behalf of the New York Advertising Club, and
his intimate familiarity with every phase of ad-
vertising and merchandising.
THE INFLUENCE OF MUSIC
Music is supposed to be a compound of the
stuff that dreams are made of — hazy, misty, in-
tangible feelings set to sound — we close our
eyes and they take us captive and carry us
away on the wings of melody. And so it may
be true that melody is born of moonshine, and
fragrant memories, and hopes too great for
earth, and loves unrealized; yet its expression
is the most exacting of sciences. — Elbert
Hubbard.
6 6
21 142
31 130
51 124
FEBRUARY, 1920
POPULAR VOCAL SELECTIONS
/■Someday You'll Want Me Back (Maybe I Won't Want You) (Retrop-
i Morgan) Sam Ash. Tenor. Orch. Acc.
j Romany (Where Love Runs Wild) ( Weslyn- Krouse) Orch. Acc.
^ Lewis James. Tenor
I On the Trail to Sante Fe (Cliff-Ness) Tenor Duet. Orch. Acc.
< Lewis James and Chas. Hart
' Ting Ling Toy (Ear!) Orch. Acc '. Peerless Quartet
(Come On and Play Wiz Me (My Sweet Babee) ( Kalmar-Leslie- Ruby) Orch.
■j Acc Billy Murray. Tenor
'And He'd Say 00-La-La: Wee Wee (Ruby-Jessel) Orch. Acc. Billy Murray. Tenor
(Bye-Lo (Perkins) Orch. Acc Sterling Trio
' In Siam (Burden-Cooper) Orch Acc, Henry Burr. Vocal Obligato by Marjie Dow
j Now I Know (Warren-Henry-Onivas) Orch. Acc Robert Bruce, Tenor
'Such A Lil Fellow (Lowell. Dichmont) Orch. Acc Franklyn Moore. Tenor
DANCE
(Wonderful Pal (Pinkard) One-step Broadway Dance Orchestra
1 Marilyn ( Wadsworth-Arden) Fox Trot Broadway Dance Orchestra
i My Isle of Golden Dreams ( Kahn-Blaufuss) Waltz .Conlin's Society Orchestra
< See Saw (Hirsch) Medley One-step, Intro. I. When Two Hearts Discover;
' 2. Good-Bye, Hello Conlin's Society Orchestra
Poor Little Butterfly Is a Fly Girl Now (Jerome) Fox Trot. Intro. What's
Worth While Waiting For Conlin's Society Orchestra
Peggy (Moret-Williams) Medley Fox Trot. Intro. Rose of Romany.
Conlin's Society Orchestra
STAN DARD
( Mollic Darling (Hays) Orch. Acc Charles Hart. Tenor
4 Every Tear Is a Smile (In An Irishman's Heart) (Sullivan-Sanders-Carlo)
' Orch. Acc Charles Hart, Tenor
INSTRUMENTAL
i Angel's Serenade (Braga) Violin, Harp and Flute Mendelssohn Trio
' Rondino (On a Theme by Beethoven) ( Beethoven- Kreisler) Violin Solo,
' piano Acc- •••• • Albert Faber
JAmoureuse (Berger) Concert Waltz Operaphone Concert Orchestra
< Coronation— Medley March Operaphone Military Band
HAWAIIAN
j Pansy Faces (Penn) Honolulu Hawaiian Orchestra
(One. Two. Three. Four (Alan) Honolulu Hawaiian Orchestra
6
OPERAPHONE CO. inc., LONG ISLAND CITY, N.1T.
24 NEW TITLES EVERY MONTH
Operaphone Records Play on All Talking
Machines Without Attachments
New York City
Philadelphia, Pa.
Pittsburgh, Pa.
Chicago, 111.
Selma, Alabama
OPERAPHONE DISTRIBUTORS:
CRESCENT TALKING MACHINE CO.
SUPPLEE-BIDDLE HARDWARE CO.
REED CO., Inc.
OPERAPHONE SALES CO.,
SOUTHERN SUPERTONE CO.,
109 Reade St.
237 5th Ave.
190 No. State St.
Write for Your Nearest Distributor
OPERAPHONE CO., Inc., Long Island City, N. Y.
January 15, 1920 THE TALKING MACHINE WORLD 73
Do you know —
That your territory this year holds more live phonograph prospects
than it ever held before?
That sales statistics prove that simple cabinet models at popular prices
are the choice of ninety-one per cent, of those prospects?
Decide now to give the Cardinal a thorough sales test on your floor Let it prove to
you what it has proved to hundreds of other dealers: — that the beautiful, simple models
of the Cardinal line completely meet the cabinet and price preferences of ninety-one per
cent, of your customers. Cash in on this country-wide demand for simple elegance and
popular prices and let Cardinal Phonographs help you to make 1920 the biggest profit
year in your history.
Cardinal instruments do not stop with cabinet supremacy. By reason of the wonder-
ful "lips" in the tone chambers and the Cardinal sound amplifier, they are closer to that
ultimate goal of master reproduction than instruments selling at five times their prices.
All in all, the Cardinal is one of the best and most profitable lines you can handle.
It offers you a cooperative connection, with immediate deliveries, a liberal sales policy and
generous discounts. If you are looking for a real business proposition, write today.
The Cardinal Phonograph Company
Factories at Zanesville, Ohio NEWARK, OHIO.
74
THE TALKING MACHINE WORLD
January 15, 1920
HALF MILLION DOLLAR HOLIDAY TRADE IN LOS ANGELES
Music Houses in That City Set Up a New Record Despite Stock Handicaps — Association Attends
Tetrazzini Concert in a Body — Changes Among Local Concerns
CHAS. H. YATES
311 Laughlin Bldg. Los Angeles, Cal.
Manufacturers' Distributors of High
Grade Phonograph Accessories and Supplies.
Send for my new catalogue and piice list. It
will interest you.
TELL ME WHAT YOU WANT
"If I haven't got it, I'll get it for you."
This is part of my service.
Exclusive Pacific Coast distributor for the
JONES-MOTROLA
Los Angeles, January 2. — The old year passed
out with a blaze of glory. Last month kept the
cash registers in talking machine shops so busy
that, in the city alone, $500,000 at least was
rung up. One house openly gives its figures as
$115,000 and advertised in the newspapers the
fact that they had delivered nearly 1.000 phono-
graphs during the month. Wonderful weather
throughout the entire month made shopping a
pleasure, and the public swarmed like bees every-
where gathering talking machines and records
as never before. Proprietors and managers are
naturally well pleased with results and are al-
ready forecasting a phenomenal 1920. The opin-
ion, however, is freely expressed that many
changes will take place, especially as the supply
begins to catch up with trie huge demand and
the seller's market swings round to a buyer's.
■Wholesalers and local manufacturers found
themselves sold out and with large stacks of un-
filled orders on their desks. The public school
music memory contest was brought to a suc-
cessful conclusion after having made itself felt
among the dealers through the big demand for
records of the chosen selections.
J. P. Bradt in Southern California
James P. Bradt, former sales manager of the
Columbia Graphophone Co., is spending a vaca-
tion in Beverle3' Hills and Pasadena with Mrs.
Bradt. Many friends greeted him on his arri-
val and welcome the pleasure of his presence
here. Mr. Bradt recently left Canada, where he
was general manager for the Columbia Co.
Music Trades Association at Tetrazzini Concert
The regular meeting of the Music Trades As-
sociation took place at Wiley B. Allen Co.'s
store on December 9. An invitation had been
extended by Mme. Tetrazzini through her
manager, Jules Daiber, for all members to at-
tend her concert at Shrine Auditorium and an-
nouncement was made by Secretary Farquhar-
son. Business was disposed of as rapidly as
possible and adjournment made in order to at-
tend the concert. A very large audience filled
the building and Tetrazzini rewarded them by
sinking at her best.
Buys Victor Stock
Richardson's. Inc., have bought the Victrolas
and Victor records of the Smith Piano Co., and
will devote their 'efforts to featuring- the Colum-
bia and Victor lines. December sales exceeded
all expectations according to Secretary Schroer.
Charlie Ruggles Optimistic for the Future
Manager Ruggles of Sherman, Clay & Co.,
is looking forward to 1920 with ample sup-
plies of Victrolas and Victor records. He re-
ports that during the past year his chief diffi-
culties consisted of making excuses for inability
to fill orders. ''The job of trying to be fair to
all and resisting the temptation to make prom-
ises for the future was an ordeal from month
to month through which I hope I shall not have
to pass again," he remarks.
Barker Brothers' Maximum Business
General Manager Boothe of the music depart-
ment of Barker Bros, expresses himself as well
pleased with December sales. In an advertise-
ment in the newspapers, which thanks the gen-
eral public for their patronage through the holi-
day season, Barker Bros, state that nearly one
thousand phonographs were delivered during
the month. Mr. Booth expects to leave shortly
for the East via the Xorthwest, returning to Los
Angeles in the latter part of February.
Columbia Manager Leaves for Convention
Wm. F. Stidham, manager of the Los Angeles
branch of the Columbia Co., left for the "conven-
tion in New York City on Christmas morning,
in company with Dictaphone Manager Ryle. Mr.
Stidham was well pleased with the December
A
RECORD CABINET
MATCHING
VICTROLA NINE A
309^. — Mahogany, golden oak, fumed oak,
weathered oak, nickel plated trimmings, lock
and key, shelves interior, casters. Height, 33
inches. Top, 18%x21]^ inches. Matches New
Yictrola IX A. Patented rimmed moulding with
removable back piece, so machine can easily
slide in, giving a perfect "Cabinet-match" ap-
pearance. Average weight, crated, 70 pounds.
MANUFACTURED BY
SCHLOSS BROS.
637-645 West 55th Street New York
Cabinets of all Descriptions and Finishes
Catalogue No. 20 Ready for Distribution. Have You One?
GEIER & BLUHM
TROY, N. Y.
QUANTITY PRODUCTION OF
PHONOGRAPH ACCESSORIES
DIE CASTINGS
AUTOMATIC MACHINE
PRODUCTS
NICKEL AND GOLD PLATING
Assembling Up-to-date
systematic production
rigid inspection
Accurate and prompt service
since I9U6
GEIER & BLUHM
TROY, N. Y.
The Talking Machine World, New York, January 15, 1920
Records
FIFTH SUPPLEMENT
4045
85c"
4046 J
85c 1
4047 J
85c i
4048
85c-
4049
85c
f
4050 J
85c |
In Your Arms — Fox-trot Joseph Knecht's
Waldorf-Astoria Dance Orchestra
Pretty Little Rainbow — Waltz Instrumental
Joseph Knecht's Waldorf-Astoria Dance Orchestra
Karavan — (Fox-trot Instrumental)
Green Bros. Xylophone Orchestra
Arizona Mona — (Fox-trot Instrumental)
Conway's Band
On The Streets Of Cairo — '(One-step Instrumental)
Joseph Knecht's Waldorf-Astoria Dance Orchestra
Peter-Pumpkin Eater — (Fox-trot Instrumental)
Green Bros. Xylophone Orchestra
'Round The Corner — (One-step Instrumental)
Fred Van Eps Quartette
Turko — Oriental Fox-trot
Green Bros. Xylophone Orchestra
I Want a Daddy To Rock Me To Sleep (From the
"Greenwich Village Follies") — (Fox-trot Instru-
mental) Green Bros. Xylophone Orchestra
And He'd Say "Oo-La-La! Wee Wee" — (One-step
Instrumental) Fred Van Eps Quartette
That Wonderful Kid From Madrid — Tenor
Billy Murray
You Didn't Want Me When You Had Me — Baritone
Bert Harvey
rI Left My Door Open and My Daddy Walked Out —
4051 J Baritone Jack Kaufman
85c < Why Don't You Drive My Blues Away — Baritone
[ Al Bernard
rWaiting for the Tide to Turn — Tenor Billy Murray
4052 -i You Ain't Heard Nothing Yet — Baritone
I Jack Kaufman
4053 )
85c i
I Am Climbing Mountains — Vocal Duet
Shannon and Phillips
Let the Rest of the World Go By— Vocal Duet
I Campbell and Burr
rOh! What a Little Whopper (From "The Little Whop-
4054 I per")— Tenor Billy Murray
85c 1 I Might Be Your "Once-in-a-While" (From "Angel
I Face") — Tenor Harvey Hindermyer
rl Love To Tell The Story— Vocal Duet
4055 J Henry and Jordon
85c | Is My Name Written There?— Vocal Duet
L Henry and Jordon
(The Toy Parade — Descriptive Novelty
4056 | Okeh Dance Orchestra
85c i A Day In Toyland — Descriptive Novelty
I Okeh Dance Orchestra
Place Your Order Immediately with Your Jobber
General Phonograph Corporation
OTTO HEINEMAN, President
Factories : NEWARK, N. J., ELYRIA, O., PUTNAM, CONN., SPRINGFIELD, MASS., KITCHENER, ONT.
Branches: CHICAGO, SAN FRANCISCO, TORONTO, CANADA
>•♦♦♦♦♦♦♦♦♦ <■♦♦»♦♦♦♦♦♦♦» + »♦♦♦♦♦♦♦♦♦»»» + f +♦♦♦♦ ♦♦♦♦»♦<
January 15, 1920
THE TALKING MACHINE WORLD
75
NEEDLE CUPS
OPEN - COVERED - WIRED
GOLD SILVER NICKEL - COPPER - BRASS
No. 1265
Automatic Stops - Supports - Continuous Hinges
Have You Seen Our General Catalog? If Not, Write For Your Copy
WEBER- KNAPP CO.
JAMESTOWN
NEW YORK
sales up to the time of leaving although he did
not expect them to equal those of November.
In reviewing the business for 1919 Mr. Stidham
emphasized the pleasure which he felt at the
loyalty which so many dealers had expressed in
their attitude towards Columbia standards and
the patience which they had shown at times
when shortage of goods prevailed. He looks for-
ward to 1920 with the greatest enthusiasm and
optimism.
Broadway Dept. Store Has Big Month
Fuller & Sunderland, at the Broadway Dept.
Store, enjoyed exceptionally good sales through
December. Mr. Fuller, who was formerly a
prominent manufacturer in the Southeast, re-
cently joined D. G. Sunderland in Los Angeles
and has already become an enthusiastic talking
machine man. E. Darvill returned last month
from a successful trip to the East, which he
visited in the interests of Fuller & Sunderland.
Mr. Sunderland states that the firm expects to
expand considerably in the near future and open
up branch phonograph stores on the Pacific
Coast as well as conduct a wholesale distributing
house.
Music Memory Contest Increases Record Sales
Dealers in Los Angeles, while appreciating
the great educational value of the Music Mem-
ory Contest in the schools to future voters in
Los Angeles as well as to their elders at the
time, found1 a marked increase in the demand
for records of the selections chosen for the con-
test. Eighty-five schools competed and Super-
visor of Music Miss Kathryn Stone is very much
to be commended for her untiring and successful
efforts in conducting the contest during the
seven or eight weeks that it lasted.
E. A. Geissler Engaged
Dr. and Mrs. Josiah Evans Cowles, West
Adams street, announce the engagement of Miss
Louise Mixon Hill and Ed A. Geissler. The
wedding is to take place about February 9th.
Mr. Geissler, who is one of the most popular
members of the music trades in Southern Cali-
fornia, is vice-president and general manager of
the Geo. J. Birkel Co. He is also a brother of
Louis F. Geissler, the former general manager
of the Victor Talking Machine Co. Miss Hill
is a great favorite in Los Angeles society and
in addition to her great personal charm is an ac-
complished musician. Her sister, Mrs. Cowles,
is president of the National Federation of Wom-
en's Clubs.
Big Increase in Sales at So. California Music Co.
Department Manager Westfall, of the South-
ern California Music Co., reports that the busi-
ness for the month of December trebled that of
December, 1918. He recently installed a self-
service table and rack on the ground floor in
order to accommodate customers who were after
the popular numbers. This has proved a great
success.
A MODERN ANSWER
"Do you go to the opera?"
'What's the use? I've got a phonograph." —
Judge.
NEW CORPORATION IS FORMED
Amalgamated Talking Machine Accessories
Corp. to Manufacture and Distribute Motors
and All Other Supplies — A Live Organization
The Amalgamated Talking Machine Acces-
sories Corp., recently organized to take over the
manufacture and distribution of m'otors, tone-
arms, needles, albums and other accessories,
formerly manufactured and distributed by the
Independent Talking Machine Co., have com-
pleted their plans to fulfill all obligations to all
the customers formerly served by the Inde-
pendent Co., who have now entered into the
manufacture of talking machines exclusively.
The new concern will devote much of their
time and energy in supplying to manufacturers
of talking machines four different kinds of tone-
arms and sound boxes, all of exclusive design.
They will also carry a complete line of cabinet
hardware and all parts and supplies. The busi-
ness will be conducted in the quarters formerly
occupied by the Independent Co., 54-56 Bleecker
street.
The company is already manufacturing a mul-
ti-playing needle, marketed under the trade-mark
name "Mysto Needles," and a big advertising
campaign giving much publicity to this product
will shortly be inaugurated.
Practically everything in the line of accessories
for manufacturers and dealers is to be stocked
in large quantities and the concern will make
a special point in giving service both in the mat-
ter of quality and shipments. Wm. Brand, for-
merly with Otto Heineman, Phonograph Supply
Co., Inc., and later connected with the Plaza
Music Co., is general manager of the new com-
pany, and Julius Roos is sales manager, with
Nestor Roos as assistant sales manager. The
sales staff will also be assisted by Sam Schaer.
The Amalgamated Talking Machine Accessories
Corp. have adopted as their slogan, "If It Per-
tains to a Phonograph We Have It," and the
Roos boys, not to be outdone, have adopted for
their slogan, "Let the Roos Boys Do It." From
all indications the new concern should prove a
factor in the field.
JOHN HERZOG A SONORA OFFICER
At the recent election of officers and directors
of the Sonora Phonograph Sales Co., Inc., John
Herzog, one of the best known members of the
industry, was elected second vice-president, and
a member of the board of directors. No other
changes were made in the officers and directors,
with the exception of the resignation of one
director, who was succeeded by Mr. Herzog in
the same capacity.
The officers of the company are as follows:
Geo. E. Brightson, president; L. C. Hasell, vice-
president; John Herzog, second vice-president;
Joseph Wolff, treasurer; E. H. Jennings, secre-
tary and assistant treasurer; T. Gaensbauer,
assistant treasurer.
THE HOLIDAY RUSH IS OVER
ORDER YOUR REPAIR SUPPLY OF
SPRINGS MOTORS TONE ARMS
SOUND BOXES LID SUPPORTS
LARGEST STOCK IN GREEN FELTS
Send for Prices
WAGNER PHONOGRAPH CO., 139 E. 54th St., N.Y. City
76
THE TALKING MACHINE WORLD
January 15, 1920
BUFFALO TRADE OPTIMISTIC REGARDING THE FUTURE
General Industrial Activity Expected to Lead to Heavy Increase in Machine and Record Sales —
Local Association Meeting on January 16 — General News of Interest
Buffalo. N. Y., January 5. — Buffalo talking ma-
chine men at this writing are still expressing
their elation over their holiday trade, which was
the heaviest in their history. The heaviest call,
as usual, was for high-priced machines. For a
few days during holiday time extremely cold
weather checked the talking machine business,
and salesmen wearing sweaters were handi-
capped in waiting on customers who braved the
decided drop in temperature to do their ship-
ping. Milder weather, however, arrived s few-
days before the Yuletide holiday and the Christ
mas trade improved and finished in a whirlwind
fashion. The December decorations and win-
dow displays represented careful attention to
detail and artistic effect. The talking machines
were exhibited in a fascinating fashion and this
merchandise fairly melted away when the holi-
day rush was in full swing.
That this year will be a prosperous one for
local talking machine stores is the opinion gen-
erally expressed in the trade. There promises
to be plenty of activity at Buffalo's industrial
plants in 1920. Millions of dollars will be spent
on city improvements. Salaries of thousands
of municipal employes have been advanced con-
siderably, so that they and many other citizens
will have a supply of ready mone)' to spend at
the talking machine stores.
"Sell on credit as little as possible" is the
advice given to local talking machine men by a
prominent banker in this city. He says the
present era of high wages cannot continue in-
definitely and that every business man "'should
leave a good percentage of each year's profits
in his business for the inevitable lean years not
far away."
. A striking full-page advertisement was recently
used in a Buffalo newspaper by Lewin Bros., who
handle Columbia Grafonolas. The background
of the ad was a reproduction of several columns
of news matter from the same paper. To pro-
vide space for items and cuts relating to Lewin
Bros.' merchandise there were seven circles,
each about five inches in diameter. One of the
circles was devoted to a description of the
Columbia line. Of course the firm's nameplate
and an attractive heading were used to good ad-
vantage.
The next meeting of the Retail Talking Ma-
chine Dealers' Association of Buffalo will be
held on January 16th. A trade topic will be
discussed by an interesting speaker. At the
last session F. P. Besser, of the W. D. & C. N.
Andrews's sales force spoke on the Victor Co.'s
salesmanship classes, which he had attended.
Miss Eva Maisel of this city has also taken
this valuable course. The dealers report that
the holida\r demand was for the higher-priced
machines and that, as usual, they had more
orders than they could fill.
"Daily reminders," or well-bound, well-
printed diaries, were recently sent out by W. D.
& C. N. Andrews. The recipients were dealers
and their head sales people.
"For Christmas, a beautiful Art Vocaliun of
charming design and magnificent tone" was one
of the holiday slogans of Denton, Cottier iS:
Daniels. In a, large electric sign, recent^' el ect-
ed by this store, Yictrolas are effectively adver-
tised.
John G. Schuler. who handles Sonoras, im-
pressed on his customers several days befoie
Christmas the scarcity of talking machines ai.d
advised them to order early.
C. W. Smith has been appointed manager of
the retail store of the Straube Piano Co. For
six years he was with J. X. Adam & Co.
YictFolas and Sonoras were strongly featured
by Swegler Bros, during the holidays.
Life insurance policies were presented as
Christmas gifts to employes by Victor & Co.,
who handle the Pathephone. The firm will pay
all premiums. A policy for $500 goes to those
who have been with the company a year, $750
for two years, $1,000 for three years, $1,250 for
four years and $1,500 for five years. The face
of the policy increases $250 for each year of
service until $3,000 is reached. "We consider the
insurance plan one of the best means of show-
ing our appreciation of our employes' services,"
said Mr. Victor. "We have always held that
the employer and employe should work together,
should seek mutual understanding and good will
and thus protect their mutual interest."
TO EXHIBIT THE MARVEOLA
Machine Made by Weser Bros. Will Play Six
Disc Records — To Be Shown at Weser Factory
During Week of National Music Show
Among the features of the exhibit of pianos
and phonographs which Weser Bros., Inc., 524
West Twenty-third street, Xew York, will hold
at their factory warerooms during Music Week.
February 2 to 7. will be the Marveola, a phono-
graph upon which from one to six disc records
of eight, ten or twelve-inch size can be played
in succession. Besides this the records may be
automatical!}' shifted under the reproducing
point and made to pause if desired for an in-
terval between each selection. The machine is
controlled by three buttons which may be placed
in the room with the machine or away from it
at any distance. One button starts it and will
stop it, or discharge any particular selection at
any time and will repeat any record or part of
any record at will, the mechanism shifting to the
next record automatically or at the will of the
operator. There is also on the machine a tim-
ing device which may be set so that the various
selections will play at timed intervals.
The Marveola is the invention of the late
John A. Weser.
Every Record
Instantly Available
The "Crip-N Ejex" permanently and perfectly
solves the vital problem of the talking machine
owner. Any desired selection is always at his fin-
ger's tip — exactly as it should be. With a "Crip-N
Ejex," which is easily installed in all makes of
phonographs, real service, economy and efficiency
is provided. It not only materially adds to the ap-
pearance of any talking machine in which it is in-
stalled but also greatly intensifies the pleasure and
enjoyment of those who own it. This NECES-
SARY PART of any complete phonograph equip-
ment will quickly pay for itself in the time and
records it saves. Bringing it to the attention of
your customers is a service they will appreciate.
The "Crip-N Ejex'* is built to last a lifetime, in two
sizes, for 70 and 1 00 records. Every record has its own
separate compartment and individual ejector. Each com-
partment accommodates all standard 1 2 or 1 0-in. rec-
ords, except Edison. It is easily operated with one hand,
has no complicated springs to oil or get out of order and
NEVER FAILS to DELIVER the required selection. In
a word it provides a maximum CAPACITY, CONVEN-
IENCE and SATISFACTION at a minimum price, within
the reach of anyone who owns a talking machine.
CRIPPEN RECORD FILE CORPORATION, 39 N. Water Street, Rochester, N. Y.
" Ever]; Talking Machine Owner in America Needs the ' Crip-N Ejex' System
WONDERFUL OPPORTUNITY
For Live Talking Machine Dealers to secure the "Crip-N
Ejex"
agency.
O
ur selling plan is a winner, and your
territory is probably still open. Write today for full de-
tails concerning the newest quality product from Roches-
ter, N. Y.
January 15, 1920
THE TALKING MACHINE WORLD
77
s. o. s.
It is not necessary to explain what the S. O. S. meant to the United States Army in France,
quickly achieved, can surely be attributed to the untiring efforts of the Service of Supply.
A successful business can only be obtained by having the proper source of supply. You need only to look
upon the list of accessories that we carry and you will readily see that our slogan,
"IF IT PERTAINS TO A PHONOGRAPH WE HAVE IT"
Means all that it implies.
Albums
Delivery Envelopes
Stock Envelopes
Record Cleaners
Motors
Tone Arms
Reproducers
Main Springs
Mica
Cabinet Hardware
Machines
Records
Steel Needles
Sapphire Needles
Genuine Diamond Points
Mysto Multi-Playing Needles
Many years of experience in the Phonograph Industry have enabled us to determine the wants of the
Manufacturer, Wholesaler and Dealer, and our entire organization has been founded to meet just these re-
quirements.
FOR THE MANUFACTURER:
FOR THE WHOLESALER:
FOR THE DEALER:
Tone Arms and Reproducers of Superior Quality. Four unsurpassed
designs. Wonderful tone reproduction. Send for samples.
The Mysto Multi-playing Needle — plays ten records. Attractive display
Right Quality — Right Prices — Right
cartons. Large profits. Apply for territory
Large Stock of all Accessories.
Deliveries. Write for Catalogue
It pleases us to announce that with the coming year we have secured the services of three of the best known
representatives in the Phonograph Game, who will represent us throughout the United States They are
namely: JULIUS ROOS, General Sales Manager NESTOR ROOS, Sales Manager SAM SCHAER, Asst. Sales Manager
Amalgamated Phonograph Accessories Corporation
"If it pertains to a phonograph we have it"
56 Bleecker Street
NEW YORK
)
78
THE TALKING MACHINE WORLD
January 15,
1920
Edison Message No. 62
Coming — the Realism Test.
Something every dealer can use.
Watch for announcement in January.
THOMAS A. EDISON, Inc.
ORANGE, N. J.
January 15, 1920
THE TALKING MACHINE WORLD
79
LANGUAGE FACTORY FOR ENGLAND
Talking Machine Records Might be Used to
Record Results of Experiments of Phonetics
Experts — May Lead to Establishment of Uni-
versal Commercial Language for the World
An enterprise involving the construction of
an institute of phonetics, or language science,
has had the approval of the Senate of the Uni-
versity of London, and according to the "Daily
Chronicle," a committee has been appointed to
carry out the project, which is likely to cost
half a million pounds. The idea as originally put
forward was to have a building to cost £120,000,
where seventy assistants would be engaged in
research work upon the 1,000 languages of the
British Empire.
It has been suggested that the various experi-
ments in vocal expression might be recorded on
records in order to preserve for all time the
actual sounds produced by different tongues and
different languages.
"This language factory for the British Em-
pire," said the head of the phonetics department,
"is a matter of first rate importance to the
commercial world, and there are certain details
which have to be kept secret for fear the Ger-
man professors should use them for the in-
stitute which they already possess.
"For it is an illustration of our pre-war lack
of vision that not only had the French an in-
stitute, but the Germans were busy sending out
missionaries from their own research department
at Hamburg, while we, whose Empire was five
times as large as theirs, have had no institute
of phonetics at all. •
"There are 100 languages in Assam, 100 in
Burmah, alone, and when all the languages of
India and Africa have been analyzed we shall
be able to give the commercial trader a system
whereby he will be able to converse with the
natives without the use of the often costly and
unsatisfactory interpreter.
"The Germans set up their Institute of Pho-
netics ten years ago at Hamburg. They real-
ized its commercial advantages and started on
their own colonies. In fact, they also set to
work on ours, so that a German trader could
beat the English trader easily on native talk.
"For years the language of the Shilluks on
the Upper Nile could not be learned by the
English, and eventually appeal had to be made
to a German professor, who came out from
the institute with his instruments and got it
analyzed. The Basutos are another race whose
language has been done very well by the Ger-
mans, but it is all published in German and not
easily accessible to the Englishman."
Explaining some of the remarkable features
of the language institute and the work now being
done in the Gower street laboratory, the prin-
cipal produced an instrument known as a kymo-
graph.
When a language quite untranslated is spoken
into the kymograph by a native the voice vibra-
tions move a needle which writes the language
down on a revolving drum upon smoke paper.
The continuous curves thus drawn can then be
translated into phonetic English, and step by
step can ultimately be produced in book form.
Another way of getting the exact pronuncia-
tion is to take a photograph by X-rays of the
person's head as he is speaking, and so accur-
ately determine the palate formation, while also
in use are chalk-covered molds to show where
the tongue strikes when reproducing odd sounds.
Forty missionaries, who are going out to various
parts of India and Africa, are even now study-
ing these demonstrations. The dead languages
of England are also being reconstructed.
EMERSON CAPITAL STOCK INCREASE
Stockholders of the Emerson Phonograph
Co. have voted to increase the capital stock
of the company by an issue of $500,000 pre-
ferred stock in shares of $100 par value. This
increase brings the total capitalization of the
Emerson Co. up to $1,500,000.
ANNOUNCE NEW PUSHMOBILE PRICES
Columbia Graphophone Co. Fixes Prices on
Popular School Model Pushmobiles
W. A. Willson, general sales manager of the
educational department of the Columbia Graph-
ophone Co., New York, announced this week
that effective immediately the retail price of the
Columbia Pushmobile is $35. At this price
the company will allow dealers their regular dis-
counts, thereby putting the Pushmobile on the
same merchandising basis as Columbia Grafo-
nolas. Pushmobiles are manufactured in oak
and mahogany to match the Columbia D-2 oak
and mahogany finishes.
With this new price for the Pushmobile the
special school outfit merchandise by the Colum-
bia Graphophone Co. now retails for $110, con-
sisting of the regular D-2 Grafonola at $75 and
the Pushmobile at $35. Columbia dealers are
also in a position to offer the schools an outfit
consisting of the C-2, retailing at $50, and the
Pushmobile at $35, totaling $85.
HALLET & DAVIS CO. ACTIVITY
Manager Ainslie Closes Great Year — New House
in Hyde Park — A. J. Cullen, New Assistant
Manager, Due End of Month in Boston
Boston, Mass., January 7.— Manager R. O. Ain-
slie, of the Pathe department of the Hallet &
Davis Co., is taking a brief breathing spell now
that the strenuous days of December have
passed. A new distributing house for the Pathe
line is that in Hyde Park managed by E. C.
Clark, who has been able to dispose of a great
many machines during the holiday period. A. J.
Cullen, who was mentioned a few months ago
as having arranged to come here from Chicago
to assist Manager Ainslie, is not expected here
before the end of the month. When he leaves
Chicago he will not come directly to Boston but
make several stops at the large centers on the
way.
A New Year's resolution — keep music going
all the year.
We believe in it. We practice what we
preach. And in these history-making times
we want to keep in close touch with every
Victor dealer who is thinking a year ahead
instead of a month ahead.
Our 1920 plans include some adver-
tising, selling and store management aids
that will interest every aggressive dealer.
If you want to receive the newsy Bulletins
that we shall publish early in the year, for-
ward your name and address.
Yours for the 44 Biggest- Yet-Year."
The Cleveland Talking Machine Co.
(BINGHAM BUILDING)
1125 OREGON AVENUE CLEVELAND, 0.
Victor Wholesale Exclusively
so
THE TALKING MACHINE WORLD
January 15. 1920
For profitable
repeat orders
"I70R every three sam-
*■ pie needles I give out
I am sure to get at least
one regular customer,"
said a dealer speaking of
the famous
Semi- Permanent Silvered
PHONOGRAPH
NEEDLES
"And I notice," he con-
tinued, "that most of our
customers buy three pack-
ages at a time."
Sonora Semi-Perma-
nent Silvered Needles are
called for not only by pur-
chasers of Sonora phono-
graphs but by owners of
all other instruments as
well.
These needles play
ALL MAKES of lateral-
cut steel needle records,
are vigorously advertised,
are popular and are in de-
mand, being most eco-
nomical, giving a mellow,
rich tone and preserving
the records. If you
haven't these needles, or-
der now.
Three grades
Loud, Medium, Soft
25c per card of 5
40c in Canada
Sonora $Mjonograpt)
§s>ah& Company, 3mc.
GEORGE E. BRIGHTSON. President
NEW YORK: 279 Broadway
Canadian Distributors
I. Montagnes & Co.
Toronto
CAUTION! Beware of simi-
larly constructed needles
of inferior quality.
CINCINNATI TRADE NOW WATCHING FACTORY PRODUCTION
Seeking to Secure Larger Supplies of Machines and Records in Order to Take Full Advantage of
Present and Future Demand — Phonograph Co. to Move — General News
Cincinnati. O., January 3. — Having mopped
up the 1919 talking machine field the jobbers and
retailers in the Middle West are now looking
about, with a view of seeing what the factories
will produce in the way of excitement, most of
them believing the consumer is still waiting to
take another crack at buying.
One of the main results of the 1919 talking
machine business is the determination of most
of the piano houses to give more consideration
to this branch of their business. The Otto
Grau Piano Co. is an illustration. The total
during the past twelve months was a surprise
to the officers, and President Otto Grau to-day
stated he would push this department to the
limit.
The Queen City Music Store, 41f Main street,
is specializing in the World phonograph, pro-
duced in Chicago, having the Cincinnati and
Hamilton county rights. This store, new to the
local field, is controlled by Carl Odell, formerly
with the Rudolph Wurlitzer Co., and J. H.
Young, at one time identified with the Ameri-
can Piano Co. The house is also paying atten-
tion to a miniature grand phonographic case,
just being produced by the Fern-O-Grand Co.,
which recently established a factory in the west-
ern part of the city.
The Huss Bros. Phonograph Co., Canal and
Vine streets, met with a slight setback on Fri-
day morning by fire visiting its plant. The
blaze was confined to one floor by the prompt
work of the firemen, and the loss was less than
$2,000, covered by insurance. The debris was
cleared out by Saturday night.
The Phonograph Co., Edison jobbers, will
move to its new location on West Fourth street
about March 1, according to Manager Oelman,
who is preparing to attend a conference of his
dealers in Ohio, Kentucky and West Virginia,
to take place in Cincinnati, January 8. He wants
to get their ideas on this year's business pros-
pects and explain what the company is ready
to do towards increasing their opportunities of
making sales. About fifty dealers are expected
at the meeting.
Manager Byars, of the local Aeolian Co. store,
reports the biggest December business in Vocal-
ions in Cincinnati. This was in spite of the
fact that there were absolutely none of the larg-
er types of instruments to be had, and there
was also a severe shortage of the lower priced
instruments. He figures, however, that under
the circumstances there are no grounds for com-
plaint, considering that the volume of business
shows a substantial increase.
One of the most gratifying features of this
December's business was the fact that the trade
did not all come in the last few days, but was
very well divided throughout the month.
The cash business was in the majority, and
it was exceedingly interesting to note that the
installment terms, when the terms were taken
advantage of, were of short duration. Art Style
Vocalions were in big demand, but this stock
was exhausted early in December.
The demand for Vocalion Records was phe-
nomenal, and every indication points to a con-
tinued increase in Vocalion record business the
coming year.
That the Victrola supply was less than the
demand was the statement of Manager T. Sig-
man, of the Victor department of The Rudolph
Wurlitzer Co., who said:
"The demand for Victrolas and Victor records,
during the month of December was considerably
greater than the supply. While Victor dealers
enjoyed a good business it would have been
easily trebled had the stock been on hand.
"Large Victrolas were exceptionally scarce,
and of course substitutions were in order, and
smaller instruments were sent out to the trade
tmtil the larger models are available. An in-
crease in the sale of Red Seal records was no-
ticeable, but the popular-priced records showed
a large decrease, due to the great shortage which
is existing.
"The announcement made by the Victor Co.
that there will be a large increase in Victrolas
and records for 1920 naturally will mean excellent
business for all dealers connected with the sale
of this wonderful product."
Assistant Manager C. B. Smith, of the Cin-
cinnati branch of the Columbia Graphophone
Co., said:
"The local branch has closed its most success-
ful year. Stock of both Grafonolas and rec-
ords was more plentiful than since 1917, and
while we were unable to fill all orders complete,
most dealers received sufficient product to keep
them going. It is pleasing to record that the
(Continued on page 82)
The Science
of
Motor Building
AO JUS TABL E BALL BEAR! NO ADJUSTABLE, BALL BEARING
MAIN DRIVING SHAFT SPRING BARREL SHAFT
WONDER D. S. MOTOR NO. W2
Motor Building is a science which is mastered only by patient effort and experience. That is the
reason it pays to buy motors of an established talking machine manufacturer rather than of mere
"motor builders" who set aside, maybe, a part of a plant and produce motors solely for profit
without realization of the service requirements. That is the reason it will pay you to buy
Wonder Motors.
Our No. W2 illustrated above is a service giving, tested and tried product. It has been designed
by our organization to overcome the defects which were found to be in everything previously
bought by us from others. It has been regularly assembled into our own talking machines without
a single complaint ever having been received. It is a thoroughly high-grade mechanism at a very
fair price. It will save you money and reduce your motor troubles. It is not built FOR us but BY
us at our own factory at South Norwalk, Conn. We guarantee it and stand back of it. It is a
sensible, practical, high grade, Yankee product. Write for detailed information and sample.
Prompt Deliveries on Contracts.
WONDER TALKING MACHINE CO., Inc.
109 Kast 12th St., Cor. Fourth Ave. rhone Stuyvesant 1G66
N K W YORK C I T Y
January 15, 1920
THE TALKING MACHINE WORLD
81
82
THE TALKING MACHINE WORLD
January 15, 1920
WHY
WALL-KANE
NEEDLES
ARE SUPERIOR
The highest grade steel needle of Amer-
ican manufacture, and playing only one
record, is put through a complicated, sci-
entific, chemical process, by which the
point of needle is greatly improved. The
popular explanation of the method is as
follows :
An ordinary steel needle is made of
wire, which consists of long, parallel run-
ning grains on the inside. This wire is
inserted in automatic machines, which
automatically cut off the steel needles.
The friction of the revolving record
grooves will gradually flatten out the
point of the needle, so that more and
more grain of the steel will reach the
record grooves. The WALL-KANE needle
will eliminate the grain of the steel com-
ing into contact with the grooves by a
process which is accomplished as follows :
The steel needle is first dipped into a
chemical solution which will take out
most of the charcoal, making a closer
unit of the needle. While in this process
the needle looks all black like illustration.
Then the needles are dipped in several
solutions, which place three different coat-
ings on the top of the point, so that an
entirely separate unit is created on the
point, which unit is 25 to 30 per cent softer
than an ordinary steel needle's point. While
in this process the needle point looks
like illustration.
More than three thousand revolutions are
required to take off these three coatings
by the friction of the point with the record.
The playing surface of more than ten
records do not amount to 3000 revolutions —
that is why WALL-KANE needles will
play at least ten records perfectly, and will
make less surface noise, and by the' dis-
tribution of the solution into the grooves
of the record, the record itself will be
greatly benefited, and its life prolonged.
ptoihtyour
Records
By using
Each Nttwf
BEWARE OF IMITATIONS
This handsome colored metal enameled display stand
holds 60 packages. 24 extra loud. 24 loud and 12
medium packages and costs the dealer $4.60, ($4.90
in the Far West) and retails for $9.
Each package of 50 WALL- KAN E Needles costs the
dealer 7'/2c (8c in the far West) and retails for 15c.
JOBBING TERRITORIES OPEN
Progressive Phonographic Supply Co., Inc.
145 West 45th Street, New York
CINCINNATI TRADE WANTS GOODS AN EFFECTIVE SONORA WINDOW
(C ontinucd from page 80)
buying seemed to have a tendency toward the
more expensive models, such as our types K-2,
L-2 and the Period line. The people seemed
to have plenty of money and desired to buy only
instruments of high price.
The newly organized Cincinnati Columbia
Club continued its activities in December. The
members have volunteered to assist at the Co-
lumbia dealers' meetings, and at a meeting this
month Mrs. Burr L. Boylan gave an interest-
ing talk on the life and works of Percy Grain-
ger, an exclusive Columbia artist. Every dealer
agreed that such talks will prove valuable ii;
furthering the sale of Columbia records. Toscha
Seidel and Rosa Ponselle will be the artists dis-
cussed at the next meeting of the Club, to be
held at the home of Mrs. J. D. Bright on Jan-
uary 8th. 1920.
Manager F. F. Dawson, with Mrs. Dawson,
is spending the week in New York City and
Bridgeport, attending the yearly convent on of
Columbia officials.
Several dealers found time during the Christ-
mas rush to visit the Columbia branch offices,
most of them to appeal for product, and among
them were the following: F. R. Foils, of the
Rike-Kumler Co., Dayton, Ohio; L. R. Rothen-
berg, of May & Co., Dayton, Ohio; R. W. Mar-
tin, Martin's Piano House, Dayton, Ohio; Alfred
Ray, of Ray's Music Shop, Hamilton, Ohio;
A. M. Fry, of A. M. Fry & Sons, Miamisburg,
Ohio, and several others.
W. R. Thomas, of the Crystola factory, yes-
terday stated that the trade had cleaned up every
available instrument for the holiday season. He
looks forward to a rush business during the
early part of 1920.
A very handsome Sonora display was arranged
recenth- by Charles Mayer & Co., one of the
leading stores of Indianapolis. This display
attracted unusual attention, and was an impor-
tant factor in the consummation of several sales.
Against a paneled background hung with
handsome draperies were placed the Sonora
A Window That Attracted Notice
"Invincible" and Sonora "Chippendale." On the
"Chippendale" were placed costly candlesticks
and an arched dish. In the center of the window
a superb bouquet of flowers was mounted against
rich fabrics, giving a distinctive appearance to
the whole window, and introducing an artistic
effect which was appreciated by all passers-by.
CHAS. M. SCHWAB'S EPITAPH
TAKE ON THE STARR LINE
The Stewart-Tones Furniture, Co., Memphis,
Tenn.. has added the Starr phonograph to its
line of talking machines.
"When I die, I want no shaft of marble or
traceried stone to cover my resting place. I
have spent my life making things. Let my
memory be kept green by the work of my hands.
When I go, I wish to leave behind me humming
mills, smoking chimneys, and great furnaces hot
with the creative fires of industry. Let those
be my monument and I shall be satisfied."
FOR EDISON DEALERS-
The Bliss Universal
Attachment
Straight bore, loudest
reproduction, all brass,
lightest weight, least
wear on record.
Centers correctly on all records.
The best attachment at the right price.
THE BLISS REPRODUCER—
The only reproducer
for high-grade instru-
ments.
Fully Guaranteed. <!Test it for volume, tone,
balance, articulation. <][ There are none " just
as good."
Bliss Reproducer, inc.
80 Fifth Avenue
New York City
The Talking Machine World, New York, January, 1920
The MANDEL line for 1 920 includes these beautiful models.
A quality line through and through. Phonograph dealers who want to
survive in the fight for bigger business, must consider quality above everything else. For if ever people
are going to want quality — seek quality — demand quality — the time is here.
From the green lumber to the finished case, the MANDEL
Cabinets make their evolution in our own factories. From the raw
metals to the finished equipment, the MANDEL motors, tone arms, sound boxes, and every other com-
ponent part of the phonograph are produced in the MANDEL factories.
The Talking Machine World, New York, January, 1920
1
'm v u wifif Tfif if if v v v if if inrif yirtnnr i
I 1 1 1 i 1 ^ ; S ;1 III : z ill III : III II II JLl
The price range of the 1920 MANDEL line is from $ 1 00.00 to
$250.00. Each number is worth much more. Each model embodies
every feature that the purchaser wants in a high grade phonograph.
We have prepared a beautiful portfolio illustrating the MANDEL
line of quality phonographs. Send for your copy to-day.
MANDEL MANUFACTURING COMPANY, Inc.
Factories in Benton Harbor, Michigan and Chicago, Illinois
GENERAL OFFICES: 501-511 SO. LAFLIN STREET CHICAGOJILLINOIS .
January IS, 1920
THE TALKING MACHINE WORLD
83
Than Which There
Are No Better
The Doehler Company has exceptional facilities for
producing superior die castings. Its staff of de-
signing engineers are experienced specialists whose
service is at your disposal.
Its manufacturing plants are highly organized and
equipped with special machinery operated by highly
skilled workmen. The Company is prepared to exe-
cute orders for superior die-castings in quantity and
assure you a supply of parts ample for your need at
any time.
Put Your Die-Casting Up to
THE WORLD'S LARGEST MANUFACTURERS OP DIE CASTINGS
MAIN OFFICE AMD EASTERN PLANT
BROOKLYN, N.Y.
CENTRAL PLANT
TOLEDO, OHIO.
WESTERN PLANT
CHICAGO, ILL-
sales OFFICES IN ALL. PRINCIPAL CITIES
EMERSON TRADE MARK ALLOWED
Popular Shield Trade Mark Officially Registered
in Washington — Has Won Wide Recognition.
The Emerson Phonograph Co., New York,
was advised recently by its patent attorney, W.
Jay Ennisson, that its application for the regis-
tration of its shield trade mark had been al-
lowed. Mr. Ennisson's letter to the company
reads as follows:
"1 take pleasure in informing you that the
shield trade mark, filed October 30th, 1919, serial
The Emerson Trade Mark
number 124,336, has been allowed. It will be
published in the Official Gazette of the patent
office on January 6th, 1920, and in case no op-
position is encountered, the official registration
will be issued a few weeks thereafter."
The shield trade mark which has just been
granted the Emerson Phonograph Co. is well
known to talking machine dealers throughout
the country, and has also become popular
abroad. It has been used by the Emerson
Phonograph Co. on its record label and in all its
advertising for a number of years, and its dis-
tinctiveness has won the praise of members of
the industry and advertising critics. The trade
mark has become particularly effective in view
of the far-reaching scope of Emerson advertising.
WILL OPEN OFFICES IN NEW YORK
The Beacon Phonograph Co. of Boston, Mass.,
is planning to open a branch in New York the
latter part of this month, and full details re-
garding the company's metropolitan location
and the manager in this territory will be an-
nounced later. The company also announced
hibit a complete line of Beacon phonographs
at the Hotel Commodore during the week of
the Music Show. As this hotel will be the
convention headquarters, the Beacon exhibit will
undoubtedly attract considerable attention.
Richard Nelson, president of the company;
Henry Robbins, treasurer, and other Beacon
executives will be in attendance at the Beacon
recently that it had made arrangements to ex- display.
mfm
Live Dealers Appreciate Good
Window Advertising
Leading phonograph manufacturers and producers of records, music rolls and
sheet music are among the livest enthusiasts for window display advertising in the
business world. They know that no advertising campaign is complete without a
strong window display to "hook up" with the dealer's store and "clinch" the business
for him.
Wherever you see a window display with the "Einson" imprint you may be sure
that real selling brains have been put into it; that it represents the utmost of service
and advertising ability, and live dealers appreciate such service. Manufacturers who
do not know "Einson" window display service should write us for particulars.
Elll/ON LITHO
PORATED/
NEW YORK
71 W. 23rd St.
Originators of Window Advertising
for Phonograph Manufacturers
CHICAGO
332 S. Michigan Ave'
84
THE TALKING MACHINE WORLD
January 15, 1920
COMBINES SEEING AND HEARING NEW COLUMBIA ADVERTISING PLANS
Oculist and Talking Machine Dealer in Ala-
bama Entertains Patrons With Victrola Music
While Eyes Are Being Tested
Geo. W. Hopkins Announces Committee Plan
to Direct Columbia Advertising — Lester L.
Leverich and Harold L. Tuers to Be in Charge
In addition to his jewelry and talking ma-
chine business, Mr. Ellis, of the Ellis Jewelry
Co., Ensley, Ala., maintains an optical depart-
ment where he keeps a Victrola in the corner
at all times. While the patient's eyes are being
tested, the conversation, under the watchful
guidance of Mr. Ellis, is turned to the Victrola,
and if there is any wait necessary a record is
played. Many direct sales have been traced to
the interest first aroused by such hearing. The
Victrola department includes ten demonstrat-
ing rooms and in addition there is an elaborate
electric sign featuring the Victrola.
It was announced recently that the Columbia
Graphophone Co. has decided upon the com-
mittee or counsel plan as the directing force of
Columbia advertising activities. Geo. W. Hop-
thoroughly familiar with every phase and de-
tail of Columbia advertising, policies and plans,
and has made an especial study of dealer co-
operation, which is the foundation of Columbia
publicity. He numbers among his friends deal-
ers from coast to coast, who will be glad to
learn of his well-deserved promotion.
Harold L. Tuers is head of the dealers' service
department of the Columbia Graphophone Co.,
DID ENORMOUS CHRISTMAS TRADE
Bangor, Me., January 5. — The Otis Skinner Op-
tical Co., of this city, located at 29 Main street,
which is now carrying the Victor and Edison
lines, has lately undergone quite a transforma-
tion and is now equipped with Unico booths and
a staff of accommodating salespeople. The store
is making a name for itself beyond the confines
of this city. During the holidays there were
two Christmas trees handsomely decorated with
lights near the doorway, which gave just the
right holiday touch to the interior. Mr. Skinner
says he had an unprecedented Christmas sale
in both machines and records
DOWNING INSTALLS UNICO BOOTHS
Augusta, Me., January 6. — A group of Unica
booths have lately been placed in the handsome
establishment of Charles Downing, at 265 Water
street, and a general rearrangement of the in-
terior has resulted in making the store alto-
gether more attractive and homelike. Mr. Down-
ing is now devoting all his attention to the
Victor product.
Lester L. Leverich
kins, general sales manager of the company,
who is widely known as one of the ablest ad-
vertising men in the country, will have general
supervision over the advertising department,
which will be in charge of Lester L. Leverich
and Harold L. Tuers, who will work in close
co-operation with Mr. Hopkins.
Both of these advertising executives are par-
ticularly well qualified for their new work. For
the past nine years Mr. Leverich has been a
member of the Columbia advertising depart-
ment, having occupied the post of assistant ad-
vertising manager for the past two years. He is
Harold L. Tuers
which has achieved remarkable success under
his able direction. His previous experience in-
cludes the practical merchandising of Columbia
products, and he is, therefore, conversant with
the problems that are current in retail merchan-
dising. Mr. Tuers needs no introduction to Co-
lumbia dealers, as they are all acquainted with
the splendid work he has performed in their
behalf.
A new Columbia salesroom has been opened
in Salem, Ind., by O. O. Williams and Freeman
H. Hinds.
11
The Brooks Automatic Repeating Phonograph
is justly termed The Wonder
Instrument. It has all the good
Dealers
There are some com-
munities where the
Brooks is not repre-
sented effectively as
yet. Perhaps yours is
one of these. There is
as much profit and
satisfaction in selling
the Brooks as there is
in owning it.
The Repeating Device
The Brooks Automatic Repeating and Stop Device
is an exclusive Brooks feature. It gives this phono-
graph a broader scope than any other make and
requires no attention beyond setting the needle and
turning a little knob.
qualities of other high grade
makes; but is completely put in
a class by itself by virtue of
the inbuilt Repeating Device,
which enables
the operator
to play any
make of
record, any
desired num-
ber of times.
There are three
Brooks models,
of different sizes,
all beautifully
carved and finished. . Each
style may.; be had with
electric motor, if desired.
The
Wonder
Instruments
Automatic Repeating
Phonographs
BROOKS MANUFACTURING COMPANY, SAGINAW, MICH.
January 15, 1920
THE TALKING MACHINE WORLD
85
Model 175— Price $175
THE MOST WONDERFUL TALKING MACHINE OF THE PRESENT AGE
AT THE PRICE. AN INSTRUMENT OF SUPREME
VALUE, TONE AND QUALITY
The CLEARTONE has become very popular because of its quality, splendid value
and the advertising sales campaign that now stands in back of it. DEALERS!
Watch us grow — write for our agency and grow with us.
LATEST 84-PAGE CATALOG NOW READY /:
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
86
THE TALKING MACHINE WORLD
January 15, 1920
ly SPEAKS FOR itself
NEEDLES SAPPHIRES DIAMONDS
SPECIAL OPPORTUNITY
Sell Highest Grade Needles Packed in Envelopes with Your Own
Imprint. We Are Getting 50 Million Per Month— All Live
Dealers Are with Us — Send for Samples and Particulars
Opera Needles
are made in Japan to our own specifications.
They are highly-polished, nickel-plated
needles.
A glance at a sample will convince you that
they are the finest finished needle on the
market.
You can be assured of the quality by sending
for free samples.
Prices
10,000 lots, 45c. per M
1,000,000 lots, 39c. per M
We are the largest jobbers of Needles
and Sapphires in the world
We have just placed a contract for Six Hun-
dred Million Cleartone-Opera Needles; we
surely know what we are doing.
If our needles do not prove to be as repre-
sented we will refund your money.
as follows:
100,000 lots, 43c. per M
5,000,000 lots, 35c. per M
We beg to announce to the trade that we now have ready for
immediate delivery in any quantity
CLEARTONE NEEDLES
We offer same at the following prices:
10,000 to 1,000,000 Lots
Million Lots and over -
CleartonF
NEEDLES
LOUD
50c. per M
45c. per M
Prices subject to revision without notice
We are the Original Headquarters for Genuine
Imported Cleartone Sapphires and Diamonds
Sapphire Balls
Dozen Lots, 1 8 Cents Each.
Hundred Lots, 1 7 Cents Each.
Thousand Lots, 1 5 cents Each.
Sapphire Points
Dozen Lots, 20 Cents Each.
Hundred Lots, 1 8 Cents Each.
Thousand Lots, 16 Cents Each.
Genuine Diamonds
Dozen Lots, $1.95 Each.
Hundred Lots, $1.75 Each.
Thousand Lots, $1.50 Each.
SPECIAL PRICES ON LARGER QUANTITIES
Latest 84-Page Catalog Now Ready!
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
January 15, 1920
THE TALKING MACHINE WORLD
87
Motors, Sundries and Supplies
STOP! LOOK! READ!
Something new for Lucky 13! We are
now manufacturing our own motor. We
never dreamed we would have time to make
it this season but by good luck we are able
to deliver.
Send for samples — you can't go wrong.
This is the best buy on the motor market
to-day.
Half Dozen, $9.75 Each.
Dozen, $9.00 Each.
100 Lots, $8.50 Each.
1000 Lots, $8.00 Each.
Bevel-gear wind; plays seven 10-inch records
without re-winding. Complete with all parts
including 12-inch turn table.
SPECIALS FOR MOTOR, TONEARM, REPRODUCER AND CABINET MANUFACTURERS
We have ready for prompt delivery:
Cast-iron Turn Tables in any quantity at the right price.
Felts in Discs or Squares, 10 and 12-inch, all-wool, at
reasonable prices according to quantity.
Mica, first and second quality, clear, in any size and
quality.
Main springs and governor springs in any quantity right
from stock.
Continuous hinges.
Your inquiries will have our best attention.
MOTORS — No. 1, double-spring, 10-inch
turntable, plays 2 10-inch records, $3.25; No.
6, double-spring, 10-inch turntable, plays 3
10-inch records, $4.00, with 12-inch turntable,
$4.25; No. 8, double-spring, 12-inch turntable,
plays 3 10-inch records, cast-iron frame, $6.85 ;
No. 9, double-spring, 12-inch turntable, plays
3 10-inch records, castiron frame, bevel gear
wind, $7.85; No. 10, double-spring, 12-inch
turntable, plays 4 10-inch records, castiron
frame, bevel gear wind, $9.85; No. 11, double-
spring, 12-inch turntable, plays 7 10-inch
records, castiron frame, bevel gear wind,
$10.75.
TONE ARMS AND REPRODUCERS— Plav
all records— No. 2, $1.75 per set; No. 3, $1.75
per set; No. 4, $4.00 per set; No. 6, $3.75 per
set; No. 7, $3.75 per set; No. 8, $3.15 per set;
No. 9, $2.95 per set ; Sonora tone arm with a
reproducer to fit.
SUNDRY DEPARTMENT
MAIN SPRINGS— No. 00, % in., 9 ft., 29c;
No. 01, % in., 9 ft., 35c; No. 02, % in., 7 ft.,
25c; No. 1, % in., 10 ft, 39c; No. 01A, % in.,
10 ft, 49c; No. 2, 13-16 in., 10 ft, 39c; No. 3,
% in., 11 ft., 49c; No. 4, 1 in., 10 ft., 49c;
No. 5, 1 in., 11 ft., heavy, 69c; No. 6, 1% in.,
11 ft., 99c; No. 7, 1 in., 25 gauge, 15 ft.. 89c.
We also carry other size main springs to fit
Victor, Columbia and all other motors at
nominal prices.
Special prices on springs in quantity.
RECORDS— COLUMBIA, 10-inch double
disc records, 35c each ; 12-in., 60c each.
GOVERNOR SPRINGS— To fit VICTOR.
COLUMBIA and all other motors at moder-
ate prices. Special prices on large quanti-
ties to Motor Manufacturers.
GENUINE DIAMOND POINTS,
ing Edison records, $1.95 each.
for play.-
SAPPHIRE POINTS, for playing Edison
records, 22c each; hundred, 18c; thousand,
16e.
SAPPHIRE BALLS, for playing Pathe
records, 18c each ; hundred, 17c ; thousand,
15c.
NEEDLES, Steel, 45c per thousand' in 10,000
lots; hundred thousand lots, 43c; million lots,
39c; five million lots, 35c.
We also manufacture special machine parts,
such as worm gears, stampings, or any screw
machine parts for motor; reproducer and
part manufacturers.
Special quotations given to quantity buyers
in Canada and other export points.
Write for our 84-page catalog, the only one
of its kind in America, illustrating 33 different
styles of talking machines and over 500 differ-
ent phonographic parts ; also gives descrip-
tion of our efficient Repair Department.
Latest 84-Page Catalog Now Ready !
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
88
THE TALKING MACHINE WORLD
January 15, 1920
PERSONAL SERVICE
The members of our Company are always available and
will gladly sec you personally or write you at any time we
can possibly serve you.
Why not communicate at once with us?
EXCLUSIVELY WHOLESALE
BADGER TALKING-MACHINE CO. iSSssg'TC
VICTOR DISTRIBUTORS
MILWAUKEANS HAVE BIG
POST-HOLIDAY TRADE
Sales for December Exceeded all Expectations
— Stock Shortage Felt and Empty Warerooms
Demonstrate That Manufacturers Must Keep
Up Increased Output to Meet Demands
Milwaukee, Wis., January 6. — The retail talk-
ing machine dealers of Milwaukee have just
passed through the most successful business
period in the history of the industry. Decem-
ber, from the very beginning of the month until
the doors of 1919 were closed, was a tremendous
success, and very fittingly closed and rounded
out the biggest year on record. Buying con-
tinued at a very lively pace, and before Christ-
mas eve many merchants were entirely sold out.
Another very remarkable feature is that the
customary lull between Christmas and New
Year's did not appear. There was no time for
rest or rearrangement of depleted stocks.
Throughout the Christmas week and up to time
or this writing business continued as lively and
active as several weeks previous, and belated
shipments of holiday goods were disposed of as
readily as if received on time.
The continuance of this really remarkable
after-holiday business is being accredited in part
to the immense cash Christmas and New Year
bonuses paid by a great many large institutions
in Milwaukee to employes. It is estimated that
not less than $2,000,000 has been paid out in
bonuses by various manufacturing, retail and
wholesale industries.
The local dealers have also had numerous
compliments on the gameness and thoroughness
displayed by them in what seemed as wilfully
casting money to the winds in advertising when
the stocks were low and demand almost phe-
nomenal, when knowing as they did that even
a natural holiday impetus would clear all goods
on hand. Throughout the holiday period ad-
vertising in almost all forms — newspaper, street-
car and billboard — was used by merchants very
liberally, with but a single thought in mind, and
that to protect the music industry for a "rainy-
day." In addition to this individual establish-
ment advertising, a considerable amount was
spent by the Milwaukee Association of Music
Industries in newspaper space, advertising
music and musical instruments in a co-operative
way as a necessity for the home.
One need only make a survey of the local
music stores to understand the manufacturers'
situation for several months to come. Places
of business are virtually bare of stocks, and to
get stocks back to a normal supply will mean
months of full capacity work for factories.
Milwaukee music merchants, after hearing a
report of Michael Levin, counsel for the Mil-
waukee Association of Music Industries, who
specially investigated the regulations passed re-
cently by the State Legislature on "conditional
sales," feel satisfied that the rules as provided
under the new passages are a vast improvement
over the old standing regulations. In order that
all merchants and members could be apprised of
the changes R. H. Zinke, president of the local
association, called a special meeting to receive
Mr. Levin's report, in which he stated that the
law in question, namely, Chapter 672, Laws of
1919, which went into effect upon publication
July 30, was merely a general modification of
an old Wisconsin law to include court interpre-
tations of various points. It is primarily the
effort of the American Bar Association to place
in Wisconsin statute books an act which has
already been adopted by many other States, and
which will unquestionably be adopted by the
remaining few within a short period, and thereby
establishing a uniform law affecting conditional
sales throughout the United States. Mr. Levin
emphasized the fact that music dealers need
hold no fear for the new changes, for they are
a protection to the legitimate dealer.
"Changes such as these." said Mr. Levin,
'which place restrictions upon dealers who do
an installment business make it decidedly harder
for the unscrupulous merchant to do business on
conditional sales contract, thus making it so
much the easier for the legitimate dealer. It
also affords a very valuable protection to 'the
consumer, such as every honest and square deal-
ing house would want to extend without any
legislation."
As expressed by Mr. Levin the new law makes
the conditional sales contract preferable to the
chattel mortgage plan of selling goods on de-
ferred payments, with an equally satisfactory
security.
H. M. Hahn, salesmanager of the Sonora de-
partment of the Yahr & Lange Drug Co., whole-
sale distributor of the Sonora in Wisconsin,
feels confident that with a more satisfactory
supply of instruments, which has been assured
from the factory, the sales record of 1919
will be overshadowed during the coming year.
(Continued on page 90)
We Build PHONOGRAPHS to an Ideal—
At a Price That Will Appeal!
We won't say we build the best as we do not deal in superlatives (there's too much competition in that line)
but when it comes to Phonographs, well — we will leave it to your judgement as a connoisseur and business man.
"WE DO CLAIM SUPERIORITY
WHEN IT COMES TO SERVICE"
Three big plants operating continuously give us an out'
put that enables us to supply some of America's biggest
jobbers promptly.
THREE LARGE
— ADDRESS —
GENERAL SALES
CORPORATION
1520 BufFum Sl
MILWAUKEE, WIS.
Retailers — We have a jobber in your terri'
tory who can supply you over night with
big value phonographs at a liberal discount.
6 Models— Retail Prices $85 to $200
FACTOMES
OWNING AND OPERATING
General Mfg. Corporation
Recordeon Phonograph Co.
Heaney' Schwab Billiard Mfg. Co.
Makers of Billiard Tables Since 1882
January 15, 1920
THE TALKING MACHINE WORLD
89
5 ■
UJD
IB
- e%
!§
IS
TO OUR MANY DEALERS
YT'OU, our dealers, have made a good year possible for us and we are
A very grateful. In the year just passed you have been generous
with your patronage and through your co-operation and loyalty we
have enjoyed a wonderful business and we desire to extend our sincere
appreciation for the business we have shared.
We hope the New Year will prove even more profitable for you and that
your sales on Empire Machines will increase greatly. By your further
co-operation you can help us make the "Empire" "AMERICA'S
MOST POPULAR PHONOGRAPH."
"Famous
for
1 one
MODEL XA-I
Mahogany or Burl Walnut
MODEL B
Mahogany, Walnut or Oak
We assure new dealers who will join the ranks of the Empire that
the pleasure and profit of marketing a good phonograph are theirs
when they handle the Empire. "Famous for its tone," and embody-
ing all worth-while features of all makes of phonographs, it is the one
line that they can offer to any class of trade. Build up a profitable
phonograph department by taking on the Empire Agency.
Prices at Retail, $40 to $300
WRITE FOR OUR CATALOG AND AGENCY PROPOSITION
Fmpiretaikingmachineco.
John H. Steinmetz, President
429 South Wabash Avenue, Chicago, 111.
9:
i
Si
(HP
44
S!
gi
m
90
THE TALKING MACHINE WORLD
January 15, 1920
Hacketf and Barrientos sing "E il Sol dell'
Anima 99 from Rigoletto. Every opera lover
will buy it. Columbia Record 49616.
Columbia Graphophone Co.
NEW YORK
TRADE VERY ACTIVE IN MILWAUKEE
(Continued from page 88)
Every indication points to a continuance of big
business.
"Despite the fact that Victrolas were not
obtainable in sufficient quantities to supply the
demands of our dealers we have closed the
biggest year in the history of our dealings," said
Samuel W. Goldsmith, vice-president of the
Badger Talking Machine Co., Victor jobbers in
Wisconsin and Upper Michigan. "The prospects
for the new year look brighter than at any time
since 1917," he declared. "Instruments arc
already being shipped from the factories in
greatly increased quantities and the dealers who
stood steadfast to the Victor line will now reap
a big business from hundreds of buyers that
held off until Victors were again obtainable."
Mrs. A. C. Kunde, wife of A. C. Kunde, dis-
tributor and retailer of the Columbia, received
a most unique Christmas gift — an elk, shot and
sent to her by a brother. E. A. Scheuber, of
Livingston, Mont. The elk weighed about 300
pounds.
Charles J. Orth, exclusive distributor of the
Puritan in Wisconsin and Upper Michigan, re-
ports 1919 as the most successful year in his
career. "Our wholesale business has shown an
increase of 600 per cent, while our retail sales
have tripled," said Mr. Orth.
"We are counting on 1920 to be even larger
than 1919," said Thomas I. Kidd, manager of the
local branch of the Brunswick-Balke-Collender
Co., distributor of the Brunswick in Wisconsin
and Upper Michigan. "People have just come to
the full appreciation of a talking machine in
their homes," said Mr. Kidd, "and while instru-
ments undoubtedly will be available in bigger
quantities this year, it will be far from an over
supply. Bookings on hand now will consume
the entire factory production for some period to
come."
The Record Needle & Mfg. Co., managed by
R. H. Zinke, has changed its corporate style to
the Interstate Music Corp. of Milwaukee, and
increased its capital stock from $50,000 to $100,-
000. Mr. Zinke has also led the Milwaukee
Association of Music Industries through one of
the most successful and eventful years as presi-
dent of the association during 1919.
Leslie C. Parker, president of the Badger
Talking Machine Shop, 425 Grand avenue, was
presented with two "roller canaries" with hand-
some wicker cages and window hangings as a
Christmas gift from his employes. The two new
Badger family additions greatly enhance the
appearance of the store.
The employes of the Kesselman-O'Driscoll
Co., Victor and Edison dealers, presented the
chiefs, L. M. Kesselman and M. J. O'Driscoll,
with a handsome double-shade brass desk lamp
for Christmas.
The Wisconsin Panel & Cabinet Co., of New
London, Wis., a member of the factory group of
Thos. A. Edison, Inc., has recently completed
extensive interior alterations and added equip-
ment which has boosted its production to 250
Edison cabinets per day. As additional facilities
and workmen become available it is hoped to
bring the output up to 500 cabinets a day.
The E. R. Godfrey & Sons Co. are now act-
ing as distributors for Paramount records, tak-
ing the place of the Winter Piano Co., which
discontinued as a jobber of this line last Sum-
mer.
W. J. White, dealer of the Puritan phono-
graph in Prairie Du Chien, Wis., has leased the
Cornelius and adjoining building on North BlufT
street. Although not announced, it is expected
that both buildings will be remodeled into one
large commodious store.
The Gossman Piano Co., 468 Twelfth street,
was recently appointed dealer of the Brooks
repeating phonograph. They report large sales.
A TALKING CHRISTMAS CARD
A. H. Carlisle, of Talking Book Corp., Sends Out
a Very Timely Souvenir
One of the attractive souvenirs of the holiday
time was that sent out to trade friends by A. H.
Carlisle, president of the Talking Book Corp..
New York. The souvenir was in the form of a
small sized record, bearing the music of the
carol "I Heard the Bells on Christmas Day."
with the words of the song printed on the back.
The record not only expressed a happy senti-
ment, but gave a suggestion for a Christmas re-
membrance that should make an appeal to the
general public, it being a talking Christmas card
bearing the actual spoken message.
TO APPEAR IN SPRINGFIELD
The Springfield Music Club, Springfield, Mo.,
is bringing Lambert Murphy and the Flonzaley
Quartet to their city this season in concert.
Realizing that the appearance of these artists
should give an impetus to the sale of their Vic-
tor records, Martin Brothers' Piano Co., Vic-
tor dealers in Springfield, are planning to give
the events a large measure of publicity.
1920
WILL BRING TO THE
Victor Industry
The greatest and most
profitable business in
the history of this trade.
ECLIPSE MUSICAL CO., Cleveland, Ohio
Victor Wholesale Exclusively
January 15, 1920
THE TALKING MACHINE WORLD
91
SAN FRANCISCO CLOSED AN IMMENSE HOLIDAY BUSINESS
Stock Shortage Held Up Many Sales but Dealers Are Optimistic Regarding Conditions for New
Year — Trade Developments of Interest Indicate That the Industry Will Be Active in 1920
San Francisco, Cal., January 3. — "The big-
gest machine business in the history of San Fran-
cisco," is the verdict anent the Christmas trade
this year. What the volume of business might
have been had there not been a stock shortage
is impossible to estimate. Suffice it to state that
there are fewer high class talking machines left
for sale in California at the present moment
than ever before since the era of talking ma-
chine popularity dawned upon us. A few of the
boys and girls are suffering from nervous pros-
tration as the result of the holiday rush yet;
for all that, everybody is happy for the bosses
did not forget to pad out the pay envelopes on
Christmas eve. Good bye, night work, and
Happy New Year!
Brunswick Progress on the Coast
A. J. Kendrick, special representative of the
Brunswick-Balke-Collender Co., manufacturers
of the Brunswick phonograph, after spending
two weeks in San Francisco and vicinity, and
calling on the trade in Portland, Seattle and
Vancouver, has returned to headquarters in Chi-
cago for the holidays. Mr. Kendrick has reason
to be proud of the progress made by the Bruns-
wick instruments on the Pacific Coast in the
past year and he may look forward with assur-
ance that the new year will show still greater
results.
Sacramento Trade Growing
Under the able management of Robert B. Ray-
gurt, the talking machine department of the
Sacramento store of the Wiley B. Allen Co.,
has had a signal development this year. Mr.
Raygurt keeps in very close touch with public
taste and he says the Sacramento trade, while
alert and discriminating, responds royally to
every commendable offering on the part of the
dealers.
General Phonograph Corp. to Expand
The few months that the General Phonograph
Corp. has had a branch on the Pacific Coast is
enough to illustrate what possibilities are in
store for the company in the future. This con-
cern has been a boon to home industry in that
a score or more of local factories have been suc-
cessfully launched as a direct result of readily
available phonograph parts. Many talking ma-
chine dealers have entered the manufacturing
field also in a small way and are turning out ma-
WhatMoreCanYouAsk
All the features that go to make a talking
machine Profitably Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."
Wa.tcKir\J tke Music Come Ouf
Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
chines for their own stores. The San Francisco
■office of the General Phonograph Corp. will
have the 1920 models of two new motors and
one new tone arm ready "for the trade shortly
after New Year's. By reason of the growth of
business the branch will secure large quarters
in the near future.
Okeh Records for Kohler & Chase
Kohler & Chase have been assigned the Cali-
fornia jobbing agency for Okeh records and this
concern has taken 5,000 of the new lateral cut
discs for immediate distribution to the trade.
Stock will be handled from the Los Angeles store
and also from the San Francisco Kohler & Chase
establishment. C. T. Edward, manager of the
Kohler & Chase talking machine department, is
delighted with the new records and predicts a
ready sale for them in this territory. Two new
sound proof demonstration rooms will be in-
stalled on the main floor of the San Francisco
store in order to better accommodate the cus-
tomers.
White House Department Opens
The White House, one of the largest and
most exclusive department stores in San Fran-
cisco, held the formal opening of their talking
machine department this month- and business
was brisk from the start. The department is
finished in mahogany and is the model of artistic
dignity and elegance. It is located on the fourth
floor and has five large demonstration rooms
and twelve small record rooms, all luxuriously
furnished in harmony with the general decora-
tive scheme. The facilities for display are un-
excelled by any other similar department in the
city. The new department is exceedingly for-
tunate in being able to carry a large stock of
Victor goods at this time of Victor shortages,
but the miracle has been accomplished. The
manager is G. E. Morton, who was formerly in
charge of the talking machine department of
the Emporium and before that was associated
with the Columbia Shop on Fifth Avenue, New
York City. He has a corps of expert assistants
recruited from the San Francisco fraternity.
J. P. Bradt on a Visit
J. P. Bradt, formerly manager of the Colum-
bia Graphophone Co. in Canada, is at present
in California on a prolonged visit. He spent
several weeks in San Francisco and is now in
southern California.
New Art Hickman Records Soon
Nathan F. Milnor, manager for the Columbia
Co. in San Francisco, promises some new Art
Hickman records soon and also a more plentiful
supply of Columbia goods in general. Mr. Mil-
nor expects to leave this week for New York to
attend the meeting of branch managers of the
company.
Badly Needed Victrolas in Wreck
Sherman, Clay & Co. received two carloads of
Victor goods for the San Francisco trade last
week and Andrew McCarthy, head of the whole-
sale and retail departments, was congratulating
himself that now he would be in a position to
redeem some of his promises. Not so. The cars
had been in a wreck and the goods inside were
a sight to behold. Scarcely any of the goods
could be gotten into shape for placing on sale
for the holiday trade.
Walter S. Gray Co. to Handle Rolls
The Walter S. Gray Co., headed by Walter S.
Gray, familiarly known as the "Needle King,"
has been given the Pacific Coast agency for the
player rolls manufactured by the United States
Music Co. of Chicago, and he has begun prepara-
tions for an active selling campaign the coming
year. The Gray company was recently incor-
porated for $200,000.
Clark Wise & Co. have branched out into the
wholesale business, and the machine they will
handle is the Swain automatic phonograph, man-
factured in San Francisco. The company is the-
Coast agency for the instrument. This talking
machine is a $1500 affair, holding forty records
at a time and will play one after the other with-
out the necessity of a finger's touch.
A. M. DRUCKMAN
SOLE EASTERN
DISTRIBUTOR
Backed by a tremendous advertising
campaign we have anticipated our
dealers' wants and can make ''Immediate
Deliver}) " on 1 0,000 machines.
2-TABLE MODELS 10-UPRIGHTS
3-CONSOLES
No doubt the Holiday business depleted
your stock and now is your opportunity
to become acquainted with one of the
highest grade phonographs made, backed
by a five year guarantee from the makers.
We are also distributors
for Lyric Lateral Records.
DISPLAY ROOMS AND WAREHOUSE
140 Weit 23rd St., New York City
92
THE TALKING MACHINE WORLD
January IS, 1920
J/.
AN UNEQUIVOCAL DENIAL
rVVppJ.err T®cf© Arm %
A Tone Arm Service— Not a Trust!
The fact that this organization owns and controls the output of a
number of the better Tone Arm factories may be the reason for the
talk about a tone arm trust that is whispered openly in the trade. We
admit the claim that one or another of our make of tone arms is to be
found on a goodly number of the more representative makes of talking
machines. What of it? Does that prove anything more than that
quality tells ? Does it not prove that this organization is actually the
TONE ARM HEADQUARTERS OF AMERICA ?
Our manufacturing and plating facilities enable us to satisfy every
conceivable tone arm requirement. Our force of skilled workmen,
under the supervision of engineering factory superintendents, are con-
stantly unearthing distinctive designs, and new combinations of
materials possessing higher acoustic properties. Their laboratory tests
have furnished them the data from which to construct the tone arm of
length, circumference and thickness, and with insulated connections to
best carry the original tonal purity from the record to the hearer's ear,
with minimum vibration.
William Phillips.
You will be interested to see the Mutual ball bearing arm with unique
and distinctive improvements which minimize the amount of vibration.
WHAT ARE YOUR REQUIREMENTS?
yMANKATmiMl
i VvWcl err Tone Ann f
Under the names of these trade-marks will be found a tone arm combining every
quality requirement for your instrument, including distinctiveness of design.
WRITE FOR DESCRIPTIVE LITERATURE AND PRICES
PHILLIPS
145 West 45* St
New York-.>
Chicago Representative :
H.Engel, Republic Building.
r' TONE
ARM
SERVICE
DEPARTMENT
January 15, 1920
THE TALKING MACHINE WORLD
93
TAYLOR SUCCEEDS IN NEW FIELD
A. H. Taylor, Former Piano Man, Now Con-
ducting a Victor Talking Machine Store in
Jamaica With Considerable Success
A. H. Taylor, for many years connected with
the piano trade in New York, during the course
of his career being traveling representative for
F. G. Smith and afterward manager of the
Fifth avenue store of that house, has for some
time past been conducting a very successful
Victor Shop of A. H. Taylor
talking machine store at 316 Fulton street,
Jamaica, N. Y.t where he handles the Victor
line exclusively.
While in charge of the F. G. Smith warerooms
Mr. Taylor also looked after the talking ma-
chine department and therefore carried into his
own store much experience regarding the hand-
ling of machines and records which has stood
him in good stead in winning success in his
new field. Mr. Taylor has a very attractive
store, as is indicated by the accompanying
photograph, and has enjoyed a business that
has taxed his ability to handle.
The store is located in the business center of
Jamaica and in the heart of one of New York's
fastest growing suburban districts.
The World Acknowledges and Reciprocates the
Good Wishes of Its Friends
■ The World takes pleasure in acknowledging
and reciprocating the good wishes for the New
Year received from its many friends in the
trade, among them being the Stewart Talking
K'Jachine Co.', Indianapolis; the Louis Buehn Co.,
Philadelphia; Penn Phonograph Co., Philadel-
phia; Harry W. Weymann, H. A. Weymann &
Sons,' Inc., Philadelphia; Empire Talking Ma-
chine Co, Chicago; E. H. Droop, E. F. Droop
& Sons Co., Washington, D. C. ; the Cabinet &
Accessories Co., Inc., New York; Franklin G.
Dunham, Landay Bros., New York; Faultless
Caster Co., Evansville, Ind.; Ralph L. Freeman,
Victor Talking Machine Co., Camden, N. J.; W.
D. & C. N. Andrews, Buffalo, N. Y.; Lakeside
Supply Co., Chicago; C. C. Mellor Co., Pitts-
burgh; Blackman Talking Machine Co., Inc.,
New York; Arthur A. Trostler, Schmelzer Arms
Co., Kansas City; Standard Talking Machine Co.,
Pittsburgh; George E. Brightson, Sonora Phono-
graph Corp., New York; John Cromelin, Ray-
mond Atkinson and L. G. Shatney, General
Phonograph Corp., New York; Lionel M. Cole,
Iroquois Sales Corp., Buffalo; Royden J. Keith,
New York Talking Machine Co., New York;
Frank J. Coupe, Sonora Phonograph Corp.; Geo.
L. Funnell, Berliner Gramophone Co.; J. Rei-
mers & Son, and Fred C. Strype, New York.
CLOSED BIG COLUMBIA BUSINESS
Malden, Mass., January 7. — M. C. Perkins, head
of the Perkins Music Store, in the Auditorium
Building, this city, says that his December busi-
ness exceeded anything he had hoped for, and
it finally became a hard task to get Columbia
goods, in which his house deals exclusively.
Mr. Perkins is looking for a big, healthy demand
for Columbia Grafonolas and records and ex-
pects to do a large business in 1920.
RESUMES FORMER ACTIVITIES
Presto Phono. Parts Corp. Now Producing Com-
plete Line of Parts and Accessories — Was En-
gaged in War Work for Two Years
Among the well-known factories in the pho-
nograph industry which contributed their share
towards winning the war was the plant of the
Presto Phono. Parts Corp. of Brooklyn, N. Y.
Shortly after the war broke out this company's
up-to-date machine shop and manufacturing plant
was visited by representatives of the U. S.
Bureau of Ordnance, and almost immediately,
in view of its class of equipment, which was so
well adapted for gauge, tool and other munition
work, the company was ordered to arrange for
100 per cent war work.
Upon the termination of the war the company
retraced its steps and resumed its former busi-
ness of manufacturing phonograph parts and
accessories. In addition to the production of
phonograph parts on a contract basis, the com-
pany recently developed for the general mar-
ket a new universal tone-arm and a unique elec-
tric automatic stop, both of which are meeting
with an active sale.
The company has started an aggressive cam-
paign in behalf of its universal tone-arm, empha-
sizing in its campaign the fact that the tone-arm
is of all brass construction, with an unob-
structed tone passage and a standard reproducer
design. The new electric automatic stop is
noteworthy for its simplicity and attractive ap-
pearance. It is screwed to the motor board
adjacent to the turntable, and two wire connec-
tions under the motor board, one to a dry bat-
tery located anywhere under the board, and the
other to a contact lever on the base of the tone-
arm, complete the whole outfit.
PURCHASE J. M. MAY'S BUSINESS
C. A. Woodall, Eddyville, Ky., has purchased
the stock of Victrolas and Victor records carried
by J. M. Mays and will add the Victor line to
the Columbia, which he already handles.
You don't have to take out a peddler's license
to distribute good-will.
aooiPifflffliii™
GREETINGS FOR THE NEW YEAR »
0 Square
turn
Instruments of Vflusic—
not for
Squaxukinq machines
i Tleedle retains the same center
and same correct angle in both,
planing positions of the
Reproducer
SCOTFORD Tonearm and
Superior Universal Reproducer
[ 11 -JE ATTRIBUTE a large part of our success
LL/ to the improvement in our machine from the
first Scotford Tonearm received from uou. IDe are
.. positiueh] satisfied, and our only fear is that in the
face of the multitude of competition temporarily, on
the market qou maij trig in some u>avj to cheapen to
meet this. DOD. T DO IT] The writer has been
connected with "tone" all his life. — and vjou haue it"
Frank D. Perry ■ — Hudson, Rew IJork
CThe Scotford CTonearm and Superior Universal Repro^
ducer will not be cheapened. u9e know that the field is
amplu filled with Tonearms and Reproducers that sell on
price. IPe are serving that better class of trade which is
building on qualitu. <Theu appreciate the fact that onlu
those who build the Phonograph as an Instrument of music
will survive the tests of time.
Tlickel Qold
Sample Set with Black Composition Diaphraqm 58.50 Sio.50
Extra Reproducer with Ulica Diaphraqm . . . 5.75 6.75
Prepaid anqmhere, on receipt of price. Submitted on approual, subject to
return unthin a reasonable time; in mhich euent the full price mill be refunded
Quantify Prices on ^Application
Position of the reproducer for
changing needle — turned up from
either planing position does not
interfere u?ith loitering cabinet lid
H Barnhart Brothers & Spindler
Itlakers of Superior
Specialties Jor Phonographs
TOoiiroe and Throop Streets
Chicaqo, Illinois
riiiiiiiniiiiiiiiiiiiiiiininiiiiiiiimiiiiiiirin
THE TALKING MACHINE WORLD
January IS, 1920
January 15, 1920
THE TALKING MACHINE WORLD
95
PITTSBURGH TRADE PLEASED WITH NEW YEAR PROSPECTS
Increased Production of Machines and Records Welcomed — Purchasing Power of Masses In-
creased— Dealers and Jobbers Without Exception Close Wonderful Christmas Trad'
Pittsburgh, Pa., January 8. — Talking machine
dealers, taking a brief respite from the extra-
ordinary business rush that characterized the
final days of the Christmas holiday season, are
looking forward to the New Year with un-
bounded confidence in what they term will be
"excellent trade conditions." This is based on
the assurance that has been coming from the
leading talking machine manufacturers that with
the advent of 1920 a new turn in production
would be reached and that in due time there
would be a marked increase in the amount of
merchandise that will reach the wholesale and
jobbing trade. While some of these promises
have been made before and only resulted in
"idle words" due to unlooked for and unexpected
circumstances at the factories that made it im-
possible to "make good." Now it is believed that
the turn in the long road has come and the
manufacturers are beginning to see "daylight
ahead" and are assuring the trade that their
patience and long suffering is about to be re-
warded. This is exceptionally good news to
the dealers, who. despite all overtures "kept the
faith" with their exclusive lines and did the
best they could, even to the extent of losing
sales.
Another pronounced factor in the talking ma-
chine trade here that augurs well for the future
prosperity of the dealers, collectively and in-
dividually, is the fact that industrial Pitts-
burgh is in for a long and seady run of its big
mills and producing plants. Iron and steel men
are agreed that this year will be one of the
busiest that the metal trades ever experienced
and they predict that record breaking outputs
of fabricated steel will be made. This indicates
that the wage problem will not be affected by
any revision downward and that high wages and
steady work is the assurance for the next 18
to 24 months It also means that the iron and
steel workers, who number thousands, as well
as the myriad of other wage earners in the
various lines of industries aside from iron and
steel and coal and coke, that have made Pitts-
burgh famous, will be potent factors in the pur-
chasing field and this includes music in all of
the varied branches. Here the talking machine
trade will be a large beneficiary as has been
amply demonstrated in the past.
S. H. Nichols, manager of the Pittsburgh
branch of the Columbia Co., told the World
representative that "December proved to be the
best month as far as actual business was con-
cerned." He emphasized the fact that despite
the shortage of certain lines, due to the inad-
equate transportation facilities of the railroads,
the Columbia dealers accepted the situation very
philosophically and sold what Columbia goods
they were able to obtain. Withal it was a great
Columbia year and there was marked rejoicing
by the Columbia forces here over the result
of their activity during the twelve months just
ended. Mr. Nichols said: "I have every bit
of faith in the future as far as our trade is
concerned in this territory that 1920 will be
even a better year than 1919."
H. Milton Miller, Pittsburgh representative
of Smith, French & Kline Co., Sonora distribu-
tors, stated that all indications "point to a big
year" for the Sonora phonograph. Mr. Miller
is also distributing the OkeH records and says
that the lateral records are meeting with high
favor with the retail trade in his territory.
The Buehn Phonograph Co., Edison distribu-
tors, sent the following New eYar's greeting
to the various Edison dealers in their territory:
"As we look back over the year just ended,
we find many reasons for being pleased with
its showing. It is quite true that there have
been many disappointments due to a shortage
of instruments, occasioned by causes over which
neither the factory nor we have had any con-
trol. But despite these adverse conditions we
have seen the popularity of the New Edison
ever increasing, the Re-Creations coming
through in greatly increased quantities and in
more uniformly good quality, and the volume
of our business steadily growing. We appre-
ciate the patience you have shown toward us
through the trying months; we thank you for
your valued co-operation and the business given
us, and we venture to predict in view of the
elaborate plans being made by Thomas A. Edi-
son, Inc., that 1920 will be the best in your
experience as an Edison dealer."
The Buehn Phonograph Co. tendered a Christ-
mas dinner to the officers and sales force at
which A. A. Buehn, the president and general
manager, acted as toastmaster. The Buehn staff
were much surprised as well as pleased by the
announcing of a cash bonus as a Christmas gift.
The Buehn Co. distributed to their Edison
dealers handsome leather note and bill books.
The usual monthly demonstration of Victor
records by the Standard Talking Machine Co.
was held at the Fort Pitt Hotel, last Friday
evening, when a number of the Victor dealers,
specially invited, were guests of J. C. Roush,
the president, at a dinner. French Nestor and
Wallace Russell, also of the Standard Co., as-
sisted in making the visitors feel at home. Fol-
lowing the dinner the February Victor records
were played. The plan is a very commendable
one. and reflects keen enterprise on part of the
Standard Co. in giving the dealers a first hear-
ing of the records every month. The Standard
Co. sent out as a holiday reminder a neat leather
bound pad and card case which proved highly
acceptable to the recipients.
As an aid to Victor dealers the Standard Co.
issued a special circular giving the list of the
Victor artists who are to appear in Pittsburgh
during this month. The list follows: January 5,
Mischa Elman; January 7, Emmy Destinn; Jan-
uary 13, John McCormack; January 16 and 17,
Philadelphia Orchestra, and Alfred Cortot, pian-
(Co)itinued on page 96)
NOTICE OF REMOVAL
Southern Sonora Phonograph Company
Mr. E. N. Upshaw and Mr. Wm. A. Rawson, formerly of the Elyea Company, Victor Distributors of
Atlanta, Ga., have bought interests in the Southern Sonora Phonograph Company of Selma, Ala., and
will remove the business of this rapidly-growing Company to Atlanta, Ga., and operate under the name of
the Southern Sonora Company. This event will be hailed with unusual interest by the trade in the
South-East, as Atlanta is the logical distributing point for this section.
New President is Well Known in Talking Machine World
Mr. Upshaw, who will have direct charge of the business, is probably the best known man
in the talking machine business in the Southern States. He has been actively engaged in this
field since 1906; has been active in the National Association of Talking Machine Jobbers, and
was a prime mover in the formation of the Southern Victor Dealers' Association. He is thorough-
ly familiar with every detail of the phonograph business, wholesale and retail; and his personal
supervision of the business of the new Company insures the very best service to dealers. Mr.
Upshaw has been connected with Elyea Company since 1910, and Mr. Rawson since 1916.
With the completion of the new arrangements, Sonora and Emerson Dealers in Georgia, Florida
and Alabama will be assured of the kind of Distributing Service which makes Phonograph Dealers
the leading merchants in their respective cities
SOUTHERN SONORA COMPANY
E. N. UPSHAW, Pres. and Gen. Mgr. WM. A. RAWSON, Secretary
Distributors of Sonora Phonographs and Emerson Records and General Phonograph Supplies
for Georgia, Florida and Alabama
310-312-314 Marietta Street ATLANTA, GA.
96
THE TALKING MACHINE WORLD
January 15, 1920
The Booth Felt Company, Inc.
Mechanical Felt Products
Turntable Felts Motor Felt Washers
Motor Brake Felts
Needle Rest Felts Cabinet Strip Felt
We carry a large stock of well assorted merchandise
which insures prompt deliveries.
FACTORIES
BROOKLYN, N. Y. CHICAGO, ILL.
463-473 Nineteenth Street 732 Sherman Street
PITTSBURGH'S NEW YEAR OUTLOOK
(Continued from page 95)
ist; January 30, Reinald Werrenrath. All will
be heard at the Syria Mosque, except Emmy
Destinn and Werrenrath, who will be heard at
Carnegie Music Hall. Appended to the circular
was a list of Victor record numbers of the
above artists.
The wholesale Victor department of the C. C.
Mellor Co. is now located in the new ware-
house recently taken over by the company,
where ample facilities are afforded for the ex-
peditious handling of the large and increasing
wholesale Victor trade, under the direction of
John Fischer, the well-known manager of the
department. The new quarters are within easy
access of the Union Station and are equipped
in a manner calculated to give the best of
service to the Mellor patrons.
H. J. Brennan, manager of the Pittsburgh
Talking Machine Co., Pathe distributors, is of
the opinion that the New Year will be a very
brisk one as far as business is concerned for
the Pathe dealers. He said: ''Our December
trade was the largest in the history of the com-
pany and we are confident that the coming
twelve months will see a marked improvement
in Pathe sales." Mr. Brennan spent several days
in New York and Brooklyn the past week.
"Emerson records are making a pronounced
hit in this section and we believe that 1920
will be a bigger Emerson year than the past,"
said Jacob Hirsh, of the Emerson Sales Co.
Mr. Hirsh stated that one of the factors in
promoting the sale of Emerson records was the
live advertising displays used by various dealers.
George Meyer, Jr., manager of the Brunswick-
Balke-Collender Co.'s offices here, said that
Brunswick phonographs were having a remark-
able sale and that the Pittsburgh branch closed
a very prosperous year. Mr. Meyer also stated
that the introduction of the Brunswick records
would prove an added incentive to Brunswick
dealers to push sales of the Brunswick line.
Gray & Martin, the Jenkins' Arcade talking
machine dealers, had a brisk season, it was
stated, in Sonora and Cheney phonographs.
They also handle the Emerson records.
The Reed Co., jobbers in the Regina phono-
graph and talking machine accessories, reported
a record-breaking business for 1919. The future,
it was said, was regarded as very bright.
NEW UNIVERSAL DISPLAY FIXTURE
Product of Universal Fixture Corp., New York,
Enables All Titles to Be Visible
Display fixtures have well proven their value
to the talking machine dealer. With their help
not only have sales been stimulated, but slow-
moving merchandise has been easily sold. The
Universal Fixture Corp., New York, have long
specialized in the production of display fixtures
for the talking machine dealer, not only for his
records and record lists, but for his music
roll and sheet music department as well. Not
content to rest upon their past laurels, the Uni-
versal Fixture Corp. are planning to bring out
many new ideas for the talking machine dealer
during 1920. At the outset of the new year,
they announce a new stock record fixture which
has been recently designed to fill the wants
expressed by many talking machine dealers. It
it constructed of seven channel steel pockets,
1^4 inches deep, each pocket holding twelve
"The Displayor"
records and is admirably constructed. The Dis-
playor, finished with two coats of ebony enamel,
double baked, will be made in two sizes to ac-
commodate ten-inch and twelve-inch records.
With this accessory the dealer will be able to
display each record with titles visible at a glance.
The Displayor may be fastened to the wall.
The-
(^BINET&AcCESfORJEf
1 Company w
14^ B/J^ STR^ET NEW YORK
LUNDSTROM CONVERTO CABINETS
The
Popular
Portophone
Standard
Phonographs
Record Albums
Record Delivery Envelopes
Motrolas
Record-Lites
Fibre Needle Cutters
Bed, White
Polishes &
Repeaters &
Phonograph Cabinets
Table Cabinets, All Kinds
Talking Machine Toys
Brilliantone Needles
Velvetone Needles
& Blue Needles
Oils
Rotameters
Wall-Kane Needles
Record Cleaners
Dust & Moving Covers
All from One Source
'IN THE HEART OF .NEW YORK*
OTTO GOLDSMITH President
IS, 1920
THE TALKING MACHINE WORLD
VITANOLA FOURTEEN
Seven superb models, listing from $85.00 to $550.00 — all with the marvelous
tone produced by the VITANOLA Tone Filler, a combination of sound pro-
ducing and carrying devices which filter away all of the usual foreign noises.
Inquiries solicited from dealers interested in a high-grade, nationally advertised
instrument, backed by a service which embodies everything that the word implies.
VITANOLA TALKING MACHINE COMPANY
508 WEST 35th STREET CHICAGO, ILL.
98
THE TALKING MACHINE WORLD
January 15, 1920
NEW SONORA "AD" MANAGER
DISTINCTIVE CHENEY ADVERTISING CANTOR EXCLUSIVE EMERSON STAR
L. C. Lincoln Now in Charge of Sonora Adver-
tising— Well Qualified for Post
Oil Paintings Used In January Series of Cheney
Advertisements Strike New Note
Popular Ziegfeld Follies Star Under Emerson
Contract for Five Years
Announcement has just been made by Geo.
E. Brightson, president of the Sonora Phono-
graph Sales Co., New York, of the appointment
of L. C. Lincoln to the post of advertising man-
ager of the company. In the past, Frank J.
Coupe has filled the position of manager of both
the sales and advertising departments, but the
phenomenal demand for the Sonora product has
Sonora Advertising Department
(Insert) L. C. Lincoln
compelled him to devote the greater part of his
time to the sales department.
Mr. Brightson states that the appointment of
Mr Lincoln, who has been the active head of
the advertising department for two years, is in
line with the company's policy of promoting
those men whose ability keeps pace with the
growth of the business. L. C. Lincoln is well
known in the trade, having been associated with
the phonograph and piano business for the past
twelve years, both in a merchandising and ad-
vertising capacity.
A great deal of interest has attached to the
debut of the Cheney in national advertising in
the January issues of general publications. In
a very novel way, the familiar household scenes
have been cast aside and portraits of the instru-
ment have been painted in oil. As in portraits
of men and women, the instrument carries the
center of attention and the background is merely
suggestive of the setting. The merest trace of
design indicates tapestry — a table in period de-
sign and a leathern shield indicate the type of
room in which the instrument is located.
Reproduction of the illustrations from oil
pointings gives the advertisements a richness and
character which is very interesting — and
although the details of design and decoration of
the cabinets are but suggested, the casual ob-
server gets as vivid an impression as though he
had a photograph of the instrument before him.
So many of the finest ideas in advertising pre-
sentation had already been adapted for phono-
graph advertising that it seemed difficult to imag-
ine a new variation. Cheney advertising, how-
ever, stands apart from others distinctly, hav-
ing originated a style all its own and in keep-
ing with the message presented.
It was announced recently by the Emerson
Phonograph Co., New York., that Eddie Cantor,
the popular vaudeville star, had renewed his con-
tract with the company, and according to the
terms of his contract will be an exclusive Emer-
son artist for the next five years. Although Mr.
Cantor's contract with the Emerson Phonograph
Co. would not have expired until next October,
INDIANAPOLIS PATHE SHOP ACTIVE
Success means to do the right thing at the
right time all the time.
Indianapolis, Ind., January 5. — The Pathe
Shop under the management of the H. N. Ness
Co., has been conducting an aggressive news-
paper advertising and personal sales campaign
that is putting Pathe machines and records into
many homes in this city. Edgar R. Eskew is
manager of the shop, which is modern in every
detail. A large stock of Pathe records is car-
ried and one side of the store is taken up with
record racks which give access to any record
without any waste of time. The rear of the
showroom is used for demonstration booths.
Eddie Cantor
both parties deemed it expedient to renew the
contract at this time.
Eddie Cantor is the star of the Ziegfeld Fol-
lies, and has won an international reputation
as one of the foremost comedians on the theat-
rical stage. His Emerson records have attained
wide popularity, and Emerson dealers every-
where will welcome the news that this well
known ''star" is an exclusive Emerson artist.
REAL MERIT WINS
HIGHEST QUALITY
MOTORS
Universal Tone Arms
HAS IT
REG. U. S. PAT. OFF.
PLAYS ALL
RECORDS
PERFECTLY
RECORDIONS make
friends easily by their
wonderful tone and
stay sold on account of
the unchallenged qual-
ity.
Ten Superb Styles in Mah ogany,
Walnut or Oak
Embodying
Individuality, Beauty in Design
$100 to $350
Tone Chambers of all Selected Woods
With Hand Carved Throats
Special Features are Patented
Booklet and Dealers' Prices on Request
Columbia Mantel Co., Inc.
Leonard and Devoe Sts., Brooklyn, N. Y.
RECORDIONS are
selling fast. We have
but recently enlarged
our factory floor space
and shall do so again.
There's a Good Reason.
BE A LIVE WIRE— BE THE FIRST RECORDION DEALER IN YOUR VICINITY
The Talking Machine World, Nezu York, January 15, 1920
General Phonograph Corporation
OTTO HEINEMAN, President
FACTORIES: NEWARK, N. J.; ELYRIA, OHIO; PUTNAM, CONN.;
SPRINGFIELD, MASS.; KITCHENER, ONT.
BRANCHES: CHICAGO SAN FRANCISCO TORONTO, CAN.
The Heineman Motor
The Standard Motor
For High-grade Phonographs
HEINEMAN MOTOR No. 77
You Will Use This Motor Eventually —
Why Not Now?
Over 1,000,000 Heineman No. 77 Motors in Use the World Over
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street New York City, N. Y.
OTTO HEINEMAN, Pres.
FACTORIES : Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCH OFFICES Chicago, III. San Francisco, Cal. Toronto, Can.
January 15, 1920
THE TALKING MACHINE WORLD
99
TALKING MACHINES FEATURE AT GRAND RAPIDS SHOW
Machine and Record Displays Attract Much Attention From Many Dealers Attending the Big Fur-
niture Exposition — What Some of the Displays Presented
Grand Rapids, Mich., January S. — Hundreds of
retail furniture men from all over the United
States will have a real introduction to the talk-
ing machine industry during January through
exhibits of manufacturers in the big furniture
exposition buildings and in local factories and
salesrooms. At the beginning of the big semi-
annual furniture exposition, in which the talk-
ing machine played no insignificant part, it was
estimated that at least one-third of the retail
furniture dealers of the United States were
handling talking machines. At the time of
writing the end was not yet in sight, but the
chances were that the percentage would be in-
creased by the end of the exposition.
The talking machine was represented in nearly
every one of the big furniture exhibition build-
ings, and some buildings housed several of these
exhibits, all comprising the very latest in cabi-
nets and mechanism. There were no exclusive
record exhibits, but some of the manufacturers
of machines put out their own records and in
these displays the records were prominent.
Such a display was that of the United Phono-
graphs Corp., with factories at Sheboygan, Wis.,
Port Washington and Grafton, Wis., and labo-
ratories at New York City. This corporation,
whose exhibit was located in the Manufactur-
ers' Building, showed nine different models of
the Puritan machine, all new insofar as having
the tone chamber at the bottom of the cabinet
was concerned.
The corporation als3 had a fine display of
the new lateral cut records which it now is put-
ting- out, being right up to date on releases and
having a fine line of posters, etc., for retail deal-
ers handling these records. The new style bulge
cabinet was prominent among the machines
shown.
One of the features of the exhibit was a
stripped machine to show the workings of the
three-spring noiseless motor, which plays seven
records with one winding, and the tone cham-
ber. The company also had a good supply of
its new monthly magazine, "The Puritan," issued
to its dealers.
In Grand Rapids, it was announced, Chaffee
Brothers Furniture Co. now is handling the Puri-
tan exclusively, and S. G. DeVries also has be-
come a retail representative.
In the Keeler Building was an exhibit of the
Badger machine, manufactured by the Plymouth
Phonograph Co. of Plymouth, Wis., this display
comprising four styles, three cabinet machines
and one table style. This company has been
manufacturing talking machines only about three
or four months.
In the Furniture Temple the Starr Piano Co.,
of Richmond, Ind., showed eight models of the
Starr machine, including two new models, one
with a cabinet of mahogany inlaid with maple,
and the other of plain mahogany, the feature
being the new record filing system in the cabi-
net. This filing system is the drawer variety,
each drawer containing an album. The system
is, manufactured by the company, which now
also furnishes a blank catalog for records. The
Miller Furniture Co. now is representing the
Starr Co. in Grand Rapids.
The Cleola machine, made by the Tyrola
Phonograph Co. of Wilmette, 111., also was dis-
played in the Furniture Temple, two big cabinet
models being shown by the John D. Martin
Furniture Co. of Grand Rapids, which is handling
the Michigan end of the sales.
The Crescent Talking Machine Co. of Grand
Rapids, which is operating the factory formerly
conducted by the Standardized Furniture Co.,
had a display of more than a dozen machines,
the feature being the worm drive motor. At
present the company manufactures all its parts
with the exception of the small hardwood. As-
sembling plants are located at Grand Ledge,
Mich., Knoxville, Tenn., Connorsville, Ind., and
Rising Sun, Ind.
In the Klingman Building the H. Lauter Co.
of Indianapolis, which closed up its'exhibit with
the announcement that it had nothing more to
sell, being up to capacity on orders, exhibited
four models of tiie Onken machine, made by
the Oscar Onken Co. of Cincinnati.
In the Blodgett Building the Widdicomb Co.
had a magnificent exhibit and the Wisconsin
Chair Co. of Port Washington, Wis., sent a dis-
play of Vista machines in mahogany and oak, in
all patterns. These were exhibited by W. R.
Compton, of Grand Rapids.
The Lauzon machine was seen in a special
display in the company's showrooms in the Na-
tional City Bank Building. The Cheney ma-
chine was shown on the newly decorated dis-
play rooms in the company's factory on Mon-
roe avenue, N. W. Both companies showed all
models of machines.
At the Cheney factory it was announced that
the metal parts manufacturing plant, formerly
the factory of the Accounting Machine Co., now
is being enlarged through the building of an
addition, and that metal parts production will
be increased 50 per cent as soon as the addition
is in working order.
The Flottorp Co., which has been occupying
part of the old Nelson-Matter furniture factory
with its airplane propeller and phonograph cab-
inet manufacturing plant, is looking about for
a new factory, and it is probable that when a
location is found the company will discontinue
the making of cabinets. The Aeolian Co. now is
occupying the four upper floors of the Nelson-
Matter Building with its Vocalion assembling
department.
The Latest Hits!
All N ew York is Dancing to Them!
— ON—
New
Lateral
Cut
Records
New
Lateral
Cut
4040
4048
4052
4053
4050
4054
4042
( Dardanella (Fox Trot).
(Oh, Oh— (Fox Trot)
( On Miami Shore (Fox Trot).
( Now I Know — (Waltz).
Rega Orch.
Rega Orch.
Waldorf-Astoria Orch.
Waldorf-Astoria Orch.
^ Round the Corner (Intro, chorus of "It's Great To Be
■s Married"). Van Eps Quartet
( Turko — (Fox Trot). Green Bros. Xylo. Orch.
OKEH VOCAL HITS
You Ain't Heard Nothing Yet.
Waiting for the Tide to Turn.
f Let the Rest of the World Go By.
/ I Am Climbing Mountains.
( That Wonderful Kid from Madrid.
\ You Didn't Want Me When You Had Me.
Jack Kaufman
Billy Murray
Burr and Campbell
Shannon and Phillips
Billy Murray
Bert Harvey
^ I Might Be Your Once in a While (from Angel Face).
< Harvey Hindermyer
( O, What a Little Whopper (from The Little Whopper) Billy Murray
( You'd Be Surprised.
( All the Quakers Are Shoulder Shakers
Bert Harvey
Bert Harvey
Now — as never before — you need these timely hits! Exceptional
facilities will be afforded to New York, New Jersey and
Connecticut dealers to take advantage of the
best record proposition on the market
Use
Z. B. J.
Needles for
Dance Records
Ziegler, Baker and Johnson
Distributors of Okeh Records
100 Chambers Street New York, N.Y.
Phone
Barclay
5949
for
Service
MAIN SPRINGS
2^-in. Main Springs, suitable for Heineman
No. 2, Markel; Columbia, etc., 37c each.
Authorized distributors for all Heineman &
Meisselbach Products.
EVERYBODY'S, 38 N. 8th St., Philadelphia, Pa.
100 THE TALKING MACHINE WORLD January is, 1920
j Phonograph Artistry (
NEXT to its surpassing qualities for tonal repro- |
duction, the artistry of Bush & Lane construe- |
I tion is its distinguishing characteristic. In any setting |
I it is an ornament of which the owner may well be proud. |
I But best of all is its faithful reproduction of the tone |
qualities implanted in any standard record. Scientific |
principles, carried out by thorough methods of con- |
I struction in the Bush & Lane factories — among the |
I largest and finest in the musical instrument industry |
— are responsible for this tonal superiority, a fact which |
can easily be demonstrated by the dealer or salesman. |
I Bush & Lane Piano Company J
I Factory and Offices, HOLLAND, MICHIGAN |
January 15, 1920
THE TALKING MACHINE WORLD
101
Hulda Lashanska sings the " Lullaby 99 from
the always popular Erminie. Don't go to
sleep and miss this chance to make a mint
of money. Columbia Record 78356.
Columbia Graphophone Co.
NEW YORK
ORGANIZE NEW DISTRIBUTING HOUSE
E. N. Upshaw and W. A. Rawson Buy Con-
trolling Interest in Southern Sonora Phono-
graph Co. and Will Be Known as the South-
ern Sonora Co., With Headquarters in Atlanta
plies throughout the States of Georgia, Alabama
and Florida.
Mr. Upshaw, who will have direct charge of
the business, is one of the best known men in
the wholesale talking machine business in the
southern states. He has been actively engaged
An event of unusual interest to the trade in
the southern states is the announcement that
E. N. Upshaw and William A. Rawson, formerly
of the Elyea Co., Victor distributors of Atlanta,
Ga., have bought the controlling interest in the
Southern Sonora Phonograph Co., Selma, Ala.,
who are Emerson and Sonora distributors. They
will move the business to Atlanta, Ga., by Janu-
ary 15. The new firm will be known as South-
ern Sonora Co., and will be located at 310-312-
314 Marietta street. E. N. Upshaw will be presi-
dent of the corporation and general manager
of the business. Mr. Rawson will be secretary.
The new firm will do an exclusive wholesale
business and distribute the Sonora phonograph,
Emerson records, and general phonograph sup-
E. N. Upshaw W. A. Rawson
in it since 1906. He has been active in the
National Association of Talking Machine Job-
bers and was the prime mover in the formation
of the Southern Victor Dealers' Association,
which held its first meeting at the Capital City
Club, Atlanta, Ga., last July. He knows how
to promote the dealers' interests and is a most
ardent believer in the future of the industry.
Mr. Upshaw has been associated with Elyea Co.
since 1910, and Mr. Rawson since 1916.
The Southern Sonora Co. have at the present
time a well established business in their terri-
tory. During the two years in which they
operated from Selma, Ala., they have placed the
line with the most representative dealers in their
territory. In fact the interests of their dealers
became so important that it was imperative
that the business be moved to a distributing
center such as Atlanta, and placed in charge of
an experienced phonograph man who could de-
vote all of his time to the business. With the
completion of the new arrangements, Sonora
and Emerson dealers in Georgia, Alabama and
Florida can now be assured of the kind of dis-
tributing service which makes phonograph deal-
ers the leading merchants in their respective
cities. Mr. Upshaw will continue his good work
in lining up dealers and expects a banner busi-
ness during the coming year.
QUALITY PLUS SERVICE
The KENT
Attachment No. 1
to play lateral-cut records only on
the Edison Disc Phonograph
Patented March 2. 1915
Tone Arms and Sound Boxes.
Attachments for Edison Machines.
Attachments for Victor Machines.
Attachments for Columbia Machines.
Sapphire and Diamond Points.
Material and workmanship
guaranteed.
Money back if not satisfied.
Our trade mark is your
protection.
Registered in U S Pal Office
KENT PRODUCTS
" Win their way
By their play "
The KENT
Master Adapter
to play any makeoi disc record on
the Edison Disc Phonograph
Made under Patent No. 1,130,298
Position when playing lateral-cut record
Mulberry and
Chestnut Sts.
F. C. KENT COMPANY
Manufacturers of
PHONOGRAPH ACCESSORIES NEWuAsKxN J
102
THE TALKING MACHINE WORLD
January 15, 1920
pTvery
LIBERTY RECORD
is a Masterpiece
The superiority of the Liberty lateral
record is the result of infinite pains.
It is produced because of our belief
that the vast majority of music lovers
desire the best that human minds and
hands can produce.
This is not a record for people who
like the cheap, tawdry, the common-
place—but it is for those who appre-
ciate and cherish the fine and beauti-
ful things in life.
We solicit inquiries from Distributors.
We urge prompt action. Your plans
should be made at least six months
in advance if you wish to handle this
new Lateral Record.
The latest, most intel- The only true lateral
ligently constructed lat- record on the market with-
eral record in the world. out a machine tied to it.
The Liberty Phonograph Co.
1836 Euclid Avenue
Cleveland, Ohio
Laboratories — 16-18 West 39th Street
New York City
i
!
January 15, 1920
THE TALKING MACHINE WORLD
103
GENERAL PHONOGRAPH CORP. HOLDS SALES CONFERENCE
Fourth Annual Affair Attended by Executives and Salesmen From all Parts of the U. S.
Canada — Important Topics Discussed — Dinner and Theatre Party Add to Enjoyment
and
The fourth annual sales conference of the
General Phonograph Corp., New York, was held
December 29 at the Hotel Astor, New York, and
was attended by the members of the company's
sales organization from all parts of this coun-
try and Canada, together with the executives
and factory heads. Otto Heineman, president
of the General Phonograph Corp., was chair-
man of the conference, and many vital prob-
Fuhri, general sales manager, record division;
"Recent Decisions of the Courts Affecting the
Phonograph Industry," by J. L. Lotsch, of the
firm of Schechter & Lotsch; "How We Built
Up Our Phonograph Business in Canada," by
C. J. Pott, general manager of sales, Dominion
of Canada; "How the Advertising Department
Can Help," by C. C. Burnham, advertising man-
ager; "The Joys of a Recording Laboratory
visited the Winter Garden, where the "Passing
Show" was thoroughly enjoyed.
On Tuesday morning the conference ad-
journed to the new $2,000,000 Newark works of
the company, where the morning was spent in
a trip through this mammoth plant. The sales
organization was greatly impressed with the
wonderful facilities now afforded the Meissel-
bach division, and this factory tour was a revela-
tion in many respects.
After a luncheon at the "Downtown Club" in
Newark the members of the party returned to
the factory, where the following addresses were
made: "Modern Industrial Plants," by Adolph
Members of the Executive and Sales Staffs of General Phonograph Corp. on Visit
lems were discussed at the meetings which were
held on Monday and Tuesday.
On Sunday evening the visitors and the execu-
tives were the guests of Mr. Heineman at an
informal dinner given at the Hotel Majestic.
This dinner was in the nature of a pow-wow
and "get-together" meeting, and gave the mem-
bers of the company's sales organization an op-
portunity to become better acquainted with each
other before starting the serious work of the
conference.
On Monday morning the meetings were of-
ficially opened in the Laurel Room at the Hotel
Astor, when Mr. Heineman gave a message of
welcome to the members of his organization,
and using as his subject "The Past and Future
of the Phonograph Business," presented a clear
and forceful resume of the most important
events in this industry during recent years, to-
gether with a valuable forecast of the future.
Among the other interesting addresses on
Monday were the following: "Labor Democ-
racy," by A. G. Bean, vice-president and gen-
eral manager of production; "The Phonograph
Industry of the Central West," by S. A. Ribolla,
general manager, Illinois Corp.; "The Future
of the Record Business," by John Cromelin, gen-
eral sales manager of the company, and W. C.
Manager," by F. W. Hager, manager of the
Okeh recording laboratory; "The Fine Art of
Correct Recording," by C. L. Hibbard, manager
of the Okeh recording laboratory; "Possibili-
ties in the Eastern Market," by Paul L. Baer-
wald, sales manager, -Eastern division; "The
Outlook for Phonograph Manufacturers on the
Pacific Coast," by Louis Gruen, manager, Pa-
cific Coast division.
At 6:30 the members of the sales organization
and the executives were the guests of the cor-
poration at a dinner given at the Hotel Astor.
This dinner was marked by a spirit of good fel-
lowship, which was reflected in the impromptu
talks made by Otto Heineman, Adolph Heine-
man, W. G. Pilgrim, A. G. Bean, Jacob Schechter
and others. In a brief address of welcome Mr.
Heineman commented upon the fact that the
orders already booked for 1920 show a sub-
stantial increase over the entire business closed
by the company during 1919, and as a basis for
comparison the sales for 1919 were 250 per cent
greater than the sales totals of 1918. This an-
nouncement was received with enthusiastic ap-
plause, and every member of the sales organi-
zation pledged a business for the coming year
that would double the record-breaking figures
of 1919. At the close of the dinner the party
to New Plant in Newark, N. J.
Heineman, vice-president and assistant general
manager; "My Trip to South America," by R.
C. Ackerman, export manager; "Modern Manu-
facture of Phonograph Motors," by G. Kunkle,
manager, Meisselbach division; "New Devices
and Improvements in Phonographs," by An-
thony Vasselli, superintendent, Meisselbach di-
vision; "Improvements in Tone — Efficient As-
sembling of Machines," by J. J. Scully, man-
ager, experimental laboratories; "Organization
and Bookkeeping," by D. Goldman, accounting
division.
At the close of the conference the members
of the sales organization expressed to Mr. Heine-
man their sincere appreciation of the practical
value of the program which had been prepared
for their conference. Before leaving for their
respective posts in different parts of the coun-
try they assured the directors of the corpora-
tion that 1920 would far surpass any previous
year in the company's phenomenally successful
history.
RESULTS THAT COUNT
The results of advertising now may be ex-
pressed in sales results six months from now.
Ir is building for the future.
our VICTOR SERVICE in .9.9
WAS UP TO THE MINUTE
our VICTOR SERVICE
WILL BE UP TO THE SECOND
IN 1920
WHOLESALE VICTOR ONLY
THE TOLEDO TALKING MACHINE CO.
TOLEDO, OHIO
104
THE TALKING MACHINE WORLD
January 15, 1920
at seems
end music
Faithful to the subtlest shade of the original, yet en-
riching this true rendition with a rare and delicate tone
grace of its own; so fugitive, yet so perceptible that it
approaches a personal interpretation — that is why the
Dalion seems almost to understand music — to be sensitive
to its inspiration — to comprehend its inmost meanings.
Quick Sales, Satisfied Customers, Bigger Profits
A music-hungry and purse-heavy America wants phonographs
— wants them so keenly that dealers are clamoring for many mil-
lions of dollars' worth that the factories cannot possibly produce.
The national magazines are telling these prospects a picture-and-prose story of
the Dalion that is establishing it firmly as a favorite phonograph. The Dalion is an
easy-to-sell instrument — no other phonograph combines such genuine beauty of
tone, exquisite, harmonious, cabinet design, with the one great exclusive selling
feature — the Dalion "Auto-File" — the one record file that has perfected the
handling of records, by automatically insuring the return of each record to its
indexed compartment.
There is still a limited amount of territory for really aggressive dealers. These dealers will
be protected on deliveries, for we have concentrated our facilities on a large-scale production
that will take care of immediate demands. And these dealers will have all the benefits of
the unique Factory and Wholesaler sales-service-and-distribution plan that has won f(
the Dalion the finest representation of great wholesalers in the country.
t RIGHT NOW is the time to line up with a leader.
Your inquiry will bring full information.
MILWAUKEE 3£ MFG. CO., ^Milwaukee, Wis.
January 15, 1920
THE TALKING MACHINE WORLD
105
piiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiM
| Featuring the Musical Possibilities of the |
I Talking Machine ■■■■ - by wniiam Braid white |
IlllilllllllllllllllllllllllllllllilllllllllllllllllllllllllllllllllllllliilU Illllllllllllllllllllllllli
[Note: — This is the 42d of a series of articles on
the general subject of the musical possibilities of the
talking machine. The aim of the series is to develop
these possibilities from all angles, thus opening up fields
for sales expansion neglected wholly or in part. — Editor.]
UPHOLDING THE STANDARD
The very extraordinary conditions which con-
tinued to exist throughout the year which has
just closed have, without a doubt, lifted the talk-
ing machine on to an entirely new basis. When
I had the pleasure of beginning the critical
study of this business for the first time some
three years ago the stage was set for an entirely
different scene. The talking machine was still,
at that time, in a more or less infantile condi-
tion and its immediate future could not have
been correctly anticipated by even the most en-
thusiastic and fact-scorning prophet. Today we
find that what was a small and almost unrecog-
nized industry has attained, as it were over
night, to gigantic stature. The number of ma-
chines manufactured has increased enormously
in spite of war-time restrictions and the absorp-
tion of the largest single producer in war-work.
The number of manufacturers has been multi-
plied many times, while a whole army of use-
ful and novel improvements, side-lines, supplies
and parts has come to crowd the advertising
columns of the Talking Machine World with
its announcements and bids for favor.
The Immediate Question
It is evident on all hands that the far-seeing
capitalists who are initiating or increasing their
investments in this industry believe that it has
before it a future immense in mere magnitude
as well as in significance and public importance.
The merchant who is selling talking machines
and records at retail may safely trust to the
judgment of these men and need have no fear
that they may be making mistakes. The im-
portant thought for the merchant is not so
much in this. It is rather as to the particular
form which the distribution of the talking ma-
chine at retail is likely to take. Here the mer-
chant has the control, and the final word is with
him. More than this indeed. For if he works
unwisely it is quite conceivable that the present
hastily constructed retail framework of the in-
dustry may fall to pieces, and a new one be
erected in its place which shall eliminate the
present retailer entirely.
A little consideration will show what I mean.
The wonderful work which the pioneers in
manufacture and distribution have already done,
as well as the very high-grade work which some
of the younger houses are also doing, has edu-
cated the people to a fairly receptive condition
of mind concerning the talking machine as an
instrument and not as a toy. Now it takes an
immense amount of patience, skill, time and
money to achieve even a partial success in the
education of the public along lines like these,
and the process in this particular case is not
yet complete by any means. A year or two of
hesitation on the part of the great advertisers
would suffice to destroy all the hardly won pub-
lic appreciation and to put the industry in a
position where it would find all the ground
gained during past years torn from it and need-
ing again to be reconquered. The talking ma-
chine has obtained a hold on the public without
a doubt; but that hold is not yet so firm as the
superficial observer might imagine. It would
not take much neglect to throw the industry
back to the toy condition. This would simply
mean the gradual and perhaps speedy elimina-
tion of the present retailers. It would mean that
a few mail-order houses would corral the bulk
of the distribution and that the entire field would
be divided between them and a small number
of high-priced exclusive machines made for the
rich and the fussy few.
A Possible Calamity
The great manufacturers in such a lamentable
event would find ways to take care of them-
selves. But the body of the retailers would be
extinguished. This would be a real calamity,
not only to the industry but also to the musical
and cultural interests of the entire nation. We
need the talking machine and we need it as a
stimulator of musical appreciation. Without
(Continued on page 107)
"HOT STUFF!"
You'll say our SERVICE is all of that!
Monthly deliveries of a newer, better kind of
Record Delivery Envelopes, designed exclu-
sively for Victor dealers.
Clip the coupon on page 49, or write for
samples and circulars to
LU-FRANC SALES SERVICE
1202 Dime Bank Building, Detroit
WRITE FOR FOLDER AND PRICES
EMPIRE UNIVERSAL ATTACHMENTS
FOR EDISON PHONOGRAPHS
Makes any disc record playable on the new Edison Disc Phonograph. Write for
folder and attractive quantity prices.
Address All Inquiries to Chicago Office
EMPIRE PHONO PARTS COMPANY
Sales Office— 429 S. Wabash Ave.— CHICAGO, ILL.
Factory— 1108 W. 9th St.— CLEVELAND, OHIO
106
THE TALKING MACHINE WORLD
January 15, 1920
The Queer New Record
That Plays So Long
Grey Gull Records, Two-in-One Style, have approximately twice as
much MUSIC on each disc as the old-fashioned style.
They look just like the ordinary record, but every one of your
customers that buys one gets DOUBLE VALUE. It's in the
grooves — a special invention owned by us on which a patent is
now pending.
For example, we reproduce "Keep the Home Fires Burning" and
"The Long, Long Trail," both on one side of one 10-inch record—
XA minutes of REAL MUSIC. On the other side are
over
«<
Madelon" and the "Marseillaise." These four pieces would
ordinarily require two records, but we give them to you complete in
one record, without extra charge.
Never for a moment forget that there are certain basic laws under-
lying all Business. If you give greater value than your competitors
do, the Buying Public will inevitably drift your way.
Investigate by sending for samples. Ask for our "Dealer Propo-
sition" or our "Distributor Proposition," whichever you are inter-
ested in. Use the coupon below, if you wish.
295 HUNTINGTON AVE., BOSTON
FILL OUT THIS COUPON AND MAIL
GREY GULL RECORDS, 295 Huntington Ave., Boston, Mass.
Please send prepaid, to address below, an easy-selling assortment of six Grey Gull Records,
in your Two-in-One style, for which remittance of $3.00 is enclosed. Privilege of returning these
records within ten days, at your expense, and obtaining a refund of the remittance is reserved.
Also send your two leaflets, "Distributor Proposition" and "Dealer Proposition," and catalog
of your records.
Na
me-
Address-
January 15, 1920
THE TALKING MACHINE WORLD
10 ?
BROWN, McMANUS & CO.
DISTRIBUTORS
51 EAST 42nd STREET, NEW YORK
THE FAMOUS
Connorized
PLAYER PIANO ROLLS
AND
L
y r i c
LATERAL RECORDS
THE LATEST HITS
AND POPULAR ARTISTS
NOW READY
PHONOGRAPHS IN
NEW YORK STATE
AND NEW JERSEY
C A L L O R WRITE FOR PARTICULARS
POSSIBILITIES OF THE TALKER
■ (Continued from page 105)
this stimulation the country will be aesthetically
the poorer, and, by very much, less worth living
in. The retailer has it in his hands during the
next year or two either to make or to mar the
future of the talking machine as an instrument
of music.
As I have said, the people are partly con-
verted already. But the work is not yet done.
The talking machine is not yet accepted com-
pletely. It is still in some sense considered as a
toy. Its virtue as a stimulator of musical feel-
ing is not yet wholly apparent to the people. Its
work as such a stimulator needs to be assisted
in every way by the whole-hearted efforts of
the merchants everywhere. In proportion as
the merchants work along high-grade lines in
their advertising, promotion and selling, they
will build up public respect, finish the work of
creating an assured place for the talking ma-
chine in the hearts of the people and put the
industry in a place where its steady and healthy
growth may be assured.
The Permanent Property
The present momentary condition of the in-
dustry is too hectic by far to last very long.
To conquer the conditions of permanent pros-
perity, it is the plain duty of every mechant to
v/ork along the highest lines in all his publicity
and in all his selling.
In a word, the thing to feature is — to say once
more what I have so often said before — the mu-
sical side of the talking machine.
Don't advertise machines, one may advise the
merchant; sell only MUSIC. Don't sell ma-
Wholesalers
Victors
Records and Supplies
PITTSBURGH, PA.
chines to your customers, sell MUSIC. Don't
talk machines, talk MUSIC. There in three
sentences is to be found the secret of permanent
success in the great industry to which we are
all proud to belong.
Music!
To sell the highest grade and most expensive
machines only, to sell the best records, to de-
mand that every one employed in the business
shall talk, sell, think MUSIC — this is to com-
mand success. Not only to command success
for the individual but to do one's true part in
making the foundation of permanent success
for the entire industry. It is here that we have
to begin and it is here we have to end. We can
go on for a whole life-time without being able
to exhaust this treatment of our subject; for we
have the whole of music on which to draw.
The field covered by music is very large, and
its influence is very great and goes very deep.
The Topic of Facts
The merchant who makes up his mind that he
will allow himself to be deceived by no super-
ficial appearances, but will stick to the course of
action which the logic of facts indicates, will
more than assure a personal safety. He will
much more be doing powerful work in assisting
those manufacturers who, both in machines and
in records, have held aloft the banner of high
achievement. There is danger today of a tend-
ency toward's the cheap and the corrupt in both
elements of this, our great industry. These
tendencies always arise at some stage in the de-
velopment of a significant industry. They must
be absolutely stamped out. The conduct and
policy of the wise merchant will be steadily di-
rected towards the destruction of all such mis-
chievous tendencies. He will clearly see that
his interests lie in building up, not in tearing
down, and he will decline to be seduced from
this course of wisdom by any ' superficial, con-
siderations or meretricious arguments of momen-
tary expediency.
"Hold the Standard High." Let that be the
wise man's motto for 1920!
OPENING OF WELTE=PATHE SALON
Christmas Shoppers Attracted in Large Num-
bers to New Pathe Shop— Officials of Pathe
Freres Phonograph Co. Attend
The Monday before Christmas witnessed the
opening of the new Pathe Salon of M. Welte &
Sons on Fifth avenue at Fifty-third street. The
opening was well attended by members of the
trade and large numbers from the usual Fifth
avenue holiday crowds. Officials of the Pathe
Freres Phonograph Co. from the Brooklyn head-
quarters attended. If the auspicious manner in
which this new Pathe Salon was opened is to
be taken as guidance its future is well assured.
As previously announced, this department will
be under the able management of E. Paul Ham-
ilton, who was for many years in charge of
the talking machine department of Frederick
Loeser & Co., Brooklyn department store.
VICTROLA XIV IN WALNUT FINISH
The Victor Talking Machine Co. has recently
announced that the popular Victrola XIV is now
being manufactured in American walnut finish,
and, in limited quantities, will soon be available
to the trade. The instrument is the same in de-
sign and equipment as the Victrola XIV ma-
hogany, and will be catalogued at the same list
price. The appearance of this new cabinet in wal-
nut will be welcomed by dealers everywhere.
Buy Direct
from manufacturer
The Boston Book few
4O-40 W 0O/t /lEWY°RK
108
THE TALKING MACHINE WORLD
January 15, 1920
This
trade-mark
is a symbol
of supremacy
in every
corner
of the world
you don't have to tell people what the Pathe red rooster
on your window stands for. You may stake your repu-
tation as a dealer on this : That they already know it and are
entirely familiar with its significance — both as an identification
of Pathe phonograph product and as an instantly recognized
message of quality flashed daily on ten thousand motion pic-
ture screens.
You've got an asset in that red rooster and the Pathe
name as big as the world-wide Pathe repertoire— as broad as
the claims you can make for Pathe product— and as solid as
the business you can build on the exclusive features and
TONE and quality of both the Pathe Phonographs and
Pathe Records.
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
10-56 Grand Avenue Brooklyn, N. Y., U. S. A.
and London, England The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto
January 15, 1920
THE TALKING MACHINE WORLD
109
This
Feature
is the Greatest
Exclusive
Phonograph
Selling Point
Today
The Pathe Sapphire Ball, which does away with old-
fashioned steel needles, glides smoothly around the record.
This round, polished jewel fits exactly into every record groove
and accurately duplicates every shading of the selection.
No needles to change; no needles to buy; always ready to
play. No wear on the records.
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
10-56 Grand Avenue Brooklyn, N. Y., U. S. A.
and London, England The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto
110
THE TALKING MACHINE WORLD
January 15, 1920
ST. LOUIS DEALERS CLOSED REMARKABLE TRADE IN 1919
Warerooms Well Cleared Out of Machines and Records During Holidays — News of Increased
Manufacturing Production Pleases — Splendid Advertising by Dealers Increased Sales
St. Louis, Mo., January 5. — The talking ma-
chine year closed in St. Louis with practically
no machines of standard manufacture to be had
and dealers pushing the 57 varieties of other
makes. They got more newspaper advertising
in a few weeks than they would have got in
months or years if the dealers had had the old
standard makes to advertise. Many machines
which the public had never heard of before
sprang into the limelight of full page adver-
tising. The result is that in a great number of
homes there are new makes of machines, where
there would probably have been the old standard
makes if these could have been obtained. Deal-
ers are interested in what will be the result of
this situation. They expect that some will want
to make a trade-in when the standard makes
become plentiful again.
Early in the month the Victor Co. announced
in full page advertisements that "Victor Output
Reaches Normal," and that "The shortage in
Victrolas will soon be relieved," and urging that
the Victor be bought for Christmas. The re-
sult was an immediate and pronounced increase
in the demand for Victors. Dealers, lacking the
goods to meet the demand, found their in-
genuity taxed to square their explanations with
the Victor announcements.
The only thing that limited the volume of
Christmas talking machine business was the
scarcity of goods. There never was such a
demand for talking machines and if dealers had
had ample stocks and full assortments of styles
unprecedented records would have been made.
During the greater part of November and De-
cember the talking machine business ran clear
away from the piano business. The piano de-
mand dropped off but the talking machine de-
mand was maintained and increased from day
to day. The demand for records kept pace. This
was particularly strong during the few days just
preceding Christmas. Record sales were also
remarkably good during the Christmas holiday's.
Everything points to a steady continuation of
the talking machine demand and dealers are all
hoping that there will be an early acceleration
of production.
E. C. Roth, secretary and manager of the
Koerber-Brenner Music Co., distributors for the
Victor, started the New Year right by leaving
for the Victor factory to examine into the pros-
pects for increased production. He planned also
to spend a few days in New York. Mr. Roth
also said that delays in shipments were growing
serious, some shipments requiring eighteen days
instead of five or six.
Manager J. F. Ditzell, of the Famous & Barr
Co. music department, put the Cheney on the
St. Louis map with an aggressive advertising
campaign. He used five full pages and six half
pages in expatiating upon the merits of the
Cheney and the public seems to have concluded
that the Cheney was a pretty good machine to
buy, for Mr. Ditzell says the advertising justified
itself by the sales that it produced. The Christ-
mas business of the music department, he says,
was the greatest in its history and more than
double that of 1918, with the talking machine
entitled to much of the credit. Employes of
the talking machine department received on
December 3i bonuses based on their length of
service with the firm. Work began January 1
on alterations on a general plan which is in-
tended to provide additional room for the talking
machine department.
Piano salesmen and automobile accessories
salesmen were drafted the three days before
Christmas to help the talking machine depart-
ment of the Field-Lippman Piano Co. handle the
rush of buvers of records. The record sales for
the holidays were four times as great as the
previous year. The sales were particularly
heavy on the three days before Christmas. The
firm was able to fill all its orders for Victors and
Brunswicks, but on Christmas eve its stock was
exhausted. •
H. J. Arbuckle, manager of the Grafonola
Shop, ran short of Columbia period machines
and the big M styles quite a while before Christ-
mas and some of the orders for those machines
are still waiting. He says the record sales were
unprecedented and that they continued strong
after Christmas.
Theodore Maettin, of the Kieselhorst Piano
Co., secretary of the Tri-State Victor Dealers'
Association, spent part of the holidays hunting
in the Ozarks with Charles Mueller. He ex-
pected to shoot some wild turkeys but did not
get near enough. They brought back plenty of
quail and rabbit, however. The Tri-State Victor
Dealers' Association, which was quiescent dur-
ing the holiday rush, will resume activities the
latter part of the month. The date for the meet-
ing has not been announced.
F. L. Augustine, formerly with the Thiebes
Piano Co., has been placed in charge of the ta'k-
ing machine department of the P. A. Starck
Piano Co.
The Silvertone Music Co. tried to meet the
shortage of large Edison machines by deliver-
ing small machines, to be replaced by large ones
when they arrive. After fifty small machines
had been placed under this arrangement, and
there were no more on hand for the purpose, a
customer insisted upon buying a $295 instru-
ment, although there were none in stock. The
sale was made and he was given an $800 machine
to use until the other arrives. All salaried em-
ployes received a bonus of 10 per cent of their
annual salaries for Christmas.
A talking machine department has been
opened at the uptown store of the B. Nugent &
Bro. Dry Goods Co. at Olive street and Vande-
venter avenue. Columbias are sold exclusively
(Continued on page 113)
" ° u,.f tried and true
Newtothisstore^ut^e^
„f the new Phono-
VC could
There are too maw ^ [or
good ..Iking m*L"St S«M«tion. that Ou. ^
I |„y man ... say. ' mth°°Tt A Wanamaker store
!l _is the name of OK |Pswn.stairs. It u»
in this new s"t,0\;,n"nS P'-ano Mfg.
made by <ne ^fd in .879. ™\
Co which was es<al>.";,:.u„ it appealed
cho« lM. i>-«E3£2r£ \nsfrumen.,
,o us as b"n6,^" .hyaEuarantee as iron-
S^CI°TnrU8.hesevetaleood
„„ pa... « th,"V;„], el P"»"" '"""^
ti«. the P'«,:!i'Kn.te « have tee" °°
„i other inatruBeo . r<! a rf ,pn«e.
-The .ound^ <h»» >\f£ p,0doee. the ]
"V-io.oS.'h^hoe* eaw-
_The mote' » " ° K Utl. k
"S ^fiotw . well '«"■ *" j£
5£5i"ll U-tanyeoe «.«l !=«■
We have tried
_,he S.e5et Phonograph m ^ -V
^t^e^owfotyou.ohea^-
i * « ■ !T~ic the tone of the
In the hnal analysj* . : « £ „„ ;t
instrument that r«aU^ ,ast. am) the
is music yon want ne3T record
only right way to Jong' tte ISttgtr.
of var.ous kmc , j^f^ords . played o"
"o^gYc-ne%-t%ns^en.O,atw.«
P'*"""-^ remember
»~ ^'nea^etrSlgS.
the holidays draw near deltvery.
Phonographs ready to' *™ ked to th?,
\ Therc Will be no delay- %Q many de-
feature because •»« k° ^ last Christmas
ar 'noTder Scou'd no,benUCd.
"hcn°'d The illustrations
The Steger Phonograph
"New to this store —
but tried and true9'
"This Store" is John Wanamaker's.
And some very complimentary things are said, in this John
Wanamaker announcement, about the Steger phonograph.
John Wanamaker advertisements are not much given to
dealing in superlatives; a fact which makes such a state-
ment as the following all the more impressive:
"We chose this instrument because it
appealed to us as being worthy — as an
instrument that could be sold with a
guarantee as iron-clad as any."
We are willing to let the Steger phonograph speak for itself.
It is a "worthy" instrument and needs no superlatives.
Emerson Record Sales Co., inc.
Exclusive Metropolitan Distribution for
Emerson Records and Steger Phonographs
6 West 48th Street
New York City
January 15, 1920
THE TALKING MACHINE WORLD
111
They All
Follow the Leader
Have you noticed how many makers who formerly consid-
ered themselves leaders in the phonograph industry are now fol-
lowing the leadership of the Windsor Console Phonograph ?
The success of the Windsor Console Phonograph seems to
have inspired these makers to accord the Windsor the most sin-
cere form of flattery.
When we decided to make phonographs we did not try to
copy or imitate the cabinets of some other maker, but we origi-
nated a cabinet of our own, the Windsor Console Phonograph,
patented November 9, 1915, and September 24, 1918.
The acknowledged leader of all phonographs, "The Windsor,"
is sold direct from the factory to the dealer, no jobber's profit to
pay.
We invite progressive dealers to consider the Windsor when
making their plans for the coming year.
An attractive catalogue on request to dealers only.
my
.ESTABLISHED 1S55:-
F#/ L2SL0F1,1^W,NDS0R PHONOGRAPH CABINET PATENTS '
'/ 2f!iV t^f* *«OW- .1279743- •50480.50481.50483.
/ 49654« 50478* ia/s//ho ^wnow 50482* 50484*
'//./'/
112
THE TALKING MACHINE WORLD
January 15, 1920
Lyric Lateral Records
NOW IN QUANTITIES
Right Now, Investigate
These Quality Records
They Invite Comparison
Quantity Deliveries
Latest Popular Songs Operatic Arias Hawaiian
Dance Hits Instrumental Solos and
Standard Songs Band and Orchestra Novelty Records
A catalog containing all that is best in the world's musical literature and
the exclusive recordings of the
SISTINE QUARTET
Lyric Records are Quality Records
Send for Catalog
LYRAPHONE CO. of America
117 Mechanic Street, Newark, N. J.
January 15, 1920
THE TALKING MACHINE WORLD
1 I 3
ST. LOUIS DEALERS' BIG TRADE
(Continued from page 110)
as at the downtown store. Manager C. F. Shaw
reports that business has greatly improved since
the downtown department was moved from the
annex to the main building. The department is
now advantageously located close to the rest
room, part of which has been utilized for
demonstration booths. George Foster has taken
a position with the talking machine department.
The Baldwin store is now carrying a line of
the Widdicomb talking machines, manufactured
by the Widdicomb Furniture Co., of Grand
Rapids, Mich.
Manager J. W. Medairy, of the Grand-Leader
talking machine department, reports good sales
of Sonoras, which were featured in the Christ-
mas advertising.
Welch & Co. have leased the building for-
merly occupied by the Wurlitzer Co. at 1109
Olive street. They are handling talking ma-
chines.
The talking machine department of the
Scruggs, Vandervoort & Barney Dry Goods Co.
has opened a special shop in the basement for
the sale of Victor records of popular music.
The big Victor dog which was missing for a
time from in front of the Kieselhorst Piano Co.
store is again on watch, listening to its master's
voice with a new ear, necessitated by a mis-
adventure with a bull pup which happened along
one. day and took exception to the studied
indifference of the Victor dog. Harry Kiesel-
horst, vice president of the company, is respon-
sible for the statement that the pup sprang upon
the big fellow and bit off an ear, greatly to the
pup's astonishment.
Manager John McKenna, of the Columbia
wholesale branch, left for New York to attend
the managers' convention. He planned to spend
a few days at Indianapolis on the way East.
C. R. Salmon, city salesman of the Columbia
wholesale department, is pushing the self-
service racks, made for the company by the
Multiplex Display Fixture Co., of this city.
Michael J. Mulvihill, who died suddenly the
day before Christmas at his furniture store on
Twelfth street, was one of the oldest Columbia
dealers in St. Louis.
The Tri-State Sales Co., of this city, makers
of the Portophone, who have just closed a
most satisfactory year, have called in all their
representatives for a meeting, when the fac-
tory plans for 1920, which are extensive in
their scope, will be outlined. The Christmas
business was the greatest in history.
M. I. Mayer, of this company, recently re-
turned from an' extensive trip, covering points
North and Southwest, and was most favorably
impressed with the optimism of the dealers
regarding the conditions for 1920, a large num-
ber of whom placed orders for the delivery of
Portophones during the early months of the
New Year.
Another optimist is Fred Gausch, traveling
representative of the Tri-Sales Co., who has
been taking a short vacation after a strenuous
and successful Portophone campaign in Iowa.
E. R. Smith, Michigan traveler, recently con-
ducted a Portophone sales demonstration at
the Scruggs-Vandervoort-Barney store in this
city. J. A. Dycus, who travels in Kansas for
this company, and Fred Horais, who travels
in Minnesota and Wisconsin, are both a unit
in predicting a great year for the Portophone
in the extensive territory which they cover.
They report dealers well sold out of stock.
NEW SCALE OF GRAFONOLA PRICES
Increased Cost of Production Necessitates Raise
in Retail Prices of Certain Styles
George W. Hopkins, general sales manager
oi the Columbia Graphophone Co., New York,
announced this month a new scale of prices for
Columbia Grafonolas, effective immediately.
This scale is as follows:
A-2 $32.50
C-2 50.00
D-2 75.00
E-2 with racks.. 120.00
E-2 with shelves. 125.00
F-2.
G-2.
H-2.
K-2.
L-2.
$140
150
165
200
250
able for the making of furniture, phonographs
and woodwork of all kinds.
"The shortage naturally is reflected in the
price of anything made of wood and combined
with the increased cost of raw material and
increased wages paid all along the line necessi-
tates our making a change in prices of Colum-
bia Grafonolas.
"Even with the change there has been less
advance in the price of Columbia Grafonolas
than in any product sold in the United States.
It has been our desire not to increase the cost
any further than is absolutely necessary."
In this list of prices there has been no change
in price on the C-2, D-2, K-2 and L-2.
In a letter to his organization announcing
these new prices Mr. Hopkins stated, in part, as
follows:
"No one cause brings about a change in
price; combination of causes and circumstances
make it necessary. We have been interested
in tracing the reason for the tremendous in-
crease in cost of everything made from wood.
We find that due to conservatism on the part
of owners of forests, less wood is being cut
at the present time than for many years in the
past. This means a shortage of wood avail-
E. L. GINSBURG'S NEW POST
E. L. Ginsburg, the well-known traveling rep-
resentative, who has been connected with some
of the larger houses in the talking machine in-
dustry, recently joined the sales staff of Brown-
McManus & Co., New York distributors of Re-
gina phonographs, Trimpoint needles, Lyric
records and Connorized music rolls, and will
represent that firm in upper New York state.
O . C. Dorian, general manager of Pathe
Freres, Toronto, Ont., is again at his desk
after an absence of several weeks due to a severe
illness.
Lyric
(Lateral)
Records
Visiting the Show?
Stop in at 51 East 42nd Street
(NEAR THE COMMODORE HOTEL)
And hear the
Latest Lateral Lyric Records
They are Great
These records are the hit of
the New Year. If you can't
visit us drop us a line, and we
will send you full particulars.
BROWN, McMANUS & CO.
DISTRIBUTORS
51 EAST 42nd STREET, NEW YORK
114
THE TALKING MACHINE WORLD
January 15, 1920
Crystal Edge MICA Diaphragms
THE STANDARD OF QUALITY AND SERVICE
PHONOGRAPH APPLIANCE CO. 109-113 West Broadway, New York
RECENT S0N0RA LITERATURE
Latest Publication Devoted Exclusively to
Sonora Period Models — Handsomely Illus-
trated and Very Beautifully Produced Both
From Literary and Typographical Stand-
points— Dealers Enthusiastic Over Book
An artistic publication, devoted exclusively
to Sonora period models, has just been issued
by the Sonora Phonograph Sales Co., New York.
The book is handsomely illustrated, and in every
detail is in complete accord with the interna-
tional prestige of Sonora phonographs, and the
distinctive beauty of the period designs pre-
sented.
The frontispiece of this new publication refers
to the contents of this period catalog as follows:
"Sonora period designs — created for the satis-
faction of those who believe that the phono-
graph should harmonize with the decorative
style of the room in which it is used." This
is followed by an introduction that gives valua-
ble and interesting information regarding the
true importance and far-reaching scope of the
period model phonograph. In part this intro-
duction says:
"In developing the cabinets for these period
models, Sonora has had in mind two things:
First — that they shall be true reproductions of
the periods characterized. Second — that the ex-
ternal appearance of the cabinets shall be with-
out the usual phonograph characteristics so pro-
nounced in the uprights. Thus will the Sonora
period style phonographs appeal to those who
have taken great pains and spared no effort and
expense in the furnishings and decorations of
a room in which it is desired to place a phono-
graph thoroughly in keeping with such interior."
The various Sonora period models are il-
lustrated in a delicate sepia ink, and accompany-
ing each illustration is a facsimile reproduction
of a famous painting incidental to the particular
period represented by the phonograph. Facing
these illustrations, which occupy a full page, there
is featured a brief description of the principal
characteristics of each period of furniture. This
description is valuable and informative, and can
be used to excellent advantage by Sonora rep-
resentatives and their salespeople. For ex-
ample, the description of the Gothic model reads
as follows:
"Whether the nationality be French, German,
Spanish. Italian or English, the Gothic possesses
NEEDLES
and
The Best in the World in
Talking Machine Accessories
AND
United States Music Co. Player Rolls
The retail price of these rolls runs from fifty
cents to one dollar each. Your discount 40%
f. o. b. San Francisco.
942 Market St., Sao Francisco, California
a universal religious symbolism and a common
floriation. During the reign of Henry III color
was introduced to enrich the tracery and bring
out the sentiment and mysticism of the design,
which invariably expresses the monastic life of
this period. The Gothic Sonora is embellished
in polychrome, and the beautiful carved effects,
dignified and classic in execution, suggest the
cloister of the fifteenth century."
Following the general description outlined
above there is given detailed information as to
the tonal and mechanical qualities of each in-
strument, such as wood, cabinet, tone quality,
motor, motor meter, tone passage, tone-arms,
tone modifier, automatic stop, record accommo-
dations, needles and certificate of guaranty.
Among the handsome Sonora period models
which are shown to excellent advantage in this
new publication are the following: Gothic, Ital-
ian, Renaissance DeLuxe, Italian Renaissance,
Jacobean, William and Mary, Queen Anne, Chip-
pendale, Adam DeLuxe, Sheraton, Louis XV
DeLuxe, Louis XV, Louis XVI DeLuxe, Louis
XVI, Colonial, Duncan Phyfe and Adam.
Sonora dealers who have received a copy of
this new publication are most enthusiastic re-
garding its handsome appearance and valuable
contents, and the Sonora advertising depart-
ment has been congratulated upon the produc-
tion of a book that is an important addition to
the extensive library of high class Sonora lit-
erature.
Natural Voice Phonograph Co.
ONEIDA, N. Y.
Style 125
Natural Voice is a splendid line
of Talking Machines which will
appeal instantly to your patrons.
In fact, Natural Voice is as per-
fect as money can make it,
and is worthy of its name and
guarantee.
Natural Voice is the most re-
markable musical instrument
now before the public. For a
full line of machines and price
list, inquire
Natural Voice Phonograph Co.
ONEIDA, N. Y.
January IS, 1920
THE TALKING MACHINE WORLD
11£
Home Delight
to Ear and Eye
See Us
At the Show
We'll be there — So, if you are there —
you'll surely want to see, and you'll
become enthusiastic, too — about this
wonderful phonograph innovation —
the circular machine with the lamp
attachment.
The Modernola has individuality, won-
derful tone. 'Twill win you at the
National Music Show
and Conventions
New York
FEBRUARY 2-7
It is circular
Eastern
Representative
GEO. SEIFFERT
45 West 34th St.
NEW YORK CITY
Monolith Bldg.
Suite 1210-1212
Phones —
Greeley 2Q78
22QI
THE MODERNOLA CO. 1
JOHNSTOWN, PA.
116
THE TALKING MACHINE WORLD
January 15, 192U
You Profit Directly and Indirectly with the
CONVERTO
PATENTED DEC. II. 1917
Talking Machine CABINET
You profit directly in two ways — (i) by sales of
Convertos to present owners of portable Victors and
(2) by sales with portable Victors, to new pur-
chasers.
You profit indirectly in two ways — (1) through
increased record business, stimulated by Converto
sales to present owners and (2) through having an
effective means of successfully meeting the compe-
tition of low-priced cabinet machines.
For these reasons the Converto is carried as
standard equipment by Victor dealers all over the
country.
The C. J. Lundstrom Mfg. Co.
LITTLE FALLS, N. Y.
Lundstrom "Converto" Cabinets are broadly cov-
ered by patents. Infringements will be promptly
prosecuted.
Converto
Wholesale Distributors
Albany, >'. Y Gately-Haire Co., Inc.
Atlanta. Ga Phillips & Crew Piano Co.
Baltimore. Md Cohen & Hughes
E. F. Droop & Sons Co.
Birmingham, Ala. Talking Machine Co.
Boston, Mass The Eastern Talking Machine
Co.
Oliver Ditson Co.
Buffalo, ST. Y W. D. & C. X. Andrews
Burlington, Vt American Phonograph Co.
Butte. .Mont Orton Bros.
Chicago, 111 Lyon & Healy
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O Cleveland Talking Machine Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas. Tex Sanger Bros.
Den\er, Colo The Knight-Campbell Music
Co.
Des Moines, Ia...Mickel Bros.
Elmira. N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Houston, Tex The Talking Machine Co. of
Texas.
Kansas City, Mo.. J. W. Jenkins' Sons Music-
Co.
Schrnelzer Arms Co.
Memphis, Tenn. . .0. K. Houck Piano Co.
Milwaukee, Wis. . .Badger Talking Machine Co.
Mobile, Ala Eeynalds Music House
Newark. X. J Collings & Price Co.
New Orleans, La. . Philip Werlein. Ltd.
New York, N. Y. . Emanuel Blout
C. Bruno & Son, Inc.
The Cabinet & Accessories
Co., Inc.
Knickerbocker Talking Ma-
chine Co.
Omaha, Neb Mickel Bros. Co.
Peoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa..C. J. Heppe & Son.
The Geo. D. Ornstein Co.
Penn Phonograph Co., Inc.
H. A. Weymaun & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co.. Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Providence. R. I.. J. Samuels & Bro., Inc.
Richmond, Ya The Corley Co., Inc.
W. D. Moses & Co.
San Francisco,
Cal. Walter S. Gray
Sioux Falls, S. D. Talking Machine Exchange
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y \V. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C.Cohen & Hughes
E. F. Droop & Sons Co.
THE TALKING MACHINE WORLD
January 15, 1920
OPEN NEW EASTERN OFFICES
Cheney Talking Machine Co. Open Commodious
Quarters at 1107 Broadway — Ubert Urquhart
to Assist Burton Collver — To Exhibit at
Music Show at Grand Central Palace
The Cheney Talking Machine Co. of Chicago
announce the opening of new Eastern offices in
the Albemarle Building, 1107 Broadway, at 24th
street, New York, where they have commodious
quarters in which to display to the visiting trade
the complete line of Cheney phonographs in
period and art models. Ubert Urquhart, well
and favorably known in the music trades and
recently resigned as sales manager of the So-
loelle Co., has joined the Cheney organization
and will relieve Burton Collver in the Eastern
territory, so that he may give more attention
to the Cheney interests in other directions.
Mr. Collver will continue his headquarters
at the New York office and will spend much of
his time in Michigan and at the Cheney factory
in Grand Rapids, where in their permanent sales
office a special exhibit will be shown during the
furniture market in January. The Cheney phono-
graphs will also be exhibited at the National
Music Show at the Grand Central Palace, New
York, February 2nd to 7th, where the Cheney
forces will be fully represented. Plans for a
largely increased production during the coming
year will permit a healthy addition to the list
of Cheney dealers as well as giving the serv-
ice to dealers which the unprecedented demand
has made difficult to maintain heretofore.
NEW PATHE FRERES STOCK ISSUE
$1,000,000 Issue of Debentures Latest Expansion
of Pathe Organization
Montgomery & Co. are offering at 100 and ac-
crued dividend, to yield 8 per cent, $1,000,000 of
Pathe Freres Phonograph Co. 8 per cent cumu-
lative sinking fund debenture stock.
The company's net quick assets are equal to
$163 a share, and its net tangible assets to $269
a share of debenture stock. Its net earnings
for ten months ended on October 31, after all
depreciation, but before Federal taxes, were
$696,168.
The compamy has a contract with the French
Pathe Co., under which it has exclusive right to
manufacture Pathe phonographs and records in
North America, almost all of South America
and Great Britain, Ireland and all British colo-
nies except Egypt.
RENE MFG. CO. MAKES PROGRESS
Manufacturers of Springs and Repair Parts
Have Developed Successful Organization
H. Bertail, head of the Rene Mfg. Co. of
Montvale, N. J., was a visitor to New York this
month, calling upon some of his friends in the
trade. In a chat with The World, Mr. Bertail
stated that his company had been making very
satisfactory progress the past year and that or-
ders had been received for springs and repair
parts from manufacturers, jobbers and dealers
in all parts of the country. In addition, an ex-
tensive export trade has been developed, and
the outlook for 1920 is most encouraging.
The Rene Mfg. Co. for several years past has
been manufacturing springs in large quantities,
and by concentrating on this important branch
of the business Mr. Bertail and his corpora-
tion have developed an efficient and highly suc-
cessful manufacturing organization. In addition
to springs, the company manufactures a com-
plete line of repair parts and this department of
the business is growing rapidly.
The Bry-Block Mercantile Co., Memphis,
Tenn., has remodeled its music department on
the second floor and recently held a formal open-
ing, at which the Victor and Edison machines
were featured. A complete system of Unico
booths has been installed.
PREPARE VICTOR REGISTER BOOK
W. D. & C. N. Andrews Offer Useful Book to
the Trade to Take the Place of the Book For-
merly Issued by the Victor Co.
Buffalo, N. Y., January 7.—W. D. & C. N. An-
drews, Victor wholesalers of this city, have pre-
pared for Victor dealers a very useful register
for keeping a complete record of each machine.
At one time the Victor Talking Machine Co.
furnished their dealers with a register for Vic-
trolas for keeping a record, showing 'the date
received, date sold and to whom. These can
no longer be obtained. The value of a book of
this kind for the dealer's information is as great
now as ever.
Having had many calls for something to take
the place of this register, this house has pre-
pared one of its own and this register was ready
for the trade on January 1. The book is de-
scribed as follows:
"It is a loose-leaf ring binder, liy2,x9y2 inches,
of a good grade which will last for years. There
will be index sheets labeled with the different
tj'pes of machines as, IV, VI, VIII, etc. An-
other sheet will be for the recording of orders
placed with the jobber, a separate sheet for
each model. If properly kept you will be able
at any time to tell the balance still on order of
any or all types. Still another sheet will be for
the registration of each machine, showing job-
ber from whom the Victrolas are received, date
117
received, date sold, and to whom sold. There
will be furnished with each cover one set of
eleven index sheets, fifteen order sheets and
twenty-five register sheets. As the order and
register sheets are printed both sides, these
should suffice for one year. Additional sheets
may be ordered from us."
SONORA TO INCREASE CAPITAL
Stockholders of the Sonora Phonograph Sales
Co., at a special meeting called for January 20,
will vote on a proposal to increase the stock
from $6,000,000 to $7,250,000, by the issuance of
$1,250,000 8 per cent cumulative preferred shares.
They will also vote on changing the corporate
name of the Sonora Phonograph Co.
BRILLIANTONE CO. CLOSE BIG YEAR
The Brilliantone Steel Needle Co. have com-
pleted the biggest year in their history. De-
mands for all grades and styles of Brilliantone
needles have been phenomenal, and the demand
has extended over and into the New Year. B.
R. F'orster, president of the company, reports
that every indication points towards 1920 ex-
ceeding the big record of last year. Mr. Forster
will shortly leave for an extended trip and L. J.
Unger, of the travelers' sales staff of the Brillian-
tone Steel Needle Co., has left for a trip to
Canada, where Brilliantone steel needles are also
highly popular.
No. 10
FOR VICTOR
PRICE 35c
NEEDED
ON EVERY
Victrola and Graf onola
No. 20
FOR COLUMBIA
PRICE 25c
Th
e
DECORD
i \ BRUSH
MOST EFFECTIVE RECORD CLEANER
ON THE MARKET
BRUSH IN OPERATION
It does the work automatically and once
attached requires no further attention
Every Dealer Should Carry Them
Circular and Price List Mailed on Request
Manufactured by
^2
Talking Mach ine Co.
81 Reade Street Near Church St. New York
Victor Distributors
118
THE TALKING MACHINE WORLD
January 15, 1920
Announcing the Greatest
Talking Machine
Proposition the Trade
Has Ever Seen
THIS is the first announcement of the Crippen
Interpretone Talking Machine. And, in my
opinion, it is the most important announce-
ment the talking machine world has seen since the
advent of the phonograph.
The Crippen Interpretone is ten years ahead of all
other machines in the matter of tone.
I have spent years in the music trade as a retailer,
manufacturer, inventor and tone expert and I know
tone and the elusiveness of its character, and I tell
you you can hear a quality and character of tone in
my talking machine you cannot hear in any other
talking machine made.
In my machine the tone comes out free and open.
The tone is not confused and smothered as if it
were being produced in a box. For the first time
talking machine dealers will have a real stimulant
to the sale of records.
For the time being, until I can get production up to somewhere near the demand, I am
going to confine my effort to one style and size of machine. And while all talking
machines are more or less alike in general appearance, yet this single initial machine
of mine is different.
It is just so far ahead of all other talking machines in every respect that makes for
salability, that I make this as my initial proposition :
I will send any reputable talking machine dealer one of these machines by express at
my expense. If after trying and testing it beside the machines you are now selling it
is not a good 20 dollars better than any talking machine you have ever seen in size, finish
and general character of cabinet work, and if it hasn't a better tone than any you have
heard in any talking machine at any price, you may ship it back, also, at my expense.
If it is as I say it is, the best talking machine proposition on the market, barring none,
and you believe you can handle it so that we can both make some money, then we
will quickly get together on the minor details.
The Crippen Company. Inc., *yi Vifth Awn-uo,, Nen^ork,
January 15, 1920
THE TALKING MACHINE WORLD
119
THE Crippen Interpretone Talking Machine is
ten years ahead of any other talking machine
made, and is by far the biggest thing I have ever done.
120 THE TALKING MACHINE WORLD January 15, 1920
CLEMENT B EEC R OFT, President J. NEWCOMB BLACKMAM, Treasurer FRED P. OLIVER, Secretary
pmmft & plarkman, 3nr.
81 READE STREET
NEW YORK CITY
January 6th, 1920.
To the Trade:
The Geo. A. Long Cabinet Company of Hanover, Pa., has
refused to take out a Royalty License to operate under the
Beecroft Patent No. 1244944 covering a moulding for the top
of record cabinets.
They claim to have an irrevocable license to manufacture
and sell cabinets with this patented moulding.
Beecroft & Blackman, Inc., deny the existence of any
such license and have brought suit under the patent against
them for infringement, damages and an injunction.
The Beecroft patent moulding is used mostly on Record
Cabinets for the Victrola IX.
A number of cabinet manufacturers have taken out licenses
to manufacture and sell, on a royalty basis, cabinets con-
taining the Beecroft patented moulding.
The trade is respectfully advised that we intend to
enforce the Beecroft patent against infringement by anyone
who makes, sells or uses cabinets containing this patented
moulding without our license and consent.
It is proper for the trade to protect itself against
actual and contingent liability for infringement by ascertain-
ing the possession of a written license by the manufacturer
who claims to operate under the Beecroft Patent, or the
existence of facts sufficient to constitute such a license.
All cabinets manufactured under the Beecroft Patent have,
affixed to the patented moulding, a license label.
As the Geo. A. Long Cabinet Company have published a
statement regarding our suit against them, we consider it
proper to advise the trade of our attitude, as above.
Very truly yours,
BEECROFT & BLACKMAN, INC.
J. Newcomb Blackman,
Treasurer.
January 15, 1920
THE TALKING MACHINE WORLD
121
THE EDISON NEW YEAR MESSAGES HANDSOME STORE IN DAVENPORT
Officers and Department Heads of Thos. A.
Edison, Inc., Contribute New Year Resolu-
tions for Elaborate Booklet Sent to All Rep-
resentatives During the Holiday Season
L. A.
Murray Opens Attractive New Victor
Warerooms in That City
"The big bunch of the U. S. A. and Canada"
who represent the interests of Thomas A. Edi-
son, Inc., featuring the New Edison with its
Re-Creations and the Edison Amberola, received
a New Year message of a most unusual and in-
teresting character. The message took the form
of a substantial booklet setting forth the New
Year's resolutions at the Edison laboratories
and contained brief messages from the officers oi
the company and all department heads, from
Thomas A. Edison himself down the line. At
the side of each message appeared the portrait
of the author, and each statement was signed
in facsimile, with the writer's signature. There
were thirty-four resolutions in all, and if only
half of them work out according to schedule
then the Edison representatives throughout the
country are assured of a machine and record
production and a volume of business surpassing
all previous records.
A most attractive Victor store was recently
opened at 305 Brady street, Davenport, la., by
L. A. Murray, who is already well known in
the talking machine trade, through his connec-
tion with the Murray Co. and the Harned-Von
Maur store in that city.
The new shop is very handsomely appointed
and modernly equipped. A complete installa-
known factories are using this varnish and polish
in large quantities, and the dealers have advised
the company that they are well pleased with the
results obtained.
The company announced a short while ago a
new scale for its patching varnish, these new
prices being as follows: one pint, $1.00; one
quart, $1.90. The new price for the complete
repair outfit is $3.50.
H. D. BERKLEY TAKES NEW POST
Former Manager of Landay Bros.' Store Be-
comes Connected With Enterprise Music
Supply Co. as Assistant Manager
PATHE USED IN MUSICAL SHOW
Manager of Denver Music House Furnishes
Pathe Machine for Use at Local Theatre
Interior View of L. A. Murray's Store
tion of Unico booths, racks and record counters
is one of the features. The interior decorations
are in cream, white and mahogany, and their at-
tractiveness is accentuated by the rich, dark blue
velvet carpet covering the floor.
Herbert D. Berkley, who has been connected
with Landay Bros., Inc., for the past eight years,
most recently as manager of that company's
store at Forty-sixth street and Fifth avenue, has
resigned to take the position of assistant mana-
ger of the Enterprise Music Supply Co., 145
West Forty-fifth street, who are among the lead-
ing jobbers of sheet music, music rolls and
Emerson records. It is to be expected that Mr.
Berkley's long experience in the talking machine
field will enable him to present many ideas of
importance and value in his new situation.
Denver, Colo., January 5. — C. P. Adams, Jr.,
manager of the Pathe department of the Dan-
iels & Fisher store in this city, recently re-
ceived the following letter from B. S. Bachelder,
who is manager of Mitzi in "Head Over Heels,"
playing in Denver: "Will you be so kind as to
send a Pathe phonograph, to be used and played
on the stage during the engagement of Mitzi
at the Broadway Theatre? The Pathe was se-
lected by Henry W. Savage for this important
musical production on account of its clearness
and purity of tone and the excellence of its
sound projection and long wearing qualities/'
JOBBERS FOR LESLEY'S VARNISH
PARKS MUSIC HOUSE ADDS BOOTHS
Growing Louisiana Dealer Improves Store for
Holiday Trade and Finds Marked Increase in
Demand for Machines and Records
Mooney-Mueller-Ward Co. and the Baldwin
Miller Co. Recently Appointed
Indianapolis, Ind., January 7. — Lesley's Chemi-
cal Co., of this city, manufacturers of patching
varnish, piano polish and finishers' supplies, re-
ports a very active demand for its many prod-
ucts, and arrangements were recently completed
with the Mooney-Mueller-Ward Co. and the
Baldwin Miller Co., of Indianapolis, Ind., to
handle these products as jobbers. Several well-
Louisiana, Mo., January 5.— The Parks Music
House Co. has completed the enlargement of
its talking machine department and has added
three handsome demonstration booths, making
a total of five. J. M. Hedges, manager, and E.
A. Parks, president, decided upon the change
shortly before the holidays, and the volume of
business done has more than justified the expense
of the addition. This house carries an excellent
line of talking machines, among them being the
Victor, Edison, Pathe and Brunswick.
Our
Premier
Record
The Best
Music
at a
Popular Price
NEW PREMIER RELEASES
OPERATIC
A 20040 (La Boheme: — Duet-Leoni and Frascona: — Soprano and Tenor
12 in. | Rigoletto : — Solo-Millo Picco : — Baritone
20041 (Zaza : — Solo — Ferretti — Baritone
10 in. (Giaconda: — Solo — Ferretti — Baritone
INSTRUMENTAL
20042 j Hungarian Dance: Rigo's Orchestra
10 in. ( Hungarian Melodies: — Violin Solo — Rigo
20043 j Hungarian Dance — Rigo's Orchestra
10 in. } Love and Spring — Violin Solo — Rigo
NEW FOREIGN RELEASES
FOR FEBRUARY
Italian — Polish — Hebrew-Jewish — Scandinavian
All large size — All popular selections
Bohemian
Complete Catalogues in these languages — also ■ Russian
Spanish
EMERSON INTERNATIONAL, Inc.
45 WEST 34th STREET, NEW YORK
122 THE TALKING MACHINE WORLD January is, 1920
Phonograph Motors
Quality Motors — Prompt Deliveries
We manufacture motors, tone arms and reproducers for some of the largest
phonograph makers in the country.
Our product is .guaranteed A-l as to material, workmanship, silence and
general qualities. An enlarged, completely equipped plant enables us to keep
the supply up to the demand.
Covered on our material requirements, we can assure a reliable source of supply.
The fact that leading phonograph concerns find our products satisfactory in
every way is sufficient recommendation of their high quality and mechanical
perfection.
Phonograph makers, jobbers and dealers needing a dependable supply of motors and
tone arms will find it greatly to their advantage to get in touch with us at once.
SALES DEPARTMENT
United Manufacturing &Distributing Co.
LAKE SHORE DRIVEand OHIO ST. CHICAGO, ILL.
January 15, 1920
THE TALKING MACHINE WORLD
123
SALES ORGANIZATION CONVENTION
Officials of General Phonograph Corp. Branches
Get Together and Exchange Ideas — All Re-
port Banner Year in 1919 and Have Great Pre-
dictions for Year Now Starting
At a recent convention of the sales organiza-
tion of the General Phonograph Corp. one of
the most valuable features of the conference was
the interchange of ideas by the representatives
of the various branch offices. For example, the
Chicago office, which is under the able direction
of S. A. Ribollo, assisted by C. W. Neumeister,
K. L. Coombs and an efficient staff, closed a
phenomenally successful year in 1919, and they
were very glad to tell their co-workers how
METZLER & CO. (1909) Ltd.
ESTABLISHED 1788
40, 41, 42 and 43 Great Marlborough Street and
33, 35, 37 and 37 and 39 Foubert's Place
LONDON, W., ENGLAND
SOLE DISTRIBUTORS FOR
GREAT BRITAIN AND IRELAND
HOFFAY AIRTIGHT MACHINES
and ACCESSORIES
Sole Distributors of the
Hoffay Airtight
— a really wonder-
ful machine —
for the States of Utah, Idaho,
Nevada, Montana, Wyoming,
and Colorado.
Geo. A. Lowe Co.
Ogden, Utah
We Assure the Trade Best Service
Send Your Orders for
HOFFAY PRODUCTS
WILLS & PATON, Pty., Ltd.
Sole Agents for Australia
265 Collins Street
MELBOURNE, AUSTRALIA
also
7 Quadrant
LAUNCESTON, TASMANIA
DISTRIBUTORS OF
HOFFAY PRODUCTS
Southern California
Music Company
Established 1880
332-334 S. Broadway, Los Angeles, Cal.
Other Stores Pasadena, Riverside, San Diego
BEST WISHES FOR
A HAPPY NEW YEAR
We Have a Few Exclusive
Territories Open
HOFFAY TALKING MACHINE CO., Inc.
3 West 29th Street, New York City
MAKERS OF
Hoffay Air-Tight Phonograph — The Resurrectone
and the Air-Tight Tone Arm
they reached record-breaking sales totals. The
staff of the General Phonograph Corp. of Illi-
nois represents one of the most experienced and
efficient sales organizations in the industry, and
Sales Staff of Western Office
they were given many opportunities during the
recent convention to become imbued with re-
newed enthusiasm for 1920.
C. J. Pott, general sales manager for the Do-
minion of Canada and A. Pollock, general man-
ager of production for the Dominion of Canada,
were among the most popular members of the
Messrs. Hibbard, Hager, A. Heineman, O.
Heineman and Wright
organization during convention week, for they
were filled with gratifying predictions and prom-
ises for a banner year in Canada during 1920. Mr.
Pott has always been known as an exponent of
unfailing optimism, and he has substantiated
this optimism by closing a remarkable year in
Canada. Mr. Pollock is widely known to the
NEW PHOENIX SUPPLEMENT COVER
Phoenix Trading Co. Adds to Present Line of
Accessories — J. F. Lennon Joins Staff
The Phoenix Trading Co., New York City,
factory representatives of a large number of the
leading makes of talking machine accessories,
have added a number of new accessories to their
extensive line. A novelty is to be found in the
new supplement cover, of which they are exclu-
sive distributors in the East. This cover is
printed to the needs of the dealer and contains
the dealer's personal message, a page featuring
the leading record of the month's list, a num-
ber of advertisements of various accessories
carried by the dealer and a return postal order
blank. This is in addition to the monthly record
list which the dealer encloses. The color of the
folder is changed with each month.
Joseph F. Lennon, at one time connected with
I. Davega, Jr., Inc., has joined the traveling
sales staff of the Phoenix Trading Co. Miss
Jean Wolk will take charge of the office sales
and handle all mail orders.
C. J. Pott and A. Pollock
Canadian trade as intimately familiar with every
detail of motor, tone-arm and sound box manu-
facture, and under his able guidance the Gen-
eral Phonograph Corp.'s plant at Kitchener,
Ont, will undoubtedly prove of invaluable as-
sistance to Canadian manufacturers during the
year just opened.
At every sales gathering dinner or informal
meeting Otto Heineman, president of the Gen-
eral Phonograph Corp., was a very willing lis-
tener to the problems and comments of his sales
organization. One of his most intimate friends
recently remarked that Mr. Heineman was an
able executive, but that he was also "one of the
greatest salesmen in the country," and judging
from the advice and suggestions that he offered
his sales staff during convention week this en-
comium is well deserved.
The New Resurrectone
So named because it really RESURRECTS
(Trade Mark Registered)
Adjustable to give at will loud or soft volume
of sound.
One model fits Victor, Sonora, Aeolian
Vocalion and attachments for Edison. Other
model fits Columbia machines.
Retails for $10 nickel-plated; $12.50 gold-plated
— either the Tuning Fork or the Single Prong
Resurrectone. Send for quantity prices.
THE NEW AIRTIGHT tone-arm— exclusive
equipment of the HOFFAY — the best toned ma-
chine on the market.
In Position to Play Victor Type
Records. Weight on Stylus,
514 Ounces as Required
In Position to Play Edison Type
Records. Weight on Stylus,
4 Ounces as Required
Tone arm may be equipt with either Resur-
rectone model, as desired.
The VALUE of the HOFFAY AGENCY is
becoming more pronounced. The newspaper and
magazine advertising that is being done and which
is growing bigger every day is causing our Dealers
and Jobbers to dispose quickly and easily of all
HOFFAY products, for the Hoffay sells on dem-
onstration and it is simply a matter of letting
the consumer get acquainted with it — this we will
do for you.
If you are a Jobber, better get in touch with
us soon — exclusive territory and advertising are
features of our proposition.
If you are a Dealer in a territory where we
have no Jobber, we will take care of your wants.
Four Beautiful Machine Models
Hoffay Talking Machine Co., Inc.
3 West 29th Street New York City
124
THE TALKING MACHINE WORLD
January 15, 1920
and West
NEW YORK
TALKING MACHINE C?
CHICAGO
Victor Wholesalers
January IS, 1920
THE TALKING MACHINE WORLD
125
FROM OUR
Edward Van Harlingeo Eugene F. Carey
William Braid White Arthur E. Nealy
A. Snyder
CHICAGO
HEADQUARTERS
World Office
Republic Bldg., 209 South State St., Chicago
Telephone: Wabash 5774
Chicago, III., January 8. — All signs during the
fiist week of January point unmistakably to a
month of excellent business. The large number
of orders placed before the holidays are still
keeping the factories busy, not to mention the
smaller orders which have come in since the old
year closed.
Retail stocks are low and the number of
dealers who can go along upon what they now
possess is very small. In a large majority of
cases the holiday demand was of formidable pro-
portions, far in excess of the retail supply, so
that it is only natural that the manufacturing
business should be in practically the same con-
dition as it was before the holidays. It is very
unlikely that January will witness any cur-
tailment of production. Of course, a number
of manufacturers are taking inventory at this
time of year, which necessarily interferes to
some extent with business, but otherwise manu-
facturing continues at full speed. In fact, as
announced in various fall issues of The World, a
great many manufacturers are planning to ex-
pand during the first months of the year.
Shortages in labor and material may hinder
the progress of business. Both are scarce, and if
the extensive plans of manufacturers for ex-
pansion are carried out labor will be at a pre-
mium. As one result of the material and labor
conditions it is thought very probable by talk-
ing machine manufacturers that further price
increases will be necessary. This has always
happened when any commodity has been in
such excessive demand as talking machines have
been during the past twelve months.
The situation in the furniture trade does not
help matters. Furniture men are blaming talk-
ing machine makers for taking their skilled
workers. The shortage of labor in one line
naturally creates a shortage in the other. The
same is true of materials. Panels and veneers
are still scarce and difficult to obtain, but clari-
fication in this line is promised by supply men
within the next thirty days. However, the same
veneer manufacturers are basing their belief of
such a clarification upon the assumption that
fewer orders will flood in upon them during the
next thirty days. This is not true and will not
be true. Talking machine manufacturers con-
tinue in their efforts to secure panels, with all
the energy of the pre-holiday season.
Phenomenal Christmas Business
Local talking machine retailers without excep-
tion report an unparalleled holiday trade. The
last-minute rush of buyers taxed the capacities
of the stores most severely. Records were, of
course, the principal objects of demand, but dur-
ing the last two days before Christmas there
was an influx of talking machine customers
vehement in their demands for instruments for
Christmas delivery. A talk with any of the
cartage concerns who had to do with the
handling of Christmas deliveries of talking ma-
chines will convince one of this fact.
Christmas Windows
While not excelling other years in gorgeous-
ness of display, Christmas windows this year
were most attractive. Lyon & Healy had a
most remarkable display of a great variety of
musical instruments, of which a Victrola was
the center. An elaborately conceived winter
scene included icicles, water falls and many
other quaint and1 ingenious details.
The Rudolph Wurlitzer Co. had electric lights
surrounding the portal of their store shaped in
the form of a talking machine. Anyone enter-
ing the store passed underneath and through
this illumined "Victrola."
P. A. Starck Piano Co. had a revolving turn-
table, upon which was placed a Christmas tree,
a piano and a talking machine, with a life-sized
Santa seated at the piano.
Awards in Mossner Case
The case of H. P. A. Mossner, formerly
located in the Republic Building as Chicago
representative for the Widdicomb line of
phonographs, who died suddenly a few months
ago under most unfortunate circumstances,
came up before Referee in Bankruptcy East-
man on Monday, December 15. An award of
one thousand dollars was made to the former
piano man's widow, and a dividend of 2 per cent
was declared for creditors.
Bonuses as First Payments
During the week following Christmas there
appeared in the Chicago papers advertisements
of talking machine houses, reminding recipients
of Christmas bonuses that these could be no
better spent than by putting them in as first
payments on talking machines and other musical
instruments. The first ad of this sort was by
Mandel Bros., advertising the Aeolian-Vocalion.
Christmas bonuses were unusually liberal this
year and some, at least, have found their way
into the coffers of talking machine merchants as
first down payments on talking machines.
Judging by the popularity of the idea, as shown
by the musical instrument advertising during the
week following Christmas, results must have
been secured from "Christmas bonus copy."
State Street Has Big Year
State street department stores have completed
an unusually successful year and the greatest,
in point of talking machines and record sales,
yet experienced. The regular clientele of the
department stores have formed a large per-
centage of the buyers, but much business has
also been transacted with outsiders as well.
Managers of departments attribute the wonder-
'ful business to the general condition of the
talking machine market and to retail advertis-
ing in the daily newspapers. During the holi-
days many of the stores were forced to use
extra space to accommodate the influx of talk-
ing machine patrons. A few contemplate the
enlargement of their departments during the
coming year in order to cope with the 1920 holi-
day business which is expected to be fully the
equal of that just passed. All have greatly en-
larged departments as compared with those of
two years ago. The growth of main floor shops
dealing exclusively in talking machines, records
and accessories does not seem to have cut down
the department stores' business at all.
James A. Harding, manager of the talking
machine department of the Fair, states that
they have had a much better year than any
pievious. "We have sold considerably more than
a hundred machines this December in excess
of December a year ago," he remarked. "This, in
spite of the shortage of talking machines and
records. We did not begin to sell what we
could have sold had we had the instruments on
hand during the holiday rush. At the last min-
ute it was necessary to construct eight addi-
tional booths on the fifth floor, running our de-
(Continued on page 127)
THE "WADE" FIBRE NEEDLE CUTTER
Albany, N. Y.
Baltimore, Md.
Bangor, Me. . . .
Birmingham, Ala.
Boston, Mass.
Brooklyn, ST. Y.
Buffalo, N. Y.
Burlington, Vt.
Butte, Mont
Chicago, 111. .
Cincinnati, Ohio
Cleveland, Ohio .
DEALERS : ORDER AT ONCE
. . .Gately-Haire Co., Inc.
...Cohen & Hughes.
E. P. Droop & Sons Co.
H. R. Eisenbrandt Sons,
Inc.
. .Andrews Music House.
...Talking Machine Co.
...Oliver Ditson Co.
Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Iver Johnson Sporting
Goods Co.
Phonograph Supply Co.
...American Talking Ma-
chine Co.
G. T. Williams Co.
...W. D. & C. N. Andrews.
Buffalo Talking Machine
Co., Inc.
...American Phono Co.
. ..Orton Bros.
...Chicago Talking Machine
Co.
Lyon & Healy.
Rudolph Wurlitzer Co.
Brunswick-Balke-Col-
lender Co.
Empire Talking Machine
Co.
Tonk Bros.
Wade Talking Machine
Co.
...Rudolph Wurlitzer Co.
Pritzsch Phono Co.
. ..Collister & Sayle Co.
Eclipse Musical Co.
FOR IMMEDIATE DELIVERY FROM ANY OF I HE
Dallas, Texas
Denver, Colo.
Des Moines, Iowa. . .
Detroit, Mich
Grand Rapids, Mich
Houston, Texas ....
Indianapolis, Ind.
Jacksonville, Fla.
Kalamazoo, Mich.
Kansas City, Mo.
Lincoln, Neb
Los Angeles, Cal.
Memphis, Tenn. .
Milwaukee, Wis.
Minneapolis, Minn.
Mobile, Ala
Newark, N. J
New Haven, Conn.
New Orleans, La. .
New York, N. Y
• .Sanger Bros.
..Knight Campbell Music
Co.
. .Miekel Bros. Co.
..Grinnell Bros.
..Chas. W. Kalder.
..Thos. Goggan & Bro.
Talk. Mach. Co. of Tex.
..Stewart Talking Machine
Co.
. . Florida Talking Machine
Co.
..Fischer's Music Shop.
..J. W. Jenkins' Sons Mu-
sic Co.
Schmelzer Arms Co.
. . Ross P. Curtice Co.
..Sherman, Clay & Co.
..O. K. Houck Piano Co.
..Badger Talking Machine
Co.
Yahr & Lange Drug Co.
Kesselman & O'Driscoll Co.
..Beckwith O'Neill Co.
..Win. H. Reynalds.
..Collings & Price Co.
...Horton Gallo-Creamer Co.
..Phillip Werlein, Ltd.
..Blackman Talking Ma-
chine Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking
Machine Co.
Landay Bros., Inc.
N. Y. Talking Machine
Co.
FOLLOWING DISTRIBUTORS
New York, N. Y Ormes, Inc.
Silas E. Pearsall Co.
Plaza Music Co.
Musical Inst. Sales Co.
Cabinet & Accessories Co.
Omaha, Neb A. Hospe Co.
Peoria, 111 Putnam Page Co.
Philadelphia, Pa Louis Buehn Co., Inc.
The Talking Machine Co.
Pittsburg, Pa Standard Talking Machine
Co.
World Music Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore ...Pacific Accessory & Sup-
ply Co.
Providence, B. I J. Samuels & Bro., Inc.
Bichmond, Va The Corley Co., Inc.
W. D. Moses & Co.
Rochester, N. Y E. J. Chapman.
The Talking Machine Co.
Sibley, Lindsay & Curr Co.
Salt Lake City, Utah. .Consolidated Music Co.
John Elliott Clark Co.
Strevell Paterson Hdw.
Co.
Shenandoah, Iowa ....Henry Field Seed Co.
Sioux Falls, S. D Talking Mach. Exchange.
South Bend, Ind Elbel Bros.
St. Louis, Mo....' Koerber Brenner Music
Co.
St. Paul, Minn ,...W. J. Dyer & Bro.
G. Sommers & Co.
Syracuse, N. Y W. D. Andrews.
Toledo, Ohio Toledo Talk. Mach. Co.
Washington, D. C Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
S. Kann & Sons Co.
WADE & WADE, 3807 Lake Park Ave., Chicago, 111.
126
THE TALKING MACHINE WORLD
January 15, 1920
The New Lyon & Healy
Wholesale Warehouse
717-725 South Desplaines Street
. CHICAGO
Our enlarged facilities enable us to
carry, at all times, an extensive stock
of Victrolas, Victrola Records, Fibre
Needles, Fibre Needle Cutters, and
Victrola Supplies of all kinds. Prompt
shipments are assured
Only ten minutes from
freight terminals
Victrola Distributors
CHICAGO
January 15, 1920
THE TALKING MACHINE WORLD
127
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 125)
partment out into the carpet and rug division
in order to adequately handle the great volume
of trade.
"Only last Spring we thought our department
had been enlarged sufficiently to accommodate
any trade we might be called upon to handle.
Recently another enlargement was required and
now we are considering even more extensions
for 1920. We have a steady and established
clientele of buyers who come to the store for
other things and to this department for talking
machines and records. Our record trade is es-
pecially good. We have fifteen record demon-
stration rooms and six machine demonstration
chambers."
O. C. Searles, of Mandel Brothers' talking ma-
chine department, speaks with like enthusiasm
concerning the past year. "We have enjoyed a
wonderful business," he said. "Considerable ad-
vertising was indulged in and a highly efficient
sales force backed up the publicity work. That
our business was not altogether due to the store's
regular patrons is shown by the fact that upon
a number of occasions when other departments
experienced poor trade our department was do-
ing excellently. Both Columbia and Vocalion
lines have been in great demand. We have
found the cheaper and more expensive types
selling equally well. No special types have gone
better than others. The demand has been very
well balanced in this respect."
The Boston Store, in their talking machine
department located on the seventh floor, have
done a most satisfactory volume of business
during the past year, both in sales of records
and machines. The cheaper models and those
ranging around one hundred dollars have sold
best. Special record tables set out in the mid-
dle of the room have displayed odd lots of rec-
ords of various makes at reduced price. These
have sold very well, together with the regular
Columbia and Victor records handled by this
store.
Marshall Field & Co. have experienced great
success with the Cheney line of phonographs.
Intensive newspaper advertising of a most ef-
fective sort has developed business for the talk-
ing machine department of this store and cre-
ated a constant demand in Chicago for Cheney
instruments.
To Be at the National Music Show
The Krasberg Engineering & Manufacturing
Corp., manufacturers of Krasberg motors, an-
nounce that they will be represented at the
National Music Show to be held in New York in
February. An exhibit of Krasberg open and
enclosed talking machine motors and tone arms
will be shown and George Cook, Charles A. Har-
mer, N. P. Valiquet, M. Meismer and B. F.
Hutches will be in attendance from the Chicago
organization.
Increase Capacity
The Federal Phonograph & Supply Co. have
acquired property located at Kinzie and Armour
streets, where they will manufacture talking
machines and supplies. Approximately 40,000
square feet of floor space will be utilized on
the first and second floors of the building.
Modern manufacturing equipment was recently
installed by this concern, and with the first of
the year work was commenced in the new plant.
At Armour and Kinzie streets the Federal Phono-
graph Co. manufacture their machines complete,
with the exception of the motor, from lumber
to the complete instrument. They have equipped
the factory with a veneer press for the prepara-
tion of panels and many other manufacturing
facilities. In view of the present existing con-
ditions in the trade the manufacture of complete
instruments is a decided asset and will add
greatly to the Federal Company's output.
Until the end of March both the downtown
and Kinzie street offices will be maintained,
but after this date headquarters will be located
at the factory only. Five new models are now
being manufactured, three cabinet and two con-
sole styles. S. H. Siegel, treasurer, announces
that orders for the output of these models have
been taken for some weeks in advance, but
that increased facilities of manufacture will soon
enable the company to catch up.
R. M. Shales has been appointed manager of
a Western branch of the Federal Phonograph
& Supply Co. His office will be located at 1404
Dodge street, Omaha, Neb. W. M. Shales,
sales manager, states that the Western office
will cover the States of Iowa and Nebraska.
File Steger Trust Deed
For the sole purpose of carrying out the pro-
visions of the will of the late John V. Steger,
a trust deed from the trustees of his estate to
the Chicago Title and Trust Company was filed
for record yesterday. This deed was given to
secure an issue of four hundred thousand dol-
lars ($400,000) twenty (20) year four and one-
half per cent. (4^.%) debentures and conveyed
an undivided two-thirds (%) interest in the Ste-
ger Building at the northwest corner of Wabash
avenue and Jackson boulevard. The debentures
will not be negotiated or sold but will be used
only to carry out the provisions of the will of
John V. Steger inasmuch as they will form the
principal of several trusts created by the will.
Many Xmas Greetings
The Chicago trade mailed out this year a great
many exceedingly interesting and beautiful
Christmas cards. Both manufacturers and re-
tailers followed this custom by wishing their
clientele holiday greetings.
R. M. York Resigns
R. M. York, who for the past five years has
been connected with the Aeolian department of
Mandel Bros.' department store, has resigned
his position to go into business for himself An
another line. His associates at Mandel Bros,
regret his departure.
Visits Aeolian Headquarters
Miss H. L. Zimmerman, who has been asso-
ciated with the Aeolian Co. in the past four
years, went to New York immediately after the
first of the year to visit the headquarters of the
(Continued on page 128)
Your Account With Us
Lateral
Cut
Lateral
Cut
Records
Will Be an Insurance Policy Against
EMPTY RECORD SHELVES LOSS OF CUSTOMERS
LOSS OF PROFITS
Record Dealers Reach the Acme of Wisdom
WHEN THEY STOCK UP WITH POPULAR HITS ON
No Waiting for Delayed Shipments When You Order From Us
MAGNOLA TALKING MACHINE COMPANY
711 Milwaukee Avenue otto schulz, President CHICAGO, ILL.
128
THE TALKING MACHINE WORLD
January 15, 1920
NEWMAN BROS. PHONOGRAPHS
No. 2
Unusually pleasing in tonal qualities as well as in appearance.
Finish: Walnut, Mahogany, Oak Height: 50 inches.
Plays five 1 0-inch records. Noiseless in winding. Plays all records. Automatic stop.
Tone Modifier. Other special features we shall be pleased to point out.
You will be pleasantly satisfied with our line of phonographs.
For your convenience and because of increased business, we have opened an office
and display rooms in the FINE ARTS BUILDING, CHICAGO.
Makers of Newman Bros. Pianos, Players and Phonographs
ESTABLISHED 1871
OFFICES AND DISPLAY ROOMS: THE FINE ARTS BUILDING
410 SOUTH MICHIGAN BOULEVARD
CHICAGO
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 128)
Aeolian Co. in that city. Miss Zimmerman will
be gone about ten days and while in the East
will take the opportunity of more thoroughly
familiarizing herself with work at the Vocalion
recording studio.
New Storage Firm
Ed. E. Walldren, secretary and treasurer of
the Walldren Storage Warehouse Co., announces
that this firm has taken over the business of
the old Walldren Express & Van Co., and has
secured the option on an entire block of ware-
house property located at West Division street,
Potomac avenue, Claremon and Oakley avenues.
Mr. Walldren was a member of the old Wall-
dren's Express & Van Co. for a period of over
fifteen years, and his continued association with
the new business is welcomed by his many
friends. As vice-president of the Musical
Trades Cartage Association he has dealt with
every labor dispute arising between the movers
and musical instrument merchants and manu-
facturers of Chicago. He states that the new
concern will have greatly enlarged and improved
facilities for the handling of musical instruments
and announces that present plans provide for the
complete purchase of a new property within
a period of twenty-seven months.
To Spend Winter at Coast
G. Harry Bent, manager of the music estab-
lishment of the Geo. P. Bent Co., left Chicago
on the 28th of December for his annual trip
to California. Mr. Bent has a home at Pasa-
dena, and will spend the winter in this city. He
was accompanied by his wife and family.
Sell U. S. Music Roll Hits
Cole & Dunas Music Co. have been appointed
distributors in the Chicago territory for United
States Music Rolls. Starting with the first of
the year this concern commenced to fill orders,
wholesale, for rolls and reported an excellent de-
mand from the very start. An increasing num-
mer of talking- machine merchants seem to be
drawing to the new line and are making of it a
highly profitable source of revenue. Cole &
Dunas supplement the regular U. S. dealer ser-
vice with a special list every month of the one-
hundred best sellers. Personal advice is also
given the dealer according to his location and
clientele, as to just what rolls should sell best
in his territory.
Since the issuance of their holiday bulletin,
Cole & Dunas have prepared a new "accessory
outfit" for the convenience of dealers in mar-
keting the many profitable side-lines to talking
machine customers. The outfit contains such
items as needles, cutters, brushes, albums, stops,
etc., and provides the retail merchant with the
necessary counter articles. Another novelty in-
troduced by this concern is a small table talking
machine to retail at a price of six dollars. It
is believed that a cheap machine of this price
meets a definite need in the trade, both as a
legitimate instrument and as a toy for children.
In Chicago this instrument was advertised with
half-page space in the Herald-Examiner by
one of Cole & Dunas' customers, with excellent
results.
Approximately one-third of their former
space has been added to the wareroom of this
supply house. They recently took over the rear
of the third floor of the Commercial Building,
in which their headquarters are located.
Issue Steger Magazine
An organ of the employes of Steger & Sons,
manufacturers of Steger phonographs, made its
first appearance for December, 1919. It is a very
excellent little publication. Looking through its
contents, one would never know that the maga-
zine is especially devoted to one house, for the
text matter ;s purely of an inspirational type,
intended to present the reader, whether he be
a piano worker or not. with interesting material
for thought and study. The editors of "Steger"
are to be congratulated on the excellent makeup
of the magazine. "Every Man Has His Chanc,"
and "A Man Who Has Never Wasted His Time"
are the titles of two of the principal articles.
There are other smaller but equally interesting
articles under such headings as "Success,"
' Work," "Thrift." and so forth. Upon the front
and back inside covers appear jokes illustrated
by pen and ink drawings, lending a lighter touch
to the whole than if the entire magazine had
been made up of "heavy" articles.
Move Empire Offices
In accordance with the policy of expansion of
the Empire Talking Machine Co. in 1920, re-
moval and enlargement of their space at 429
S. Wabash avenue is now under way. Both the
fourth and fifth floors of the building will be
partially occupied by the Empire Co. The offices
and headquarters will continue on the fourth
floor, but will be enlarged to accommodate the
increased force which has been taken on within
the past month. The record department and
stops and accessories and sundries will be also
on the fourth floor. The present talking machine
display and demonstration room will be left as
before and there will be an additional display
and demonstration room erected adjoining it.
Upon the fifth floor will be located the testing
and assembling departments. The excellent
lighting towards the front make this floor an
excellent place for assembling machines, and
the ample space will also permit more acceler-
ated production. The shipping department will
be located in the rear of the fifth floor.
A price increase in Empire talking machines
in oak finishes was announced January 1. This
amounts to fen per cent. E. B. Kropp says that
the increase has been necessitated by the scar-
city and excessive price now being obtained in
oak panels. He states that there will be no im-
mediate advance in the price of mahogany.
January will not see the customary release
(Continued on page 131)
1 TRANSFER NAME-PLATES f
% We make the Transfer Name - Plates and Trade-Marks for %
| the largest talking machine manufacturers in this country and h
4 for dealers in every state. fa-
il . ■ h
| YOUR NAME, Mr, Dealer, on every machine brings the owner ||
back to you or records and his friends to you for a machine. ||
e| Samples, Suggestions and Sketches Furnished Free J]
THE ME YERCORD COMPANY, CHICAGO 1
I Largest Manufacturers of 3EC/V] ^COIVIA-NT A. Transtcr Name-Plates |
I .... .... ^ . . J77III3rZZT7I~Z~7 ~ J
January IS, 1920
THE TALKING MACHINE WORLD
129
JANUARY BARGAIN BULLETIN No. 107
Issued Monthly for the Trade
lllllllllltllJIIUIlllllllllllllllllllJIIIIIllllIllllIIIllllltlllllllllJIlIIIIJIIllIlllllllllllIllllllUllllMlllllH
Olympian Concertone De Luxe
iiiiiiiiimiiiiimiiiiumiimiiiiiiimiiiiiiiiM
Plays As Real As Life
Genuine Mahogany or
Quartered Oak
Cabinet is made of genuine im-
ported figured mahogany in beau-
tiful French polish finish or in
genuine quarter-sawed oak, deep,
rich, high gloss golden finish or
dull, waxed brown, fumed finish.
Has Cabriole legs and rich
touches of carving. Beautiful
grill effect front.
Well Named The
Tone King
Has earned the name of "Tone
King" by its wonderfully sweet,
rich, mellow tone. The tone
chamber is made in a special
manner that reproduces the origi-
nal tone more faithfully than any
other machine. Eliminates an-
noying metallic vibrations as no
metal enters into the construc-
tion.
Plays All Records
Has high grade Universal tone-
arm. Plays all disc records. Has
dependable Krasberg motor, plays
about four records at one wind-
ing. Motor guaranteed mechan-
ically perfect, noiseless as pos-
sible.
YFQ ^IRt You can make a profit
I OlIX. Qf neariy 200?! on this
machine Tnere is none other like it, which
means no competition. It will appe..l to
every lover of the artistic in music and
beauty. Be sure to state finish on
order.
Wholesale
$7150
Up
3Vo. 400C — Price (not less than 6)
each 71.50
No. 401C — Price each §74.50
« [dtmimiiiimiitiiii ' limn mi ;i iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuuiiiHiiitiiiniiiiiiiiiiiii!iiiiii!iiii*i!iiiiiiiii tt iiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
Liberally Proportioned
51 inches high, 23 inches deep,
23 inches wide.
Cole & Dunas Music Co.
54 W. Lake St., Chicago
Wholesale Headquarters for Phonographs and Supplies
*x£T This
Shows Full Line of Rec-
ords, Albums, Phono-
graphs, Accessories,
Music Rolls, Violins, Etc.
More Business
Now is the time for every
live phonograph merchant to
get the maximum amount of
accessory business.
January and February are
the two best phonograph ac-
cessory months in the year.
More phonographs were sold
this year than ever before.
The buyers of these machines
must have records and
needles or their phonographs
are valueless. There is a
world of business to be had
and there is no reason why
every dealer should not get
his full share.
Our line is complete and em-
braces a full line of records,
needles, brushes, phono-
graphs , music rolls, violins
and supplies of all kinds.
Better Profits
In view of the tremendous
shortage this Christmas deal-
ers were forced to get the top
notch prices for the scanty
supply of merchandise they
had on hand.
We anticipated these condi-
tions, and early in 1919
stocked heavily on all the
items listed in our Bargain
Bulletins.
Our prices are based on these
low costs, and due to this
condition and to our selling
plan, we are able to offer
standard merchandise at 15%
to 20% less than you can
obtain this merchandise else-
where.
Lower costs and higher sell-
ing prices result in bigger
profits to you.
Quick Service
We point with pride to the
fact that during this unpre-
cedented Christmas rush we
filled 100% of the orders we
received, and when you bear
in mind the fact that we were
handicapped by a six and
one-half hour working day,
you can surely feel safe in
knowing that any orders you
place with us now will be de-
livered to you within forty-
eight hours after they have
been received.
ACT NOW!
Order Direct From This Advertisement or Send For Our Bargain Bulletin /
Our Olympian Concert Tone De Luxe Phonograph, listed on the cover of our Bargain Bulletin
No. 107, has met with instant favor wherever presented.
If you desire you can place your order for a sample machine by using the coupon attached.
Our phonographs are absolutely guaranteed against all defects, and, if at the end of ten days .
you are not entirely satisfied, same can.be returned and your money will be promptly
refunded.
Cole & Dunas Music Co.
Dept. 101-A,
54 West Lake Street,
Chicago, 111.
SEND THIS COUPON
Gentlemen :
Kindly Send Us
/ Olympian Concert-tone De Luxe
+ Phonographs in accord with your olfer. We en-
f close $ , less 5% for cash, payment in
/full. Also send us your No. 107 Bargain Bulletin.
(If you want us to ship C. O. D., enclose 10%of order.)
Our terms are cash. We buy for cash — we sell for cash.
By carrying no book accounts we save the expense of
maintaining a credit department, we save interest and
money tied up in accounts, we save the inevitable credit
losses that occur.
5% discount for cash in full with order.
Or Net C. O. D., 10% deposit to accompany order.
All prices F. O. B. Chicago. War tax included in prices.
Prices guaranteed only to February 15, 1920.
Cole & Dunas Music Co. / Address Shipping Point state
54 W. Lake St. Dept. 101-A Chicago ^ If you want bulletin only, check in box opposite.
Firm Name
Street
.P. O.
130
THE TALKING MACHINE WORLD
January 15, 1920
HIAWATHA
Asks You To Have
6 6 A Little Patience, Please
T^OR quite some time it looked
as if we should not even have
the prospect of getting our heads
up out of the mountain of orders
which threatened to bury us for
good and all.
We have MADE ADDITIONS
to the plant. We have ADDED
to our OUTPUT CAPACITY.
We are beginning to see light.
For the moment, it is hard to
satisfy new customers or to say
how rapidly we can make de-
liveries to them. For the moment
we must care for our present
customers FIRST.
But our rapid work in getting
ahead of the game is showing us
that SOON, VERY SOON, we
can take care of them all, come
they ever so fast.
Meanwhile, we are still, as ever,
Sincerely yours,
Hiawatha Phonograph Company
Address us at our offices
209 South State Street
CHICAGO
■urn
January 15, 1920
THE TALKING MACHINE WORLD
131
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 128)
of new Empire records. The abnormal condi-
tions, the difficulty of obtaining shellac and vari-
ous other matters have resulted in the decision
by the Empire Co. to eliminate their January
list. The popularity of the numbers included
in the two previous months' lists has also had
something to do with this step. This concern
is still finding that there is a great demand for
the December numbers. Some of the hits con-
tinue in excessive demand.
E. B. Kropp, advertising manager of the Em-
pire Co., announces that the company has in
contemplation a great many elaborate service
ideas for the use of dealers for the coming year.
"I fully expect that the average sales of Em-
pire dealers in 1920 will be three times the vol-
ume of the past year. This result I expect to
achieve largely through the increasing impor-
tance of our dealer service and our advertising
department. Dealer service is more important
now than ever before and Empire dealers may
be sure that Empire service in 1920 will be of
the best."
Death of Campanini
Chicago and Chicago's music and musical edu-
cation have suffered immensely in the loss of
Cleofonte Campanini, general manager of the
Chicago Grand Opera Association. The death
of the great maestro, who has accomplished as
much as any other person to give Chicago a
broader view and more elevated taste in music,
leaves Chicago opera without a chief. For those
who have seen and appreciated his work here
there is left a keen sense of sorrow. Cleofonte
Campanini probably did more to develop the ar-
tistic soul of Chicago than any other man of
his time. He brought Galli-Curci and a num-
ber of other almost unknown geniuses to Chi-
cago and made their fame for them. The trade
as well as everything else connected with music
has been benefited by his work. Under his lead-
ership Chicago discovered that opera was not
a high-brow cult, bin something of value and
delight and appeal to ordinary human beings.
J. E. ROBINSON
ESTABLISHED 1879
TEL. HARRISON A20
M. J, DECKER
Robinson The Plater
500 W. VAN BUR E N STREET
9
Chicago
The Largest Job Plating concern in the
Middle West. Let us figure on your
requirements for the coming year.
We guarantee you satisfactory work
and immediate delivery. Send us sam-
ples of your work. Let us quote you
prices. No order too large or too small
for us to handle.
Sig. Campanini was fifty-nine years old and had
been associated with the Chicago Grand Opera
Association in various ways since its inception
in 1909.
F. S. Spofford to Florida
F. S. Spofford, retail representative in Chi-
cago for Sonora talking machines, left the city
on Saturday following Christmas for his annual
Winter vacation, which he spends in Florida. He
was accompanied by a party of seven friends
and expects to remain four or five weeks. Mr.
Spofford's Winter place is located at Sarasota.
On Commerce Committee
N. A. Fegen, of Lyon & Healy, has been ap-
pointed chairman of the music committee of the
Chicago Association of Commerce. Elections
were held in December, at which time the fol-
lowing committee was appoined: N. A. Fegen,
chairman; E. H. Uhl, vice-chairman; R. J. Cook,
(Continued on page 132)
COVER BALANCE No. 1
Two Patents Dec. 9, 1919-One Patent Dec. 12, 1916. and
Others Applied for
Chicago Hinged Cover Support
and Balance Company
TELEPHONE PROSPECT 250
2242-44 W. 69th St. CHICAGO, ILL.
READ THIS
A cover balance is not a piece of hardware that can be applied to a
talking machine cover in most any way and work fairly well. Ow-
ing to the different sizes and weights of covers and the different
ways of making cabinets the sizes of springs and direction of pull
must vary so it becomes a problem in engineering to design a sup-
port which will act properly on your machine.
We furnish diagrams and if you are a manufacturer and will give
us the proper information: —
We will design a balance which we guarantee will work satisfactor-
ily on your machine.
We will furnish you a sample to try.
We will furnish a blue print showing how to apply correctly — AT
NO COST TO YOU!
When a balance is applied at one side, as it is in most cases, there
is a tendency to warp or twist the cover so it will stand open on
one corner.
We have overcome this trouble so that if our support is applied ac-
cording to our blue prints
OUR BALANCE WILL NOT WARP THE COVER
NOTICE OUR TOP CONNECTION, WHICH ADJUSTS ITSELF
TO ANY BEVEL WITHOUT BENDING!
132
THE TALKING MACHINE WORLD
January 15, 1920
Blood
Tone Arm and
Reproducer
WE HAVE SAID: "It Is Tone That Sells!"
and the volume of business flowing in to us from Manufacturers all oyer
the country proves that we are right. BLOOD equipment on a talking
machine effects a tonal improvement which cannot be duplicated by any
other means.
That is why the BLOOD TONE ARM AND REPRODUCERS are steadily making their way.
The Jewel Phonoparts Co. 59 East Van Buren St- Chicago» I1L
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 131)
E. F. Lapham, Wm. Weil, S. C. Osborn and
Kenneth Curtis. During the war the music
trade committee played an important part in
public matters and while there has been no great
activity since the signing of the armistice it is
believed that during the coming year a number
of matters will be taken up by this committee.
Applies for Citizenship
Rosa Raisa, international prima donna and
soprano of the Chicago Grand Opera Co., made
application in this city last month for citizen-
ship papers, signifying her intention of renounc-
ing allegiance to Poland, the land of her birth.
"I wish to become a real American citizen," she
told John Kjellander, clerk of the Superior
Court, who administered the initial oath.
Six Best Sellers
The six best sellers in Victor records for
January are as follows: "Hymn to the Sun,"
"Invitation to the Waltz," "Pagliacci," "I Want
a Daddy Who Will Rock Me to Sleep" and
"All the Quakers," "I Might Be Your Once-
in-a-While" and "Patches," "Wonderful Pal" and
"There's a Lot of Blue-Eyed Marys Down in
Maryland."
The six best sellers in Pathe records for the
month are ' "Red Lantern" and "Ruspana,"
"Some Beautiful Morning" and "Lullaby of Long
Ago," "My Baby's Arms" and "Trousseau Ball,"
"Breeze" and "You Didn't Want Me When You
Had Me," "Oh, What a Pal Was Mary" and
'"Carolina Sunshine," "Big Chief Blues" and
"Somebody's Heart Is So Lonely."
The six best Columbia sellers are "Tell Me"
and "Wonderful," "Freckles" and "Everybody
Calls Me Honey," "You'd Be Surprised" and
"Just Leave It to Jane," "Hello, Hello" and
"Oh, What a Pal Was Mary," "Lullaby Land"
and "Out of a Clear Sky," "Whoa January."
The six best Brunswick records are "Souve-
nir," "One Sweetly Solemn Thought" and
"Beautiful Isle of Somewhere," "Tulip Time"
and "I Might Be Your Once-in-a- While," "A
Romance" and "Karavan," "My Cairo Love"
and "Saxophobia," "The Vamp" and "O'er the
Desert Wide"
The six best Emerson sellers are "Nobody
Knows" and "In Your Arms," "You'd Be Sur-
prised" and "I Used to Call Her Baby," "When
They're Old Enough to Know Better" and "I
Don't Want a Doctor," "Oh, What a Pal Was
Mary" and "Tomahawk," "The Vamp" and "In
Siam," "Tannhauser" and "Blue Danube."
The six best- Okeh sellers are "Oh, What a
(Continued on page 134)
Repair Parts
For All and Every Motor
That Was Ever Manufactured
We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.
Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.
Expert repairing on all makes of phonographs
and motors.
INCORPORATE.) UNDER THE
LAWS OF ILLINOIS
SUCCESSOR s*^ T Ov^a
Standard Talking Mocking Co.
Vnitod Talking Mocking CV
Harmony Talking Mocking Co.
O-N.lll.Jama* Co.
Arolino Co.
iinc£ Disc Records,
ipplies. Etc
227-229 W. Wa.hington St., Chicago, 111
S~ High GradeTalhmci Machines Disc Records,
Talking Machine Supplies, Etc
TRADE MARK
•CONSOLA*
January 15, 1920
THE TALKING MACHINE WORLD
133
UNIVERSAL
The Motor You Will Eventually Adopt
ALL
UNIVERSAL MOTORS
ARE
PERFECT IN MECHANISM
All Universal Motors are
Perfectly Geared — run and
wind noiselessly and main-
tain an even tempo.
Universal Motor "A-5"
1;
The Universal Stop
The Universal Speed Regulator
The Universal Turn Table
Manufacturers of
MOTORS
TONE ARMS
AUTOMATIC STOPS
NEEDLE CUPS
NEEDLE CUP COVERS
NEEDLE RESTS
Samples and Prices on Request
Universal Stamping and Manufacturing Co.
Main Offices and Factory
1917 to 1925 So. Western Avenue Chicago, 111.
NOTE: The Universal Stamping and Manufacturing Co. has established an
EASTERN DIVISION AT WILLIAMSPORT, PA.
134
THE TALKING MACHINE WORLD
January 15, 1920
YES, THIS IS
&7ie
£/C7tt>
QUALITY FIRST
THE PERFECT EDISON ATTACHMENT
WE CAN PROVE IT— IF YOU WILL SAY —
"Send sample on approval" or ask your jobber
Retail Price, Nickel Plated, $8.50 Highest Grade Gold Plating $12.50
The New ORO-TONE Safety Point Steel Needle Now Ready
Sample Thousand 60 Cents
Mfrs. of highest grade tone arms, reproducers, attachments for phono-
graphs for playing all records. Diamond and jewel point needles, motors,
supplies, etc.
ILLUSTRATION SHOWS THE ORO-TONE ATTACHED
Successors to COMBINATION ATTACHMENT CO.
1808-10 IRVING PARK BOULEVARD, CHICAGO, ILL.
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 132)
Pal Was Mary" and "Marilynn," "A Pretty Girl
Is Like a Melody" and "Weeping Willow
Lane," "That Naughty Waltz" and "That's
Worth While Waiting For," '"Starlight Love"
and "Dreamy Amazon," "Light Cavalry Over-
ture" and "The Gladiator March," "Nobody
Knows" and "Goodnight Angeline."
The six best Edison sellers for the month are
"L'Arlesienne" and "The Deluge," "In Dear Old
Napoli" and "Shades of Night," "Breakfast in
My Bed on Sunday Morning" and "The Same
as His Father Did Before Him," "Cleo" and
"Waltz Memories," "Love Blossoms" and "My
Golden Rose," "Breeze" and "Ragging the Chop-
sticks."
Visits Talking Machine Co.
H. C. Ernst, sales manager of the New York
Talking Machine Co., was a visitor to the Chi-
cago Talking Machine Co. during the holidays.
Dan Creed, of this concern, left the city imme-
diately after the first of the year for a ten
days' trip to New York, where he in turn will
visit the New York Talking Machine Co.
G. P. Ellis has been the victim of an illness
that has kept him away from his desk for the
greater part of a month. He is now recuperat-
ing, however, and expects to be back at the
office within a few weeks.
Sees Better Music in 1920
F. D. Hall, president of the B & H Fibre Man-
ufacturing Co.. makers of B & H fibre needles,
believes that the present year will bring forth
a greatly increased demand for the better class
of talking machine records. He cites the tre-
mendous increase in Chicago and elsewhere of
operas, musicales, concerts, etc., and points to
the musical renaissance that is sweeping the
country as proof of his statements. He does
not believe that the demand for the "popular"
numbers will subside — it is his belief that the
demand for this type is formed by an ever-in-
creasing clientele of talking machine owners —
but from this class of purchasers there is con-
stantly being recruited those who want selec-
tions that are always "popular," and which lose
none of their original charm with long use.
While advocating the use of fibre needles with
all types of records, Mr. Hall believes that their
best purpose is served when used in connec-
tion with the records which talking machine
owners desire to preserve. Early orders re-
ceived during the present month indicate that
the product of this concern will be in great de-
mand throughout the year. The holidays sadly
depleted jobbers' and dealers' stocks of both
needles and needle-cutters according to Mr.
Hall, and the increased manufacturing facilities
provided two months back have barely sufficed
to meet the demands of B & H jobbers.
Change Firestone Offices
The business of the Firestone Phonograph Co.
(Continued on page 136)
Now Is The Time
to present these new — out-first
Records
to your patrons. Get in touch with us at once. Here is a lateral cut quality record
Records
with a definite service behind it.
Okeh Records have made an
instantaneous success and you
should share in these benefits.
Records
12-20 NORTH MICHIGAN AVENUE, CHICAGO
January IS, 1920
THE TALKING MACHINE WORLD
135
Ferro Phonograph Parts
Phonograph Manufacturers and Assemblers Who Want the Best in Tone-
Faithful and Accurate Reproductions of All Makes of Records - -Will
Welcome This Opportunity, Write or Wire To-Day Now! About
The Ferro Tone Arm and Reproducer-Patented Nov. 25, 1919
The first announcement of
this new and better sound
producing unit, has brought
hundreds of requests for
samples. Some of the larg-
er talking machine makers
have decided on the FERRO-
Tone arm and sound box.
And if YOU want better
results, more satisfied cus-
tomers— more commenda-
tion of your phonographs—
you will investigate immedi-
ately.
Now is the time to make
reservations for your 1920
requirements. Write or
wire for sample. State
quantities you may need.
Do it to-day !
THE BEST AND MOST EFFICIENT AUTOMATIC STOP MADE
i rw.
The
FERRO STOP
It stops where you want it
to stop. Just the kind of
hand brake that manufac-
turers, assemblers and job-
bers of talking machines
have long waited for. Solves
all automatic stop troubles.
The FERRO-STOP, to-
gether with the FERRO-
Tone arm and sound box,
make an invincible combina-
tion that will increase the
value of any talking machine.
WRITE FOR FULL DETAILS and
QUANTITY PRICES
CHICAGO FERROTYPE CO.,
Phone Parts Division
1455 West Congress Street, Chicago, 111.
136
THE TALKING MACHINE WORLD
January IS, 1920
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 134)
has been removed from 59 E. Van Buren to 1300
S Michigan. The company is now producing
as before the holidays.
Emerson Publicity
The Chicago office of the Emerson Phono-
graph Co. starts out the new year with some of
the most elaborate and effective publicity ever
indulged in by them. Newspaper advertising of
the latest hits, snappily illustrated, with the type
of cartooning used by the Emerson Company in
the past, is supplemented by posters of Emer-
son artists — notably Eddie Cantor, who is play-
ing at the Colonial Theater. The three latest
songs of the Follies' star are strongly empha-
sized, with beneficial results to dealers.
The posters are included in the regular supple-
ment sent to dealers. Included in this supple-
ment also is a reproduction of a newspaper ad-
vertisement entitled, "One Man's Unique Con-
tribution to the Happiness of Your Home."
The man is Victor H. Emerson. It gives an
account of Mr. Emerson's long experience in
the talking machine record experimental field.
F. W. Clement, manager of the Chicago office,
speaks with exceeding optimism of the pros-
pects for 1920. "The year just passed has been
one of business thrills. Business came in so
fast and satisfactorily that it turned out to be-
the biggest and most successful we ever knew.
The only fly in the ointment was the shortage
of goods. The year was far ahead of any we
had ever experienced in the past. This year
seems to be maintaining the pace set by last.
We expected business to slump after Christmas
but orders are getting larger, which only goes
to show that dealers are enthused with the rec-
ord game and now have confidence, and order
in larger volume than ever before.
"Towards the end of 1919 dance records
forged ahead of song hits a bit, but there has
also been a surprising demand for classical and
operatic numbers. It is my opinion that 1920
will be as exceptional in every respect in the
record business as was 1919.
TRADE MARK
This trade mark in each package— your
guarantee.
RED SEAL
STEEL NEEDLES
SAPPHIRE BALLS
SAPPHIRE POINTS
DIAMOND POINTS
ASK YOUR JOBBER
"Emerson dealers will hear with pleasure that
A. F. Thavieu, the well-known band conductor,
will soon leave on a tour of the West and South.
This band records exclusively for Emerson, and
his trip undoubtedly will enhance the value of
his Emerson Premiere record."
With Okeh Forces
Ralph S. Peer, formerly connected with the
Columbia Graphophone Co. as assistant to C. F.
Baer, manager of the Chicago branch, announces
that he has joined H. C. Fuhri, general sales
manager of the record division of the General
Phonograph Corporation. He will be associated
with Mr. Fuhri in New York as assistant
Add Four City Salesmen
The Baldwin Piano Co. have recently added
four salesmen to their city force for the sale of
talking machines and records. Since the or-
ganization of the talking machine department of
(Continued on page 138)
1
1
I:
3 fc*g52l ■
Model "B"
H — 48 inches
W— I9J inches
D— 22£ inches
Specially priced
for the next 30 days
We have other models.
Write'us for printed matter and particulars
Phoenix Phonograph
Phraseology
"A better phonograph for less money"
WHY? BECAUSE—
The Cabinets are well constructed.
Motor Equipment of the Best.
Machines Highly Finished.
Tone Rendition Unexcelled.
A trial order will prove our claims. If not, machines can be returned to us
at our expense.
We have kept others pleased with our product. Why not you? When
once acquainted with the "Phoenix'' they always "come back'' with re-orders.
Let your r°solution for the New Year be —
"PHOENIX PHONOGRAPHS"
Office and Sales Rooms
PHOENIX PHONOGRAPH CO.
2504-06 W. Van Buren Street
CHICAGO'ILLS.
January IS, 1920
THE TALKING MACHINE WORLD
137
The Most Discriminating Trade Appreciates—
The 66 J1 AIR Phonograph Lamp
It "looks" and "speaks" for itself. In appearance, its luxurious refinement is immediately apparent.
But it achieves its greatest triumph in its tone.
A newly patented sound-amplifying chamber, radically differing from the conventional designs,
constructed of correctly jointed and suspended WOOD, gives a true mellow tone of a volume equalling
that of the best and most expensive instruments.
Electrically operated and equipped with a specially designed invisible switch, regulator and tone
modifier.
No matter how high grade the instruments you carry, the" FAIRY " PHONO-
GRAPH LAMP, in tonal production, in artistry of design, equals the best.
Permit us to tell you how sales of the "FAIRY" have required our maximum output ever since its
appearance in 1918.
ENDLESS-GRAPH MANUFACTURING COMPANY
4200-02 W. Adams Street, Chicago, 111.
138
THE TALKING MACHINE WORLD
January 15, 1920
An Output of
More Than 100,000
Cabinets for Jobbers and Assemblers
I will furnish any style cabinet worth while,
ranging in price from $22.50 up to $45.00. A few
of my special models, as illustrated, range in price
from $25.00 to $42.50 in mahogany, golden oak
and solid American walnut. A big special of a
48" cabinet in genuine solid American walnut,
a $1 50 style phonograph, cabinets only, at $42.50.
Samples of these cabinets will be sent to well-
rated jobbers and assemblers who will buy in lots
of one hundred or more.
We will furnish you motors, any style you desig-
nate, and tone arms, in your cabinets, with your
trade mark, at a very small cost.
The Rich Tone Phonograph will be furnished
complete to jobbers and big operators at a guar-
anteed saving of 20%.
Write for samples and full particulars
To NAT KAWIN, Director of Sales for the
Great Eastern Manufacturers' Co. Associated Factories
316 South Wabash Avenue, Chicago, 111.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 136)
the Baldwin Co. last fall it has grown by leaps
and bounds and succeeded during the holidays in
transacting a remarkable volume of business.
The Baldwin Co. handles the Columbia, Bruns-
wick and Widdicomb talking machines. They are
optimistic over the trade outlook.
Spiegel's Push Vitanola
Spiegel's, the large housefurnishing merchants
of Chicago, have been doing much strong adver-
tising of Vitanola talking machines. Cuts of the
four most popular Vitanola instruments have
been inserted in the papers together with result-
getting copy. Spiegel's clientele is extensive
and prosperous, and this concern has accom-
plished a large volume of business in the sale of
talking machines.
Song Fashions Alcoholic?
So says a reporter on the Chicago Herald and
Examiner in an article recently published. The
article quotes Billy Stoneham, Chicago com-
poser, as saying the following: "A while ago
it was shimmie songs and wee-wee songs about
mademoiselles, and before that there was a style
in butterfly songs. If your song isn't in style
you have to file it away and watch the market
until it comes in style again. Right now what
the public wants is alcoholic songs." How
about it, Mr. Dealer?
Students' Orchestra
Talking machines have played so important a
part in popularizing classical music in this and
other cities of the country (as has been shown
in Chicago by the sale of records of operatic
stars who achieved their first popularity here)
that the trade will be interested in knowing of the
latest and most important move in the develop-
ment of musical Chicago. Frederick Stock, di-
rector of the Chicago Symphony Orchestra, is
to develop a student orchestra in Chicago under
the auspices of the Civic Music Association and
the Chicago Symphony Orchestra Association.
It will be known as the Civic Music-Students*
Orchestra. Plans for developing this unique
organization were discussed recently at a meet-
ing at the Hotel LaSalle. At this meeting it was
proposed to start the orchestra off with a sum
of $15,000 to help defray the tuition expenses
of the student-musicians. For teaching pur-
poses members of the Chicago Symphony Or-
chestra will be recruited as they are needed. The
younger musicians in Chicago will thus have an
opportunity of fostering their talents in a way
otherwise impossible. It is intended that the
orchestra shall comprise complete string, wood-
wind, brass and percussion instruments, just as
in a modern symphony orchestra. Membership
"Guesswork Won't Do
A
The ACME allows a test with the
drag of the needle throughout the
length of the record.
C
M «
E
| Acme Speed Indicator
— is precision made.
^^^^ — clears the tone arm.
Bfil^. — locates mot oi
2j3j^S§5' troubles.
_-r^m'st^r< 78 anil SO
"The repairman's stethoscope." revolutions.
Made by
Acme Engineering & Mfg. Co.
1622 Fulton Street CHICAGO
WE ILLUSTRATE THE
"Handy" Dome Clamp
Qyick action for clamping domes and
frames on Talking Machine Cabinets
Write for Catalogue of clamping machines for
Cases and for all purposes.
VENEER PRESSES AND CLAMPS
HANDY MFG. CO.
27 E. Madison St., Chicago, 111.
AMBEROLA SERVICE
As the Edison Cylinder
products are not controlled
by zone system, dealers
anywhere can take ad-
vantage of LYONS'
SERVICE, which is ef-
ficient, skilled, and up-to-
date.
Contrary to the general
impression, the cylinder
line IS NOT A THING
OFTHE PAST. It is ab-
solutely the best value of-
fered the public today.
J. I. LYONS
17 W. Lake St. Chicago
January 15, 1920
THE TALKING MACHINE WORLD
139
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 138)
will be open to any student upon an examination.
Application blanks may be had from Mr. Hyde,
at 637 Fine Arts Building.
Chicago music merchants should familiarize
themselves with the above information, as they
undoubtedly will be asked concerning it in the
future.
Richardson and Widdicomb
The O. C. Richardson Co., the famous house
furnishing dealers of Chicago and representa-
tives in this city of the Widdicomb line of talk-
ing machines, have been devoting a great deal
of attention of late, both in their advertising
and window display, to the sale of Widdicomb
instruments. The above illustration shows the
made in the factory proper. Orders for
the Windsor have been of unusual volume
for many months past and have severely taxed
the facilities of the plant.
Two additional traveling men have been
taken on by the Windsor Furniture Co , one
of whom will cover the East and the other the
Mid-West. A new Queen Anne style Windsor
talking machine has been added and has already
met with considerable popularity among Wind-
sor dealers. This new model, together with the
ether Windsor instruments, is now being shown
at the Chicago Furniture Show at 1411 Michi-
gan boulevard, with H. P. Moyer in charge.
"Dealers are no longer debating prices," said
The O. C. Richardson
Richardson holiday display of Widdicomb instru-
ments. This window in conjunction with one-
third page advertisements in Chicago dailv
newspapers resulted in a highly satisfactory vol-
ume of sales of Widdicomb talking machines in
this territory.
Increase Facilities
H. C. Moyer, president of the Windsor Furni-
ture Co., announces that this concern is plan-
ning to increase the output of Windsor instru-
ments in 1920. No extensive changes are being
made in the factory on Carrol avenue, but this
end is hoped to be attained through general
speeding up of all of the departments during
the present year. Another office room is now
being added for the convenience of the office
force ajid some minor alterations are being
Co.'s Widdicomb Display
Mr. Moyer. "There is no haggling. It is in-
struments they want and not a matter of how
much. Never was this spirit more evident than
during the recent holiday season and at pres-
ent at the Furniture Show. It is encourag-
ing to note that the better grade of talking
machines are selling best. Models ranging
around $250 seem to be going the best with us."
List New Styles
Starting with the first of the year the E. H.
Stafford Mfg. Co., makers of Stafford talking
machines, brought out a new line of Stafford
models in their "Colonial," "Adam" and
"Grand" instruments. The change from the old
styles is considerable, in both finish and equip-
ment. A striking feature of the new models is
(Continued on page 142)
"Supreme" Phonographs
EVERYTHING THAT THE NAME IMPLIES
We have just completed one of the finest equipped phonograph
factories in the West and are now in a position to offer 75,000 high-
class phonographs in the most popular sizes and finishes for 1 920
delivery.
Every live jobber and wholesaler who has definite requirements
for 1920 will surely benefit himself by getting in touch with us im-
mediately. Your needs will be taken care of in a most satisfactory
manner, and last, but not least, we are able to assure you of prompt
deliveries.
Special Notice for Eastern Trade
Our Sales Manager, Mr. Harry
Lanski, will be in New York at
the Pennsylvania Hotel from
January 20th to February 6th.
Write, Wire, or Call
Superior Phonograph Co.
320 So. Wabash Avenue
Chicago, 111.
Would You Be
Interested in
the Right Kind
of
Phonograph?
It is called MOCKINGBIRD
because of its great power of
reproducing a likeness of the
original music.
Its tone is smooth and sonor-
ous, due to the right amount
of wood in its great amplifier.
A violin with too thin wood is
weak and hollow; with too
thick wood, hard and unsym-
pathetic. 'Tis even so with
phonographs.
Consequently, the Mocking-
bird has a tone and timbre like
the voice of a living singer,
like the peal of a pipe organ
sounding through the win-
dows of some cloistered hall,
and like the thunder of a big
brass band a-rolling down a
distant street.
In harmony with its magnifi-
cent tone are the cabinets
themselves. Built by master
workmen, genuine woods,
solid and substantial cases,
artistic in design, symmetrical
in form, and excellent in fin-
ish.
MAHOGANY and GOLDEN
OAK only.
Precision motors and Univer-
sal tone-arms.
Model A 46%, x 19x21 $115
Model B 48%, x 20^ x 22 $150
Model C 51 x 21^x23 $175
Deliveries a Certainty
In regard to agencies, exclu-
sive, and cash discounts to
dealers only, eddress
EDWIN HI. WRIGHT
General Manager
"The Wright Phonograph,"
MANTENO, ILL.
Shipping Points
CHICAGO or MANTENO, ILL.
Built at Independent Factoiies in
OHIO and ILLINOIS
140 THE TALKING MACHINE WORLD Janua*y is, 1920
^■■^^^^■■■H^^HHH^^^^HH
' '-C
U. S. Music Rolls
A Few Facts for
Talking Machine Jobbers and Dealers
1 . Nine out of every ten pianos sold are Player-Pianos.
2. 205,000 Player-Pianos were sold in the first ten
months of 1919. This is 25,000 more than were
sold in a'similar period in 1918.
3. Millions of Player Rolls are sold every year.
4. Most Player-Piano owners are talking machine
prospects.
5. U. S. Music Rolls are staple, are sold at a bigger
profit than records, and without demonstrating.
Word Rolls
$1.00
U. S. Word Rolls contain both the music and
words, so that the latest hits may be siing as
well as played.
Hand Played These Rolls are musically the same as the
50c. Word Rolls, but the words are not printed.
Regular Made from master rolls by the most compe-
60c. to $1.50 tent artists, and including all forms of musical
compositions.
CHICAGO, Manufacturers U. S. A.
January 15, 1920
THE TALKING MACHINE WORLD
141
The Only Complete Line
Selling U. S. Music Rolls Through
Talking Machine Jobbers and Dealers
Practical and Profitable Because —
1.
2.
3.
4.
5.
6.
Small Investment Required.
Established Market.
Large Volume of Business.
Small Variety Carried.
No Selling Expense.
Quick Turnover.
Why It Will Pay Jobbers and Dealers
To Sell U. S. Music Rolls
1. Intensively and Extensively Advertised.
2. Service — 48 Hour Shipments of All
Goods Ordered.
3. Intelligent Co-operation.
4. More Than 1 5 Years' Exclusive Player-
Music Roll Manufacturing Experience.
Focus your sales efforts on a line that
is 100% salable and 100% available.
DISTRIBUTED BY
Music Rolls Become Staple.
Some conspicuous successes have been won in a short time, in the
distribution of player piano rolls, by wholesalers of phonographs and
supplies. Last week a new department of this character showed for
its Eastern owner several hundred retail accounts exclusively granted
to his line and he said he would be asleep if he did not push it over a
thousand before the new year. A Middle Western supply house that
employs a man to call upon many dealers in the rural district with
records alone added music rolls to his stock in trade with a gain of
over $900 weekly to the business from that source, without a cent ad-
ditional investment to get it. For some months a single brand of
"oils has sold phenomenally in all the Eastern wholesale houses of a
record line.
The jobber's margin in player rolls is very substantial, particular-
ly in view of the fact that he is almost certain to be subjected to no
missionary expense in the bargain. A definite consumer demand has
been created both by the national sale of player pianos and the na-
tional advertising and the store-display services of the music roll
houses. Player rolls are universal; any player piano plays all the
parchment on the market.
The staple character that these influences have given to the
music roll sells it by name on demand, without demonstration. This
is the reason why talking machine dealers, who are daily getting
farther and farther away from even unnecessary record demonstra-
->ns, buy and sell player piano music.
Reprint of editorial in Oct. 8th issue of the
Phonograph and Talking Machine Weekly
G. SOMMERS & CO.
PARK SQUARE, - . - - ST. PAUL, MINN.
IRWIN PAPER COMPANY
MAINE AND THIRD STREETS. - - QUINCY. ILL.
OKEH RECORD DISTRIBUTING CO.
97 FORT STREET, W. DETROIT, MICH.
LUCKY 13 PHONOGRAPH CO.
46 E. 1 2th STREET. .... NEW- YORK, N. Y.
CHICAGO, Manufacturers U. S. A.
142
THE TALKING MACHINE WORLD
January 15, 1920
MOTORS (Standard Prices)
for Prompt Shipment
Our new No. 7-L tone arm. Eight inch centers; finest small tone
arm on the market; adjustable for weight. High grade mica, highly
nickel plated. We can take on quantity orders for immediate delivery.
Write for our Bulletins on Cabinets, Motors, Tone Arms and
Accessories.
LAKESIDE ■
LAKESIDE ■
HEINEMAN ■
HEINEMAN •
SAAL No. EE
SAAL No. AA
No. 55—2 Spring
No. 56—3 Spring
- - - No. 33
- - No. 77
- SAAL No. DD
- SAAL No. CC
Keep in touch with us, on latest development on Electric Motors and Automatic Stops.
Let us put you on our mailing list for our new catalogue now being prepared.
LAKESIDE SUPPLY CO., Inc., 416 So. Dearborn St., Chicago 111.
Telephone
Harrison 3840
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 139)
the equipment for record filing, which comprises
a novel system, using record albums.
Lyon & Healy's New Warehouse
Lyon & Healy will soon occupy their new
warehouse on Des Plaines street. The struc-
ture consists of six stories, 100 x 100 feet, which
will be used for shipping, receiving and for
machine stocks. It is to be a general warehouse
for everything except pianos and will greatly
facilitate the problems of stocks in the Wabash
avenue building.
Miss Zimmerman Visits New York
Miss Hazel Zimmerman, of the talking ma-
chine department of Mandel Bros., local Vo-
calion dealers, was a visitor to New York dur-
ing the past week, and spent considerable time
visiting Aeolian Hall and inspecting the vari-
ous departments of the Vocalion plant. Although
the only woman in the Mandel Bros, depart-
ment she has scored some big records.
A BUSINESS RETROSPECT
By R. Krasberg, President, Krasberg Engineer-
ing and Manufacturing Corporation
In spite of the delays, losses and inconven-
iences occasioned by the building strike and the
coal strike last year our business has increased
by leaps and bounds and the new year is full
of promise for still greater activities. We have
practically completed our new seven-story ad-
dition, adding 130,000 square feet of floor space
to our already spacious plant, and every foot
of the new factory will soon be utilized for the
increased production of phonograph motors and
other articles for which demand has been created.
During the past year we have taken over the
business of the Sterling Devices Co., manufac-
turers of Sterling tone arms and reproducers and
which we are now marketing' under the Krasco
trade-mark along with our phonograph motors.
We have also introduced a new enclosed motor
which has many distinctive advantages over the
open type. This enclosed motor, being encased
in a light-weight aluminum housing, which pro-
tects all of the working parts against dirt as
well as rough handling, is meeting with a recep-
tion far beyond our fondest hopes, indicating
that we have met the call of talking machine
manufacturers for a motor distinctive in appear-
ance and high-grade in every respect at a price
commensurate with first-class workmanship.
In general, we are endeavoring to produce a
line of phonograph motors and parts which will
reflect the high grade of workmanship we have
acquired through our twenty-five years' experi-
ence in the manufacture of special tools and
machinery. We are indebted to the phonograph
builders of the country for their generous re-
sponse. They appreciate a high-class product.
YOU WILL NEED
Good Phonographs
tn
1920
Colonial
Competition and a more discriminating
public demand them
The policy of the
E. H. STAFFORD MFG. CO.
in its 30 years of furniture manufacturing has always been
that of permanency of sales. Every STAFFORD instru-
ment sold means another. Write us now as to your needs
this year.
STARTING IN JANUARY 1st WE WILL BE ABLE
TO MAKE IMMEDIATE DELIVERIES
E. H. STAFFORD MFG. CO., 218 S.Wabash Ave.,Chicago,Ill.
January 15, 1920 THE TALKING MACHINE WORLD 143
Records
I
1
I
Are being marketed on a plan that insures their successful
sale. Dealers with foresight are quick to see the advan-
tages of early co-operation and they realize that there is little
chance for dead stock in a line of standard priced, 10 inch,
double disc records featuring the latest and best of popular
selections.
Records
are backed by a remarkable manu-
facturing and sales organization with
years of experience in the record
and phonograph field.
1
I
To this we add our co-operation and
I assure you of the best possible service.
CONSOLIDATED TALKING MACHINE CO.
227-229 WEST WASHINGTON STREET, CHICAGO, ILL.
144
THE TALKING MACHINE WORLD
January 15, 1920
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 142)
EDISON JOBBERS CONVENE
Two-day Gathering Held in Chicago Proves In-
teresting and Instructive — Plans for Active
Campaign During 1920 Completed
Chicago, III., January 3. — F. E. Nixon, man-
ager of the Federal Advertising Agency, said
Mid-West Edison Jobbers
at 7.30 p. m. on Saturday, December 13, as he
gathered up his papers after the conclusion of
a strenuous two days' conference of Edison
jobbers and laboratory representatives at the
Congress Hotel, this city: "I have been present
at a great many sales conferences, but this one
was the most interesting, instructive and pro-
ductive that I have ever attended."
The Edison advertising and sales promotion
plans for 1920 are com-
pleted. The laboratories
have been working on them
for months. The conference
with Mid-Western jobbers
was called for December 12
and 13, to be held in this
city. A. H. Curry, of the
Texas - Oklahoma Phono-
graph Co., came all the way
from Dallas, Tex. The
other jobbers and jobbers'
representatives present
were: R. B. Ailing, Detroit;
Messrs. Babson, Goodwin
and Eckhardt, Chicago;
Messrs. B 1 a c k m a n and
Bailey, Kansas City;
Messrs. Blish and Silzer,
Des Moines; Messrs. Smith
and Bloom, Cleveland; W.
E. Kipp, Indianapolis; L. H.
Lucker, Minneapolis; P. H. Oelman, Cincinnati;
W. A. Schmidt, Milwaukee.
The laboratories were represented by Messrs.
Maxwell, Leonard, Gregg and Wood. The Fed-
eral Advertising Agency of New York City
sent Messrs. Mahin and Nixon.
The conference was in session seventeen and
one-half hours and they were strenuous hours,
crammed full of work — not talk. Fifteen dif-
ferent "propositions" were worked out to the
last detail. Advertising, tone-tests, canvassing,
window display, the turntable comparison, one
" proposition "
after another,
were consid-
ered, studied
and decided.
Whenever an
advertising o r
sales promo-
tion plan was
brought up for
con sideration
M r . Maxwell,
who acted as
chairman o f
the meeting,
reiterated this
question :
"What can we
do to make
this plan easier
for the dealer
to handle,
in Session more effective
as a business getter for him and generally
more attractive to the dealer?" Every man
at the meeting was urged to forget that he was
a jobber, or a factory man, and endeavor to
think exclusively from the dealer's standpoint.
The jobbers who were present at the Chicago
conference were unanimous in the opinion that
the Edison sales and advertising plans for 1920
constitute the biggest, broadest, most scientifi-
Equip Your Phonographs With
reriect Automatic
Brakes
1
Samples % / /
Also made
$1.00 Each '
with long
Caib with order jf^^^l
brake shoe
State make ■fcrp^t^£
for 1 inch
of tone arm Died H
offset
Pateoted Auj. 28. '17
Simple construction and easily attached.
Made in four styles to fit any make
of tone arm.
Wrilt jot attractive quantity pric*
PERFECT AUTOMATIC BRAKE CO.
Room 400, 425 S. Wabash Are., Chicago
NEW WORLD PLANT BEING EQUIPPED
New Factory of World Phonograph Co. Ready
for Occupancy May 1 — Remodeling in Process
Chicago, III., January 5. — Work of refitting the
new plant recently acquired by the World
Phonograph Co. is at present progressing at a
most satisfactory rate. May first is given as the
date of removal from the present location and in-
stallation of factory and office forces in the new
quarters. "Over 150,000 square feet of floor
space will give the World Co. facilities for an
output of 250 machines per day," says E. C.
Cook, sales manager.
Two more traveling men have been added to
the World staff. Thus more efficient service to
World dealers in the Southern and Eastern
New World Phonograph Co. Plant Now Being Equipped
cally worked out and most effective phonograph States will be provided, and it is expected that
camp-aign that has ever been undertaken. the increased output will take care of all 1920
The jobbers' travelers will have all the ma- orders, although the probabilities are that 1920
terial in their hands by March 1. will be even more active than was 1919.
II
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1
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Hi
1 II
MM
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i
III 1
rmiiraE
ii i ii in
Palenied
December 1919
CTKe Superior Lid. Support
|_ uA Spring Balance that Does Hot IDarp the Lid
Tlo Pull on the Lid u?hen Down
J{ mere touch of the finger lifts or closes the lid,
which stops at anu point desired
Sample— Tlickel 75c^-Qold $1.00
Prepaid anquVhere upon receipt of price. Submitted on approval . subject to return
within a reasonable time, in u;hich epent the full price will be refunded
Quantity Prices Quoted on Application
T3artvhart Brothers & Spindler
nicmroe and Throop Streets, Chicago, Illinois
imMMiiiMnnMniiii^
January 15, 1920
THE TALKING MACHINE WORLD
I4&
TO THE PHONOGRAPH TRADE
The CHERINGTON MFG. CO. is the successor to the CHICAGO RECORDING SCALE CO. and
the ELECTRIC ADV. SCALE CO., who have for 30 years made spring motor driven devices for various pur-
poses. The spring motors for Melville Clark's Orpheus Self-Playing Organ and renowned Apollo Piano
Player have been built by us for 25 years. We have made thousands of phonograph motors under con-
tract. From our long experience we have learned the requirements for a motor without the faults which
cause so much trouble and expense after the instrument is in use. This has resulted in our designing, testing
for a year, and offering to the trade the IRONCLAD — The Original Enclosed Motor.
Only the sensitive gears
are enclosed.
Speed Regulator is ex-
tremely rigid and posi-
tive.
Thirty-six turns of crank
play 3 1 0-inch records.
Mr. Dealer: You realize
times are changing. The trim-
mings no longer sell an auto-
mobile. The customer insists
on knowing "what is under the
hood." Phonograph buyers are
beginning to ask, "What kind
of a motor?" "Is it a good
one?" and "Why?" "Will the
motor stand up?" "Is the motor
noiseless?" and countless other
questions that they have a
right to ask before parting with
their money.
Are you able to answer these
questions convincingly? Are
you able to take the motor out
and show them that you have
something different in your in-
strument— not a cheap make-
shift similar to the one used in
the "Punkinola" which they
bought two or three years ago?
We are confident that after
once seeing the IRONCLAD in
operation — when you see how
smoothly and quietly it runs
without a kick of a spring or
the flutter of a governor
weight — when you see the big,
heavy spring we use, spring
that gives a surplus of power
and so heavy that it almost
never breaks — then you will
insist on the IRONCLAD in
the "machine of your choice."
Write us for sample motor or
send us your name and we will
be glad to recommend a manu-
facturer who will furnish you
with a sample machine equip-
ped with the dependable
IRONCLAD ENCLOSED
MOTOR.
Taken down in 40 seconds without disturbing gears
or adjustment in case.
A2 — 2 Spring Plays 3 10-in. Records
B2 — 2 Spring Plays 4 10-in. Records
C2 — 2 Spring Plays 5 10-in. Records
B3 — 3 Spring Plays 6 10-in. Records
C3 — 3 Spring Plays 8 10-in. Records
C4 — 4 Spring Plays 12 10-in. Records
Mr. Manufacturer: You also
realize that the phonograph
business is passing from the
"order taking" stage to that of
real salesmanship and that it
soon will be a question of the
"survival of the fittest." We all
want to survive. That was our
incentive for developing the
IRONCLAD and that is the
reason wide-awake manufac-
turers are equipping with
IRONCLADS. It gives their
salesmen selling arguments,
their dealers profitable sales,
and the Ultimate Consumer
satisfaction and pleasure.
The IRONCLAD is reliable.
It does more than we claim.
If we guarantee a motor for
four records, chances are it will
play five.
Your installation cost is re-
duced. Motor comes to you
completely assembled. All
necessary adjustments can be
made on top of motor board.
No foreign matter to brush out
of gears; it can't get in — they
are ENCLOSED.
Most Progressive Manufac-
turers are now testing samples.
Got yours yet?
Ironclad
Motors
Will be
Equipped
With Non-
Breakable
Patented
Governor
at
An Extra
Cost.
We will exhibit our full line at The National Music Show and Festival, Grand Central Palace, New York,
February 2 to 7, 1 920. Space 1 34.
Cherington Mfg. Co.
Main Office and Factory
WAUKEGAN, ILL.
Chicago Office: 108 W. Lake Street.
(46
THE TALKING MACHINE WORLD
January IS, 1920
Come to HEADQUARTERS for
Your Phonograph Accessories
ii
All From One Source"
PLAZA SERVICE and Your Success
| go hand in hand.
\ Prompt Shipments — Quality Merchandise-
Attractive Prices — Large Stocks —
These mean Increasing Business and
Profits for you.
Confine your Accessory purchases to
Plaza and watch your department grow.
We Are Headquarters for
Magnedo Multi-playing Needles Stock Envelopes
Supertone Steel Needles Repair Parts
Sapphire Points and Balls Display Racks
Perfection Record Albums Fibre Needles
Delivery Envelopes Record Cleaners
Edison Diamond Points Phonograph Springs
Supplement Mailing Envelopes Fibre Needle Cutters
Send us your next order on any of these items
Complete Illustrated Bulletin sent on request
PLAZA MUSIC CO., 18 West 20th Street, New York
i^Mliniliniiiniii/iii
rui m in in 55 a5 55 as in izin sSriSi&a5«5a5-2!fi^^r^
January 15, 1920
THE TALKING MACHINE WORLD
147
Whatever the Future Holds
for others, the dealer who has anchored his business firmly to
WIDDIGOMB QUALITY and CONSISTENCY
will know that he is safe; and will feel the
confidence which springs from
such knowledge.
The
Widdicomb
Franchise
is a passport to the
most exclusive
trade.
A FINISHED
P RODUCT
is distinctly a quality Instrument
calculated to enhance the reputa-
tion of reliable merchants whose
clientele is made up of discrim-
inating music lovers.
Made for the dealer who wants
bigger, better value, more substan-
tial profits and a steady flow of
come-back sales.
Queen Anne, 48x22x24
Widdicomb No. 6
PHONOGRAPH DIVISION
The Widdicomb Furniture Co,
Grand Rapids, Michigan
148
THE TALKING MACHINE WORLD
January 15, 1920
MODEL "AA" — OPEN
Mahogany or Oak
14J4" high; 16yz" wide; 20%" deep
Like the more expensive Models,
"AA" will play all makes of Disc
Records.
MODEL "A"
Mahogany or Oak
17" wide; 19" deep; 42" high
This is an exceedingly artistic
model, built to meet a popular de-
mand. Nickel-Plated Hardware is
used throughout, and the shelf for
Albums is made of five-ply veneer.
Superiority
is evidenced by the class of dealers that
have added the CRAFTS Phonograph
to their line.
Considering the CRAFTS Phonograph
from any angle, it is standard — standard
as a musical instrument; standard as a
value; STANDARD because CRAFTS
Phonographs are built [not assembled]
under the guidance of a master mind.
Musically, as well as commer-
cially, the CRAFTS Phono-
graph is a standard.
The CRAFTS Phonograph
represents a departure from the
"beaten path" in Phonograph
manufacture. Dealers who
would offer their trade the best
are invited to
" Talk£ with CRAFTS!"
A. J. Crafts Piano Co.
MODEL "B"— CLOSED
Mahogany, Walnut or Oak
18" wide; 20" deep; 433/$" high
Manufacturers
RICHMOND VIRGINIA
MODEL "C"— CLOSED
Mahogany, Walnut or Oak
22%" wide; 24^" deep; 4634" high
January IS, 1920
THE TALKING MACHINE WORLD
149
^iiiiiiinimiiiiiiiiiiiiiiiiniiiiiiiiiiiinm
T H.E TALKING MACHINE WORLD SERVICE
A DEPARTMENTjDEVOTED TO PROMOTING RETAIL SALES
illllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll Illllllllllllllllllll Illllllll Illllllllllllllllllllllllllllllllllllllllllllll Illllllllllllllllimillllllllllllllllll ! Illlllllll Illllllllllll Illlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll IIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIHIIIIIIIIIIIIIINIIIIIIIIIIIIIIIIIIIIIIIIIIIII mil III! Illlllllllif
SID says : "If you expect any miracles during 1920 YOU'VE got
to perform them."
They called Pat Moran a miracle man when he captured the
world's baseball championship with the Cincinnati Reds. But when
you take a miracle apart to see what it is made of you always find
it is chiefly composed of Hard Work.
A little bit of "Hard Work" by you will make the first two
months of 1920 as good as any in the whole year. Don't get the
idea there's nothing more doing, now that Christmas is over. That's
what the department stores used to think, till some bright mind
started the "January White Sales." Now the public buys white
goods in January. Why? Because it is told to do so. The
public will always do just what you tell it, if you talk with the
right kind of advertising.
If you say to your public (by not advertising, by slacking down
your pep, by taking it easy) — -"There's nothing doing now. I don't
expect you to buy during January and February" — your public
will take the hint.
But if you say "Here's where I start something!" — if you adver-
tise, put in fresh window displays, mail out form letters and go
after business full speed ahead — you'll get it.
The business you do depends not upon seasons or circum-
stances ; it is the result of what you've got "from the neck up."
The plans, the enthusiasm, the activity, the pep, the go-and-gettem
spirit that emanates from under your hat is what fills up your
store with customers. — From the Talking Machine World Service
for Retail Dealers.
"Experience keeps a dear school — but
fools will learn in no other." — Poor Richard.
PUT into your window something that moves and there will be
noses pressed against your windowpane all day long. It's a
peculiar kink in human psychology that a moving object never fails
to attract the eye. And if the object is mechanical the window-
shoppers will remain and study it for minutes on end. The other
day Landay's talking machine shop, on Fifth avenue, New York,
had a crowd three-deep around one window. When we could get
close enough to see what it was all about we found it was a little
automatic repeater, to play the record over again ; but it was moving
and it was mechanical, and therefore seemed to fascinate the crowd.
An electric motor kept the record constantly turning and as
the needle came to the end it was lifted up by the little device, moved
back an inch and set gently down to start over again. The rest
of the window was set with a conventional arrangement of machines
and records, but this one moving feature was enough to draw the
crowd.
'When there is no vision, the people
(including dealers) perish." — Old Testament.
THE man who always talks about himself we shun as an egotist-
ical bore.
But the man who talks to you about yourself, asks your opinion
or advice, listens attentively to what you say and seems interested
in your welfare, catches your attention at once.
Right there is a hint for some of your ads. Don't make all
your ads talk egotistically about yourself and your store. Talk to
the reader about himself. Present your proposition from the reader's
standpoint. Start some of your ads with the word "You," and
get big results.
Say : "You never hear music without feeling brighter, happier
and more active. Just think what it would mean if you had all
the music of all the world right there in your own home," etc.
There are a thousand and one different ways of varying this
same thing. After you have caught your reader's interest by the
personal appeal, you can then talk about your store and your service,
from the standpoint of their personal value to the reader of your ad.
'Genius is the capacity for making other
people take infinite pains." — The Sun Dial.
WHAT would you think if one of your salesmen came to work
with a two days' growth of beard, shabby clothes and dusty
shoes ? Would you let him sell to your customers ? Not a chance !
Yet, how about the form letters you send out on the cheapest
grade of stationery, so badly typed that they are almost illegible?
1 have seen some of these printed with such weak ink and faint
impression that it was a hard job to read them at all.
When you have letters multigraphed to mail out to your list
of record buyers, insist upon having them done right. These letters
are salesmen, sent out to sell goods. Don't let them look shabby and
unkempt.
Sign every letter with pen and ink. You need not do this
yourself. Give a few to each salesman, stenographer and clerk, and
they can sign a surprising quantity in a short time during the quiet
morning hours.
A signed, multigraphed letter, mailed out with your new record
bulletin, or by itself, is a first-class way of getting business. But
do it right or not at all.
"The rarest thing in the world, and
the hardest to find, is common sense."
WHEN the manna fell upon the Children of Israel in the wilder-
ness they had gumption enough to pick it up and feed upon
it. Manna is falling upon you all the time in the shape of ideas,
suggestions and material for getting more business — yet, if you have
no eyes to see it, your business remains lean instead of getting fat.
For example, many issues of the magazines, newspapers, trade
papers, etc., contain large ads, inserted by the manufacturer, about
your talking machine — carefully worded arguments explaining its
good points, and attractive illustrations, often printed in color. Clip
out one of these pages. Mount it on heavy paper and attach it to
your windowpane. Underneath, on a separate strip of white paper,
write with black ink in a large hand, "Step inside and hear this
wonderful instrument !" or some other appropriate message. Change
the ad every day or two. Other copies of these ad clippings in your
booths will help your salesmen with many a sale.
"They that won't be counselled,
can't be helped." — Benjamin Franklin.
IDEAS are the foundation stones of any successful business. If
you have ideas and the initiative to carry them into effect, you
will leave at the post the man who never does anything new.
Naturally, the only way to get ideas is to look for them, to be
receptive to them, to be constantly figuring on new ways, methods
and schemes, to be always dissatisfied with things as they are,
unless you are sure they are as right as you can make them. Here
is the way the American Magazine expresses it:
"You have a dollar. I have a dollar. We swap. Now you
have my dollar and I have yours. We are no better off. You have
an idea. I have an idea. We swap. Now you have two ideas and
I have two ideas. That is the difference. But there's another differ-
ence : A dollar only does so much work. It buys so many potatoes
and no more. But an idea that fits your business may keep you in
potatoes all your life."
Something worth thinking about!
"The great end of life is
not knowledge, but action." — Huxley.
LOTS of people like to know exactly what their outfit is to cost
before they decide to buy it. To catch their attention, display
your machines as complete outfits. On the floor of your window,
in front of the instrument, place a ten-inch album, a twelve-inch
album, some ten-inch records, twelve-inch records, a few higher
priced records, also a record duster, package of needles and record
catalog.
From each one of these items a red silk ribbon leads back
to the talking machine. This makes it clear that the machine and
other items are all grouped together. Figure the total cost of the
complete outfit and on top of the machine place an 8 x 10 card
which reads: "For $142.75" or whatever the price comes to. In
smaller letters the individual items can be listed, and if you feature
terms, display the terms on the bottom of the card.
A low-priced combination, one at medium price and one at
a higher price will make an excellent merchandising window that
will sell goods for you.
EDITOR'S NOTE — Mr. Gordon, who writes this monthly page, is also director of "The Talking Machine World Service."
Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade, and also answer any ques-
tions you ask him concerning merchandising problems. Use this department as much as you like. It is intended to serve you.
150
THE TALKING MACHINE WORLD
January 15, 1920
' 'Follies 9 3 head liner
renews exclusive contract with Emerson for 5 years more
H
"ERE is some good 1920
news for dealers hand-
ling [Emerson Standard 10-
inch Gold Seal Records:
Eddie Cantor has signed
up for five more years, to
sing exclusively for Emerson
Records.
We take this occasion to
extend hearty congratulations
to every dealer who is now
selling the Emerson line or
expects to become an Emer-
son representative.
We do not need to remind
you of the significance at-
taching to such an event in
the musical record field.
Eddie Cantor's name and
fame are known wherever the
big song hits are heard. \ §§j3 ,
And Eddie ^Cantor song
hits will now continue to be
recorded exclusively for
Emerson for the next five
years and more.
As a philosopher once re-
marked: A word to the wise
is unnecessary.
// you wish representation, why
not write today to our Vice-
President, Mr. H. T. Leeming?
EMERSON PHONOGRAPH
COMPANY, Inc.
NEW YORK
3 West 3sth Street
CHICAGO
7 East Jackson Blvd.
1
m&rson
Kmersor^JTlgcpr&s
January 15, 1920
THE TALKING MACHINE WORLD
1S1
Al Jolson sings " I Gave Her That." A good
supply of this record is a gift to your bank
account A-2835.
Columbia Graphophone Co
NEW YORK
STRADIVARA DEMAND GROWS
Call for Machines in Excess of Expectations of.
Officials of Compton-Price Co., Says Sales
Manager L. V. Nippert to the World
Reports from the factory of the Compton-
Pr.ce Co., Coshocton, O., show that the demand
for the Stradivara phonograph has increased
far beyond the expectations of the officials of
the company. L. V. Nippert, sales manager of
the company, stated recently to a representa-
tive of The World:
"In spite of an increase during the fall of
practically 150 per cent, in our Stradivara out-
put, we found that the demand for our product
was far in excess of even our most extravagant
expectations. Our complete and modern fac-
tory was kept working at highest capacity day
and night to give 100 per cent, service to our
dealers, but even then it was found that scores
had to be disappointed. We assure our dealers
that plans are already maturing whereby an-
other substantial increase will be added to the
capacity of the Stradivara factory so that all
orders will receive maximum promptness in de-
livery. We attribute this remarkable demand
for the Stradivara phonograph solely to its pre-
eminent quality. It proves to us beyond ques-
tion that the phonograph dealer of today appre-
ciates genuine quality and through and through
goodness in a musical instrument. It inspires
us to continue our efforts in maintaining the
strictest standards of quality throughout our
production."
ANNOUNCE CR1PPEN INTERPRETONE
Crippen Co., of Which W. R. Crippen is Head,
Will Manufacture Unique Machine in One
Model — Some Interesting Details of Plans
The Crippen Co., 437 Fifth avenue, New
York, announces this month the Crippen "Inter-
pretone" talking machine. This instrument will
be made in one style only and will contain many
individual features which are characteristic of
the achievements of this house, which include
the Crippen "Interpretone" player-piano.
Walter R. Crippen, head of the Crippen Co.,
has made a unique success of his connection
with the music industry, which dates back a
number of years. He is widely known through-
out the country and has a host of friends, and
his policy of quality first has gained universal
recognition for Crippen products. The new
Crippen "Interpretone" talking machine em-
bodies man}' original ideas. Its most salient
Walter R. Crippen
feature is its production of tone, which has been
carefully worked out by Mr. Crippen, who is
a recognized tone expert. The case is most ar-
tistic in design and is equipped with a revolving
record cabinet which is a distinct novelty in
cabinet construction. The machine throughout
shows careful workmanship and is artistically
linished.
Miss Vera McLean, the noted Toronto artist,
has given her first record to the Victor Co.,
entitled, '"Love Will Find a Way." A ready
response has been met for her first recording
of this number.
Technical knowledge without knowing how to
use it will get you no place.
YOU'LL BE SURPRISED !
at how much good, effective advertising you
Victor Dealers will obtain on your Record De-
livery Envelopes if you follow our suggestion
and clip that coupon on page 49 or write for
samples and circulars to
LU-FRANC SALES SERVICE
1202 Dime Bank Building. Detroit
152
THE TALKING MACHINE WORLD
January 15,
1920
Edison Amber ola Message No. 2
1 920 Sales Promotion and Ad-
vertising pi ans for the Edison
Diamond Amberola Phono-
graph are so comprehensive and so
varied that the limited space at our
disposal does not permit of elaboration.
However, these plans will bear the
stamp of approval from the Edison
Laboratories, Edison Jobbers, and al-
ready established Edison Amberola
Dealers.
Phonograph Dealers who desire a low-
priced instrument of superior construction and
astounding musical results, backed by the best
of Sales Promotion Plans, are invited to com-
municate with
THOMAS A. EDISON, Inc.
AMBEROLA DEPARTMENT
ORANGE, N. J.
January 15, 1920
THE TALKING MACHINE WORLD
153
GROVER WITH KOERBER=BRENNER VICTOR TRAVELING STAFF CONVENES
Former Victor Traveler to Carry on Develop-
ment Work for St. Louis Wholesalers With
Special Attention to State of Illinois
H. Spencer Grover, who has been a member
of the traveling staff of the Victor Talking Ma-
chine Co. for some time past, covering western
Pennsylvania and later Illinois, outside of the
Chicago district, for that company, has accepted
±1. Spencer (irover
a position as traveling representative for the
Koerber-Brenner Co., Victor wholesalers in St
Louis, Mo. In his association with the Koer-
ber-Brenner Co., Mr. Grover will devote his time
to dealer development in the State of Illinois.
BURGLAR FIGHTS FOR RECORDS
After Losing Battle With Policeman His Loot
Is Found to Be Talking Machine Records
After a pistol duel between a policeman and
a burglar in Englewood, N. J., in which both
were wounded and the burglar captured, it was
found that the loot consisted of thirty-nine talk-
ing machine records, stolen from the home of
the Rev. Robert Davis. We have heard much
of the power of music. When a burglar risks
his neck in an effort to retain possession of rec-
ords we have new proof of music's attractive-
ness.
Two young ladies had been to the opera, and
on the way home on the train one of them
burst out gushingly as the conductor was about
to take their fares, "Oh, I just love Carmen."
"Sorry, miss," said the conductor. "I'm mar-
ried. You might try the engineer, though. He's
a single chap."
Semi-annual Gathering at Home Office on Janu-
ary 2nd Proves a Distinct Success — Enjoy Old
English Banquet at the Adelphia
Camden, N. J., January 6. — The semi-annual
convention of the traveling staff of the Vic-
tor Talking Machine Co. was held at the home
office on January 2nd, when the members of the
department gave a large part of the day to listen-
ing to an address by Frederick Delano, who de-
scribed to them the latest development in the
Victor School of Red Seal Record Salesmanship.
H. A. Beach, manager of the traveling de-
partment, addressed the representatives, giving
them an intimate outline of the company's plans
for the future, during which he referred to the
forecast made by Eldridge R. Johnson, presi-
dent of the company, which was published in
the January issue of the "Voice of the Victor,"
and which has been referred to in these col-
umns.
H. C. Brown, sales manager of the company,
in a brief address paid a glowing tribute to the
splendid spirit of co-operation fostered by the
representatives with Victor dealers, and was
most optimistic as to the future of the Victor
industry and the important part that will be
taken in its development by the Victor repre-
sentatives.
The men listened to talks by C. L. Egner and
P. A. Ware, assistant managers of the depart-
ment, who supervise the field work in the East
and West, respectively.
In the evening there was a dinner at the
Adelphia Hotel, when a typical Yuletide meal
was served with Old English settings. The
room was decorated after the manner of an old
English inn, the menu being replete with
Shakespearean quotations appropriate to the
viands. Instead of printing the menu, a large
sign was painted, such as might appear in an old
English inn.
Major Theodore Waters, who was commis-
sioned by the Government to take an impor-
tant part in the first American Red Cross Ex-
pedition into Palestine, working in conjunc-
tion with General Allenby's forces, delivered an
interesting address on his experiences with the
Victrola, and Mart King, a humorist, enter-
tained. P. A. Ware, assistant manager of the
traveling department, was toastmaster.
L. A. SCHWARZ ON SOUTHERN TRIP
L. A. Schwarz, representing the Jones-
Motrola, the New England perfection tone arms
and reproducers and other well-known acces-
sories, has left on his first trip of the new year
to the South, in the interest of the companies
he represents. Mr. Schwarz has started the new
year with much optimism and believes that 1920
will eclipse the records of all former years in
number and volume of sales.
The constant use of flattery will leave you
flat.
Operaphone
RECORD./
PLAY ON ALL TALKING MACHINES
WITHOUT ATTACHMENTS
SUPPLEE - BIDDLE HARDWARE CO.
PHILADELPHIA, PA.
The
HARPONOLA
for
HAPPINESS
The Harponola is one of the sweetest
toned, highly developed talking machines
made today.
Its proved mechanical equipment — proof
against all the troubles and complications
which have been such a serious drawback
to the dealer — is no small factor in its suc-
cess.
Its fine lines and permanent finish make
sales easy and keep customers satisfied.
Everything about the Harponola spells
"HAPPINESS" because it sells easily, at a
good profit, and stays sold, — if that isn't
HAPPINESS then we need a new defini-
tion.
Asl( for the Harponola Proposition
HARPONOLA COMPANY
Edmund Brandts, Sales Manager
CELINA, OHIO
Cabinets made by the Mers-
man Brandts Brothers or-
ganization.
Okeh Records
furnish the dealer a sure supply of high-
grade selections that will sell on a right
profit basis. Ask for the Okeh Record
proposition.
154
THE TALKING MACHINE WORLD
January 15, 1920
i 'fea'fe^'tR'^ii^iiiui i^ii^ii^'feL'i^^'tyi iyj:iyj!i^j'tyi:tyjiiyi M'MM'MMiiy^MMiM^iMiM^ \lj tm M'MiM'-y^iiLgi&aiBj
i
I
i
i
QUALITY LEADERS IN THE CABINET FIELD
Style 71. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
33& in. Top x 17!^ in.
Holds 168 12-in. Records.
For Victrolas IV-A and VI-A;
Columbia No 25 and No. 35.
Style 24. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Ma-
hogany has Mahogany front door;
Oak has Quartered^ Oak front door.
Height 33 in. Top 17 x 17 in.
Holds 168 12-inch Records.
For Victrolas IV-A and VI-A; Co-
lumbia No. 15, No. 25, No. 35.
Style 72. — Golden Oak, Fumed
Oak, Weathered Oak. Height 34
in. Top 16J4 x 20 in. Holds 180
12-in. Records. Made specially for
Victrola VIII-A. Top has coun-
tersunk holes to accommodate rub-
ber bumpers on machine.
Style 86. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height SO In. Top
19% x 22^ in. Holds 96 12-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 50.
Prompt deliveries on all orders. Write
for Illustrated Catalog of complete line
Style 79. — Mahogany, Golden Oak, Fumed Oak,
ered Oak. Height 34 in. Top 19'A x 22$£ in.
9G 12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50; Pathe No.
Weath-
Holds
50.
Style 32. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height 30 in. Top
24 x 20 in. Holds 126 12-in. Records.
For Victrolas VIII-A and IX-A; Columbia
No. 50; Pathe No. 50, and smaller ma-
chines.
The Geo. A. Long
CabinetCompany
HANOVER, PA.
Style 76. — Mahogany, Golden Oak,
Fumed Oak. Weathered Oak. Mahog-
any has Mahogany front door; Oak has
Quartered Oak front door. Height 34
in. Top 19M| x 22$i in. Holds 96 12-
in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 50.
Style 77. — Mahogany, Golden Oak.
Fumed Oak, Weathered Oak. Height
34 in. Top 19i^ x 22H in. Holds 96
12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50:
Pathe No. 50.
Style 77. — Shows cabinet equipped with
top moulding to be used only in con-
nection with Victrola IX-A.
s
I
1
January 15, 1920
THE TALKING MACHINE WORLD
155
Straeciari singing "Canta Pc Me," a Nea-
politan ballad, means money in your
pocket. Columbia Record 78101.
Columbia Graphophone Co
NEW YORK
HANDSOME QUARTERS IN ALBANY
Strand Temple of Music Under Management of
Al. Edelstein Making Rapid Progress — Gately-
Haire Co. Now Wholesale Dealers Only
records. The store, which is located at 121
North Pearl street, was finely fitted up orig-
inally by the Gately-Haire Co., and Mr. Edel-
stein has made a number of worthwhile im-
provements since assuming the direction of af-
KNICKERBOCKER RECORD RECITAL
Many Dealers Gather in Knickerbocker Co.'s
Recital Hall on January 6th in Order to Lis-
ten to the New Victor Record Releases
Albany, N. Y., January 6. — The Strand Temple
of Music, which represents the newest adjunct
to the ranks of talking machine dealers in this
city, having taken over the retail department of
the Gately-Haire Co., Victor wholesalers, is
rapidly finding a place for itself in the local
field.
The Temple of Music, which is under the man-
agement of Al. Edelstein, for many years con-
View of Showrooms of Temple of Music
fairs about two months ago. The improvements
include an elaborate new lighting system.
The Gately-Haire Co., as has already been
announced, is now engaged in wholesaling the
Victor line exclusively, with commodious quar-
ters at 258 Broadway. Though naturally hin-
dered to some extent by the shortage of ma-
chines and records, the Gately-Haire Co. re-
ported a large volume of holiday business.
NEW CRAFTS FOLDER ISSUED
Night View of Strand Temple of Music
nected with the talking machine trade in New
York City, and most recently associated with
G. T. Williams, Victor distributor of Brook-
lyn, N. Y., handles the Victor line exclusively
and provides mo,3t elaborate quarters for the
display and demonstration of both Victrolas and
Richmond, Via., January 7. — The A. J. Crafts
Piano Co., of this city, have issued an attrac-
tive folder of the Craft line of phonographs,
which were introduced to the trade at the latter
part of 1919. There are four models, "A, B and
C," which are floor models, and model "AA," a
table model. This new line of phonographs has
met with great success, and great activity is re-
ported at the Crafts factory here.
The Knickerbocker Talking Machine Co., Vic-
tor distributors, held their first record recital
of the new year on Tuesday, January 6th, in
the Retailers' Recital Hall in their handsome
quarters at 138-140 West 124th street, New York.
Singers from sheet music publishing houses
rendered new popular selections and Billy
Cripps, of Remick & Co., sang "My Isle of
Golden Dreams" in such fashion that several
encores were necessary before the audience was
willing to allow him to leave.
After several selections had been rendered bj
these artists and after some of the February
releases had been played, Abram Davega, vice-
president of the Knickerbocker Co., spoke to
those assembled on the value of window dress-
nig and mentioned the fact that, in order to
help the dealer to attractively decorate his win-
dows at a reasonable cost, the Knickerbocker
Co. was releasing for 1920 a series of window
displays, these window displays to be rented at
a price of about $25.00 per display, which is but
a small part of their cost.
After giving more detailed information as to
how this service was to be operated, Mr. Davega
escorted his guests through two floors of his
establishment, showing them window designs
already gotten up to be used in this new de-
partment. At 12:30 Mr. Davega, assisted by
Joe Schwetz, conducted all those present to
the Hotel Theresa for luncheon.
Sona -Tone
Plays every make of record
without extra attachments! An
achievement in tone perfection.
Wonderfully built. Moder-
ately priced. And yielding a
margin of profit beyond the
average.
Ready for immediate delivery.
For better music, better enter-
tainment, you can provide no
finer instrument for your cus-
tomers than Sona - Tone — the
proven phonograph. Write
for details.
MODEL 137 (as illustra-
ted) — Solid mahogany .
Needle cup. Indicator.
No. 16 Meisselbach motor .
Universal sound box.
Supreme tone arm. List,
$137. Complete specifi-
cations on request.
Sona -Tone Phonograph, Inc.
Executive Offices :
World Tower Building
110-112 West 40th Street
NEW
YORK
Demonstration Rooms :
Bush Terminal Sales Bldg.
132 West 42d Street
156 THE TALKING MACHINE WORLD January is, 1920
The New Model "E"
Garford Phonograph
I The Greatest Value on the Market
1
6
1
Immediate Deliveries in Any Quantity
High in # *-fiffi^ High in
Quality ^dmWK. Quality
Low in J fck Low in
Price ' ^^^5> Price
New Model "E " Garford Phonograph
The New Model "E" Garford Phonograph
has every desirable feature of the
I high price phonograph.
I 1 Plays all makes of records without an attachment.
2 Superior Tone Quality.
3 Standard Motor of Recognized Merit.
4 Artistic Appearance.
5 Guaranteed to give Excellent Service.
Order Now For Immediate Delivery
I Sells like "Wild-Fire" the Year Round
We have an Attractive Dealer Proposition
The GARFORD MFG. CO.
ELYRIA, OHIO
January 15, 1920
THE TALKING MACHINE WORLD
157
ANNUAL CONVENTION OF COLUMBIA BRANCH MANAGERS
Branch and Dictaphone Sales Managers Hold Most Instructive Gathering — Trade Problems Dis-
cussed at Business Sessions — Trip to Bridgeport Plant a Feature — Annual Banquet at the
Hotel Pennsylvania, With G. W. Hopkins as Toastmaster, Closes Successful Convention
The annual convention of the branch and Dic-
taphone sales managers of the Columbia Graph-
ophone Co. was held during the week ending
January 3 at the Hotel Pennsylvania. Geo. W.
Hopkins, general sales manager of the company,
arranged the program for the convention, and
in January, 1919, and were impressed with the
fact that all of these changes made for greater
efficiency and vastly increased production.
Luncheon was served at the Hotel Stratfield,
where interesting addresses were made by T.
C. Roberts, assistant to the president, and H.
Bookkeeper Score 100 Per Cent," by Marion
Dorian, auditor; "Small Account — Sick," Doc-
tor in Charge, F. R. Erisman, manager Dallas
branch; "Medium Sized Account — Sick," Doctor
President Francis S. Whitten
in Charge, J. L. DuBreuil, manager Cleveland
branch; "Large Account — Sick," Doctor in
Charge, Westervelt Terhune, manager Atlanta
branch "Illustrated Talk on the Model' Shop,"
by H. L. Tuers, manager dealers' service de-
partment.
On Thursday evening the managers attended
the Hippodrome, and on Friday morning the
branch managers assembled at the Hotel Penn-
sylvania for the following conferences: "Selling
the Main Catalog of Records," by Lambert
Friedl, manager New York branch; "Records
and Records — Kept and Broken," by O. F. Benz,
H. L. Willson
general sales department; "Recording and Bet-
ter Recording," E. N. Burns, vice-president;
"Gems of the Catalog Compared," by A. R.
Harris; "Three Hundred Word Stories of Best
Record Selling Stunts," by F. F. Dawson, man-
ager Cincinnati branch, F. A. Denison, manager
Buffalo branch; H. E. Gardiner, manager New
Haven branch, and Frank Dorian, manager
Seattle branch; "Accomplishment in Selling For-
eign Records," by R. F. Bolton, sales manager
international record department; "Personal
Stories of Columbia Artists," by Theo. H.
Bauer, concert and operatic director; "Physical
Condition and Arrangement of Branches," by
R. E. Rae; "Branch Organization, Personnel
and Assignment of Duties," by Wm. S. Parks,
manager Baltimore branch.
On Saturday the branch managers resumed
their conferences, with the following addresses
programmed: "Developing Rural Sales," by E.
(Continued on page 158)
Columbia Branch Managers on Steps of East Plant
presided as chairman at both divisions of the
week's meetings.
On Tuesday the branch managers assembled
at the Columbia executive offices in the Wool-
worth Building, leaving for Bridgeport, Conn.,
Tuesday afternoon, where an informal get-to-
gether meeting was held at the Hotel Stratfield.
On Wednesday the managers visited the im-
mense West plant of the Columbia company in
Bridgeport, where they were escorted through
the plant by guides and factory executives. The
managers expressed their amazement at the
many improvements and changes which had
been effected since their visit to the plant
C. Cox, comptroller of the company. The af-
ternoon was spent in a visit to the East plant
at Bridgeport.
On Thursday the branch and Dictaphone sales
managers held a joint session at the Hotel
Pennsylvania, at which the following interesting
addresses were made: "Opening of Confer-
ence," by H. L. Willson, vice-president and
general manager; "Functioning of the General
Manager's Office," by H. A. Yerkes, assistant
general manager; "Stories of Sales Made Far
From Home," by E. F. Sause, manager export
department; "House Organs and Supplements,"
by Paull Hayden, editor; "How to Help the
A Real
Record File
Substantially built to accommo-
date 1 00 records, of any make.
Equipped with the Haag Eject-
ing Device which hands the rec-
ord to you by pressing a lever.
Made in mahogany and fumed,
golden or weathered oak.
35% discount to dealers.
Write for complete catalogue.
Haag File "F 100"
Price $58.00
Deliveries Begin in February
Manufactured Exclusively by
HAAG & BISSEX
PHILADELPHIA, PA.
Distributed Exclusively by
BLAKE & BURKART
Herbert E. Blake, Successor
1100-1102 Walnut Street
PHILADELPHIA, PA,
158
THE TALKING MACHINE WORLD
January 15, 1920
ANNUAL CONVENTION OF COLUMBIA BRANCH MANAGERS— (Continued from page 157)
A. McMurtry, manager Kansas City branch;
"How Best to Run a Dealers' Meeting," by
Ben L. Brown, manager Indianapolis branch;
"How to Conduct a Branch Sales Meeting," by
Kenneth Mills, manager Chicago branch; "Can-
ada," by A. E. Landon, manager Canadian
branch; "Teaching a Class by Use of Grafonola
and Columbia Records," by W. A. Willson,
branch; "Merchandising Advertising," by L. L.
Leverich, assistant advertising manager;
"Changing the Complexion of a City," by N. F.
Milnor, manager San Francisco branch; "Dem-
onstration Sales — Selling a Grafonola to a Re-
tail Customer" — retail customer portrayed by
G. P. Donnelly, manager Portland, Me., branch,
and the salesman portrayed by A. B. Creal, man-
ager New Orleans branch; "Sales Targets," by
W. F. Stidham, manager Los Angeles branch;
"What Are Your Girls Doing for You?" by Miss
M. E. Schack; "Smiles and What They Will Do,"
by F. K. Pennington, assistant general sales
manager; "Advertising Plans for 1920," by Wm.
H. Johns, president Geo. Batten Co.; "Service,"
by Geo. W. Hopkins, general sales manager.
The Dictaphone sales managers held an in-
teresting session on Friday, with C. K. Wood-
bridge, Dictaphone sales manager as chairman.
H. L. Willson, vice-president and general mana-
ger of the company, opened the morning session
with a talk on "The Present and Future of
Dictaphone Manufacture." Addresses were
made by several of the Dictaphone sales mana-
gers, and the afternoon session was opened by
Frank K. Pennington, who gave a short talk
on "Smiles." The business sessions were con-
tinued on Friday afternoon and Saturday, and
on Saturday morning Geo. W. Hopkins gave a
valuable talk entitled "Columbia and the Gem
of the Office," which, as usual, was couched
along constructive and interesting lines.
giiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiinniiiiii i urn iiiiiiiiiiuiiiiiiiiiuiiiiuiiiiuiiiiiiiiiiiiiiiiiiii uiiiixiiiiiiiitiriifjiiiiitiiiitiiiiiiiiJiiiiiiiuiiiiiiiiiEitiiiiMiiiiiciMFiiiiiii jiiiiiiiuiiiiiEiiiiiiiiiiiiiiiiitiiitiiiiiiiiiiriiTiTiiriiiiiiiiiiiiiiiiiiiinjiii^
1 COLUMBIA CONVENTION CLOSES WITH GREAT BANQUET I
^miiiiiiiiiiiimiiiiiiniiiiuiiiiiiiiiiiiiiiiiiiiininiiiiiiiniiniin
Geo. W. Hopkins
manager educational department; "Five Hun-
dred Word Stories on the Right Kind of Dealer
Representation," by W. L. Sprague, manager
Minneapolis branch; S. E. Lind, manager De-
troit branch; John McKenna, manager St. Louis
branch, and X. J. Wilcox, manager Philadelphia
The branch and Dictaphone managers, together
with the members of the executive offices of the
Columbia Graphophone Co., were the guests at
a banquet given by the officials of the company
in the ballroom of the Hotel Pennsylvania
January 3. This banquet has been, for a number
of years, one of the most important events of
convention week, and this 3rear's program pro-
vided for one of the most pretentious and ex-
tensive musical entertainments that have ever
been offered in the talking machine indus-
try.
In former years the company has offered a
program that has included many famous ar-
tists, the majority of whom have been exclusive
Columbia artists. This year, however, arrange-
ments were made whereby the entire musical
entertainment would be comprised of exclusive
Columbia artists only. Theodore Bauer, oper-
atic and concert director of the Columbia Co..
was in personal charge of the musical program
and well deserved the enthusiastic congratula-
tions that he received from the managers and
\L)eIpheon
MA
T Hhe ft
incomparable
A tone thai is ineffably
exquisite — not phonographic
STEADILY INCREASING
PRODUCTION ASSURES
DELIVERIES.
Delpheon Model C
$215
THE DELPHEON COMPANY
Bay City, Michigan
The Delpheon Sales Co., 25 Church St., New York
Rosen Phono. Sales Co., 28 Court Square, Boston, Mass.
Walter Verhalen, 703 Bush Building, Dallas, Texas
the executives of the company upon the com-
pletion of the musical offerings.
Geo. W. Hopkins was toastmaster at the
dinner and his introductions of the various
speakers constituted one of the most enjoyable
features of the banquet. Mr. Bauer introduced
the artists and among the entertainers on the
program, all of whom are Columbia artists ex-
clusively, were the following: Harry C. Browne,
Mme. Jeanne Gordon, Percy Grainger, Charles
Hackett, Mme. Marion Harris, Sascha Jacob-
sen, Keegan and Edwards, Ted Lewis and his
Jazz Band, Jose Mardones, Mme. Barbara Mau
rel, Geo. Meader, Mme. Carmela Ponselle, Mme.
Margaret Romaine, Oscar Seagle, Toscha Sei-
del, Riccardo Stracciari, Mme. Grace Wagner.
The conductors were Charles A. Prince, Robert
Hood Bowers and Romano Romani. Mme.
Rosa Ponselle, famous operatic soprano and
exclusive Columbia artist, had arranged to be
present Saturday evening, but was confined to
her home by illness. Several of the artists
mentioned are new additions to the Columbia
record library, and they were given a tremen-
dous ovation by the guests at the banquet.
Every artist on the program was obliged to ren-
der several encores to meet the insistent de-
mands of the diners, and the fame, prestige and
ability of the artists appearing Saturday eve-
ning served to emphasize the wonderful progress
and success that have been attained by the Co-
lumbia Co. in recent years. This galaxy of ex-
clusive Columbia "stars" was a concrete indi-
cation of the achievements of the Columbia
operatic and artist divisions.
During the course of the banquet interesting
addresses were made by F. S. Whitten, presi-
dent of the company; H. L. Willson, vice-presi-
dent and general manager; C. W. Woddrop, vice-
president and treasurer; T. C. Roberts, assist-
ant to the president, and in charge of manu-
facture; Marion Dorian, chief auditor; G. W.
Hopkins, general sales manager; F. K. Penn-
ington, assistant general sales manager, and C.
K. Woodbridge, Dictaphone sales manager.
President Whitten was enthusiastically re-
ceived by the members of his organization, and
in his characteristic way sincerely expressed his
appreciation of the untiring efforts of the branch
and Dictaphone managers which had enabled the
company to close the greatest year in its his-
tory, a year which far exceeded the highest ex-
pectations of the executives.
H. L. Willson welcomed the guests and in the
course of his address emphasized that every divi-
sion of the Columbia organization was "ready"
for 1920. Referring to each specific depart-
ment, Mr. Willson paid a well-deserved tribute
to the accomplishments of the Columbia staff
in 1919, giving some interesting facts as to the
preparations for 1920.
C. W. Woddrop, with one of his forceful and
effective talks, made one of the "hits" of the
evening. He commented upon the fact that he
recently had had occasion to interview several
prominent financiers and captains of industry
regarding the outlook for the coming year. They
were unanimous in expressing the opinion that
January 15, 1920
THE TALKING MACHINE WORLD
159
ANNUAL CONVENTION OF COLUMBIA BRANCH MANAGERS— (Continued from page 158)
1920 would be a wonderful year for business,
and Mr. Woddrop told the managers that Co-
lumbia was "ready" for this prosperity and
activity. As treasurer of the company, Mr.
Woddrop presented some interesting details re-
garding the strength and stability of Columbia
finances.
Mr. Woddrop received the hearty applause
of every one present when he stated that there
was not a single bond out against the com-
pany and not an unpaid obligation.
T. C. Roberts, assistant to the president and
ing to illness. Mr. Burns, who is one of the
most popular Columbia executives, is now re-
cuperating and when Mr. Hopkins proposed
three cheers for "Ned" Burns they were given
with an enthusiasm that undoubtedly echoed
hundreds of miles away. N. F. Milnor, manager
of the San Francisco branch, suggested that a
telegram be forwarded to Mr. Burns advising
him of the deep regret of the Columbia organi-
zation that he could not be with them, and ex-
pressing the hope that he would soon be back
ai the helm of the recording division. Mr. Hop-
attributed in a large measure to the indefati-
gable efforts of Mr. Hopkins, who, with the as-
sistance of Mr. Pennington, prepared the com-
plete program from start to finish. With his
thorough and invaluable knowledge of merchan-
dising and sales problems, Mr. Hopkins so ar-
ranged the program that every discussion and
address provided the managers with practical in-
formation and informative ideas. The managers
left for their respective branches imbued with
the thought of Columbia progress and accom-
plishments and posssessed of the knowledge
Annual Banquet of Columbia Branch an
in charge of production, had been referred to
by Vice-president Willson as the "Miracle Man,"
for under his direction the Columbia factories
at Bridgeport had achieved phenomenal and
well-nigh miraculous results. Mr. Roberts gave
some pertinent facts regarding the progress made
by various departments at the factory, stating
that during the past few months the production
of the machine department had been trebled,
the output of the record department had been
doubled and that the production in the matrix
department was four times as large as formerly.
Marion Dorian gave a stirring and force-
ful address, which at times was reminiscent, and
which concluded with a most eloquent and sin-
cere appeal to the managers to make the com-
ing year the greatest in the history of the com-
pany. The concluding addresses of the eve-
ning, made by Geo. W. Hopkins, Frank K.
Pennington and C. K. Woodbridge, constituted
a series of informative and valuable talks that
were keenly appreciated by the managers.
During the course of the evening Mr. Hop-
kins advised the diners that it was with extreme
regret that he was obliged to announce that E.
N. Burns, vice-president of the company and
in charge of recording, could not be present, ow-
d Dictaphone Managers, Held at the Hotel Pennsylvania Saturday Evening, January 3
kins appointed Mr. Milnor a committee of one to
draft this telegram.
The signal success of this convention may be
that each and every department at the execu-
tive offices and in the factories is working in
the closest co-operation with the sales force.
PREDICTED PRESENT PROSPERITY DATES FOR JOBBERS' CONVENTION
Four years ago D. Tauber, president of the
Progressive Phonograph Supply Co., predicted
ir an article that the succeeding years would
show unprecedented progress and expansion in
the talking machine trade and that the volume
of business transacted would be tremendous.
How well Mr. Tauber's prediction has come
true is known by everybody connected with the
trade.
The Progressive Phonograph Supply Co.
closed an exceptional year in every respect.
Many hundreds of new dealers have taken on
the line and the demand for the Wall Kane
needles is tremendous. Mr. Tauber predicts
a continuance of this exceptional business
through the new year and gives the following
slogan which will guide and be lived up to by
every one connected with the company through-
out the coming year: "The right kind of goods,
at the right price and fair and dignified busi-
ness dealings."
Chicago, III., January 7. — L. C. Wiswell,
chairman of the arrangements committee of the
Talking Machine Jobbers' Association, an-
nounces that the dates for the coming conven-
tion of Victor jobbers will be June 28th, 29th,
and 30th, Atlantic City. He has made reserva-
tions at the Hotel Traymore for these dates.
SAPPHIRES!
Highest Grade — Direct Importations Now Available
Pathe Full Tone $140 ,
Metal Holders
.50 1
Per 1000
Pathe Half Tone $160 (Imitation
Edison Half Tone 170 (Ivory Holders
Per 1000
Samples on receipt of price
Special prices on direct imports of 10,000 sapphires
E. C. HOWARD
215 NORTH LAFAYETTE STREET
GRAND RAPIDS MICHIGAN
Wholesale
Victor
Service
for Southern Dealers
Band and Orchestra Instruments
Player-Piano Music Rolls
Musical Merchandise
Complete Stocks, Quick
Shipment, Right Prices
Make Our Store Your Headquarters When in Richmond
The r^den rwwami
Richmond, Virginia
160
THE TALKING MACHINE WORLD
January 15, 1920
An Opportunity for Dealers
The PURITAN
Phonograph literally
"speaks for itself."
There is a richness
and purity in the re-
production, quite
different from other
instruments, that in-
variably pleases the
listener.
The most critical
music- lovers declare
that such smoothness,
clearness and volume
of tone have never
been produced by or-
dinary phonographs.
THE REPRODUCER
A new type of sound-box and tone arm give
absolutely free horizontal and vertical movement,
enabling the needle to receive ALL THE IMPULSES
from the corrugations of the record. The faintest
recorded sounds are faithfully transmitted to the ear.
The mechanism is very sensitive to record vibrations,
and is the result of long experiment.
The great clearness of tone in the PURITAN is
produced by the
LONG WOOD HORN
This is an exclusive, patented feature, and
CANNOT BE USED BY ANY OTHER MANU-
FACTURER.
The PURITAN HORN is a rectangular channel
representing an organ-pipe, extending from the tone
arm to the bottom of cabinet. It has only one bend
(see illustration).
THIS IS THE MOST EFFECTIVE
AMPLIFIER EVER PRODUCED
The PURITAN HORN magnifies and mellows
the vibrations from the diaphragm. At the same time
it absorbs all hissing and grinding sounds, delivering
the MUSIC ONLY in a wonderfully realistic way.
The entire instrument, including motor, sound-
box and cabinet, is made in our own factory, and we
guarantee every part.
PURITAN LATERAL-CUT RECORDS ARE BRILLIANT AND CONTAIN THE
LATEST POPULAR NUMBERS
The Puritan Phonograph plays all makes of Disc Records, with all the distinctness and volume of
which the record is capable
EIGHT BEAUTIFUL MODELS NOW READY FOR IMMEDIATE SHIPMENT
WRITE FOR CATALOG AND DEALERSHIP PROPOSITION
United Phonographs Corporation
Factory and General Offices: Sheboygan, Wisconsin
January 15, 1920
THE TALKING MACHINE WORLD
161
EMERSON CO. ANNOUNCES IMPORTANT SELLING PLAN
Arthur H. Cushman, Director of Sales, Advises Emerson Dealers Regarding Differential Price
System for Popular Records — An Important and Far-Reaching Announcement
The Emerson Phonograph Co. announced this
week an innovation in the merchandising of its
records which has been the subject of general
comment in the trade. This new departure in
the selling of records was announced to Emer-
son dealers in the following letter sent out by
Arthur H. Cushman, director of sales:
"We desire to call your attention to a new Emerson
policy, one which we believe, when carefully considered by
the dealers, will be conceded one of the most advantageous
from all points of view yet adopted by us.
"It has been the policy of phonograph record manufac-
turers over a long period to classify all the popular singers
under one head, and price their records at a uniform list.
Such a system is not in vogue in operatic catalogs, and
therefore has no basis of merit in popular catalogs.
"When you consider that it has been the custom to
retail a record of a song by one of the most prominent
vaudeville artists in the country, who receives a salary
ofttimes a thousand dollars a week or more, at the same
price as a record sung by a singer practically unknown,
whose stage salary is perhaps less than ten per cent of the
star's salary, the inequalities and injustice to the artist, the
dealer and the public are at once apparent. The public
will be better satisfied to purchase a record of a known
artist, will value it more highly and willingly pay a fair
advance over the price of an unknown artist. The dealer
is receiving the additional profit to which he is entitled
because of the actual value and selling quality of the
records of high-class artists of this character.
"For instance, Eddie Cantor of the Ziegfeld Follies
stands pre-eminent as one of the greatest artists in his line.
The dealer is entitled to an extra profit on the Cantor
records which he sells, exactly as Mr. Ziegfeld is entitled
to and obtains an extra profit on Mr. Cantor's appearance
on the stage.
"Emerson has determined again to tear up the ruts into
which the old-time companies have gotten themselves and
do the logical and practical thing. Therefore, we will
establish a deferential in the price of our records between
top-notch stars and the lesser known and less expensive
artists. The first of the series of records issued under
this policy will be Eddie Cantor's records, which, on and
after this date, will be sold by Emerson dealers at the list
price of one dollar. Distributors will on this date invoice
to the dealer all Eddie Cantor records at this list price.
Announcement of further records issued by Emerson
under this policy will be made from time to time."
In a chat with The World regarding this im-
portant move, Mr. Cushman said: "The recep-
tion of this innovation by Emerson distribu-
tors and dealers has been remarkable. Never
in the history of the company has it received as
many letters commenting on a change of
policy; never have distributors, salesmen and
dealers as well been unanimous in voicing their
tinct elements in the phonograph industry.
Sixty per cent of, the Emerson dealers are the
'old-time' phonograph dealers who have grown
up with the industry, and the remainder are
new dealers, who represent a class of merchants
unfamiliar to a great extent with the old-estab-
lished methods in vogue. One of the reasons of
the great success of the Emerson Co. is that
they are in touch with these diversified elements
in the industry.
"Emerson is free to confess that some of
the policies which it first originated and which
have now become standard in the industry were
opposed at the outset by some. But this new
policy was received by the old reliables in the
trade and the younger element as well with the
same universal approval. It is not always 'an
easy matter for a young concern, although emi-
nently successful, to undertake the establish-
ment of policies at variance with the previous
standard of practice in the industry, and when
the Emerson Co. has done it, as in this case, and
received the unqualified approval of all its deal-
ers and distributors alike, it is with a sense of
great satisfaction that it passes on to other mem-
bers of the industry this new policy which we
feel sure will be made standard for the record
industry within a comparatively short time."
Arthur H. Cushman
support and approval of a new Emerson policy.
It has been a source of great satisfaction to the
Emerson Co. to have so fundamental a change
as this receive the commendation of nearly
every dealer and distributor. It emphasizes the
fact that no matter how radical a slash is made
in the old order of things progressive dealers of
to-day are quick to recognize its value and to
support fully the new provisions.
"Emerson dealers to-day represent two dis-
TRANSFERS VICTOR DEPARTMENT
The Franz Yahn Service recently purchased
the Victor stock and agency formerly owned by
the People's House Furnishing Co., of Haver-
hill, Mass., and transferred it to the well-known
department store of Mitchell & Co., of that city.
This department is owned and controlled by the
Franz Yahn Service, leasing this space in
Mitchell & Co.'s store, and is in charge of
Charles Urlass, formerly with the Eastern Co.
The Rhodes Furniture Co., Memphis, Tenn.,
has installed several new demonstration booths
in the front of its store. They are attractively
designed and add materially to the store's ap-
pearance.
PLAYS 10,000 RECORDS
Retail
Price,
$1.50
A Never-Change Needle
The one needle plays continuously without injury to records. Saves
the trouble of changing needles and reduces the needle cost to
about one-tenth the usual cost of old style needles. By actual test this Ten-M-
Needle has the capacity of playing ten thousand records. Always the same point.
Never the danger of playing with a used needle.
Jobbers:
Writenearest Sales Rep-
resentative or Baker-
Smith Co. for sample
and prices.
BAKER-SMITH CO.
cannot supply sales managers
you, write us. RIALTO BLDG., SAN FRANCISCO, CAL
GEORGE MITTLEMAN, 487 Broadway, New York, Sales Representative
We carry New York stock at all times. Quick delivery from New York or any city
for the dealer
162
THE TALKING MACHINE WORLD
January 15, 1920
If You Want to Satisfy Your Customers this Month
Who Makes the Profits? Those Who Have the Stock.
E. R. Godfrey & Sons Co., Milwaukee, Wis.
Sole Distributors for Wisconsin, Iowa, Michigan,
Illinois and Indiana
WRITE US
VISTA TALKING MACHINE ^
PHONOGRAPH DIVISION
THE WISCONSIN CHAIR CO.
1 Port Washington, Wisconsin
January 15, 1920
THE TALKING MACHINE WORLD
163
Happenings in Dominion of Canada
CANADA DEVELOPING THE MANUFACTURE OF ACCESSORIES
Has Become Almost a Separate Industry — Toronto Music Co. Growing Rapidly — Manufacturers'
Association Discusses Problem of Getting More Apprentices for Factories
Toronto, Can., January 6. — The talking machine
business this season has been greater than in
any previous year, according to comments of
leading dealers. One company announces that
the sale of records for one month was greater
than for the whole of the previous year. The
cessation of hostilities saw an immediate jump
in sales of both machines and records and for
a long time the dealers were unable to supply
the demand. The manufacturers have been able
to catch up with orders to a considerable extent,
however, so that recent stocks have been a lit-
tle larger than usual.
This year has seen the introduction of the
first real made-in-Canada talking machines. This
means that the whole machine is now being
made in Canada. The motor, tone arm, dia-
phragm, cabinet and other parts, as well as the
records themselves, are all being made in Can-
ada. During the war it was somewhat difficult
for the makers to arrange for the complete pro-
duction in the Dominion, it is asserted. One
or two munition companies have turned their
attention to the making of talking machines,
however, as a peace business. The result has
been that large factories and much machinery
have been turned over to the production of this
musical instrument.
The manufacture of parts in Canada has also
become practically a separate industry and this,
too, is a development from the munition busi-
ness. One company, which formerly turned out
shells by the thousands, is now devoting much
of its attention to the manufacture of motors,
cabinet hinges, winding cranks and other metal
parts.
The Toronto Music Co., Ltd., is more or less
new in the music world of Toronto, but through
the medium of direct and truthful advertising
is rapidly making itself known. It deals exclu-
sively in Columbia products, and in so doing is
molding its policy along lines which have met
with success in some of the larger cities of the
United States. There are three stores, located
and equipped so as to serve Columbia customers
and visitors throughout the city. These are at
420 Yonge street, 355 Broadview avenue and
1372 St. Clair avenue. Each has sound-proof
demonstrating parlors, while a special feature
of the Yonge street store will be the installa-
tion of the children's rest and play room, so
that mothers need not hesitate to bring their
children to the store.
W. H. Banfield & Sons, Ltd., is now working
at top speed on motors and talking machines.
This firm is also producing, under contract, the
Stewart phonograph. Here again is a remark-
able example of Canadian development in the
direction of big business. The Stewart Phono-
graph Corp., Ltd., a purely Canadian company,
has purchased outright the world rights of the
Stewart Phonograph. Toronto must benefit by
the acquisition of an industry of this magni-
tude.
The Emerson Canadian Co., Ltd., with head-
quarters in this city, have been incorporated
with a capitalization of $500,000, to carry on
business in talking machine records and ac-
cessories.
H. R. Braid, well known to the trade through-
out Canada through his connection with I. Mon-
tagnes & Co., Canadian distributors of the
Sonora line, has joined the selling staff of the
Music Supply Co., Columbia distributors.
The Starr Co., of London, Ont, have opened
up a Toronto branch for the sale of Starr phono-
graphs and Gennett lateral cut records, which
are pressed in Canada. E. W. Wood will be in
charge. While in England recently J. A. Croden
niade arrangements whereby his firm will have
exclusive control in Canada of a number of well-
known makes of lateral cut recordings. .As
Canadian distributors of the Starr Phonograph
and Gennett lateral cut records this firm re-
ports exceptionally heavy business throughout
the Dominion.
At a recent meeting of the Canadian Phono-
graph Manufacturers' Association held in the
King Edward Hotel here one of the principal
topics discussed was the problem of getting more
apprentices into the cabinet making end of the
business. It was shown in the interesting discus-
sion which the question provoked that there
is a serious scarcity of recruits to the army, of
workers in the woodworking industries and that
the future of the talking machine industry de-
manded some active recognition of this condi-
tion. It was decided to endeavor to enlist the
co-operation of the piano manufacturers and
furniture manufacturers in securing government
aid in the matter of technical instruction for
boys.
Montreal, Can., January 3. — The situation in this
city during the holiday season was no different
from other points throughout Canada. The de-
mand for talking machines exceeded the supply
and the majority of dealers could have sold
twice the number of machines had they the
goods. As it was in most cases stocks were de-
pleted and dealers supplied customers with any
make they could get in order not to disappoint
them. Never in the history of the industry was
the demand for records so great.
The result of a recent visit of Henry Burr
to Montreal is a new "His Master's Voice" rec-
ord, "Oh, What a Pal Was Mary," which is
predestined to be a big seller. Mr. Burr recorded
this selection at the laboratory of Berliner
Gramophone Co., Ltd., and this particular num-
ber is a fine specimen of good recording.
N. H. Phinney, Ltd., Halifax, N. S., have se-
cured the exclusive selling rights for the famous
talking dolls and talking books. One corner of
Phinney's Barrington Street store will be de-
voted entirely to the kiddies. There will be a
young lady continually at the "Kiddies' Corner"
to give them every attention. The Bubble Books,
which are now so popular among the children,
will also be shown in this corner.
Battered and battle-scarred, but with its sol-
dier's soul undaunted, the Columbia Grafonola
that N. H. Phinney, Ltd., of Halifax, N. S., pre-
sented to the 85th Battalion before it went over-
seas, has just returned from active service.
It can be seen in their window, where it rests
with its laurels around it, proud of its "wound
stripes," but prouder still of its ability to play.
The 85th Battalion on demobilizing returned it
The Brilliant Phonograph Co. and the Bruns-
wick Shop, Ltd., have registered with capital
stocks of 50,000.
May Peterson, the celebrated prima donna
soprano and exclusive Aeolian-Vocalion artist,
recently sang in Montreal and in Massey Hall,
Toronto. These appearances of May Peterson
gave a big impetus to the demand for her Aeol-
ian-Vocalion recordings.
The Voice-O-Phone Co., and also the Phono-
graph Specialties, Ltd., have incorporated, capi-
tal $150,000.
In order to make surroundings as pleasant as
possible, and to attain the utmost in convenience,
the National Piano Co., Ltd., is constructing
seven sound-proof rooms on the ground floor
of their premises, where Victor records may be
heard to advantage.
Maud Powell, whose death was recently an-
nounced, last month delighted Toronto audi-
ences with a violin recital at the King Edward
Hotel.
While they have not definitely decided upon
the extent of the enlargement, Piano Cases and
Phonographs, Ltd., Brantford, successors to the
Brantford Piano Case Co., Ltd., will extend their
present factory sufficiently to double output.
to N. H. Phinney, Ltd., as a souvenir of the war.
During the recent showing of "Mickey" at the
Royal Theatre at Dartmouth, N. S., the manager
had a new Edison Diamond Disc on the stage
and delighted capacity houses with the sweet
music of "Mickey" during the performance.
The Nova Scotia Furnishing Co., Ltd., Halifax,
N. S., sole agents for Pathephones and records
in that city, recently demonstrated to capacity
audience the Pathe Actuelle.
Goodwin's, Ltd., are using some attractive il-
lustrated street car cards featuring the Bruns-
wick phonograph.
Phonograph Specialties, Ltd., has been incor-
porated at Montreal with a capital of $150,000.
CALGARY COLUMBIA MEN ORGANIZE
Local Association Formed to Better Trade and
Selling Conditions — B. R. Seabrook Gets Pat-
ent—Death of J. E. Williams
Winnipeg, Man., January 3. — A local organiza-
tion comprising Columbia dealers has been
formed in Calgary, Alta., and W. M. Howe, local
manager of Willis & Co., Ltd., was elected presi-
dent, while J. F. Fisher, of the Grafonola Shop,
was chosen as secretary.
Mr. Shaw of Cassidy's, Ltd., the Western gen-
eral representative of the Columbia line, out-
lined the objects of the formation of the asso-
ciation.
It is the intention to meet monthly to hear
• the monthly listings and to discuss their rela-
tive value to their own particular trade. The
speaker brought out the fact that the Columbia
{Continued on page 165)
Talking Machine Supplies
and Repair Parts
SPRINGS, SOUND BOX PARTS, NEEDLES
THE RENE MANUFACTURING CO.
MONTVALE, NEW JERSEY
HOLIDAY TRADE IN MONTREAL GREATEST IN HISTORY
All Dealers Closed Christmas Week With Stocks Completely Sold Out — N. H. Phinney, Ltd.,
Now Exclusive Agent for Talking Books — Continued Activity Everywhere
164
THE TALKING MACHINE WORLD
January 15, 1920
As A
Merchandising
Proposition
1
I
I
i
I
I
I
I
I
1
1
NO DEAD STOCK IN THIS LINE
|
1
CULL Records
are leading the field today. They are
lateral cut — play on any standard disc |
machine without attachment — and fill a
decided need at a time when your
trade wants up-to-date selections perfectly |
recorded. |
We are equipped to give you splendid
service in merchandising this new lateral
cut record and reliable dealers may obtain |
the full benefits by applying to us early.
Come in and hear these new, double
disc records, featuring the latest and best
popular selections and retailing at standard
prices.
1
PHILADELPHIA SHOW CASE COMPANY |
127 North 13th Street
PHILADELPHIA, PENNSYLVANIA
Pittsburgh Branch : 2002 Jenkins Arcade Building
1
January 15, 1920
THE TALKING MACHINE WORLD
165
YIOL^PHOME
PHONOGRAPH NEEDLES
EACH NEEDLE WILL PLAY 10 RECORDS
CACH NEtDLEW\LL PLAY IO RECORDS
The Best Talking Machine Needle on the Market
PACKED IN COUNTER SALESMEN
50 Needles to a box and they retail at 10 cents per box.
60 boxes to a package, $6.00. This package costs you $3.90 net.
Your profit is $2.10 and your customer gets a needle that will give satisfaction.
THE FRED. GRETSCH MANUFACTURING COMPANY
60 Broadway
Manufacturers of Musical Instruments
BROOKLYN, N. Y
Canadian Wholesale Agent. H A. BEMISTER, 10 Victoria Street. Montreal, Can.
Western Distributor: WALTER S. GRAY, 530 Chronicle Building, San Francisco. Cal.
NEWS FROM DOMINION OF CANADA
(Continued from page 163)
Co. had recently secured the second largest
manufacturing plant in Canada. At this formal
gathering, which took the form of a luncheon,
a number of the January records were played.
B. R. Seabrook, a well-known inventor, has
been successful in protecting by Canadian patent
a new device for talking machines, consisting
of a combination sound box, tube and horn.
The death of James E. Williams of Calgary,
Alta, removes a popular Columbia dealer. He
was Alberta's representative for Cassidy's, Ltd.,
Columbia Grafonola department and was highly
esteemed in trade circles.
MAUD POWELL, VIOLINIST, DIES
One of America's Greatest Native Musicians
Dies Suddenly on Tour — Her Art Preserved
by Her Records — Had World-wide Reputation
A CANADIAN INCORPORATION
Pathe Freres Phonograph Sales Co , Ltd.,
have incorporated at Vancouver, B. C, with a
capital of $40,000.
FEATURING STARR PHONOGRAPHS AND GENNETT RECORDS
The picture shows the interior of the W. H. C. A. work in France. Mr. Caldwell, who is
Caldwell Store, Shelbyville, Kentucky, jobbers enjoying a short visit here, will return to that
of Starr phonographs and Gennett records. On country in January and Mrs. Lyons will again
Uniontown, Pa., January 8. — Maud Powell,
who is perhaps one of America's most famous
violinists and whose Victor records have won
unanimous praise among music lovers through-
out the world, died here, to-day. She suffered
a nervous breakdown yesterday and became so
il! that her concert last night was canceled. On
Thanksgiving night she collapsed on the stage
during her concert in St. Louis. For twenty-
four hours she was said to be dangerously ill, but
she recovered and continued her tour. The
illness was reported as acute gastritis at that
time.
Maud Powell was regarded by both American
and European critics as the foremost woman vio-
linist in the world, and she is entitled to rank as
one of the greatest musicians ever produced in
the United States. When she first appeared in
public as a young girl in the eighties she had
some of the reputation of a youthful prodigy,
but she proved the estimate of the £reat Joachim
by continuous advance to the highest realms of
her art.
In the death of Maud Powell the world has
lost a brilliant and talented artist, but it is some
slight consolation to know that her art will al-
ways remain and will be available to all through
the medium of her records, of which she has
made many for the Victor Talking Machine Co.
TAKES OVER VANCOUVER MUSIC SHOP
Arthur E. Wood, Vancouver, B. C, has taken
over the business formerly known as the Van-
couver Music Shop and in future will operate
same as an exclusive talking machine shop, fea-
turing "His Master's Voice" line. Mr. Wood
has had fourteen years' experience, ten of which
were spent with the Kent Piano Co. of Van-
couver.
Interior of W. H. Caldwell Store, Shelbyville, Ky.
the right is Mrs. J. P. Lyons, who managed the be in charge. Mrs. Lyons reported an excellent
business for the last two years in the absence Christmas business and says further the outlook
of Mr. Caldwell, who has been engaged in Y. M. for the coming year is very bright.
Switzer Bros., Ltd., is the name of a new firm
in Vancouver, B. C. In the talking machine
department they are exploiting the Sonora line
and His Master's Voice line of records.
(PATENT APPLIED FOR)
THE PHONOSTOP
WELL KNOWN AND USED EVERYWHERE
We Want Your 1920 Orders Early
500,000 the limit this year
Join the procession NOW
We can make immediate deliveries
of any quantity
THE PHONOMOTOR COMPANY
121 WEST AVENUE
ROCHESTER, N. Y.
166
THE TALKING MACHINE WORLD
January IS, 1920
y^^E specialize in Cabinets for Table Edison Phono-
graphs. Here are shown three very popular models.
Factory capacity 60,000 Cabinets per annum. Obtainable
through Edison jobbers. Immediate delivery. Write us
for samples, prices and literature.
T
STYLE NO. 95-A
Designed to fit the Edison
95; is finished in natural gum
and rouge red. Equipped
with the famous Eject-O-
File record filing system.
The finish is an exact match
for the Chalet Model Edison.
Same cabinet is built with
straight legs. (If straight
legs are desired order Style
95.)
STYLE NO. 30
Designed to fit the No. 30
Edison Amberola; built in
plain oak only to match the
Amberola 30; finished same
as the instrument; has two
drawers for cylinder records.
STYLE 50
Designed to fit Edison Am-
berola No. 50; a handsome
cabinet either African ma-
hogany or quartered oak,
high finished and a perfect
match. Has three drawers
for cylinder records.
THE EJECT-O-FILE CO., Inc.
Factory and General Offices : HIGH POINT, N. C.
January 15, 1920
THE TALKING MACHINE WORLD
167
SERGEI RACHMANINOFF RECORDS FOR THE NEW EDISON
Famous Pianist Added to Staff of Edison Artists and Makes First Records — Known as One of
the Most Celebrated Musicians of Modern Times — His Own Interpretations Preserved
The announcement made this month by Hungarian Rhapsodie" and Scarlatti-Tausig's
Thomas A. Edison, Inc., that Sergei Rachman- "Pastorale." In his interpretation for the New
inoff, who is perhaps the greatest pianist of Edison, Rachmaninoff assumes the mantle of
Liszt and originally and
incomparably interprets
the soul and reveals the
heart of the "Second
Hungarian Rhapsodie."
It is said that Rach-
maninoff has interpolated
his own cadenza, preg-
nant in brilliancy, but
deeply sombre in its Cos-
sack strain, in passing
in the "Rhapsodie," from
the lassan, or slow, sec-
tion, with its indolence
of the Gypsy East and
its fragrance of heavily
scented harems, to the
friska, or quick, section,
vibrating with the dash
and vigor of the Magyar
peasant dance, and pul-
sating with the trobbing
of the velvet-throated
chimes of the Hungarian
desert-winding caravans.
Mr. Rachmaninoff is seated at the piano. The other gentlemen are A. J. Palmer, t , , , "T)U
Advertising Manager of Thomas A. Edison, Inc.; Robert Gayler, Musical Director in DOtn tne Knap-
at the Edison Recording Laboratories, New York City, and Nicolas de Strouver, a sodie" and the beautiful
friend of Rachmaninoff's. This picture was taken in Rachmaninoff's New York home,
24 East 92nd Street. "Pastorale by Scarlatti-
to-day, has just recorded his playing for the Tausig, Rachmaninoff is pre-eminent in his
New Edison brings to the staff of Edison crispness, his crystallic clearness of technique
artists one of the most prominent figures in the and in his finished execution. The deep person-
musical world. The art of no musician of re-
cent years has been so widely praised and in-
ternationally admired as the art of this gifted
Russian artist, composer and conductor. His
first Re-Creations are Liszt's noted "Second
ality of the poetic genius surges through his
every interpretation whether as pianist, com-
poser or conductor. The addition of Rach-
maninoff to the list of Edison artists has been
hailed with pleasure by the trade.
BECOMES ASSISTANT TO W. C. FUHRI
R. S. Peer, formerly connected with the Co-
lumbia Graphophone Co. for over ten years, has
been appointed assistant to W. C. Fuhri, gen-
eral sales manager of the record division o: the
General Phonograph Corp., New York. Mr.
Peer assumed his duties the first of the year and
is rendering efficient co-operation to Mr. Fuhri
in handling the fast growing volume of Okeh
record business.
Mr. Peer is well qualified for his new duties,
lllllllllllllllllllllllllllllllll
as for several years he was assistant manager
of the Kansas City branch of the Columbia
Graphophone Co., having been connected with
that branch for eight years.
APPOINTED JOBBERS
Philadelphia, Pa., January 10. — Penn Phono-
graph Co., Inc., of this city announce that here-
after C. Bruno & Son, Inc., New York City,,
Victor wholesalers, will handle the Penn Victor
plaster of paris miniature dog in a jobbing way.
Illllllllllllllllllllllllllllllllllllllllllllli
| Paper Specialties
| Whatever your demands may be for envelopes, paper,
record envelopes and any other specialties made
of paper, H. G. Neu & Go. are at all times
ready to make immediate deliveries of material
| suitable to your request.
| Specializing on the needs of talking machine manufac-
turers and dealers, this company believes that it
is well prepared to meet your individual demands
| at any time.
| Our slogan " If It's of Paper, We Have It," completely
evidences our ability to fill your requirements.
! H. G. NEU & CO.
| 108 Worth Street New York City
CROFT
Bee
Delivery Envelopes
Art Series
New Designs
New List of Records
\ /
Every 60 Days
Very attractive
proposition to
Jobbers
Write for trial shipment
CLEMENT BEECROFT
309 W. Susquehanna Ave.
PHILADELPHIA
LYRIC LATERAL RECORDS POPULAR
New Issues of Lyraphone Co. of America Arouse
Much Interest in Trade
Jacques M. Kohner, general manager of the
Lyraphone Co. of America, Newark, N. J., manu-
facturers of Lyric lateral records, left early
this month on a six weeks' trip to the Middle
West. Mr. Kohner is very enthusiastic over
the success of his firm's lateral issues and despite
the fact that they have closed negotiations re-
cently with several new distributors calling for
great quantities of their products they feel that
with the increased production, which is now well
under way, their position, as far as deliveries
are concerned, is not a problem. With the open-
ing announcement of their lateral product, the
Lyraphone Co. released one hundred and
twenty titles of popular, instrumental, standard
and other selections. Commencing with the
February releases the company will issue from
twelve to twenty new records each month. The
Lyraphone Co of America has recently received
many commendatory letters from the trade.
168
THE TALKING MACHINE WORLD
January 15, 1920
1919
More Van Veen instal-
lations than ever before
in the history of the
company.
Sootiortal
Record Racks
Record.
Sales Counters
1920
We expect 1920 to
even surpass our great
record of last year.
i
At the beginning of the New Year we desire to express
to the trade our appreciation of its patronage and to
wish to all — A Prosperous New Year.
Arthur L. Van Veen & Co., 47 West 34th Street, New York grteeelleep?
Chicago Office, 105 West Monroe Street
TELEPHONE
4749
MAXIME PATHE ARRIVES IN THE U. S.
President of European Pathe Co. to Inspect
Conditions in This Country — Won Great Dis-
tinction for Work in the Great War, Being
Cited Four Times for Conspicuous Bravery
Maxime Pathe, of the Pathe Freres Phono-
graph Co., Paris, arrived on the steamer La
France December 23, for an extended tour of
observation and inspection of general condi-
tions in the United States. Mr. Pathe has spent
much time at the headquarters of the Pathe
Freres Phonograph Co., -Brooklyn, N. Y., and is
an enthusiast over the tone and volume and the
entirely new principles of sound reproduction
found in the new Pathe Actuelle, to which he is
seen listening in the accompanying photograph.
Mr. Pathe is the son of Emile Pathe, one of
the founders of the Pathe Freres Phonograph
Co., of Paris, and who is now president and
European promotor of this company, with head-
quarters in Paris.- Mr Pathe wears proudly but
modestly many honors won by his valor during
seven years' service for his country. At the
outbreak of the great war .Mr. Pathe, although
now only twenty-nine years of age, had just
completed his two years' regular service as
required by the French army, when he imme-
diately rejoined the ranks and during the suc-
ceeding years of the fierce struggle participated
in many thrilling engagements. Mr. Pathe car-
ries as a reminder of the great war a solid frag-
ment of German shell, which is now embedded
in his left lung, so near the heart that the doc-
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M. Maxime Pathe
tors dare not risk an operation. His hands, face
and eyes are scarred by wounds received in a
hand grenade combat. After being left wounded,
he lingered between life and death for seven
months in the hospital. During the latter part
of the war, Mr. Pathe was in the air service,
and while in this service was at one time lost
in the woods for almost three weeks, nearly
starving to death. In recognition of his bravery,
Mr. Pathe has been cited four times and deco-
rated with honors including the superb military
medal which is greatly prized by the French sol-
diers.
HOWARD J. SHARTLE A VISITOR
Howard J. Shartle, general manager of the
Cleveland Talking Machine Co., Cleveland, O..
Victor distributors, and one of the most popu-
lar members of the Victor trade, was a visitor
to New York this week, .calling upon some of
his many friends in the industry. While in the
East, Mr. Shartle spent a few days at the Vic-
tor factory at Camden, N. J., and in a chat with
the local jobbers, expressed his hearty enthu-
siasm regarding the outlook for the future. He
stated that the Victor factories are in splendid
shape for maximum production, and that he
looks forward to a banner year for the Victor
industry.
Luck is nothing more than ability plus deter-
mination.
January 15, 1920
THE TALKING MACHINE WORLD
169
| THE VISION |
H Devoted to the Interest of the Educational (
Work Being Conducted by the Talking
■ Machine Dealers and Jobbers
liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii limp
An interesting monthly publication, The
Record Review, has been brought out by the
educational department of the Columbia Grapho-
phone Co., Woolworth Bldg., New York City.
It contains, among other features, a department
known as "News and Notes," listing activities
of Supervisors of School Music throughout the
country.
records selected from the individual school's
library.
J. M. Dorey, member of the Columbia educa-
tional staff, demonstrated the use of the Sea-
shore Psychological Music Tests at the Pennsyl-
vania State Teachers' Convention, held in Phila-
delphia during the holidays.
John Elliott Clark Co., Victor jobbers, Salt
"Lake City, Utah, report an unprecedented de-
mand by the schools of the state for talking
machine equipment, which has been taken care
of by installation of M-XXV (school type) Vic-
trolas and record libraries arranged for in-
stant use.
Babylon, Long Island, N. Y., would make his-
tory repeat itself. After the High School de-
cided to purchase talking machine equipment
for its music and physical training departments
the superintendent called in Franklin Dunham,
educational director for the Landay stores
(Victor jobbers, New York City), who gave
them a lecture-recital on Folk Songs of the
World. A Victor XXV was purchased from
Landay and records were obtained through
Harry E. Bishop, local Victor dealer.
Recent French records by the Columbia Edu-
cational Department, supplementary to French
Teaching, include: "Le Petit Chaperon Rouge"
(Red Riding Hood), Marguerite Clement —
French story; "Le Renard et la Petite Poule"
(The Fox and the Little Red Hen), Marguerite
Clement— French story; "Le Bonne Femme et
Son Biquet" (The Old Woman and Her Goat).
Marguerite Clement; "Histoire de Cendrillon"
(La Fontaine) (The Cobbler and the Banker).
Marguerite Clement — French story; "Apres la
Bataille" (After the Battle), (Victor Hugo),
Marguerite Clement; "Jeanne au Pain Sec"
(Jane Put On Dry Bread), Marguerite Cle-
ment— French story.
Music appreciation as a separate and distinct
subject in the school curriculum has gained such
headway that, according to a report by J. Law-
rence Erb, director of Music, University of Illi-
nois, made to the National Association of Music
Teachers, December 30, the majority of
the states of the Union now not only give regu-
lar school credit but are making music and
music appreciation prescribed subjects.
Among the thousands of foreign records
brought to the country in matrix form by E. A.
Widman, president of the Pathe Freres Phono-
graph Co., Brooklyn, N. Y., are songs in French
for use in the class room.
Marcus Louis Mohler, author of - "Music
Moods," a publication of the Columbia Educa-
tional Department in 1916, has continued this
work in making sample description of "La
Feria — La Reja," by Lacombe, an instrumental
number for third and fourth grades.
Caroline M. Hobson, educational director,
Stewart Talking Machine Co. (Victor jobbers),
Indianapolis, Ind., has recently returned from
a trip "around the circle" with reports of splen-
did co-operation given by dealers in Indiana.
A recent publication of the Columbia Co. is
a pamphlet entitled "Literature and Music," pre-
pared by Milnor Dorey of Harvard University
and Louis Mohler of Columbia University. It-
is an exhaustive treatment of the relation of
these two closely-allied subjects paralleling a
great deal of the English classics taught in
school with their musical background, going into
details of method of presentation, structure,
emotional content, and offering many sug-
gested exercises and lists for study and reading.
It is a unique publication of real literary and
musical value for English teachers and music
supervisors.
Splendid music appreciation work in the
grades and high schools is being done this year
by Elsie M. Shaw, Music Supervisor, St. Paul,
Minn. The equipment for five new schools was
purchased at the N. E. A. Convention last year
and supplied through W. J. Dyer & Co., Vic-
tor jobbers, St. Paul.
Detroit, Mich., still ranks among the leading
cities doing music appreciation work in the
grades. This is largely due to the impetus given
the work when Grinnell Bros. (Victor jobbers)
established an educational department in their
Woodward avenue store some years ago.
New York City, under the guidance of George
B. Gartlan, Director, of Music, Public Schools,
is planning a Music Week, February 2-9, in
which in every school of the city special music
exercises will be held in all grades. The pro-
gram for each school includes a Music Appre-
ciation Hour illustrated by the Victrola and
The new educational catalog of the Columbia
Co., "The Grafonola in the Class-room," is a
classification of all the educational applications
of phonographic material. All the records have
been carefully graded for the different stages of
school work, from the kindergarten to the col-
lege. There is a well-worked-out course
in music appreciation, records for folk-dance
and physical drill, records for penmanship, sug-
Pretty Messengers with
Record News
Painted by famous artists of
child subjects and litho-
graphed in full colors on
Nursery Rhyme Blotters
Splendid means of featuring
educational records and very
attractivje inserts for supple-
ments and the regular mail.
Price Lower Than Factory
Prices
Sets of 100 — 12 different sub-
jects— $8. 1 0, without print-
ing, postage prepaid.
In writing for samples, ad-
dress Department "C."
Stewart Talking Machine Company
Victor Distributors
INDIANAPOLIS, IND.
gested programs and ways to raise money for
the purchase of instruments and records, speak-
ing records for English work and many sug-
gestions for practical pedagogical service.
New York .State Educators met in Albany for
their Music Convention this year. One of the
features of the program was a talk on the Future
of School Music, by Mrs. Francis E. Clark, edu-
cational director, Victor Talking Machine Co.,
Camden, N. J.
The American Library Association meeting in
Chicago, January 1-3, showed its interest in
music for all the people by carefully going over
plans for making libraries of greater public ben-
efit through general features of service outside
of reference libraries of books.
The educational staff of the Victor Talking Ma-
chine Co. met in conference January 1-3, inclu-
sive, at the factory, Camden, N. J., bringing holi-
day greetings from the hundreds of Victor deal-
ers doing educational work throughout the
United States.
"Music Pictures," a copyrighted class-room
exhibition of paintings in oil which have been
synchronized in emotional appeal to composition
of the masters in music, are to be presented in
New York City by the originator, Franklin Dun-
(Continued on page 170)
We are now opening new accounts and making immediate deliveries on
TALKING MACHINES
^Ae Phono^raphyl^arvelous Tone
OKelL Records
These two splendid lines with Roemer Service will help to
make nineteen twenty your banner year.
M. M. ROEMER SALES CORP., 400 West 23rd Street, NEW YORK
'TRY ROEMER SERVICE-IT SATISFIED
Phone Chelsea 6323
170
THE TALKING MACHINE WORLD
January 15, 1920
THE VISION
(Continued from page 169)
ham, Educational Director, Landay Bros., Vic-
tor jobbers, this month. The subjects are from
the brush of Harry M. Kurtzworth, director of
the Municipal School of Art, Grand Rapids,
Mich.
Word comes from Saint Paul that a full course
in Music Appreciation is to be instituted in the
grade schools of that city. Miss Shaw, the city
supervisor of music, is to use the Victrola and
Victor records for this purpose.
It is of particular interest that every school
in Albemarle County, Virginia, is being equipped
with a Victrola IV, through funds supplied for
this very purpose by a wealthy citizen of Char-
lottesville. Also, that a sum was given to estab-
lish a circulating library of 1,000 Victor records,
under the direction of the County Supervisor of
Schools, and which library is being built up
as rapidly as records are available. There are
108 schools in the county, and to date 70 have
received their Victrolas. Many of the schools
are in isolated sections, where life is very primi-
tive, and it requires n'o stretch of the imagina-
tion to picture what the Victrola will mean to
the little ones of these parts.
The most notable educational work done in
the summer sessions of the colleges this year
— work that received the highest commendation
of educators of first rank — was performed at the
summer school at Rutgers College and in the
large education methods courses at Teachers
College, Columbia University. With the Co-
lumbia Grafonola and Columbia records he gave
a series of demonstration lessons. Mr. Mohler,
in his development of procedure for teaching
appreciation of music and other arts, is contin-
ually under the advisement of heads of educa-
tional departments in Teachers College. These
schemes of procedure are adapted to the use of
grade teachers and supervisors.
THE SURPRISE OF THE PHONOGRAPH WORLD
The RE-CALL supreme in
tone; incomparable in
finish ; faultless in workman-
ship, is the triumph of the
work of years.
After years of experiment-
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reached such a degree of per-
fection that it surpasses all
other instruments.
This Musical Marvel sells at
a price which makes it doubly
attractive.
See this instrument before
placing your 1 920 orders.
Circular* and prices on application
The Huss Bros. Phonograph and Piano Co.
6-8-10 W. Canal Blvd., Cincinnati, Ohio
TO MAKE CABINETS FOR PATHE CO.
SCHOENLY GOES WITH JENKINS
According to reports from Louisville, Ky.,
the Prestonia Mfg. Co., capitalized at $250,000
and holding contracts for $1,000,000 worth of
business during its first year, will shortly begin
operations making cabinets for the Pathe Freres
Phonograph Co. The officers of the company
are Alfred Struck, president; Robert N. Weaver,
vice-president and general manager, and Robert
E. Brandeis, secretary.
M. C. Schoenly, formerly Victor traveling rep-
resentative in Kansas, Nebraska and Oklahoma,
has joined the forces of J. W. Jenkins' Sons
Music Co.. Kansas City, Mo., as traveling rep-
resentative. The J. W. Jenkins' Sons Music
Co. are prominent Victor wholesalers in that
locality.
Business is only as strong as your initiative.
THE PHONOMOTOR
Trade Mark Registered U. S. Pat. Office
The first and most perfect electrical equipment for the
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G. CLAY COX
Patented in United States and Canada
AUTOMATIC STOPS
supplied on all Phonomotors and Spring Motors, an
approved, reliable stop,
THE PHONOSTOP
Supplied the Trade
Write for Quantity Prices Now
73 State Street, Rochester, N. Y.
January 15, 1920
THE TALKING MACHINE WORLD
171
The New Brunswick Records Score a Decided "Hit"
Strong Producing and Supervisory Organization Headed by W. A.
Brophy, General Manager —Well-Known Men Head Different
Departments— Exclusive Artists Featured in First Record List
After several months of expectant waiting the New York and others are nearing completion in have had a wide experience in the talking ma-
trade has received the first list of the new Jersey City and Toronto, Can. As soon as the chine field and whose musical training and repu-
Branswick records, which mark the most re- new plants are ready and the new presses in- talion make them competent to produce a rec-
HENKY P. EAMES, Director Music Dept.
cent expansion of the Brunswick-Balke-Collen-
der Co. The announcement of these new records
by one of the leading talking machine companies
has created great interest in trade circles and
the records already in the hands of Brunswick
WALTER HAENSCHEN, Manager Popular Record Dept.
dealers throughout the country have everywhere
been received with the greatest enthusiasm.
The rise of the Brunswick Co. has been rapid
and the opening of the new recording laborato-
ARCHER CHAMLEE, Dramatic Tenor
ries completes the balance of the organization
and affords a fitting supplement to the Bruns-
wick phonograph. Record-pressing plants are
now located in Long Island City and northern
W. A. BROPHY, General Manager Record Dept.
stalled the production of Brunswick records will
grow by leaps and bounds.
The primary consideration in the selection of
FRANK HOFBAUER, Director Recording Rooms
the Brunswick record list is that it shall be con-
sistent with the avowed policy of good music,
first. The list will be made up of both popu-
MAX ROSEN, Violinist © Ccorg
lar and standard music, comprehensive in scope
and rendered by a staff of leading artists.
The organization of men who are in charge of
the new records is comprised of individuals who
WALTER B. KUGERS, General Musical Director
ord catalog which the company state will com-
pare with the best now before the public.
It is as manager of the record department
that the Brunswick-Balke-Collender Co. has se-
P. L. DEUTSCH, Assistant Secretary
cured William A. Brophy, who through natural
endowments, plus a successful experience in the
world of finance, is peculiarly and particularly
equipped to fill this responsible position. Mr.
ELIAS BREESKIN, Violinist
Brophy is a New York man, and prior to his
association with the Leeds Phonograph Co. in
1916 was for years prominent in banking circles,
{Continued on page 172)
v / ■ • -
m ■
\
I. PAVLOSKA, Mezzo-Soprano ©Hix-Con. VIRGINIA REA, Coloratura Soprano
DOROTHY JARDON, Soprano
THEO. KARLE, Tenor ©Hill
172
THE TALKING MACHINE WORLD
January 15, 1920
OWE FULL TONE IXiakU
N e cUlcj
H5B
THIS SALESMAN
REMIND SELL
WILL
DISPLAY SUGGEST
FOR YOU
Dulciphone Needles
"The Highest Quality Needle in America"
Made scientifically of the highest-grade carbon-steel obtainable. Our policy — unconditional
guarantee for all our products — has helped establish the popularity of Dulciphone Needles.
DEALERS' PRICE 0\/ 0
100 to the Package 0/2L.
Per
Package
Your Initial Order for 200 Packages "W?-M»£\£\
Brings the Handsome Display Case M. JL *d^&
GRAND TALKING MACHINE CO., Inc.
366 Adams St., Brooklyn, N. Y.
Manufacturers of Distributors of
Dulciphone Phonographs QRS Player Rolls
Dulciphone Needles Emerson Records
BRUNSWICK RECORDS SCORE "HIT"
(Continued from page 171)
and represented large financial interests on many
boards, giving up a brilliant future as a finan-
cier only to enter the broader field of direct-
ing the management, development and ideals of
the new and ably launched phonographic record-
ing project.
All his life a supporter of and a believer in
the life-giving powers of music, Mr. Brophy
brings to this'business the temperament and dis-
crimination of an artist — gifts which are as
.necessary to its success as is the possession of
sheer business acumen.
Mr. Brophy presents this unusual and valuable
conjunction of talents, and the advancement of
the Brunswick Recording Co., in volume and
class of business as well as in their artistic
progress, is due in great measure to him.
The general of the inner sanctum of the record-
ing rooms is Frank Hofbauer, who is an Ameri-
can scientist whose merit has won him recogni-
tion in a highly specialized field. Since 1911 he
has had full charge of the recording laboratories.
Mr. Hofbauer was for years an expert maker of
tools for experts, surveying instruments, pros-
pecting devices, etc. He worked in experimen-
tal lines in several departments of specialized
machinery, such as textile machinery, wireless
apparatus and moving picture devices. He has
many patents on his own inventions along these
lines. With Thomas A. Edison personally Mr.
Hofbauer worked for eight years in phono-
graphic experimentation, and was five more
years in the Edison recording laboratory.
Henry Purmont Eames is director of the
music department of the Brunswick laboratories
and is widely known as one of America's suc-
cessful artists. His education as a pianist has
been received from such famous teachers as
W. S. B. Mathews, W. H. Sherwood, Madame
Clara Schumann, widow of Robert Schumann;
James Kwast and Ignace Jan Paderewski. Mr.
Eames is director of the Cosmopolitan School of
Music in Chicago, and is one of the best known
musical educators in America. He has firm
faith in the future of the talking machine in-
dustry and his plans for the development of the
Brunswick record list are most comprehensive.
As general musical director of the recording
laboratories the Brunswick Co. has secured Wal-
ter B. Rogers, whose training in theoretical and
applied music began in the Cincinnati College of'
Music. He has been director of several famous
bands, among them being the New York Sev-
enth Regiment Band. He was for some time
cornet soloist with the noted band under the
baton of John Philip Sousa. He was with the
Victor Talking Machine Co. from 1904 to 1916
as musical director.
Walter Haenschen, who is manager and direc-
tor of the popular record department is. a pianist
of recognized ability, his experiencej dating from
his graduation from Washington University in
St. Louis in 1912. Throughout the Middle West
he has earned an enviable reputation as an
expert in dance music and was in 1916 mana-
ger of the talking machine department of
Scruggs, Vandervoort & Barney in St. Louis.
He has composed several songs, one of which
was the sensation of the 1914 Follies, where it
was known as "Underneath the Japanese Moon."
Among the artists who have been secured to
make Brunswick records are some of the lead-
ing musicians of the day. The introductory list
which has been sent to the trade is headed by
Archer Chamlee, the American dramatic tenor;
Dorothy Jardon, the noted dramatic soprano
who has had a rapid rise with the Chicago
Opera Co.; Max Rosen, the young violinist who
has captured the music lovers of two conti-
nents, Theo Karle, the American tenor; Elias
Breeskin, violin virtuoso; Virginia Rea, Irene
Pavloska. All these artists record for the
Brunswick exclusively. Other prominent artists
whose records have appeared in the first list
are: Elizabeth Lennox, John Young, Ida Heydt,
Criterion Quartette, Shannon Four, Ernest Hare,
A1 Bernard, Fred Van Eps, Rudy Wiedoeft,
All Star Trio, Green Bros., Palace Trio, Carl
Fenton's Dance Orchestra, Brunswick Concert
Band and the Collegiate Choir.
The first record shipment has already gone
out to the trade and others will appear at
regular intervals. Within a few months a con-
siderable record catalog will be built up and
this will grow rapidly as new numbers are
added. The demand among Brunswick dealers
throughout the country has already more than
taken the available supply of records and is ex-
pected to do so for some time to come.
P. L. Deutsch, assistant secretary of the'
Brunswick-Balke-Collender Co., as well as as-
sistant general sales manager, while not direct-
ly connected with the New York office, is great-
ly interested in the new records and has done
much to bring together the men now united in
the new enterprise.
The recording laboratories are now in tem-
porary quarters at 19 East Twenty-First street,
New York, but in the near future will move into
permanent quarters at 16 West Thirty-sixth
street as soon as the building there is completed.
PRECISION CASTINGS COMPANY. Inc.
Manufacturers of Die Castings in
Aluminum. Zinc. Tin, Lead Alloys
Babbitt Bearings
Pathe Superior Quality
coupled with
Fischer Superior Service
Makes Dollars for Dealers
ASK us for Agency proposition NOW
THE FISCHER COMPANY
OLDEST PATHE JOBBER
CLEVELAND
943-947 Chestnut Avenue
CINCINNATI
44-46 Vine Street
January 15, 1920
THE TALKING MACHINE WORLD
173
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Gleanings From the World of Music
. i i i : i i ' ' 1 1 < i < i < ! : : i ' : i - n I - ! , ; 1 1 i . I . I < I ' 1 1 : I ' I ; . u ! u l 1 1 1 1 j I . I ! l ' l l i 1 1 1 u n 1 1 L < I • 1 1 1 1 1 1 1 1 J i j . ] j 1 1 1 1 i l r i 1 1 1 1 1 n 1 1 J M r i l ; I < M I i 1 1 1 l 1 1 1 M 1 1 1 1 [ 1 1 1 f 1 1 1 1 L I L 1 1 1 1 1 1 < L 1 1 1 1 1 1 1 L I u 1 1 1 u l I i I > 1 1 1 L 1 1 1 1 1 1 j 1 1 1 1 ll I i I : I u l k I l 1 1 1 ; 1 . 1 , 1 . 1 1 1 1 1 : 1 : : . 1 1 . i . , i : i . ; : i : i : . . . , : . i ! . 1 1 : . : I . : 1 1 i : i . 1 1 ' . 1 1 ; 1 1 : 1 1 1 . 1 1 1 ; u 1 1 1 ; 1 1 j 1 1 1 r i , , i ,
SHEET MUSIC SALES REFLECT INTEREST OF THE PUBLIC » the deaIej f«ls the, -?? of. thif
revenue, it is tar better for him to place on sale
Volume of 1919 Business Broke All Records Despite Tripled Retail Prices— Publishers' Advertis- sheet music in preference to gas mantles, fish-
ing Should Interest Talking Machine Dealers— Music as a Side Line mS tackle and novelties, which, to say the least,
are not adjuncts to the music business.
While the past year was the largest in the
history of sheet music publishing, the music
publishers themselves look forward to even a
bigger year during the season of 1920. And
in order to care properly for the greatly in-
creased demands for publications of both the
standard and popular variety the majority of
the firms are substantially increasing their ad-
vertising appropriations, so that their works
may be exploited on a scale justified by the
present demands for sheet music.
National advertising is being used more and
more by the popular houses to give publicity to
their numbers, and as all publicity on songs and
instrumental selections invariably creates a sale
for the mechanical reproductions of the same
works, these national advertising campaigns
should be of distinct interest to the talking ma-
chine record dealer. And when, as is usually the
case, the publishers who indulge in large ad-
vertising campaigns mention that the works can
be obtained on both the talking machine records
and player rolls, the talking machine dealer can-
not overlook the fact that this publicity is a
direct aid to him as well as to the exclusive
sheet music dealer.
Despite the fact that the sales of talking ma-
chine records and player-piano rolls show a tre-
mendous increase, the}' have not affected the
sales of the sheet music itself. On the other
hand, in many cases their sales have a tendency
to in-crease the popularity of the various num-
bers.
0)-^»o-»-o-a»-o-^M-o-^M-o-aM-o-^».(>-a»-o-<
Proof of the increased interest in and demand
for sheet music is found in a comparison between
the sales of popular hits before and since the
war. Some few years ago a song hit, at the
peak of its popularity, would probably reach
a sale of a million or a million and a half copies
at the most, while today gross sales exceeding
two million copies and closely approaching the
three million mark are of no uncommon occur-
rence. Prior to the war these hits were re-
tailed at ten cents, while today almost without
exception they bring thirty cents retail. The
profit to the dealer has increased in proportion,
with the result that a legitimate dealer is en-
couraged to handle them and in fact to buy
them in quantities.
Most talking machine dealers find that in giv-
ing all their time and attention to the sale of
machines and records, they have enough to do.
Occasionally, however, some dealers feel the
necessity of adding a product to their line thaf
means quick sales, thus giving them additional
revenue. If there are still dealers that feel the
necessity of adding a side line it would be well
for them to look into the possible profits to be
derived from the sale of popular songs and in-
strumental selections, especially those termed
"hit" numbers and found on the records. These
mean quick sales and quick profits, and the talk-
ing machine dealer in placing them in stock is
not taking on a line that is foreign to his busi-
ness, but one that holds a relationship to his in-
dustry and one his customers are interested in.
Men Who Make Popular Songs j
No. 9 — Victor Jacobi |
If, up to this time, there had been any doubt
as to whether or not Victor Jacobi, the com-
poser, had come into his own, the success he
Victor Jacobi
has achieved this season places that fact be-
yond dispute, as be is the composer with Fritz
Kreisler of "Apple Blossoms," one of the big-
gest musical comedy "hits" of the season, now
playing at the Globe Theatre, New York.
In addition he is the composer of the song
(Continued on page 174)
DEALERS IN
RECORDS AND PLAYER ROLLS
We offer you the most phenomenal and sensational "hit" ever known in the history
of Music Publishing
" DARDANELLA "
SONG AND INSTRUMENTAL
STOCK HEAVILY ON THIS WONDERFUL SELLER
COMING SOON
SONG BUDDHA " INSTRUMENTAL
The Oriental Classic — Your Orchestra Features This Number
You will shortly hear Fred Fisher's New Ballad
"Daddy You've Been a Mother to Me"
WATCH FOR IT
McCarthy & fisher, inc. j
224 WEST 46th STREET, - - - NEW YORK CITY j
FRED FISHER, Pres. J. MITTENTHAL, Gen. Mgr. j
174
THE TALKING MACHINE WORLD
January 15, 1920
GLEANINGS FROM WORLD OF MUSIC
(Continued from page 173)
and waltz success "On Miami Shore," for which
Wm. LeBaron has supplied lyrics. As a dance
number, "On Miami Shore" appears to be as
popular as anything of the waltz variety which
we have had since "Missouri." In addition to
the favor which it has won among dance en-
thusiasts it has also scored a pronounced "hit"
with the musical directors and orchestra leaders.
"Apple Blossoms" is by no means the first
musical success from the pen of Mr. Jacobi, for
it might be well to remind readers that he was
also responsible for the scores of both "Sybil"
and "The Marriage Market." Meanwhile "Ap-
ple Blossoms" promises to be as big a hit among
productions as "On Miami Shore" is in its
especial field.
HOW LONG WILL A RECORD LAST ?
Watch It Grow
WORDS BY
WILLIAM LE BARON
MUSIC BY
VICTOR JACODI
CHAPPELL & CO., Ltd., New York, Toronto and Melbourne
Exhibitor at Canadian Fair Plays Record 2,000
Times and Finds No Change
How long will a record last under average con-
ditions? Those who have had machines for a
number of years are not worrying about the
life of their records. They have been playing
them day in and day out for a long, long time.
It is an admitted fact that a record can be
played a thousand times when care is 'shown.
This year a man who has exhibited various
wares at fall fairs in Canada decided to install
a talking machine to do his talking for him. He
had become tired of telling the same story over
and over again to the passing throng, so the
talking machine was adopted for an alternative.
This man wondered how long the special record
would last, but he soon forgot his worry. His
interest in the machine was soon aroused to
the point where he decided to count the number
of times he was playing the record. At the end
of the day he found that he had played the
record no less than 200 times. He had changed
the needle regularly and it was by keeping
track of the number of needles that he ascer-
ind
J. WILL CALLAHAN
Author of "Smiles" and "Tell Me'
FRANK H. GREY
Composer of "Think, Love, of Me" and other successes, have collaborated
in the exquisite ballad
"IN THE AFTER GLOW"
Programmed by America's Foremost Concert Artists
Published by
Hinds, Hayden & Eldredge, Inc.
1 1 UNION SQUARE, NEW YORK CITY
tained the number of playings. The one record
was used all during the fall fair season and
it is apparently practically as good as ever.
This is parti)- due to the persistent manner in
which the exhibitor changed the needle. The
machine was not used continuously every day
by any means, but the owner believes that the
record was played upwards of 2,000 times.
A SINGING ARMY CAN'T BE BEATEN
; MORE /
I . / ■ A
DOU5L£"Hir"
/NOW I KNOW
Now I know the p*n4s Jt~
Nov* 1 knOW. -|w ■ |~, _ wliy_
V REALLY GREAT S0NC
%0(^^\DISTINCT SMAPPY FOXTROT
-chtcago _ JOS W. STERN £C0 boston
us N clark 5T 102 W. 38™ ST. NEW YORK 181 tremont
Again the Schmidt Music Co., Davenport, la.,
scored a hit with its timely advertising. _This
time it was the occasion of General Pershing's
visit to Davenport that was the subject of a
very effective ad in the local papers. At the
top of the page was Pershing's famous saying,
"A singing army cannot be beaten," and beside
this was a photograph of the leader of the A.
E. F. The "General Pershing March" on the
Columbia recor-d was also featured. At the bot-
tom of the page was a picture of a battle-scarred
landscape after hostilities had ceased, with the
heading "Victory and Peace." The advertise-
ment attracted considerable attention.
Why Break Records?
Just File Them!
That is if you have the wonderful Record filing sys-
tem which is a feature of
The Marvelous MAGNOLA
WMcKiaJ tKe Music Come Out
this is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
January 15, 1920 THE TALKING MACHINE WORLD 175
I
1
I
1
1
i
1
i
1
Shapiro, Bernstein & Co., Inc.
Two of the biggest current record and word
roll sellers in America today:
Tracey and Pinkard's
"Wonderful Pal"
and Mary Earl's
"Dreamy Alabama"
Waltz
i
Two new Mary Earl numbers which will be
the big hits of the season
"Wild Flower"
Indian Waltz
"Mohammed"
Oriental Fox-Trot
- 1
Every dealer in records and rolls should arrange for big I
displays to attract the demand caused by the popularity
and the big advertising campaign on the above numbers.
Shapiro, Bernstein & Co., Inc.
Music Publishers
Broadway and 47th Street NEW YORK
176
THE TALKING MACHINE WORLD
January 15, 1920
MRS. FRIDA WIDMANN DIES ARRANGES TO HANDLE MICA
SCHWOEBEL WITH FLORIDA T. M. CO.
Resigns from Victor Co. to Travel for Southern
Wholesale House
F. W. Schwoebel, the well-known traveling
representative of the Victor Co., has resigned
from that organization to become connected with
the Florida Talking Machine Co. He formerly
traveled the States of North and South Caro-
lina, Georgia and Florida in the interest of the
Victor Co. and has gained an accurate knowledge
of conditions in these States. He will continue
to cover this territory in the interest of the Flor-
ida Talking Machine Co. a greater part of the
time.
The Florida Talking Machine Co., located in
Jacksonville, is one of the most progressive of
Southern Victor wholesaling concerns. Only
recently this company bought a new building
which it is entirely remodeling. Within the
building on the ground floor is located a Vic-
tor shop which is most complete in every de-
tail, being fitted with a large salon, several ar-
tistic demonstrating booths, record racks, etc.
Mother of President of Pathe Freres Phono-
graph Co. Stricken While Addressing Club
Mrs. Frida Widmann, mother of E. A. Wid-
mann. president of the Pathe Freres Phono-
graph Co., died suddenly in Brooklyn on Friday,
January 9. Mrs. Widmann, who was president
of the Ladies' Association of the Germania Club,
was making an address before the members in
the clubhouse, at 912 Union street, when she
suddenly became ill and died before the physi-
cian arrived. Her death was said to have re-
sulted from heart disease. She was sixty-two
years of age. Funeral services were held at the
home of her son, E. A. Widmann, 16 Remsen
street, Brooklyn. The funeral was private.
INCORPORATED
The Great Northern Phono. Supply Works,
Inc., New York, has been incorporated with a
capital of $10,000 by H. Martin, B. Gorton and
C Albert, 100 Cathedral Parkway.
Wm. Snyder Appointed American Representa-
tive of the Mica & Micanite Supplies, Ltd.
William Snyder, long known in the music in-
dustries, and president of the Crescent Card
Works, New York, specialists in display adver-
tising material of all kinds, has just been ap-
pointed American representative of the Mica &
William Snyder
Micanite Supplies, Ltd., an English firm known
for their mica products. They have of late years
been specializing in the finest grade of mica
diaphragm products from their mines in India
and South America, and they are, without doubt,
one of the largest mica firms in the world.
William Snyder left last month for London,
where he will complete negotiations for the
American representation. It is the policy of
the company to ship only the finest grades of
mica for American consumption, and it is un-
derstood that deliveries will commence in the
late spring, followed by quantities each month
throughout the balance of the year.
In addition to mica for talking machine sound
box diaphragms the firm will also make ship-
ments of mica and mica products for many
other industries, including the electrical field.
I
A Talking Machine
noted for its tone qual-
ities, durability and
finish. Write for catalog
WESER BROS., Inc.
Manufacturers
520 TO 530 WEST 43rd STREET
NEW YORK
Piano Builders for
over forty years
"Does It Play All Records?"
Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip-
ment of the MARVELOUS MAGNOLA.
MAGNOLA "Built by Tone Specialists"
May we send you our handsome . illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and it*
moderate price?
Send your name and let us tell you more!
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHUL2. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA, GA.
January 15, 1920
THE TALKING MACHINE WORLD
177
1
METROPOLITAN VICTOR RETAILERS
KNICKERBOCKER'S WINDOW-DRESSING LEASING PLAN WILL HELP YOU
NOW IS THE TIME TO MAKE YOUR PLANS
DO NOT DELAY, OTHERWISE IT MAY BE TOO LATE
By using the Knickerbocker Window Dressing Leasing Plan, it is possible to obtain window
displays which cost $125 to $200 per window to produce, at a leasing rental of $25 for a period
of 3 weeks. Our displays are original and will positively increase your business. Visit
Knickerbocker Headquarters, and see some of our displays or at retail stores everywhere.
Knickerbocker Talking Machine Co.
METROPOLITAN VICTOR WHOLESALERS
138-140 West 124th Street New York City
COLUMBIA CO. PLANS INTEREST THE BALTIMORE TRADE
Big New Plant and New Local Headquarters Coming in That City — Dealers Generally View Future
Prospects With Confidence — New Cohen & Hughes Warehouse Ready Soon
Baltimore, Md., January 5. — The talking ma-
chine trade is optimistic for the season of 1920,
after a year of many obstacles in the way of
shortage of product, but which finally closed
with profits well on the right side of the ledger.
Many firms have improved their quarters during
the past year and others are contemplating
such steps. There is a real feeling of good busi-
ness to be had in the year that is to come and
there is an especially strong feeling that the
trouble of shortage of machines and records,
which has, been a strong adverse tide, would
pass away very quickly and the only thing neces-
sary to give thought to will be more business.
Of particular interest to the Columbia dealers
in this territory is the fact that there is going to
be a real branch factory in this city. Likewise
the Columbia dealers will soon have a new gen-
eral headquarters for the Baltimore general of-
fices, which will be independent of the factory.
William S. Parks, manager of the Baltimore
territory, who has just returned from the meet-
ing of Columbia managers, forecasts the great-
est Columbia business in the history of the com-
pany for 1920. Mr. Parks expects to announce
the location of the new general offices for the
Baltimore territory, which besides Maryland in-
cludes Washington, District of Columbia, Vir-
ginia and parts of the Carolinas. The Balti-
more territory will have a meeting of dealers on
January 19 at the Southern Hotel, at which
time Mr. Parks will bring to the attention of
the dealers and the Columbia staff here the re-
sult of his observations at the New York meet-
ing. At a recent meeting of Columbia dealers
and the sales staff of the Baltimore branch As-
sistant Sales Manager Pennington was the prin-
cipal attraction. Mr. Pennington told of the
many plans the company had mapped out and
how proud all Columbia folks should be over
the fact that Baltimore had been selected as one
of the cities which will be among the com-
pany's manufacturing centers. He cited figures
to show just what had been accomplished by the
company since its organization and how Presi-
dent Whitten, who is a native Baltimorean, has
had the vision to make possible the great Co-
lumbia enterprise. Mr. Pennington told of the
many stars that are exclusive Columbia artists
and called particular attention to the new Art
Hickman records, which will go on sale Janu-
ary 10.
Stracciari, one of the Columbia stars, was the
artist at a recital given in Norfolk Monday
evening. The affair was given under the aus-
pices of the Melody Club, of which Edith Vir-
den Silence is director. The affair was voted a
huge success and Stracciari was forced to give
many encores in acknowledgment of. the won-
derful reception accorded his work.
The Grafonola Shop, Norfolk, Va., a Co-
lumbia dealer, has just completed installing five
new ivory booths.
Mrs. Steele, wife of L. C. Steele, a Norfolk
Columbia dealer, one of the best-known figures
in the music trade in the South, is critically
ill at her home, following a serious operation.
Elmer Walz, manager of Cohen & Hughes,
Victor distributors, says business closed with a
rush in 1919 and the late shipments from the
factory were rushed out to the trade as rapidly
as possible. "While it was not possible to give
the dealers all of their orders complete," said
Mr. Walz, "we believe that the equitable dis-
tribution left all dealers in a satisfactory frame
of mind and helped to greatly bring up the
profits for the year. We have received word
from many quarters of the big business done
after the regular holiday season closed. It ap-
pears that the men and women by the hundreds
who received bonuses from their employers de-
cided upon the wise course of investing in music
to help in cheering the home. For 1920 we see
nothing but brightness. We believe we are going
to get a liberal supply of machines and records.
It will be our aim to see that all those dealers
who have fought and still are fighting hard for
Victor obtain first consideration."
The new warehouse of Cohen & Hughes in
Washington is now rapidly nearing completion
and is expected to be ready for occupancy Feb-
ruary 1. It is located on E street between Twelfth
and Thirteenth streets. This branch is in
charge of Frank E. Harris, and besides looking
after the Victor business in Washington and the
District of Columbia is used as a shipping point
for Southern trade. The firm uses big motor
trucks for service between the Washington
branch and the Baltimore headquarters.
All of the Victor dealers had a hard time of
it obtaining goods in the final week of the
Christmas rush. The Baltimore Victor dis-
tributors, which include, besides C. & H., E. F.
Droop & Sons Co. and H. R. Eisenbrandt Sons
Co., Inc., usually obtain their goods by boat from
Philadelphia. The canal froze up and this pre-
vented the use of the boat lines, and one con-
signment was on a steamer that was froze in
for several days. The dealers finally chartered
express cars and then unloaded them at the
yards instead of waiting for the express com-
panies to make deliveries. Thus the dealers
were able to better handle their trade.
The National Piano Co., Pathe distributors,
report a big increase in their business in 1919
over any previous year. The firm says that the
extent of its business was limited only by the
amount of product.
The Clarke Music Co., distributors for the
(Continued on page 178)
THE PORTOPHONE
High Grade — Fully Guaranteed
Dealers, Fall In!
A most valuable agency acknowledged by progressive merchants everywhere
A YEAR-ROUND MONEY MAKER. The ideal HOME Phonograph adapt-
able for any occasion. Record container attached. Plays any record with
perfect tone. Unsurpassed two-spring motor. No scratch — no noise. Built
in handsome leatherette, chemically-treated carrying case.
Write for catalog and full particulars.
THE TRI SALES COMPANY
616 Victoria BIdg., ST. LOUIS, MO.
178
THE TALKING MACHINE WORLD
January 15, 1920
Harry Fox sings two Southern songs ! Send
in your orders quick ! A-2828.
Columbia Graphophoac Co.
NEW YORK
NEWS FROM THE BALTIMORE TRADE
(Continued from page 177)
Emerson records in Maryland, Delaware and the
District of Columbia, according to Edward
Rosenstein, report a truly phenomenal busi-
ness and declare that the business is going ahead
by leaps and bounds. The firm has already estab -
lished 110 dealers in their territory and more
customers are on the waiting list to be taken
care of as soon as conditions in the way of
product permit. The Eddie Cantor and the
Louisiana Five records are having a wonderful
sale.
Arthur Ansell, formerly of McCrory, Pitts-
burgh, is now associated with Robert W. An-
sell, Inc., Victor dealers. He is in charge of
the Lexington street store in the downtown
shopping district, while Robert W. Ansell is
looking after the business in the South Balti-
more store.
Business went well with the Brunswick-Balke-
Collender Co., says Manager Petit, in charge of
the local Brunswick territory. The firm placed
its first consignment of records on sale in Balti
Main Springs
2 in. x 0.22 x 16 ft, Meisselbaeh Each $1.25
1% in. x 0.22 x 17 ft. reg. Victor Each 0.75
1 in. x 0.28 x 10 it. , for Columbia Each 0.50
1 in. x 0.20 x 13 ft., Victor Each 0.50
% in. x 0.23 x 10 ft., for Blick mtr., Each 0.38
% in. x 0.23 x 10 ft., oval hole Each 0.35
% in. x 0.22 x 8 ft., for Swiss mtr Each 0.27
% in. x 0.25 x 11 ft., for Edison Each 0.27
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade, Each 0.15
1% in., new Victor No. 2 very best ..Each 0.18
J 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 9/16 in., for Pathe or Brunswick ...Each 0.45
SAPPHIRES
Pathe, very best loud tone, genuine, Each 0.27
Pathe, soft tone Each 0.27
Edison, very best, medium tone Each 0.27
Edison, very best, loud tone Each 0.27
Edison, genuine diamond Each 2.50
ATTACHMENTS
Kent attachments for Victor Arm Each 0.25
Kent attachments for Columbia Arm.. Each 0.25
Edison attachments with C box Each 2.50
Kent attachments for Edison Each 1.60
REPAIR PARTS
Columbia driving shaft, No. 11778 Each 0.70
Columbia bevel pinion, No. 12333 Each 0.90
Columbia cranks Eacli 0.45
Columbia governor weighs Each 0.08
Columbia governor shaft, No. 3004 Each 0.40
Columbia gov'r bearing. No. 11023 Each 0.25
Columbia governor springs Per 100 1.00
Columbia governor screws Each 0.01
Columbia barrel screws, No. 2621, Per 100 1.00
Columbia so'dbox thumb screws ....Per 100 1.50
Victor cranks, short or long Each 0.45
Victor soundbox thumb sc rews Pel' 100 1.00
Victor Stylus bar (needle arm) ICacb 0.35
Vic tor governor springs Per 1(H) 1.00
Victor governor screws Bach o.oi
Turn-table fells. io in., round Each 0.15
Turn-table felts, 12 in., round Bach 0.20
Victor governor balls, new style Kadi 0.10
FAVORITE MFG. CO.
1506 DeKalb Ave., Brooklyn, N. Y.
more just before the holidays at the three local
dealers of the city who handle the Brunswick
line.
W. B. Turlington, manager of Sanders &
Stayman, distributors for the Vocalion, says 1919
was a great year. Both records and machines
went just as fast as they were able to get them
in. The firm could open more accounts in Bal-
timore, but is holding down to take care of
the dealers already on the list.
One of the biggest piece of advertising done
in Baltimore in many years was that pulled off
by Sol Rosenstein, of the Rosenstein Piano
Co., on New Year's Eve. Mr. Rosenstein hired
a mystic musical organization, which was ap-
pearing at the Hippodrome a local playhouse,
and this production gave several hours' enter-
tainment as a parting shot to the old year and
a welcome to the new year. It was considered
as an exceptionally good advertising stunt, for
the firm has only within a few weeks completed-
remodeling their establishment. To-day the
first floor boasts of two show windows of mod-
ern type, a dozen ivory booths, a record de-
partment and the office of the cashier in the
rear. The second floor of the establishment is
used for piano and player display, while the
third floor is for storage and repair depart-
ment. The Rosenstein Co. is an exclusive Co-
lumbia dealer, besides carrying a line of the
Mansfield and the Milton instruments.
Among those who called at the Columbia
headquarters during the month were John
White, of the Southern Furniture Co., Rich-
mond, Va., accompanied by Mrs. White; John T.
Smullin, Jr., Pocomoke City; R. K. Beaver,
Hillsboro, Md., and H. A. Garren and A. K.
Hunter, Washington, D. C.
TO INCREASE PRODUCTION
Crippen Record File Corp. to Install Increased
Equipment Which Will Double Capacity of
Plant— Thus All Demands Will Be Met
Due to the large demand for the Crip-N-File,
the Crippen Record File Corp., Rochester, N.
Y., is at present contemplating the installation
of additional machinery for the purpose of
doubling the capacity of its factory. Although
this device has only been on the market but a
comparatively short time, the demand has been
so large that additional facilities for production
are necessary.
Arthur J. Crippen, president of the company,
who is the inventor of the device which bears
his name, believes that in a short time the auto-
matic ejector will become as much a part of
the regular equipment of talking machines as
the self-starter has become standard equipment
on an automobile. The main advantage of the
Crip-N-File is that records are immediately ac-
cessible and can be easily put back into their
proper places after use. The ease of operation
ol the device, in conjunction with the simplicity
of construction, makes it a most practical addi-
tion to any talking machine. It is highly spoken
of bv the trade.
SOME RECENT CALLERS
Among the recent visitors at the offices of
the New York Talking Machine Co., Victor
wholesalers, were the following Victor dealers:
W. J. Killea, Albany, N. Y.; Mr. and Mrs. Lan- ■
terman, E. Stroudsburg. Pa.; R. V. Davis and
J. McMillan of the F. C. Henderson Co., Bos-
ton, Mass.; Hyman Landau and J. Michloskey
of the Landau Music House, Wilkes-Barre, Pa.
All spoke enthusiastically of business.
Wonderful Tone Quality
Unusually Attractive
Appearance
Extreme Value
Low Price of $60.00
Large Production
Mahogany Finish
Immediate Deliveries
All these things and other talking
points have spelled the success of
"THE
AMERINOLA"
It is
suggested
that
dealers
investigate
our
proposition
without
delay.
The Amerinola Co.
1 Vandalia Avenue
Cincinnati, Ohio
January 15, 1920
THE TALKING MACHINE WORLD
179
During February
DURING the first week in February,
there will be held in New York, the
National Music Show and the National
Music Festival cordial invitation is
extended to you, while you are in the city, to
visit the Stephenson office situated in the
building, One West Thirty-fourth Street,
directly opposite the Waldorf- Astoria Hotel.
For our part, it will give us pleasure to meet
you and we believe that you will be inter-
ested in the Stephenson Plans for Nineteen
and Twenty.
STEPHENSON
IN C O R P O RAT ED
One West Thirty-fourth Street
J\eto Ybrfl City
MANUFACTURERS OF THE STEPHENSON P R E C I S I O N - M A D E MOTOR
180
THE TALKING MACHINE WORLD
January 15, 1920
IMPORTANT NOTICE
TO THE
AMERICAN TRADE
The Sterno Manufacturing Company
19 CITY ROAD
LONDON, E. G. ENGLAND
Manufacturers of the world known COMPACTOPHONE— the most
complete portable gramophone extant — beg to announce the conclusion
of arrangements for the EXCLUSIVE SELLING RIGHTS IN
THE UNITED STATES OF THE
High Grade Motors Mantyctured Mermod Freres
St. Croix
Switzerland
WONDERFUL MECHANISM
These motors represent
the acme of workman-
ship and quality. Each
part is made to the finest
gauge limits and as-
sembled to run with the
precision of a watch —
silent and true. Messrs.
Mermod Freres is an
old established Swiss
manufacturer. Back of
their motors are years
of hard practical experi-
ence. The experimental
stage was left behind a
decade or more ago. Re-
liability and quality is
therefore assured.
DIFFERENT MODELS
Mermod Freres motors
comprise several types —
single and double spring
worm and pinion-geared
drive, the very latest and
scientific method of con-
struction.
CONSULT US
Before placing your
orders elsewhere consult
us as to prices and terms
of trading. We are out
for quick shipments
and prompt delivery
direct from the factory
to the buyer.
SPECIAL TERMS TO JOBBERS
Within the near future it is proposed to establish
A CENTRAL DISTRIBUTING DEPOT IN NEW YORK
Meanwhile trade enquiries should be directed to
THE STERNO MANUFACTURING CO.
19 CITY ROAD
LONDON, E. C. ENGLAND
January 15, 1920
THE TALKING MACHINE WORLD
181
r
Th ere is a Un wersa l D emand for the
BEST
Semi-Permanent Stylus
WHY?
PLAYS 100 TO 300 RECORDS
i
NO SCRATCH
NO HISS
It plays all records, regardless of name, kind or cost. It has become known, THE WORLD
OVER, as the MOST SATISFACTORY NEEDLE on the market to-day.
Its tones are marvelously pure and clear. No matter what the cost of the record, when played
with the "BEST" needle, it is improved 100%.
It Is The "BEST" Needle. Investigate and See for Yourself.
Write noTv for free samples, attractive discounts and
Descriptive circulars xohich we furnish for pour mailing list.
The ANSONIA NEEDLE CO.
ANSONIA, CONN.
. D. A. CREED "IN OUR MIDST"
D. A. Creed, general manager of the Chicago
Talking Machine Co., Chicago, Victor whole-
salers, arrived in New York this week and will
probably stay here a fortnight, spending his
time at the offices of the New York Talking Ma-
chine Co., local Victor wholesalers. Mr. Creed
was accompanied from Chicago by H. C. Ernst,
sales manager of the New York Talking Ma-
chine Co.. who had been visiting his parents in
the West over the holidays, and who had also
spent a few days at the offices of the Chicago
Talking Machine Co. before returning East.
FIRST VOCALION LATERAL CUT RECORDS ARE RELEASED
Latest Development in Aeolian Co. Products Announced to Trade and Public Through Trio of
Lateral Cut Records in January Mid-Month Bulletin — New Artists Signed Up
Harry Warren, a Vitanola dealer of Randolph,
N. Y., has opened a music store in the Marsh
block in that city. He was formerly a piano
dealer only, but has taken on the Vitanola and
is planning to greatly increase his business.
The Musical Recording & Reproducing Co.,
Hallowell, Me., has been incorporated with a
capital of $2,000,000 to manufacture and sell
talking machines and all kinds of musical instru-
ments and accessories.
In connection with the issuance of the Janu-
ary Mid-Month Bulletin of Aeolian-Vocalion
records, the Aeolian Co announces the first of
the new Vocalion lateral cut records, there be-
ing two popular songs and four dance numbers
in the list. This announcement of the new Vo-
calion lateral cut records is naturally considered
most important, and in advising their dealers
of the placing on the market of these new rec-
ords the Aeolian Co. states that the Vocalion
laboratories worked for two years, carrying on
careful and costly experiments in order to pro-
duce a lateral cut record that would measure
up fully in quality and other particulars to the
Vocalion standard as established in the hill and
dale records.
The three records listed in the January Mid-
Month Bulletin were in the nature of a welcome
New Year surprise for the majority of the com-
pany's representatives, and the initial releases
will be followed up with general publicity and
dealers' service work that will keep the public
advised of this new departure. The hill and
dale type of records are also listed, which pro-
vides the dealer with a double argument, as it
were.
A number of important new artists have re-
cently signed exclusive contracts to record for
Vocalion records, among them being Margue-
rite D'Alvarez, one of the leading contraltos of
the Chicago -Opera Company, who has achieved
triumphs as "Carmen" and in other roles, and
Evelyn Scotney, coloratura-soprano of the
Metropolitan Opera Company, who recently
made her debut and won immediate success.
Records by both these new artists will appear in
early bulletins.
PRESERVE PHONOGRAPH RECORDS
WITH A
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Our special treatment not only removes the dust but lubricates the record so as to bring out the most
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/* Not Only Cleans But Preserves the Tone
RETAIL PRICE, FIFTY CENTS
PARKS & PARKS, Inc.
TROY, N. Y.
HOW OGDEN CO. WON OUT
Successfully Circumvented Lack of Power for
Manufacturing Purpose in a Most Ingenious
Way — Enterprise Wins Favorable Comment
Lynchburg, Vav January 8. — The Ogden Sec-
tional Cabinet Co., manufacturers of filing cabi-
nets for talking machine records, of this city,
ingeniously circumvented the lack of power for
manufacturing purposes in this city during the
coal shortage of last month. The traction com-
pany, which supplies power for all the mills and
factories of the city, sent a general notification
that no more power would be available until the
situation is changed. The Ogden Sectional Cabi-
net Co. had a large number of orders awaiting
completion, and these orders in most instances
were to be sent to dealers who were anxiously
waiting their arrival to take care of their holiday
trade. Immediately, therefore, upon receipt of
the notice that power was no longer available,
the Ogden Sectional Cabinet Co. took steps to
locate some kind of power arrangements so that
their customers would not be disappointed. They
were fortunate in securing the only ninety-
horsepower freight truck in the city, which, run-
ning in second with special counter shafting,
was able to develop 125 horsepower. This feat
created much general comment and was fea-
tured in the papers of this city, as it was the first
time it had been done in this locality. If the
factory had been forced to be closed down for
only two weeks on account of the lack of power
it would have caused a serious congestion in the
filling of orders, but with the use of this truck
production continued undiminished and goods
were delivered as per schedule.
182
THE TALKING MACHINE WORLD
January 15, 1920
INDIANAPOLIS REPORTS
BIG RECORD DEMAND
Dealers, One and All, Tell of Enormous Holiday
Business — Optimistic Over Trade Outlook for
1920— The News of the Month in Detail
Indianapolis, Ind., January 5. — The heavy de-
mand for records was the outstanding feature
of the Christmas business among local talking
machine dealers. When the dealers checked over
their record sales figures they confessed they
were astounded. As one dealer expressed it,
he did not see how it could have been possible
tor records at 85 cents each to roll up into the
sum of money shown by the sales receipts. The
machine sales were good, but they were not us
heavy as they were last December in most
instances. The shortage was not so great and
while dealers ran short of certain models and
cabinet cases, most of them were able to get
by on the substitution plan, whereby an ex-
change of machines can be made later. An-
other encouraging feature of the business is the
fact that it has been brisk after Christmas and
this leads the dealers to believe that January
will be a record month.
Edgar Eskew, manager of the Pathe Shop,
commented on the way business was still com-
ing in after Christmas. He looks for a big year
in Pathe machines and records.
George Standke, manager of the Brunswick
Shop, received a shipment of the new Bruns-
wick records and they were all gone as fast
as they were unpacked. He also has received
one of the new art models.
Mrs. J. E. Fish, manager of the talking ma-
chine department of the Pearson Piano Co.,
was pleased with the holiday business both in
machines and records.
The Starr phonographs and Gennett records
enjoyed a big business, T. H. Bracken, manager
of the Indianapolis branch of the Starr Piano
Co., reported.
A. H. Snyder, manager of the Edison Shop,
said the Christmas business practically depleted
the Shop's supply of Edisons, the laboratory
models being completely sold out.
A clean sweep was made of the Victors in
the Indianapolis Talking Machine Co. store,
Carl Anderson, president of the company, told
The World. The demand for Red Seal Victor
records was remarkably heavy, and in machines
the period models and the higher priced instru-
ments were in heaviest demand. The company
YAZOO RIVER RED GUM
For high-grade cabinet work. Of soft texture and rich, dark color. Sawed
from mature, thrifty trees. Specially manufactured and air seasoned.
Adapted to a variety of finishes — Satin Walnut to Dark Mahogany. Can
furnish either in Plain or Quarter sawed stock.
SOME SPECIALS FOR JANUARY-FEBRUARY SHIPMENTS
10
10
10
10
5
cars 2 J/2
cars 3"
cars 1"
cars 1"
cars
No.
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Com. & Btr. Plain & Qrtd. Red Gum.
Com. & Btr. Plain & Qrtd. Red Gum.
1 st & 2nds Quartered White Oak.
1st & 2nds Quartered Red Oak.
y-l' No. 1 Common Sap Gum.
3 cars 1 Y^" 1st & 2nds Quartered. Red Gum.
5 cars 1 Ya" No. 1 Common Quartered Red Gum.
Send us your inquiries for all cabinet woods.
THOMAS & PR0ETZ LUMBER CO.
15 Angelrodt St., St. Louis, Mo.
furnished a Victrola concert for the New Year's
dinner of the Indiana State pure food laboratory
and the educational department entertained the
Shriners' children party. This entertainment was
in charge of Mrs. Florence Browning, of the
Indianapolis Co., and of Miss Caroline Hobson,
of the Stewart Talking Machine Co.
C. P. Herdman, manager of the Columbia
department of the Baldwin Piano Co. store,
found that business came much steadier during
the holiday season than in 1918. The shortage
in records was felt more than the shortage in
machines, Mr. Herdman added.
W. G. Wilson, manager of the Grafonola
Shops, Inc., is making preparations for remodel-
ing the store in the next few weeks and when
the work is completed he expects to have one
of the most up-to-date shops in the city.
A feature of the Christmas business at the
Circle Talking Machine Shop, as reported by
Manager Whitman, was the predominant call
for the Victor in large sizes.
Room No. 321
iiimiiiiiiiiiniiiiiiiiiinns
130 Fulton Street
i!llllllllllllllll]|||!IIIIIIIIIIIIIIIIIIIIIM
1 Clifford A. Wolf I
MANUFACTURER OF
jj. Diamond and Sapphire I
I Phonograph Points
HUUIUIiWIUIIllllilUllI
New York City
inn
Phone.2812Cortlandl
The Sonora department of Charles Mayer &
Co. was oversold more than $20,000, according
to Ernest Arthur, manager. During the holidays
Sonora music floated down to the street crowded
with Christmas shoppers through the use of
the Magnavox and this proved a good ad for
the Sonora department.
Miss Minnie Springer, manager of the Victor
department of Taylor's, said that the December
business was much larger than any previous
December, and that the department was entirely
sold out of cabinet machines. The management
of the store gave all employes a ten per cent
wage increase and gold pieces and life insurance
policies at a Christmas party at which C. A.
Taylor complimented the employes on their
loyalty and good work.
F. W. Fromm, manager of the talking ma-
chine department of the Baldwin-Miller Co.,
Dalion distributors, told The World that his
department was still shipping out machines en-
deavoring to catch up with the Christmas orders.
"December business exceeded any previous
December and for the entire year the business
will exceed that of any other year by a small
per cent in spite of the serious shortage of Vic-
tors during the first six months of 1919," George
Stewart, of the Stewart Talking Machine Co.,
Victor distributors, said. "Present indications
point to a great year for Victor business in
1920." The monthly house organ of the Stewart
Co. tells of the enthusiasm with which Victor
dealers are receiving the new period style Vic-
trolas. Schultz & Schultz, Victor dealers, at
Crawfordsville, Ind., are endeavoring to arrange
for a concert for a Victor artist in the brand
new auditorium of the city.
Tom Sawyer, director of penmanship in the
Indianapolis schools, advocates the use of Vic-
trolas in teaching penmanship as the music keeps
the minds of the pupils off everything but the
grace of the work they are performing.
Frank Buttweiler, manager of the Indian-
apolis branch of the Brunswick-Balke-Collender
Co., expressed the opinion that the Brunswick
All Good Sellers
Our fine line of low-priced table and floor
phonographs $60.00 per dozen and up. We stand
good for our merchandise. Send for prices and
illustrations.
In our accessory department, we have a full
supply of Victor and Columbia repair parts and
everything necessary for phonographs.
Wollman Talking Machine Mfg. Co.
Stagg qiS Est. 1889
560-562 Grand Street BROOKLYN, N. Y.
January 15, 1920
THE TALKING MACHINE WORLD
183
business in Indiana would enjoy a brisk year
in 1920. Shortage of machines was the chief
complaint in 1919. The Brunswick dealers who
have received samples of the new Brunswick
records are writing in that they are greatly
pleased with them and expect them to be an-
other big boost for the Brunswick.
Orders for Pathe machines and records are
still pouring in at the Mooney-Mueller-Ward
Co., distributors. Most of the Pathe dealers
report they were sold out entirely.
Ben Brown, manager of the Indianapolis
wholesale branch of the Columbia Co., is in the
East attending the Columbia convention. F. K.
Pennington, assistant general sales manager,
and O. F. Benz, of the general sales depart-
ment of the company, were recent visitors. John
McKenna, manager of the St. Louis Columbia
branch, also visited Mr. Brown.
The Weisbrod Music Co., of Richmond, Ind.,
Columbia dealers, scored a big hit through a
concert given there by Sascha Jacobson, the
famous violinist and Columbia artist, on Decem-
ber 2. The artist later visited Indianapolis Co-
lumbia dealers and autographed a number of his
records.
The Amplifone Co. is receiving many orders
for the Amplifone, the telephone attachment
for demonstrating machines and records over
the telephone. The recent demonstrations of
the instrument at the Morrison Hotel in Chi-
cago have aroused great interest among the
Chicago and Illinois dealers.
MODERNOLA AT MUSIC SHOW
George Seiffert, Who Has Become Eastern Rep-
resentative, Will Make Exhibit at National
Music Show in New York Next Month
George Seiffert, Marbridge Bldg., New York
City, has been appointed Eastern representative
of the Modernola Co., of Johnstown, Pa. This
company are manufacturers of the phonograph
of the same name, which is entirely original
in its design and the general attractiveness of
which is enhanced by the lamp which surmounts
the phonograph. The "Modernola" is well rep-
resented by dealers throughout the Eastern ter-
ritory and under Mr. Seiffert's able management
great growth is predicted during 1920.
Mr. Seiffert will exhibit at the Music Show
to be held in New York during the first week
in February. At his exhibit will be featured
the "Modernola," the Arnold electric phono-
graph motor and the "Fern-O-Grand" phono-
graph. Mr. Seiffert represents all three in the
Eastern territory.
PATHE ARTISTS IN OPERA
The engagement of the Chicago Grand Opera
Company in New York City, for the latter part
of January, will enable a large number of Pathe
enthusiasts to hear many of the artists whose
voices charm them on Pathe records. Among
the Pathe stars who will appear during the
engagement are Tito Schipa, Yvonne Gall, Rosa
Raisa and Rammonnetti. Attractive ads featur-
ing these various artists will appear in the news-
papers during the engagement.
In a letter addressed to the trade, the Pathe
Freres Phonograph Co. has announced that all
orders received next month for 1920 will be
guaranteed to be delivered at the time specified
in the order.
WANTED!
to get in touch with several cabinet
makers. Cabinet standards for
$100 to $400 machines. Submit
first letter specification and prices
lots 100 and 1000.
MORRIS SERVICE CO.
Office 24, No. 164 Federal St.
Boston, Mats.
The ACME of Perfection
in tone reproduction is attained in the ACME
soundbox, because of its scientifically correct
diaphragm construction which produces the
real scientific sound waves.
Dpi
to*
"ACME"
The Tone Magnificent
This illustration shows the
short tone waves of the
ordinary soundbox as used
on most phonographs.
Nature's tone wave as produced by
the ACME reproducer and approxi-
mately six times longer than tone
waves of the ordinary soundboxes
The result is an unmuffled NATURAL TONE of im-
mense volume and an entire absence of that tin can,
metallic tone of mica diaphragms. Made in Nickel and
Gold to fit Victor, Columbia and Sonora.
SPECIAL ATTACHMENTS to Piay
Victor and Columbia Records on
EDISON Machines
Try an ACME reproducer for yourself. If not
delighted you may return it. The price is right.
TALKING MACHINE
MANUFACTURERS
Let us make your Sound Boxes for you
Any type of reproducer made to your specification
We manufacture a complete line of Sound Boxes
with Mica or Composition diaphragms
Arm?
PHONOGRAPH CORPORATION
New York City :
46 Murray Street
Tel. Barclay 7^34
Chicago :
431 S. Dearborn St.
Tel. Harrison 8021
184
THE TALKING MACHINE WORLD
January 15, 1920
The Talking Machine World
as your merchandising expert, window trimmer and advertising manager, and in addition will help you
put on any special -selling scheme you have in mind for the next twelve months.
After careful investigation of the excellent results achieved in the retail dry goods, hardware, furni-
ture and many other lines by means of syndicated sales and advertising services, we have established
a complete monthly merchandising and advertising service to retail dealers in the talking machine trade.
This advertising is planned to feature your store, your name and your service, to cash in on the national
advertising of the talking machine manufacturers. Moreover, we prepare special advertisements to
your individual order to cover sales or particular events in your store. More than 150 wide-awake
dealers are already receiving the T. M. W. Service every month. We have clients from Maine to
California, from Oregon to Florida, and since we are making good for them we certainly can make
good for you whether you are in a large city or in a small town. When we get the job
As Your Merchandising Expert
You get three original ideas every month that you
can cash into money just as if they were certified
checks — new ways of getting busi-
ness, handling customers, selling more
goods, finding prospects, getting more
out of your sales force.
These are not impractical, untried schemes that
you cannot use. Every one is a tested and proved
plan based on actual experience.
From F. G. Perine, Adver-
tising Manager of the F. C.
Henderson Co. of Boston —
"We are hearing nothing
but praise for the Talking
Machine World Service —
advertising manager of the
Shepard Store in Boston
says it is the best thing of
the kind he has ever seen.
Advertising Manager Major
Tully of the R. H. White
Co. Store, says: 'Most of
these drawings are certainly
excellent. "
The store with new ideas and new
methods collects the cash; the store
that goes ahead in the same old way
for ever and ever collects nothing but
dust. Through the T. M. W. Ser-
vice a constant stream of seasonable,
timely ideas passes over your desk.
When we get the job
(otr/2
— As Your
Window Trimmer
You get three new original plans for window dis-
plays every month — practical schemes that do not
require elaborate and costly "stage scenery" made
to order, but which draw the crowds through their
originality and clever appeal to human psychology.
You pay a high rent for a few feet of frontage
on a busy street, and that frontage is the most
valuable thing you've got. The T. M. W. Service
shows you how to get the utmost out of your
location by making your windows draw people
into your store. Each month's window displays
are timely and seasonable for that month. For
example, in February you receive something
appropriate for Lincoln's or Washington's birth-
days, or St. Valentine's Day, and likewise for
every other month in the year. In addition, there
are always novel ideas not based on the calendar
but containing a direct selling appeal that brings
results.
January 15, 1920
THE TALKING MACHINE WORLD
185
Service Wants to Work for YOU
No dealer could possibly afford to purchase the work of artists, merchandising experts, ad writers and
window display men such as he gets through the Service, if he paid the whole cost himself, but under
the syndicated plan you get ioo% service at a small fraction of the total cost. You know what syndi-
cating means. The Associated Press is an example. The big initial cost of the Service is divided into
very small portions and each subscriber pays only one portion.
When we get the job
— As Your Advertising Manager and Artist
You get more than 200 complete advertisements
per year, 17 per month — bright, interesting, lively
material with a new idea in every ad, and always
-featuring your store, your prestige and your
name. With these ads you get over 200 cuts per
year, 17 per month, drawn by such famous artists
as Ethel Plummer and Olga Thomas, of Vogue;
Herman Palmer, a regular contributor to Judge ;
W. Fletcher White, famous commercial artist of
New York; Frederick T. Chapman, who illus-
trates the Franklin Automobile and many other
advertisements ; Charles Baskerville, Jr., of Van-
ity Fair and Scribner's, and other artists of the
same class. Mats or electros of these cuts are sent
you as part of the Service each month — without
extra charge. The cost of a single one of these
drawings is greater than the sum you pay for one
month's complete Service.
Here's your monthly bill-of-f are :
4 single column ads on machines;
4 single column ads on records;
4 two column ads with strong selling appeal
and the personal touch that popularizes
your store; . .
4 three column ads, seasonable, timely and
convincing;
1 large four column spread — a big type argu-
ment. On "Why Your Store is the Right
One." '
17 ads, with cuts, every month.
F. C. Howard, general manager of the F. C.
Howard Piano Co., of Syracuse, N. Y., says :
"We received the copy for the fine newspaper
advertisements which you got out for us per-
taining to our exhibit at the New York State
Fair. We will send you copies of these adver-
tisements as soon as they appear in the news-
papers.
"We wish to commend you on your splendid
monthly service, and thanking you for your co-
operation "
Also — a monthly page of merchandising ideas;
a monthly page of window display plans;
a strong circular letter on machines, or
records, to send out on your letterheads ;
a form letter on records to mail each
month with the new record bulletin ; and
lastly,
special ads written to your individual
order, when necessary, to cover unusual
events.
The cost —
is about one quarter as much as the salary of an
office boy — because we are selling it to dealers all
over the United States, thereby dividing the ex-
pense into small fractions. The money you have
been losing on one or two ads that failed to bring
results will more than pay the cost of this com-
plete Service for the entire year. The T. M. W.
Service saves your time, your patience, and re-
lieves you of the burden and responsibility of
constantly worrying about your window displays,
merchandising plans, form letters and adver-
tising.
But — this proposition is strictly first come, first
served, and only one dealer in the territory. If
somebody else in your town orders first you can't
buy the T. M. W. Service at any price. Don't
think it over too long. Act — and act quickly.
Mail the coupon today for sample ads, price of
the Service and full information.
Signing this coupon is like endorsing a check for
deposit in the Bank of Success!
r
■ ' (COUPON)
Talking Machine World Service
373 Fourth Avenue
New York City
Gentlemen :
If other dealers in big cities as well as small towns
are getting results and making a big profit on the Talk-
ing Machine World Service, I'd like to know all about
it. Without obligation, send me sample copies of ads,
form letters, ideas, etc. Tell me what it will cost per
month for exclusive use in my territory.
The population in my city is
I handle these machines. . . .
My firm name is
By
My address
1-15-20
T
186
THE TALKING MACHINE WORLD
January 15, 1920
CLOSING BIG VITANOLA BUSINESS
M. M. Roemer Sales Co. Tell of Increasing Ap-
preciation of the Vitanola in the Trade — Also
Doing Well With Okeh Records
The M. M. Roemer Sales Co., 400 West Twen-
ty-third street, New York, distributor of Vita-
nola phonographs and Okeh records in metro-
politan territory, reports the closing of a phe-
nomenal holiday business. The company states
that its machine sales during October, Novem-
ber and December were limited only by the
shipments received from the Vitanola factory in
Chicago, and numerous applications for Vita-
nola agencies could not be accepted owing to
the shortage of the product.
In a chat with The World this week, M. M.
Roemer, president of the company, and one of
the most popular members of the local trade,
stated that Vitanola shipments are now being re-
ceived regularly from Chicago, and that the com-
pany is making plans to open a number of new
accounts in the metropolitan territory. The
popularity of this instrument is growing by
leaps and bounds, and the advertising campaign
instituted in its behalf has not only been a pow-
erful factor in adding to the prestige of this in-
strument, but has produced direct sales for the
dealers handling the line.
As a concrete indication of the success at-
tained by his company during the past few
months, Mr. Roemer pointed out that the Vita-
nola line is now handled in this district by more
than 130 dealers, all of whom are recognized as
successful and progressive merchants. Among
the recent accounts closed by the M. M. Roe-
mer Sales Co. for the Vitanola agency were
Frederick Loeser & Co. of Brooklyn, N. Y., and
Bloomingdale Bros., New York, two of the lead-
ing department stores in Greater New York.
Both of these stores are giving the Vitanola
aggressive representation, and expect to close a
very active trade with this line during 1920.
With reference to the new lateral cut Okeh-
records, Mr. Roemer stated that the demand for
an
A BIG YEAR IS AHEAD OF THE TRADE
PLAN IT OUT NOW
We are manufacturers' representatives of the well-known lines listed below.
Place your orders with us. We are well equipped to give
you the service you require.
Jones Motrola, Brilliantone Steel Needles, Ever Ready File for
Victrolas, Peerless Record Album, Wall Kane Needle, National Toys, Viola-
phone Needle, Haag Files for Edison Phonographs, Lansing Covers for Pianos
& Phonographs, Gilbert Record Brushes, Reincke-Ellis Delivery Bags & Sup-
plement Envelopes, Globe Decalcomanie, Supplies, Diamond and Sapphire
Points, Springs and Parts of all descriptions, Record Needle & Mfg. Co. Fibre
Needle Cutters and "Record Lites." All-in-One Reproducers to Play Edison
Records on Victor Machines and Speed Indicators. Supplement Covers,
Reflexo Polish.
REPEAT-O-GRAPHS
New England Perfection Tone Arms and Reproducers
for Edison Phonographs
We extend a cordial invitation to the trade to
call on us when attending the Music Show.
PHOENIX TRADING CO.
Manufacturers' Representatives — Domestic and Export
1265-69 BROADWAY
NEW YORK CITY
this line has been far beyond his highest ex-
pectations, and that the sales totals to date in-
dicate that this record is proving one of the
best sellers on the local record market. The
latest supplements, containing the most popu-
lar dance and vocal hits, are meeting with a
ready sale throughout this territory, and ac-
cording to Mr. Roemer's figures it is solely a
question of receiving sufficient shipments from
the factory, as the dealers are selling the rec-
ords as fast as they are received. Mr. Roe-
mer plans to increase his sales force materially
during the next few months, and is making plans
whereby his dealers will receive intensive and
efficient co-operation during the coming year.
FIFTY FEET OF TIN AND PEAS
The H. C. of L. has not daunted an enter-
prising English inventor who in his search to
eliminate the scratching and metallic noises
from his talking machine has hit upon the plan
of filtering the music through more than fifty
feet of tin tubing filled with peas.
VICTOR SERVICE
BUSINESS DEPARTMENT
An efficient, well B
organized business §■
department, ready |§
at any time to co- j§
operate with you,— J
willing to help you jj
in your merchan- ■
dising methods, is |j
part of m
Andrews Victor Service 1
W. D. & G. N. ANDREWS
Buffalo, N. Y.
January 15, 1920
THE TALKING MACHINE WORLD
187
The Columbia Orchestra plays the William
Tell Overture in four parts. All lovers of
orchestra music will want all four. A-6129
--6130.
Columbia Graphophone Co.
NEW YORK
sasr
COMPLETING PLANS FOR BIG MUSIC WEEK IN NEW YORK
Prominent Talking Machine Manufacturers Will Be Represented at the Forthcoming National
Music Show and Recording Artists Will Take Prominent Part in Music Programs
Plans for the great Music Week in New York,
February 1-7, which will include special music
programs in the churches, schools, theatres, etc.,
a big National Music Show at the Grand Cen-
tral Palace and the annual conventions of the
Music Industries Chamber of Commerce, the
National Association of Music Merchants and
other national trade bodies are now rapidly
nearing completion and every indication points
to a general tribute to the cause of music never
excelled in this or any other country.
The talking machine trade is directly inter-
ested in the success of the event, not alone be-
cause a number of the leading talking machine
manufacturers will be represented at the Na-
tional Music Show, but because several of the
leading manufacturers, together with the Na-
tional Association of Talking Machine Jobbers,
will be represented at the convention them-
selves through membership in the Music In-
dustries Chamber of Commerce.
Talking machine artists will play a promi-
nent part in the music program. Several of
them will be heard in concert and recital dur-
ing the week and still others will be in attend-
ance at the Music Show, where they will give
impromptu recitals in the booths of the com-
panies for whom they make records.
The National Music Show to be held from
February 2-7 is naturally the big single event
of the week and is rapidly assuming concrete
form under the energetic efforts of Director
Charles H. Green. The decorative scheme
which will govern the whole display, under a
uniform plan harmonizing with the architectural
beauties of the Palace, has been worked out
and the allotment of space and the arrangement
of the individual exhibits are in progress.
White and gold form the keynote of the color
scheme, giving the great structure a delicate
touch of artistry more in keeping with music
than its massive proportions would otherwise
possess. The fagade plan adopted for displays
affords an idea of the general aspect of the
interior, if one will imagine this general scheme
followed out throughout the whole building.
The interiors of the various displays will, of
course, take such individual forms of decora-
tion and arrangement as the artistic tastes of
the exhibitors may dictate, and there is keen
rivalry evidenced in such inklings of the plans
as have come to hand. Indications are that many
of them will be both elaborate and elegant.
The entire three floors of the Palace have
been arranged in sound-proof apartments suit-
able for demonstration rooms, so that there will
be no danger of discordant sounds marring the
harmony of the show.
Those representing the talking machine
trade who have made reservations for space at
the show as officially announced include:
The Aeolian Co., New York.
Barnhart Bros. & Spindler, Chicago.
Bush & Tane Piano Co., Holland, Mich.
Brilliantone Steel Needle Co., New York.
Brunswick-Balke-Collender Co., Chicago.
Cheney Talking Machine Co., Chicago.
Cherington Mfg. Co., Waukegan, 111.
Columbia Graphophone Co., New York.
Chute & Butler Co., Peru, Ind.
Thomas A. Edison, Inc., Orange, N. J.
Efficiency Electric Corp., New York.
The Fern-O-Grand Co., New York.
General Phonograph Corp., New York.
Haywood Bros. & Wakefield, Boston.
Krasberg Engineering & Mfg. Corp., Chicago.
Modernola Co., Johnstown, Pa.
Pathe Freres Phonograph Co., New York.
P. E. D. Corp., New York.
George Seiffert, New York.
Sonora Phonograph Sales Co., New York.
Udell Works, Indianapolis, Ind.
Universal Picture Co., New York.
Victor Talking Machine Co., Camden, N. J.
PLAN INTERESTING MEETING
Talking Machine Men, Inc., to Meet January
21 — Represented at National Music Show
The Talking Machine Men, Inc., will hold
their regular monthly meeting on Wednesday,
January 21, at the Hotel Pennsylvania. An in-
teresting program has been prepared for this
meeting, and as local dealers are taking a keen
interest in this gathering it promises to be a
signal success.
J. J. Davin, chairman of the press committee,
has advised The World that the association will
have office space at the National Music Show
to be held at the Grand Central Palace the week
of February 2, and that all visitors will find a
hearty welcome at this booth. The association
has extended a cordial invitation to the talking
machine trade to make the booths their head-
quarters while visiting the show.
The annual banquet of the Talking Machine
Men, Inc., will be held Wednesday evening,
April 7, at the Hotel Pennsylvania. Several dis-
tinctive features will be introduced at this ban-
quet, and further details regarding the program
will be announced in the February World.
LOOKOUT FOR THESE VICTROLAS
A. H. Mayers, Victor dealer, at 783 Ninth
avenue, New York City, has advised The World
that on the night of January 8 three Victrolas,
No. 9, were stolen from his establishment. The
numbers of these machines are as follows:
415397, 416006, 440473. Mr. Mayers would ap-
preciate receiving any possible information as
to the whereabouts of these missing Victrolas.
The Louis Buehn Co., Philadelphia, have pur-
chased the building now occupied by them at
635 Arch street.
NOW FOR 1920
Unrivaled playing qualities, plus a neatness of design and
superior workmanship throughout, are the most exacting speci-
fications that can be applied to a Universal Tone Arm.
All Brass
Bail-Bearing Base
Presto Universal Tone Arm
No. 11
Our all-brass Universal Tone Arm No. 11 meets just such
rigid specifications. Let us convince you how and why.
Presto Phono Parts Corporation
124-132 Pearl Street
BROOKLYN, N. Y.
188
THE TALKING MACHINE WORLD
January 15, 1920
FEDERAL TONE ARM fEttEZdSTutZ
uiiuiiiiiuMiiiiiniuiniiiiinuiiiiiiiiiiiiimuiiiiiiiiiiiiiiN
A LOUD, clear, natural tone — the very
best selling argument for any phono-
graph— is what you can offer your custom-
ers if you equip your phonograph with the
FEDERAL TONE ARM. It is beautifully
designed and blends well with any cabinet.
It is well built; will give long satisfactory
service under all conditions.
Write for Prices and Descriptive Circular.
; m
Telephone Central 2025
Federal Phonograph Parts Co., 8 South Dearborn street, Chicago
NEW YORK TALKING MACHINE CO.'S CHRISTMAS PARTY
A Delightful Gathering Which Typified the Spirit of Good Fellowship Which Prevails in This
Institution — President Geissler Remembered by Staffs of Chicago and New York Offices
An old-fashioned Christmas party was held regular gifts, there were in many instances
Christmas Eve at the offices of the New York humorous and pertinent remembrances for some
Talking Machine Co.. 119 West Fortieth street, of the executives, which caused general laugh-
New York, Victor wholesalers, when a mam- ter and good humor. For example, "Jim"
moth Christmas tree was the center of attrac-- Davin's desk is now decorated by a "coffin"
Christmas Scene at Office of N
tion for the company's employes. For several
years past this company has adopted the prac-
tice of making Christmas Eve a gala occasion
for the organization, but this year's event was
by far the happiest and most pretentious that
the company has yet staged.
Arthur D. Geissler, president of the New York
Talking Machine Co., devoted considerable time
to handling the details incidental to the festivi-
ties, and made arrangements whereby a promi-
nent window and interior decorator, connected
with one of the leading toy stores, installed
handsome decorations which transformed the
offices into a veritable toy land.
There were Christmas gifts and remembrances
from the company for every employe in the or-
ganization, and in addition there was the cus-
tomary interchange of presents among the in-
dividual employes, which added considerably to
the enjoyment of the occasion. Besides the
ew York Talking Machine Co.
which is a permanent reminder of his press agent
activities. "Jim" is willing to show this gift to
anyone who is interested.
As a mark of their affection and esteem, Mr.
Geissler was presented by the employes of the
New York organization with a handsome ship's
clock, and the Chicago staff presented him with
an artistic green desk lamp. From his execu-
tive associates, including the directors, stock-
holders and sales executives, Mr. Geissler re-
ceived a beautiful gold watch suitably inscribed.
The Christmas spirit which prevails at these
annual Christmas Eve parties of the New York
Talking Machine Co. is reflected throughout the
year in the spirit of good fellowship and per-
sonal good will which has been a most impor-
tant factor in the signal success achieved by
this organization. In addition to the members
of this organization, there are present at these
gatherings the families of many of the execu-
tives. Some of them will be seen in the accom-
panying illustration.
CABINET DEMAND A BIG FACTOR
Plywood Industry Finds Talking Machine Cabi-
nets Form Chief Item of Demand
The outstanding feature of the past year's
work and of the present demand for plywood is
in talking machine work. This new and impor-
tant field of veneer consumption and panel work,
which was just attaining prominence when the
great war came upon us, is easily the most con-
spicuous among the new fields for the use of
veneer; and that is not all; there are plenty of
orders and contracts being offered, and these are
justified by a great volume of retail sales
throughout the country. Possibly we have
reached high tide in the domestic consump-
tion, but the manufacturers of these instruments
are setting out to capture the world's trade in
a manner which makes one think that the talk-
ing machine is an American product which may
take its place along with the sewing machine,
reaper and a number of inventions in which our
country has dominated the world for years.
To supply the demand for talking machine
cabinets there have been additions made to panel
plants, and further additions are in course of
construction or in prospect, says "Veneers."
FULTON (Model 35)
Mahogany, 16x16x10 in., double spring motor,
universal tone arm. Back casting and metal horn.
Price, $15.00.
MELLOWTONE (Model 50) With Cover
Mahogany, 17x19x13 in., double spring motor,
Universal Tone-arm. Price, $16.00.
True-tone and Cleartone Needles, in metal boxes
or packages at lowest prices.
Universal double and triple spring Motors,
Tone-arm, Auto Stops, etc. Phono parts and ac-
cessories, as Motors, Tone-arms, Sound Boxes.
Cabinets and Cabinet hardware. Repair parts for
all makes.
Records — Standard make, lateral cut, at $40.00
per 100.
Cash with order
FULTON TALKING MACHINE CO.
640 Broadway
New York, N. Y.
January 15, 1920
THE TALKING MACHINE WORLD
189
E. R. JOHNSON PREDICTS GREAT PROSPERITY FOR 1920
President of the Victor Talking Machine Co. Believes Coming Year Will See Business Stabilized
and Progressing to a Marked Degree — Some Important Problems to Be Solved
In a recent message to the talking machine
trade regarding existing conditions and future
prospects in the industry Eldridge R. John-
son, president of the Victor Talking Machine
Co., offered some comments of unusual inter-
est and value. In his message he said:
"I have been asked to give -a forecast of the
outlook for the talking machine business. My
E. R. Johnson
first thought was to refuse, as, owing to many
uncertain conditions, there is nothing more dif-
ficult. However, on second thought I decided
to make a plain, simple statement of my opinion
at present. Of course, the situation is changing
so rapidly that I might, if called upon to make
a similar statement in a week, say something
entirely different. At present the demand for
talking machine goods is stupendous. There
seems to be no limit. However, this is not a
normal condition, nor a healthy one, and I
believe that the abnormal demand will disappear
during the next twelve months. This abnormal
demand is caused by two things: First, the
natural expansion in demand for talking machine
goods, due to better wages, higher profits, etc.,
of, in short, war times; and second, to the fact
that war work caused a very great reduction in
the output of the Victor Co., which supplies a
very large percentage of the talking machines
used in the United States.
"During the next twelve months the frenzied
conditions in business, due to the stimulus of the
war, will somewhat subside and the Victor out-
put will be larger than ever before. Thus two
influences are working to overcome the shortage
in talking machine goods. I do not expect any
great collapse in general business as an after-
math of the war. In my opinion, there will be a
gradual subsidence of business, but no serious
crisis will be reached before at least six or eight
years. This was the case after Waterloo and it
was also the case after Appomattox. In both
cases there was a great business boom, but the
crisis of the reaction was not reached for about
ten years. Therefore, we may, I believe, look
forward to good business for the next five years
at least and that is about as far ahead as any
one needs to consider.
"There are many dangers to face and many
problems to solve. The financial credit of the
whole world is under a tremendous strain — radi-
cal political nostrums up to lately were spread-
ing like a plague — radical professional politicians
have invaded the circles of labor unions and
arc seeking to sway their policies to their own
mischievous and selfish ends; strikes and labor
unrest stand as the 'lions in the path,' but the
crest of these troubles has been reached. Con-
servative public opinion is asserting itself, the
good old common sense of the average Ameri-
can citizen is coming to the front and the
frenzied rule of the radical element is on the
wane. Wages are high; in a few cases too
high, but in other cases they are still low. The
average will be upward for some time. A great
and beneficial adjustment is going on which
will be helpful to everyone.
"No one knows the volume of business in
such a line as talking machines that can be
developed in a country like the United States
when high wages and satisfactory profits pre-
vail. The problem is to make them good enough
and to make enough of them. I believe that
after 1920 there will be a surplus of talking
machine goods in the United States, but I do
not believe that there will be a surplus of first-
class talking machine goods, and the time when
anybody can make anything and sell it will have
passed.
"The talking machine business is not a side
line. There is really a very small percentage of
profit under the present prices and present cost
of production. It takes a first-class factory and
a first-class organization to turn out a first-
class article and sell it at a reasonable price
and make a reasonable profit. Manufacturers
who do not come up to these specifications will
have to face pretty hard times, because, as
the supply of talking machines increases, the
public will become more and more discrimi-
nating and will purchase nothing but first-class
goods. The value at list prices of the unfilled
orders for Victor goods on November 22, 1919,
was $168,000,000. Such a large volume of busi-
ness would have frightened me to death before
the war, but now, after seeing so many big
things accomplished, I am confident the Victor
Co. has plans that will handle the bona fide ex-
pansion of its business in twelve months or less
in a fairly satisfactory manner."
INCORPORATED IN NEW YORK
The Melody Talking Machine Co., New York,
has recently been incorporated with a stated
capital of $500,000. The incorporators are R.
Zuckhovitz, R. Greenbaum and A. M. Levine.
The Emerson International Co., New York,
has increased its capital from $100,000 to $1,-
000,000.
For 1920
The
Stodart
Phonographs
Offer Exceptional
Opportunities
Equipped with universal Tone
Arm, playing all records.
Also equipped with Tone Mod-
ifying Rod and have what critics
declare the most perfect repro-
ducing device ever conceived.
Four Artistic Models
in straight and curved
lines, beautifully finished
The Stodart Phonograph Co.
119 West 42nd Street
New York
190
THE TALKING MACHINE WORLD
January IS, 1920
NOTICE
TO DEALERS
On and after February 1st the
price of Phono-Movies will be
$12.00 per dozen
"Dancing Darkiey"
'Band Master"
"Ballet Girl"
Phono-Movie Sells on Sight!
Get in on the best novelty proposition of
the season.
Easily Operated on any Disc Phonograph.
Does not interfere with the record. A small,
highly colored, artistically designed figure
placed (not fastened) directly in front of the
turntable, mechanically devised so that it
dances as the record is played. Most enter-
taining to watch because of its ever-chang-
ing action. Adds greatly to the "pep" of
the present "jazz" records. As a novelty'
it sells itself, by placing it on the machines
when playing dance records to customers.
Complete attachment, with actors,
retails for $1.50
Cost to dealers, $10.50 per dozen. Send one
dollar for sample outfit. Extra figures, $2.00
per dozen.
ORDER AT ONCE FOR PROMPT DELIVERIES
36 East 23rd Street
PHONO-MOVIE & SUPPLY CO.
NEW YORK
PORTLAND'S GREAT^HOLIDAY TRADE
Dealers Without Exception Closed the Year
With a Wonderful Business Record and Have
Started 1920 With a Feeling of Optimism and
Surety That It Will Be a Great Year
Portland, Ore., January 3. — A remarkably good
holiday trade is reported by all the talking ma-
chine dealers, and, while some of the houses did
not do as well as in 1918, most of them exceeded
the business done last year. The big snow
storm, accompanied by severe cold, interfered
seriously with business a couple of weeks be-
fore Christmas, but the holiday weather was
agreeable and the music houses reaped a har-
vest. Shortage of stock is all that interfered
with a most phenomenal trade.
E. B. Hunt, Portland manager of the Victor
Co., reports dealers very enthusiastic over, the
Christmas trade, which in spite of the shortage
of stock was surprisingly good. With an ade-
quate stock the Portland dealers would have
had a wonderful trade, as the demand for Vic-
tors is of a constant and consistent as well as
persistent growth. Mr. Hunt has just returned
from a trip through the southern part of Ore-
gon and conditions there indicate that the busi-
ness in Victors would have been truly wonder-
ful if stock had been available.
W. L. Marshall, local representative of the
wholesale department of the Edison Co., says
that while there has been a shortage of Edi-
sons there has actually been a greater quan-
tity received than during the preceding year.
The dealers have turned over stock so fast that
the business has been more profitable than ever
before. This company is featuring Albert Spald-
ing's records. He played recently with the
Portland Symphony orchestra, making a pro-
found impression.
Interesting demonstrations of the Stradivara
are being made at the stores of the various deal-
ers in Portland and vicinty. At the present
writing there are eighteen dealers carrying this
popular machine. The Pacific Phonograph Mfg.
Co. is meeting with great success with this in-
strument.
Business is rushing in all lines at the Pacific
Accessory & Supply Co. They have taken on
the Emerson 10 and 12-inch records and are
now the distributors for Oregon, parts of Wash-
ington and Idaho. Louis P Older, well-known
talking machine salesman, is now with this com-
pany.
Large orders are being received for "Tone
Clear," made by the M. J. Wax Co. It is in
great demand by jobbers, dealers and owners
of talking machines.
The Hyatt Talking Machine Co. are display-
ing a splendid assortment of Brunswicks. A
remarkable Christmas trade was enjoyed.
M. W. Davis has severed his connection with
Edwards Furniture Co., where he has been man-
ager of the talking machine department, and
left for the East on January 3 to look" after the
interests of "Tone Clear," the record cleaner.
He will return to Portland about the middle of
February and will then take charge of the
wholesale department of the Brunswick-Balke-
Collender Co. for distributing the Brunswick in
Washington, Oregon and Idaho.
Mrs. Blanche Watts Himes, whom James Lo-
der, head of the Bush & Lane talking machine
department, considers the best record and ma-
chine saleswoman in Portland, is now with the
Bush & Lane Co., which is congratulating itself
upon its good luck in securing the services of
the lady.
Wheeler Dodds, manager of the talking ma-
chine department of Powers Furniture Store, will
resign his position on the 1st of January and
will probably accept a desirable position which
has been offered him in the East. His place will
be taken by W. B. Maxwell, who was in charge
of the department during the war, while Mr.
Dodds was in the navy. This house carries Vic-
tors, Brunswicks and the Stradivara.
The Record Shop, of which Carl H. Williams
is manager, is moving from its present location
on Broadway to 353 Alder street, in the Medi-
cal Building.
Charles D. Ray, who has a drug store on Al-
berta street, on the east side, a store doing a
most excellent business, put in a Victor depart-
ment last March and by so doing increased his
trade in the drug department as well as es-
tablishing a fine and profitable talking machine
business.
The Meier & Frank Co. had a Christmas
Grafonola club, which afforded every one a
chance of securing the Grafonola they desired.
Their line now includes Victor, Columbia, Edi-
son and Brunswick.
The McDougal Music Co. is making a great
success of its new talking machine department.
Mrs. C. C. Carey, who is in charge of it, says
that there is a gratifying improvement of sales.
The Pathe machine and records, which they
carry, are making many friends and a big holi-
day trade was the result. They have recently
added the Stradivara to their stock.
Lipman & Wolfe's new talking machine de-
partment is well supplied with machines and
records, and a material increase in business has
been the result of the new quarters and new
management. Some handsome new Widdicomb
machines, which have recently been added to
the stock, are much admired.
Tetrazzini sang in Portland on Monday, De-
cember 29, to an audience of over 4,000, and the
Victor dealers featured her records, which have
always been favorites and which they are now
busy selling to admirers of the great coloratura
soprano. The Wiley B. Allen Co. had a fine dis-
play of her records.
The McCormick Music Co. and the Reed-
French Co. can well congratulate themselves
upon the excellent trade done in their talking
machine and record departments
The Masterpiece Phonograph Co. is a new es-
tablishment at 428 Washington street. A. P.
Knox is the manager. This is the fourth phono-
graph shop in one block on upper Washington
street, Reed-French Co., The McCormick Music
Co. and the Wakefield Music Co. having stores
in that location.
Uncle Sam 35c
Talking Parrot 35c
The Picture Talks
and Sings and Plays
A phonograph record in a new guise.
Talking Animals, Talking Figures, Talking Books.
A miracle for the Kiddies.
Imagine the satisfied wonder of a kiddie's mind
when his toy parrot or dog or book actually talks
to him.
An absorbing collection of subjects have been
selected and beautifully printed in full color with
the record and figure a unit Mocking Bird 35c
These attractive subjects are recorded by leading artists, such as Russell
Hunting, "Pathe Company"; Charles Hart, "Victor Company"; Sybil San-
derson Pagm, "Edison Company"; Harry Humphreys, "Edison Com-
pany"; Greek Evans, "Emerson Company."
Talking Books are not only entertaining, but highly educational.
They are priced to retail from 25c for cut out figures to 50c and upwards
for books.
The figure and record are both in one piece. Simply put them on any
machine.
Talking animals are of indestructible construction, especially suited for
children's use. They can play with the record, let the dog chew it, or
take it to bed, and still it will play on any machine.
Write for prices and samples.
TALKING BOOK CORPORATION
One West 34th St. at 5th Ave.. New York City
Solo Distributors (or tho Dominion of Canada
TALKING BOOK COMPANY. 95 King St.. East. Toronto. Canada
OHIO TALKING MACHINE CO.
27 Taylor Arcade
CLEVELAND. OHIO
TALKING BOOK CORP.. (Westorn Division)
608 South Dearborn Street
CHICAGO, ILL.
(Exclusive Export Distrib.)
EMERSON INTERNATIONAL. Inc
180 Broadway
NEW YORK CITY
January 15, 1920
THE TALKING MACHINE WORLD
191
TO JOIN CHAMBER OF COMMERCE
National Association of Talking Machine Job-
bers Files Application With That Body
It was announced this week by the Music
Industries Chamber of Commerce that the
National Association of Talking Machine Job-
bers, made up exclusively of wholesalers of
Victor talking machines and records, has filed
an application for membership in that organ-
ization. The Victor Talking Machine Co. is
already an individual member of the Cham-
ber of Commerce.
ENJOY A SUCCESSFUL YEAR
B. Abrams, of Grand Talking Machine Co.,
Brooklyn — Some Comments on Conditions
"Though five years may not be a long span
in the life of many industries," says B. Abrams,
president of the Grand Talking Machine Co.,
Brooklyn, New York, "it is no mean period in
the phonograph industry, for during that time
we have so multiplied the number of our friends
that we feel we have been justified and repaid
for our efforts for betterment of our products
and service."
Mr. Abrams feels that the banner year 1919
marks but the beginning of a great period of
opportunity that is being offered to experienced
men of the industry. His company is known
as the manufacturers of "Dulciphone" phono-
graphs and "Dulciphone" needles, and distribu-
tors of Q R S player rolls and Emerson rec-
ords.
The demand during the past year for the
"Dulciphone" phonographs did not catch the
makers altogether unprepared for, though handi-
capped somewhat by the hindrances of the times,
deliveries were made in gratifying quantity.
Maxmilian Abrams, who is in charge of the
sales department, speaks of the fact that orders
on hand for the next few months show an in-
crease over the big figures of the last few
months, a criterion of sales for the year.
Equally as enthusiastic is L. S. Schecht, adver-
tising manager of the concern, in speaking of
the growth of the demand for "Dulciphone"
needles and he feels they are winning wide rec-
ognition on their merit. A special display helps
the sales of these goods.
The distribution of Emerson records is mak-
ing gratifying headway under J. Podeyne's super-
vision, and Q R S player rolls, under M. Levy,
is another item that holds its own.
OPENING NEW GRAND RAPIDS BRANCH
General Phonograph Corp. Opening a New
Branch in Michigan, With A. W. Fritzsche
as Manager — Full Line to Be Handled
The General Phonograph Corp. is opening a
new branch in Grand Rapids, Mich., in order
to give maximum service and coi-operation to
the manufacturers in this important territory.
A. W. Fritzsche, who has been a member of
the sales organization of the General Phono-
graph Corp. of Illinois, has been appointed
manager of this new branch, assuming his new
duties the first of the year.
During the past year the demand for the prod-
ucts manufactured by this company has increased
sc. greatly in Grand Rapids territory that Otto
Heineman, president of the company, decided
that the opening of a branch in that city would
enable the company to co-operate with talking
machine manufacturers to the highest possible
degree. The complete line of motors, tone arms,
etc., manufactured by the company will be
handled in Grand Rapids.
The British Industrial Fair, which will be held
February 23 to March 5, will be divided into
three exhibitions, one each at London, Birming-
ham and Glasgow, under the direct supervision
of the British Board of Trade. Musical instru-
ments are among the products which will be ex-
hibited at the London section.
BIBIGHAUS MANAGES ELYEA CO.
B. F. Bibighaus, formerly of the Victor Co.,
has become manager of the Victor department
of the Elyea Co., Atlanta, Ga., who are jobbers
in that region. Mr. Bibighaus, who is thoroughly
familiar with the trade throughout the South-
east, believes that there is a great chance for
expansion and development in that territory.
For a considerable length of time prior to ac-
cepting this position he traveled as representa-
tive of the Victor Co. in the states of Alabama,
Mississippi, Tennessee and Louisiana.
There is little doubt but that Mr. Bibighaus
will give a new impetus to the Victor business
in the Southeast. R. W. Lewis, formerly travel-
ing representative of the Victor Co. in the state
of Michigan, will assist Mr. Bibighaus.
The Remington Phonograph Co. has incorpo-
rated in Delaware to deal in talking machines,
with a capital of $1,000,000.
Improve Your 1920 Production
WITH
PARR PRODUCTS
The Solution
of true
Reproduction
of Tone
Qualities
Factories
New York City.
Latrobe, Pa.
Newark, N. J.
OUR MAGNETIC REPRODUCER : Produces pure tone quali-
ties and wonderful volume. The method of constructing the
reproducer and the pivotal arrangement of the stylus bar allow
the vibrations to pass without interruption from the needle to
the diaphragm. The magnetic attraction of the needle arm gives
an outward strain on the diaphragm, making it more sensitive
to vibration influences. •
THE UNIVERSAL TONE ARM : The only arm on the mar-
ket with an automatic change of weight. The weight to play
either vertical or lateral cut records is automatically and ac-
curately changed. It centers in either position. Our new and
improved arm is made entirely of brass, producing a rich, mellow
tone and presenting a neater and more beautiful appearance.
Can be furnished in any length desired.
OUR VIBRATONE DIAPHRAGM: Eliminates the troubles
encountered with mica ; is light, elastic and flexible ; will not
crack, blister or develop inequalities. Produces a more beautiful
tone and greater volume. Not affected by atmospheric changes.
Parr Manufacturing Corporation
MAIN OFFICES:
100-108 WEST 23rd STREET NEW YORK CITY
THE TALKING MACHINE WORLD January 15, 1920
MUSIC AND RECORD
CARRYING CASES
Made of embossed fiber, reinforced with
metal and hard fiber. Brassed nickeled
catches and loops, metal covered handle.
Record size 3x12^x1214", No. 204
Sheet Music Size 3 x 11 x 15", No. 203
Write for Prices and latest catalogue
J. D. HUNT MFG. CO.
Mast. & Davidson Sts. Indianapolis, Indiana
Manufacturers of all kinds of Musical
Instrument Cases and Covers
192
I WANT TO
REPRESENT IN THE EAST
with headquarters in New York
A first-class Phonograph with
standard equipment.
Active man, 38, thoroughly experienced
Bond Furnished
ADDRESS BOX 725
Care TALKING MACHINE WORLD
373 FOURTH AVE., NEW YORK
THE PATHE AT THE MUSIC SHOW
The Pathe Freres Phonograph Co. will ex-
hibit as usual at the National Music Show, to
be held in New York during the first week in
February. An added feature of this year's ex-
hibit will be the Pathe Actuelle period model
known as the "Actuelle Classique," recently re-
ferred to in The World.
Prompt
Deliveries
This attractive Singer Cabinet
and a few other models of equal
excellence are always in work,
assuring prompt shipments.
Recently we have increased
our manufacturing facilities.
This was made necessary on
account of the growing recogni-
tion of Singer cabinet quality.
Write or wire for illustrations
and prices.
DOEHLER CO. OFFICERS RE=ELECTED
Two New Members Added to Official Family of
Doehler Die Casting Co.
At the annual meeting of the board of direc-
tors of the Doehler Die Casting Co., held at its
main office, Brooklyn, N. Y., on January 5, the
following officers were re-elected: H. H. Doeh-
ler, president; H. B. Griffin, vice-president;
O. A. Schroeder, treasurer; O. A. Lewis, assist-
ant secretary.
They also added to their list of officers the fol-
lowing: J. Kralund, second vice-president, in
charge of production, and Charles Pack, secre-
tary and chief chemist.
A COMPREHENSIVE VOLUME
New Catalog Issued by Lucky 13 Covers a Wide
and Interesting Field of Operations
The Lucky 13 Phonograph Co., New York,
has just issued a comprehensive catalog giving
the details of their line of talking machines and
accessories. A foreword states that the catalog
is unique inasmuch as it completely covers every-
thing in the entire phonograph industry, and
should be a ready reference and guide to both
the manufacturer and dealer.
Illustrations and descriptions of the leading
phonograph motors are given a feature position,
and much space is devoted to tone arms and
sound boxes. Auto-stops, cover stays, governor
springs, small parts and cabinet hardware are
included in the catalog, as well as albums and
needles of all kinds.
The Lucky 13 Phonograph Co. announce that
they are able to make immediate shipments of
everything that is included in the lists and are
iri a position to give special quotations to quan-
tity buyers. They are also prepared to manu-
facture special machine parts, such as worm-
gears, stampings, screw machine parts for
motors, reproducers and parts manufactured.
Covering as it does the technical end of the
talking machine industry so completely, the
catalog should prove most valuable.
COLUMBIA AUDITING STAFF CONVENE
The annual convention of the auditing staff
of the Columbia Graphophone Co. was held on
January 2 and 3 at the Hotel Pennsylvania, New
York. Marion Dorian, chief auditor of the com-
pany, was chairman of the convention, and, as
usual, man}' important topics pertinent to the
work of the auditing staff were discussed at the
conference. During the convention the audit-
ing staff was visited by H. L. Willson, vice-
president and general manager of the company;
Geo. W. Hopkins, general sales manager, and H.
C. Cox, comptroller, all of whom gave brief
addresses incidental to the activities of the au-
diting division. At the conclusion of the con-
vention the members of the staff joined with
the executives, branch managers and Dicta-
phone sales managers in the banquet held at the
Hotel Pennsylvania January 3. Among those
present were E. O. Rockwood, T. A. Laurie,
Homer Reid, Hayward Cleveland, W. G. Wus-
tenfeld, S. S. Gilroy, H. T. Victor, W. E. C.
Heim, R. A. Grant, F. M. Snell, J. J. McGeehan,
N. C. FitzGibbon, J. N. Brewster, J. J. Munro
and H. A. Schmeideke.
FEATURING A LARGE LINE
The New England Musical Instrument Trading
Co., New York, world-wide agents for the Bell-
Hood, semi-permanent talking machine needle,
have just forwarded to the trade a new price-
list on their well-known "Nemitco Brand" of
musical merchandise, which includes strings of
all kinds and small goods. The company are
also featuring a complete line of violins, uku-
leles, mandolins, banjos, drums, etc. They re-
cently opened up a resin factory which will make
a specialty of violin, cello and bass resin.
NAME CHANGED TO SONORA, INC.
At a special meeting of the stockholders of the
Sonora Phonograph Corp., held Saturday at
the company's executive offices, it was voted to
change the name of the corporation to Sonora,
Inc. On January 20 stockholders of the Sonora
Phonograph Sales Co., Inc., will hold a meeting,
during the course of which action will be taken
on a proposal to change the name of this com-
pany to the Sonora Phonograph Co., Inc.
NEW ENGLAND MUSICAL INSTRUMENT TRADING CO.
WORLD AGENTS FOR
The Bell Hood Semi-permanent Needle
(Plays 50 lo 100 Records)
WHICH HAS MET WITH SO MUCH FAVOR.
ARE ALSO DISTRIBUTORS OF
UKULELES
BANJOS
VIOLINS
MANDOLINS
DRUMS
HARMONICAS
STRINGS OF ALL KINDS and the Famous
"NEMITCO" Brand
AS WELL AS ALL SMALL GOODS AND MUSIC BOOKS
NEW CATALOG NOW READY. SEND FOR IT
BELL HOOD SEMI-PERMANENT NEEDLES
Retail one packaee of 3 needles 25 cts.
Dealer's Price, $15.00 for 100 pkgs. Jobber's Special Prices.
Now booking orders lor Violin. Cello and Bass Rosin, a product from our new factory. Made
up in boxes for jobber and dealer with your own imprint.
MUSIC SHOW VISITORS WELCOME
NEW ENGLAND MUSICAL INSTRUMENT TRADING CO
127 East 23rd Street, New York
Singer Talking Machine Co.
579 Market Street
MILWAUKEE WISCONSIN
January 15, 1920
THE TALKING MACHINE WORLD
193
PRIZE PLAN FOR EDISON EMPLOYES
Vice-President Wm. Maxwell Outlines Plan
Whereby Workers May Secure Definite Prize
Awards in Recognition of Earnest Effort
On the evening of December 29th, the salaried
employes of the Musical Phonograph Division
of Thos. A. Edison, Inc., gathered in the com-
pany's restaurant for an informal banquet and
to hear about the Edison prize money plan. For
some time rumors had been abroad that a novel
prize money plan would be announced shortly
before January 1st. Instead of the annual book
or play which Mr. Maxwell has contrived to
turn out in his spare moments during recent
years, he was reported to be devoting his leis-
ure hours to a prize money plan for salaried em-
ployes, which not only would reward industry
and ability on the part of the "white collared"
class, but would, also, detect those who are
best qualified for more responsible positions.
Naturally, the promised announcement of the
plan brought a large crowd to the banquet.
Each guest was supplied with a sixty-two page
manual and the explanatory forms of a plan,
by which salaried employes are to be aided
in developing the methods and mental quali-
ties most likely to fit them for better positions
and greater responsibilities. The plan provides
that each employe who gains a Class A rating
thereunder shall receive prize money equal to
at least twenty-five per cent of his or her sal-
ary— in certain circumstances, the prize money
may exceed this figure.
Quality — Service — Satisfaction
We manufacture a complete line of first quality SPRINGS
and repair parts.
Full stock on hand at all times.
Prompt deliveries is one of our "hobbies."
RENE MFG. CO.
Montvale, N. J.
facturing companies connected with his organi-
zation closed a record-breaking business in 1919,
and that the sales totals for every division were
limited only by the factory production. Para-
mount records are achieving phenomenal suc-
cess, and plans are being made to increase the
output of the record factories in every depart-
ment, thereb)'' enabling the company to give its
jobbers and dealers maximum service and co-
operation.
called at the offices of the Reed Co., Inc., dur-
ing his recent Pittsburgh engagement with the
"Oh, Girl" company, and in his characteristic
manner made himself right at home. He was
very much impressed with the Reed Co. estab-
lishment.
PLEASED WITH TRADE OUTLOOK
Col. Edward J. Barrett, treasurer of the
United Phonographs Corp., Sheboygan, Wis., was
a visitor to New York this week, cafling upon
some of his many friends in the trade and mak-
ing his headquarters at the offices of the New
York Recording Laboratories, where Para-
mount records are recorded. In a chat with The
World Col. Barrett stated that all of the manu-
LAWSON EXHIBIT AT MUSIC SHOW
The Lawson Piano- Co., 372 East 149th street,
New York, will have a complete line of the
Lawson Universal phonographs on exhibition
in booths Nos. 126, 127 and 128, mezzanine floor,
at the National Music Show, which is to be
held in the Grand Central Palace, New York,
February 2 to 7. They will also exhibit Law-
son pianos and player-pianos. W. W. Lawson,
Arthur M. Lawson and Henry W. Harvest will
be in charge.
BRUNSWICK INTRODUCTORY LIST
First Booklet Sent Out to Trade With Hangers
and Other Display Material
SAM ASH VISITS THE REED CO.
Sam Ash, whose songs are being heard in
thousands of homes throughout the country on
Operaphone and other well-known records,
The Brunswick-Balke-Collender Co. has pre-
pared and sent to its dealers some attractive
display material announcing the new Bruns-
wick records. The first record list or supple-
ment contains useful information concerning the
various artists who have been secured and fea-
tures Archer Chamlee, Dorothy Jardon, Max
Rosen, Theo. Karle, Elias Breeskin, Virginia
Rea and Irene Pavloska, who record exclusively
for the Brunswick. The booklet is attractively
printed in color. Window streamers and dis-
play hangers have also been furnished for use
in store windows and interiors. The display
hanger is especially attractive and carries the
list of new records comprising both classical and
popular numbers. Other record supplements and
display material will appear shortly.
IMMEDIATE DELIVERIES OF THIS QUALITY MODEL
CHARMAPHONE
AT A POPULAR PRICE
EQUIPMENT
UNIVERSAL TONE ARM. SOUND BOX OF BEST QUALITY.
CABINETS OF FINE VENEERED WOOD WITH QUALITY
MAHOGANY FINISH. HEINEMAN DOUBLE SPRING MOTOR
ALL WOOD AMPLIFIER. NICKEL-TRIMMED THROUGHOUT
MODEL 8
44 in. high, 18 in. wide, 20 in. deep, Heineman No. 33 motor,
Charmaphone Universal tone-arm and sound-box, tone modifier,
casters.
Wholesale Price $45.00
Plus War Tax
F. O. B. Pulaski, N. Y.
3% 10 days Net 30 days
Model 8
ORDER A SAMPLE AT ONCE
AND ASK FOR THE
CHARMAPHONE PROPOSITION
TO LIVE DEALERS
THE CHARMAPHONE COMPANY
EXECUTIVE OFFICES AND SHOWROOMS
39 AND 41 WEST 32nd STREET NEW YORK, N. Y.
Manufactured at our Factory, Pulaski, N. Y,
194
THE TALKING MACHINE WORLD
January 15, 1920
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
$250,000 CAPITAL
WANTED
To enlarge phonograph manufacturing
and selling organization.
IMPORTANT
The machine is new and far superior
to any on the market ; it has tremen-
dous possibilities. If widely demon-
strated, it is confidently believed the
public would demand it before all
others.
It is not an attachment or a freak,
but an improvement over existing
types. Is now being sold and its merit
conclusively proved. Would consider
sale of patent rights. Address Box
"740," Care The Talking Machine
World, 373 Fourth Ave., New York.
FOR SALE
Best steel needles, loud and soft, 100
in a package — 30c per 1,000. Mahogany
complete table machines, $4.50 up. Gen-
uine mahogany piano finish cover ma-
chines, 17"xl8"xl4". Double-spring mo-
tor 12-in. turntable, universal tone-arm,
$15.00. Also motors single and double
spring with 10 and 12 in. turntable, $2.00
up. Six different styles of universal tone-
arms, $1.00 up. Also eight different
models of floor cabinets or complete
machines at very low prices, 10-in. turn-
tables with green felt to fit any motor,
30c. We also carry a large stock of all
makes of parts, such as springs, felts,
thumb screws, governor springs, etc.
Cash with order.
UNITED PHONOGRAPH CO.
107 E. 10th St. New York City
RECORDS
FOR SALE
Hill and Dale cut Records, 10" and
12", including Grand Opera selections
in Italian, popular songs, bands, dance
numbers. Fresh stock, never .sold be-
fore. Assorted in lots of 100, no two
alike in same lot. Price $30.00 per
100, or $270.00 per 1000. Terms, cash
with order. Address B. F. Pilgrim,
1522 Belle Plaine Ave., Chicago, 111.
WANTED — Talking machine repairer, good
opportunity for reliable man. State salary and
experience in first letter. Address "Box Per-
fect," care The Talking Machine World, 373
Fourth Ave., New York.
WANTED— To get in touch with man that is
competent and skilled enough to take the super-
intendency of an assembling plant of phono-
graphs. Must know business thoroughly. Ad-
dress "Box 730," care The Talking Machine
World, 373 Fourth Ave., New York.
IF I can find a cracker jack, hustling music
merchant, clean and able, on whom I could abso-
lutely depend to run the talking machine end
of my successful and profitable jewelry and talk-
ing machine business and who would want to
invest about $10,000, I would consider incorpo-
rating this business for $50,000 (actual value —
no water), with the idea of considerably extend-
ing it. We are old established and well known.
Would not accept any one, nor expect any one
to invest with me, until the fullest investiga-
tion on both sides prove mutually satisfactory.
Only a successful man, one who knows the
business from A to Z, considered. Location best
town in Kansas. Address "Kansas," care The
Talking Machine World, 373 Fourth Ave., New
York.
WANTED— Salesmen for Dominion of Can-
ada to handle Brilliantone Steel Needles and
phonograph accessories as a side line. Easy
sellers and good proposition. L. J. Bourgette,
16 McGill College Ave., Montreal, Canada.
SITUATION WANTED— By thoroughly ex-
perienced man, both wholesale and retail, with
large wholesale house. Familiar with all phono-
graphs and accessory line. Capable of holding
any traveling or executive position. Only firms
of high character and financial standing consid-
ered. Write fully your proposition and state
remuneration in first letter. Address "Box 731,"
care The Talking Machine World, 373 Fourth
Ave., New York.
WANTED — Phonograph and piano salesman
capable of selling to the country trade. A good
offer to right man. Address "Box 732," care
The Talking Machine World, 373 Fourth Ave.,
New York.
RECORD expert with twenty years' experi-
ence wants position as recorder, lateral or ver-
tical. Would like to become associated with
concern desiring to manufacture records. Ad-
dress "Box 534," care The Talking Machine
World, 373 Fourth Ave., New York.
WE have desirable territory open for sales-
men who understand phonographs, to handle our
line on commission. Some of the territory is
as follows: Pittsburgh and southwestern Penn-
sylvania, Cleveland and northern half of In-
diana, Indianapolis and territory from Ft. Wayne
south, the state of Tennessee, state of Texas
and the state of Minnesota. Address American
Phonograph Co., 17 N. Ionia Ave., Grand
Rapids, Mich.
WANTED — High grade phonograph salesmen
to handle line of fine phonographs. Extensively
advertised and now featured by the better class
of dealers. Please give full information in first
letter and state territory desired. Address "Box
735," care The Talking Machine World, 373
Fourth Ave., New York.
SALESMAN for permanent exclusive terri-
tories. Low priced high quality phonograph,
ten models, large output. Commission basis.
Firestone Phonograph Co., 1302 Michigan Ave.,
Chicago, 111.
SALESMEN calling on retail phonograph and
music stores to handle line of Universal Dis-
players as a side line. No samples to carry —
sell from circulars. Large commission paid to
good men. Address Universal Fixture Corpo-
ration, 135 West 23rd St., New York.
WANTED — Talking machine salesmen to call
on jobbers and retailers. Choice territory open.
Address Parlephone Company, St. Joseph, Mo.
WANTED — By phonograph manufacturer.
Man experienced in staining, filling and varnish
work. Must be capable of taking charge of de-
partment. Good wages. Address "Box 733,"
care The Talking Machine World, 373 Fourth
Ave., New York.
WANTED — An expert repair man for large
wholesale house. Must be able to repair all
makes of motors and reproducers. State experi-
ence, age and salary desired. A good opportu-
nity for a man willing to work. Address "Box
734," care The Talking Machine World, 373
Fourth Avenue., New York.
WANTED
A cabinet factory or factory building, large size,
suitable for the manufacturing of high grade cab-
inets, good location and shipping facilities, floor
capacity 20,000 square feet. Address "Box 741,"
care The Talking Machine World, 373 Fourth Ave.,
New York.
FOR SALE
SUBSTANTIAL BRICK FACTORY BUILDING,
near Pittsburgh, Pa. Will rent or take stock.
Cheap fuel. Good railroad facilities. Favorable la-
bor conditions. Address "Box 742," care Talking
Machine World, 373 Fourth Ave., New York.
STOLEN
Three No. 9 Victrolas were stolen on January 8th.
Any information as to their whereabouts will be
appreciated. The numbers on the missing machines
are as follows: 415397, 416006, 440473. Address
A. H. Mayers, 783 Ninth Ave., New York.
FOR SALE
Phonograph records, Victor, Columbia,
Emerson (brand new). A very fine as-
sortment of vocal and instrumental se-
lections. Particulars given upon request.
I. DECKINGER,
3064 Albany-Crescent Ave.,
Brooklyn, N. Y.
WANTED
Victor and Columbia records. Job
lots any quantity. Spot cash paid for
them. Address
DENINGER CYCLE CO.,
Rochester, N. Y.
YOUNG MAN 25 has experience on all makes, expert
repairman, assembler, also salesman, has had charge, wishes
position with reliable concern. Address "Box 727," care
The Talking Machine World, 373 Fourth Ave., New York.
SITUATION WANTED — Foreign record specialist who
wants to take charge of foreign record department of
some house, or start one. Address "Box 728," care The
Talking Machine World, 373 Fourth Ave., New York.
POSITION WANTED — Young man thoroughly familiar
with all the domestic and foreign record catalogs. Well
understands the talking machine lines. Address "Box 729.
care The Talking Machine World, 373 Fourth Ave., New
York.
(Continued on page 195)
PHONOGRAPH BARGAINS
IN PHILADELPHIA
FLOOR MACHINES $40.00 and
up. For particulars apply to Unico
Talking Machine Co., 113 North Ninth
St., Philadelphia, Pa.
January 15, 1920
THE TALKING MACHINE WORLD
195
WORLD CLASSIFIED ADVERTISEMENTS
(Continued from page 194)
CABINETS
Ready to ship 48" in golden and
fumed oak, beautiful outfit.
46" in dark brown Mahogany.
Act now.
EVERETT HUNTER MFG. CO.,
McHenry, Illinois.
FOR QUICK
SALE
Several hundred assorted Mahogany
PHONOGRAPH CABINETS, Hard-
ware, Wood-working, Machinery,
Tools, etc. Address United Talking
Machine Co., 511 Mulberry St.,
Newark, N. J.
MUSIC STORE
FOR SALE
One of the best paying propositions
in the city of Pittsburgh, full details
upon request. $6,000 cash or bonds.
Address Box "736," Care The Talking
Machine World, 373 Fourth Ave., New
York.
WANTED
VICTOR and COLUMBIA machines
and records. Job lots, any quantity. Spot
cash paid for them. Address
STANDARD PHONOGRAPH HOUSE
1414 Franklin Ave. St. Louis, Mo.
FOR SALE
Motors, strong, single-spring, quiet running. Plays
2 10" records in one winding. 10" turn-table, runs
level. Top regulator, all attachments, nickel-plated.
EACH $3.00. Quantity prices on request. Check
or cash must accompany sample orders. Address
WOLLMAN TALKING MACHINE MFG. CO.,
560-562 Grand St., Brooklyn, N. Y.
Phone: Stagg 918 Established 1889
WANTED
Reliable dealer to take output of small factory
manufacturing a high grade Phonograph of ex-
ceptional quality. For full particulars write "Box
■738," care The Talking Machine World, 373
Fourth Ave., New York City.
it
CABINETS WANTED "
A new concern just organized desires to place
contracts for cabinets in small or large quantities for
immediate or future deliveries. Address Morris
M. Malis, 1315 No. 7th St., Philadelphia, Pa.
BROKER — Seeks commission accounts. Cabinets, motors,
accessories, parts. New York. Philadelphia and export.
Address "Box 737." care The Talking Machine World,
373 Fourth Ave., New York.
PHONOGRAPH CABINETS
A large manufacturer of talking machines ex-
clusively desires to hear from reliable parties that
can take part of its production. We are interested
only in real business people, and will treat all
replies with strictest confidence. Address "Box
739," care The Talking Machine Co., 373 Fourth
Ave., New York City.
- WILL SELL
Talking machines and cabinets to the trade; any
style made to order. Best possible grade at lowest
prices. Address Delaware Talking Machine Co.,
Elsmere, Ind. Main Office, 2616 N. 11th St.,
Philadelphia, Pa.
CABINETS
An old established plant, making the
highest grade Phonograph cabinets and
building new factories, is prepared to
figure on your phonograph cabinet re-
quirements for 1920. Address
SOLOTONE MANUFACTURING CO.
1727 Cheftnut St. Philadelphia, Pa.
CABINETS
We make a beautiful phonograph cabinet ready
for installation of motor and tone-arm. Size
48x21x23, mahogany, walnut or oak. Swelled legs
all around. Beautiful grille. Send $25.00 for
sample.
BADGER STATE CABINET CO.
P. O. Box No. 391 Milwaukee, Wis.
Music Show
WANTED— Experienced phonograph salesmen for
week of Feb. 2nd-7th. Excellent proposition. State
salary expected, etc. Address, Box No. 726, care
Talking Machine World, 373 Fourth Avenue, New
York.
WANTED
Second-hand, in good condition, talking machine
booths, racks, counters and merchandise. Write,
giving particulars, to "EXCHA'NGE,'V care The
Talking Machine World, 373 Fourth Ave., New
York.
WE ARE IN THE MARKET
FOR PHONOGRAPHS
Your best jobber's proposition. We reach all the
jewelry trade.
HENRY PAULSON & CO.,
37 So. Wabash Ave., Chicago, 111.
WANTED-SPOT CASH PAID
Records in the following languages: Italian,
French, Spanish, German, Jewish, Russian, , Polish,
Chinese, Japanese, etc.
VICTORIA RECORD EXCHANGE
2104 Third Ave. New York
Phone: Harlem 7848
TO MANAGE VOCALION CO., BOSTON
E. M. Wheatley, Formerly Manager of Retail
Vocalion Department at Aeolian Hall, New
York, Promoted to Important New Post
E. M. Wheatley, who for the past four years
has been manager of the retail Vocalion Depart-
ment at Aeolian Hall, and in charge of the
Vocalion agencies in the metropolitan district
as well for the past two years, left on Wednes-
day of this week for Boston to assume the man-
agement of the Vocalion Co., 190-192 Boylston
street, that city.
In Boston Mr. Wheatley will not only have
charge of the retail store on Boylston street,
but will also have control of the wholesaling
of Vocalion, Vocalion records and Melodee
music rolls for the New England territory. The
Vocalion Co., which is under direct control of
the Aeolian Co., was established several years
ago, and it will be Mr. Wheatley's duty to real-
ize upon the prestige that has already been
gained, and to develop the business in a big
way.
Mr. Wheatley's promotion is well deserved,
for he has proved himself a most capable execu-
t:ve. Some years ago he was connected with
the Wanamaker department, and then became
associated with the Musical Instrument Sales
Co., being in charge of the first department
opened by that company in the O'Neill-Adams
store. He later became manager of the piano
department of the Lord & Taylor store in New
York, and from there went to the Aeolian Co.
in 1916, taking charge of the retail Vocalion De-
partment under Thos. H. Fletcher, general re-
tail manager. Under Mr. Wheatley's direction
the department has proved a decided success,
with a steadily increasing volume of business, the
climax coming last month when all previous
sales records of the department were broken.
Mr. Wheatley has purchased a home in Win-
chester, Mass., a suburb of Boston, and has thus
solved the housing problem.
The staff of the retail Vocalion Department
at Aeolian Hall regret exceedingly to see Mr.
Wheatley leave for other parts, and expressed
their regrets most earnestly. He took with him
to Boston two members of the local staff, John
F. Leavy and Raymond H. Clarke. His asso-
ciates at the Hall feel that Mr. Wheatley will
register new success in his latest post and that
he has a great opportunity before him.
Mr. Wheatley's successor at Aeolian Hall has
not yet been announced.
MAGNET DECALCOMANIE NAMEPLATE
0
-. .. SOLO BY .
HURTEAU WILLIAMS &CQ<
MONTREAL * - OTTAW
1A
I
F0R TALKING MACHlHt
Pamphlets with fac-simile illus-
trations and prices .mailed
on request.
SMITH-SCHIFFLIN CO.
126 Liberty Street N ew York City
SOIL© ETT
= 930Js) ore ■
G 0 JL D Tone Arms, Sound Boxes and Phonograph Parts
PLATING
OUR SPECIALTY
PRICES QUOTED ON REQUEST
Cliff Manufacturing Works, Inc.
20-22 JACOB STREET
NEW YORK CITY
196
THE TALKING MACHINE WORLD
January IS, 1920
2 GRESHAM BUILDING, BASINGHALL STREET E. C, LONDON, W. LIONEL STRUDY, MANAGER
Members of British Talking Machine Trade
View Future Optimistically — Expect Un-
usual Developments During 1920 — Louis
Sterling Honored — World Ads Bring Floods
of Orders — Bliss Reproducer in London — New
Hoffay Representatives Appointed — Gramo-
phone Dealers' Association Formed — Dinner
to M. E. Ricketts — What New Record Lists
Have to Offer — General News of the Month
London, E. C, December 31. — New Year greet-
ings to all my readers. We have experienced
a wonderful year of trade, and. a still more won-
derful one — rich in prospect of trade progress — ■
is now with us. Hail 1920! Turn over all the new
leaves you will and get busy. Listen not to the
utterance of that pessimistic gentleman whose
bnly joy in life is to foretell this or that trouble.
Look clear ahead. If there's any trade-wrecking
in prospect you'll see it quick enough when it
arrives. And that's the time to be more- cheer-
ful than ever. Inspire yourself and all around
you with real determination to somehow make
the best of everything. Then success is assured.
You k:iow as much about those overtime rush
days of last December as I do, and little care if
I say nought about that glorious period of
sales. But we should all like to know how
many records, how many gramophones, were
sold, and their approximate value. Well over
two million records; one hundred thousand ma-
chines, who can say? The fact is that about
10,000 dealers all over the country were selling
as fast as they could, and if in December each
sold an average of only 200 records, and 10 ma-
chines, there you have a fair estimate.
Greetings From the Trade
Of the trade prospects for the New Year
prominent manufacturers and jobbers speak
optimistically. Their messages, as hereunder,
breathe a confidence in the future expansion of
British gramophone industry which* I venture
to think are distinctly practical forecasts.
W. Manson, manager of The Gramophone
Co., Ltd., says regarding the New Year pros-
pects:
"The year 1920 will undoubtedly be one of
the most remarkable years in the history of
our industry, for the gramophone has indeed
come into its own. Many of those people who
at one time scoffed at it now look upon it as
one of their most cherished possessions. The
greatest musicians in the world all show their
practical interest in the reproduction of their
masterpieces on 'His Master's Voice,' and in
countless homes enthusiastic appreciation is ex-
pressed upon the wonderfully varied amuse-
ment which is to be obtained with so little
trouble and expense.
"A few years ago the only titles which were
turned out in large quantities were the latest
comic songs. To-day magnificent records of
great artists such as Caruso, Melba, Tetrazzini,
Paderewski, Heifetz and a host of others are
selling in quantities which are absolutely stag-
gering. So much for the demand.
"The supply of 'His Master's Voice' and
British Zonophone instruments and records is
guaranteed by the splendid factories at Hayes,
which are working night and day to meet the
world's insatiable demand. I do not think it is
generally realized how- many thousands of hands
are employed in the manufacture of our products
and that our works are so well equipped that
every requisite for our business, from the small-
est rivet upwards, is made there.
"Altogether, I have not the slightest hesita-
tion in reiterating the remark with which I
opened my letter, viz.: that 1920 will be one of
the most remarkable years in the history of our
industry, and I sincerely trust that my thou-
sands of friends in the trade will all share in
the great prosperity which will abound."
Craies & Stavridi wish their friends and cus-
tomers in all parts of the world every prosperity
in 1920. The demand for gramophones in the
United Kingdom in 1919 has been far greater
than ever before, and the available supplies have
been inadequate, but the splendid progress made
by the new London factory leads them to hope
that during 1920 they will be able to satisfy fully
the demand for Apollo Gramophones. They are
congratulating themselves on their policy of
manufacturing in England, for importation from
abroad is becoming more and more difficult.
W. Chapman, director and general manager
of the Sound Recording Co., writes as follows:
"You will remember we were very optimistic
last August as to what the end of the season
trade demand would develop into; well, we have
been, and are at the moment of writing, quite
overwhelmed with orders. We had to notify all
factors in October that we could not accept
further orders for delivery prior to Christmas.
The factory has been working night and day to
clear indents, and we hope to break the back of
the placed business within a short time. We
may mention that we hope to have 30 more new
presses in full work by the second or third week
in January, the second factory being sufficiently
advanced for bringing these into use; this should
enable us to rapidly cope with the shipping busi-
ness in hand for January onward deliveries.
We send you this month's supplement and you
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
Branches
Agencies
His Mtstrr'i Voict
Copyright
This intensely human pic-
ture stands for all that is
best in music
— it is the " His Master's Voice "
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands — all enshrined
in the unequalled " His
Master's Voice "
records
DENMARK: Skandlnavlsk Grammopbon-Aktl-
eselskab, Frlhavne«i, Copenhagen.
KKANCE: Cle. Franchise da Gramophone, 115
Boulevard Richard Lenoir. Place de la Repub-
<'iue. Parle.
«PAIN: Compafila del Gramnfono, 56-58 Balmes.
Barcelona.
SWEDEN: Skandlnaviska Grammophon-Aktle-
bolaget, Drottnlng Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nevsby
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; 0, GoloTlneby
Prospect, Tifflls; Nowy-Swiat 30, Warsaw; 11
Mlchallovskaya Ulltsa, Baku.
INDIA: The Gramophone Co., Ltd., 189, Bal-
Magbatta Road, Calcutta; 7. Bell Lane, Fort,
Bombay.
Great Britain :
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophonlum, Ltd., 118-120
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown ; Macbay Bros., Post Box 251 , Johannes-
burg; Mackay Bros. & McMahon, Post Box 41ft,
Durban ; Ivan H. Haarbnrger, Post Box 105,
Bloemfontein ; Franz Moeller, Post Box 108, Bast
London; B. J. Bwins & Co., Post Box 86, Queens-
town; Handel House, Klmberley; Laurence &
Cope, Post Box 132, Buluwayo; The Argus Co.,
Salisbury.
EAST AFRICA: Bay ley & Co., Lourenso
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Bossl & Co.. Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greeea and thr
Ottoman Empire): K. Fr. Vogel. Post Box 414.
Alexandria.
The Gramophone Company, Ltd.
HAYES
MIDDLESEX
ENGLAND
January 15, 1920
THE TALKING MACHINE WORLD
197
EDISON BELL
CABLE
•PHONOKINO.
LONDON "
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietors and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS— (Continued from page 196)
will see that our Recording Department has
beaten its previous record in regard to rapid
listing of publisher's latest star numbers; 90
per cent, of these star numbers are booked for
the coming pantomimes, and we anticipate a
huge demand early in the New Year."
Robert Willis, the British Polyphone Co., in
sending New Year greetings to the trade, writes:
. . . "We have had by far the best season's
trade this year and there is every indication all
round that business will keep up and be as good,
if not better, during the coming year. At any
rate I am arranging my plans to cope with the
greatly increased business, as at present we
have more than reached the limit of our ca-
pacity."
Dinner to Mr. and Mrs. Louis Sterling
At Frascati's Restaurant, this city, an im-
portant social function is to take place on the
second day of the New Year. It will be re-
membered that the European general manager
of the Columbia Graphophone Co., Mr. Louis
Sterling, recently got married, and, modestly
eluding publicity, trotted off to the States on a
honeymoon. Now, Mr. Sterling occupies a pub-
lic position in the gramophone trade, and more-
over enjoys a full measure of the respect and
esteem of his fellow-men. Wherefore, the occa-
sion is not to be missed of paying due homage
to the happy pair. A few personal friends have
therefore decided upon a dinner and presentation
to Mr. and Mrs. Sterling an the evening in ques-
tion. At the moment of writing, the form of
the presentation has not been decided, but we
may rely on its being something handsome and
acceptable. The World tenders its hearty con-
gratulations to Mr. and Mrs. Sterling.
Merchandise Marks Inquiry
The officials of the Gramophone Association
are active in the above matter, now that a com-
mittee appointed by the Board of Trade is sit-
ting to consider: (1) Whether any extension
or amendment of the Merchandise Marks Act
is required in respect to the provisions relative
to indications of origin; (2) the utility and effect
of national trade "marks" or other similar (col-
lective) marks, and how far they should be
authorized or encouraged in this country; (3)
how far further international action may be
necessary for the purpose of preventing the
false marking of goods.
"Snowed Under with Orders" from World Ads
In renewing their advertisement for the whole
of 1920, the Sound Recording Co., Ltd., 19 Swal-
low street, Piccadilly, London, W. (makers of
the well-known Grammavox and Popular rec-
ords), write as follows:
"We had to withdraw the advertisement from
the last two or three issues owing to the fact
that we were being snowed under with home
market and export business. During the last
twelve months we have received a very large
number of inquiries, in many cases resulting in
placement of indents from new houses who evi-
dently are subscribing to The Talking Machine
World. These inquiries have been coming in
from Spain, Italy, etc, and our colonies, in ad-
dition to the U. S. A. business."
The foregoing speaks for itself. I have only
to add that advertising in the Talking Machine
World is an investment, not a speculation. If
you, Mr. Reader, have anything to sell, you now
know the best — the quickest — way to go about it!
The Bliss Reproducer in London
Although British productions are coming
along finely, the trade here is not slow to wel-
come a good thing. I am not going to say
there is room for many American sound boxes,
though, to be sure, there should be a market for
productions of such a standard as the Bliss qual-
ity. On that line of sales investigation, D. B.
Tilson, superintendent of the Bliss Reproducer,
Inc., is visiting us. Recently I had the pleasure
of meeting him at The World office, this city,
and in course of conversation learned that he
plans to spend two or three months looking
over the situation here and making himself ac-
quainted with our trading system and condi-
tions generally. Owing to the extreme pressure
of gramophone business there is little oppor-
tunity of settling down to uninterrupted consul-
tation, and for that reason Mr. Tilson cannot
get busy until the New Year. Those few traders
here who have, seen and heard the Bliss produc-
tion are most favorably impressed. Having
tried over the Bliss reproducer, I am in a posi-
tion, myself, to endorse all that Mr. Tilson
claims for it in the way of good all-round tone-
fidelity. Subject to adjustment of price, Mr. Til-
son expects to consummate satisfactory arrange-
ments for having the Bliss reproducer well dis-
tributed throughout the United Kingdom trade,
and in that I have little doubt of his success.
Productions of The Sterno Manufacturing Co.
It is a good augury for the New Year trade
that we are able to review in this issue a recent
new catalogue by the above firm. It is a most
attractively produced publication illustrating
a number of Sterno gramophones of the portable,
hornless, table grand, cabinet, and exterior-
horn type. There is, of course, the world-known
"compactophone" model, with its record carry-
ing compartment, all complete and handy for
traveling purposes. Notwithstanding many imi-
tations, this little model is holding its own in
all markets. It is a particularly good line for
the Colonies and foreign trade.
The table grand models will also find much
favor among keen buyers, as they embody
equipment and finish of the highest class at
really competitive prices. Much, too, may be
said of the pedestal cabinet, No. S model, in
solid mahogany, Sheraton design, with mar-
quetry inlay. Equipped with a strong D/S motor,
special tone-arm, and the beautiful-tone Sterno
(Continued on page 198)
PEROPHONE— PERFECTION— PRODUCTS
PEROPHONES
SELL -
and carry with
them a reputa-
tion of sound
business for the
Agent. -
THE whole output of Perophone Machines is practically booked
up month by month.
Watch the New Models we are introducing to the gramophone
public during the present season. They will be found to be incom-
parable for quality, value, beautiful design and finish.
PEROPHONE LTD. a.ckwo»d s Branch) 76 & 78 City Road,
Cable Address— Perowood, London. Shipments January, 1920. LONDON, E. C, ENGLAND.
A. B. C. Codes.
198
THE TALKING MACHINE WORLD
January IS, 1920
GRAMOPHONES
Complete — Fittings — Sundries — Repair
Parts — Needles
Special Lines and Quotations for Export Trade
THE BRITISH POLYPHON CO.
Glasgow, Scotland
27 Jamaica St.
1, 2 and 3 NEWMAN STREET
LONDON, W. 1, ENGLAND
FROM OUR LONDON HEADQUARTERS— (Continued from page 197)
grand sound box, this type of machine fulfills
the dual role of an excellent music instrument
and a most handsome piece of furniture.
The manufacture of complete machines is
really a new departure on this company's part.
Their many years' experience of cabinet and
office furniture manufacture, combined with the
use of modern wood-working machines, spe-
cially equips them for gramophone production
of exceptionally good construction.
Bona fide dealers abroad may have a copy
of the Sterno catalogue upon application to 19
City Road, London, E. C.
Gramophone Dealers Fete M. E. Ricketts
Now that war troubles are gradually vanish-
ing, members of the British gramophone trade
find more time in which to suitably express
their appreciation of the efforts of those who,
during a stressful five years, devoted much time
and labor in making things easier for the gramo-
phone trade community. The palm is generally
awarded to M. E. Ricketts, late sales manager
of the "His Master's Voice" company, and now
one of the directors of the Chappell Piano Co.,
this city. As the London Music Trades Review
says: "His activity on behalf of the trade is too
well known to call for repetition, suffice it to
say that many a time when official restrictions
threatened to place the trade in a serious posi-
tion he stood successfully between the industry
and its partial extinction." That is actually the
case. It is no wonder then that prominent deal-
ers and others in the trade desired to render
tribute to Mr. Ricketts' valuable and unselfish
work.
This tribute took the form of a dinner and
presentation of a beautifully bound book con-
taining the names of many dealers and others
inscribed therein as a token of their esteem and
appreciation and a finely wrought gold and plati-
num watch chain. After an excellent repast the
chairman, Herbert Marshall, made the presenta-
tion after a suitable speech in which he eulo-
gized Mr. Ricketts' splendid work on behalf
of the whole gramophone industry.
Rising to respond, Mr. Ricketts was met with
round after round of applause. He said that a
time such as this can only come once in a
man's life and, as such, he could be pardoned for
a little feeling of pride. It was, indeed, a real
pleasure to work with members of the gramo-
phone industry, words failing him in which ade-
quately to express his thanks for the honor ac-
corded him. During the history of the trade
hundreds of thousands of records had been re-
corded, but none had been so well recorded as
that recorded on his heart that night.
Longer Records Advocated
The chairman next called upon Alexander
Dow, who made a most rousing speech of
friendly criticism, but full of hope anent the
scientific improvement in mechanical music. He
referred feelingly to "the great and intelligent
work" Mr. Ricketts had done on behalf of the
industry ... in placing it on the high pin-
nacle where it now stands. Mr. Dow didn't think
the gramophone had yet reached perfection, and
he was hoping that some of our inventors would
come forward with a sensitive device that would
faithfully record the artist in his or her natural
element on the concert platform . . . one
could not expect to reap the best result from
placing an artist in front of an inanimate re-
cording horn; they needed the stimulus of the
platform — of the audience — to give of their best.
He also wanted a longer record than the pres-
ent— one that w.ould play through a complete
opera, etc. Mr. Dow was assured that the gramo-
phone was of immense educational value
. . . in promoting musical culture, and gen-
ally to improve the musical taste of the people,
Gerald Forty paid warm testimony to Mr.
Ricketts, and went on to sketch briefly the early
struggle of the gramophone manufacturers to
get their products handled by the music dealer.
It was the cycle dealer and the bassinette re-
tailer who were- the early supporters of the
gramophone, and they had reaped the benefit. It
was up to the music dealers to protect their in-
terest by the formation of a retail trade asso-
ciation.
A Gramophone Dealers' Association Formed
On the latter subject strong endorsement
came from other speakers, notably Mr. Mason
(The Aeolian Co.), Mr. Rasin Jones (Manches-
ter), Mr. Riley (Birmingham), and Mr. Ricketts.
All thought it the right policy, and, in an elo-
quent speech, H. J. Cullum (Perophone, Ltd.)
thought it a "necessary" policy, having regard
to what he described as the creeping nature of
German competition, instancing a recent offer
made to him, and which he had at once turned
down.
The chairman wound up an interesting discus-
sion by suggesting that Rasin Jones be nom-
inated first president of such an association,
and inviting dealers present to confer together
and reach a definite decision that night. In the
end there was formed a strong committee of
six prominent gramophone dealers, with Rasin
Jones (Manchester) as president, Joe Riley as
vice-president. By general agreement this new
movement will be known as The Gramophone
Dealers' Association. It comes at the right
moment, and opinion inclines to the belief that
it will quickly establish itself as a force of no
mean value to the whole retail side of the gramo-
phone trade. Reference to this subject is made
elsewhere.
The Hoffay Gramophone on British Market
Interest in trade circles here has been aroused
by the announcement that Messrs. Metzler &
Co., of St. Marlboro street, London, have ac-
quired the sole rights of the well-known Hoffay
products for the United Kingdom. As a dis-
tributins: center, the house of Metzler is one of
The Sound Box That Has Beaten the Band
An All British Production of the Highest Grade; Marketed at Popular Prices
4 — Models Only — 4
Vernon Lockwood
Manufacturing Co., Ltd.
Export Quotations for Quantities at
Extraordinarily Low Prices.
LARGEST OUTPUT IN UNITED KINGDOM
76-78 CITY ROAD
LONDON, E. C. I.
HOME TRADE OUTPUT BOOKED UP FOR SEASON 1919-1920. WILL MAIL SAMPLE SET 4
MODELS B.C.E.F.(one only)TO ANY RECOGNIZED JOBBER ON RECEIPT DRAFT, $5 (DOLLARS)
*
January 15, 1920
THE TALKING MACHINE WORLD
199
Double-Sided
Superb Needle Cut
"Lateral"
"POPULAR" RECORDS
LONDON'S LEADING VALUE!!!
"OUR POINTS"!
SET OUT BELOW j
from SCANDINAVIA (o PATAGONIA
Have Attracted Keen Overseas Houses EAST ^™^™£™ W0RlD
IMPORTANT
We can give
customers their
own design Labels for LARGE Parcels.
REMEMBER You Can Have CLOSE QUOTATIONS
For 5,000 Lots and up "Your Selection" or a Sample 1,000,
made up with "One Example" of Every Catalogued Pairing.
Address: SOUND RECORDING CO., Ltd. CABLES "Grammavox"
EXPORT DEPT., 18-19 Swallow Street London
Piccadilly, London, England "QUOTATIONS CABLED FREE"
POINTS
■»— ► Repertoire Approz 2,000 Titles — Covering
■»— >- Superb Selection, Bands and Orchestrals
*>-*■ Lightning Shipments
Packing by Experts
m-*- Rock Quotations "Always"
■>->- F. O. B. London
■»-»- We attend to all Insurances "if Requested"
to Buyers A/c
■»->- Our Shipping Services, this Side FREE
FROM OUR LONDON HEADQUARTERS— (Continued from page 198)
the most prominent in the English wholesale
music trade field, and is well equipped to look
after the Hoffay interests. To some extent the
trade here is familiar with the ingenious repro-
ducer which has created such a favorable im-
pression throughout America, and now that
Messrs. Metzler have taken it in care we may
expect soon a like popularity on this side. It will
reach the public only as part of a complete
gramophone, of which, however, various models
are to be marketed. Substantial shipments are
on the way, and when these are to hand, plans
for the development of the British sales field
will go into immediate operation. The Hoffay
air-tight gramophone has recently been under
demonstration to interested traders and leading
professionals, who express themselves, for the
most part, as amazed at the wonderful fidelity
of voice photography as audibly pictured by the
Hoffay instrument. We are getting rather much
attention from the States these days, but can
take care of all the goods shipped, especially
when they are such good goods as the Hoffay
productions.
Brief Paragraphs of General Interest
Messrs. Herman Darewski, the well-known
music publishers of London, have taken up the
sales agency of Tonophone needles for the
United Kingdom. Their manager, Mr. Harris,
informs me that a shipment of millions of
needles is on the way, and he is sanguine of early
clearance.
A. J. Balcombe, agent here for the many lines
of the General Phonograph Co., has found it
necessary to secure larger premises. A fine
building of suitable capacity at 5 Tabernacle
street, but a stone's throw from City Road, the
heart of phonoland, has been taken and at the
t;me of my call extensive interior alterations
were under way for the suitable racking of ma-
chines, "The Motor of Quality," and other parts.
Mr. Balcombe tells me that the motor of qual-
ity has given general satisfaction throughout
the trade, the demand being quite beyond ex-
pectations. He looks forward to an appreciable
expansion of business during 1920.
Brussels Commercial Fair, 1920
There is to be a Commercial Fair at Brussels
from the 4th to 21st of April, 1920. This fair
is open to manufacturers and buyers of all allied
J. Stead & Co., Ltd.
Manor Needle Works
SHEFFIELD, ENGLAND
MANUFACTURERS OF
Talking Machine
Main Springs
Best Prices — Best Quality
Inquiries Solicited
and neutral countries. Business must be done
from samples, models, designs, photographs, etc.,
and on no account will the sale of goods be al-
lowed. The exhibits will be divided into groups
in sections. Exhibitors must state the origin of
the goods they propose to exhibit and may be
called upon for a certificate covering same.
Columbia Co.'s Achievement
In the production of gramophone records the
Columbia Co. have made most elaborate arrange-
ments to produce all the biggest musical suc-
cesses with the original theatre artists.
Ten of our greatest theatrical managers have
signed exclusive contracts with this company.
Sir Alfred Butt, George Grossmith, C. B. Coch-
ran, J. L. Sachs, Edward Laurillard, Robert
Evitt, Albert De Courville, Andre Chariot, Oscar
Asche and Gilbert Miller are sufficiently well
known not to need any more mention than just
by name. "Who's Hooper?" and "Brau Gie?"
have made their appearance and are wonder-
fully successful, both being 12-inch double sided
records.
Travelers and Catalogs in Belgium
A strong lead is being given by the British
vice-consul at Ghent in offering to help British
traders by delivering catalogues and trade pub-
lications to the trading firms interested and he
also points out that to prove successful this
should be followed up by sending out properly
qualified travelers. This advice and assistance
will help to make sure quite a respectable trade
with our late comrades in arms and I expect
Belgium and France will be the scene of many
a meeting between American, British, Belgian
and French ex-service men.
New Zonophone Records
The records just to hand for Christmas and
New Year's trade show a real live effort for
business by the British Zonophone Co., Ltd. No.
1953 Valse Demure and Hesitation (Valse Bos-
ton) by the popular Black Diamond Band will
undoubtedly be in great demand during the
dance season. Others in the list are Hush-a-Bye
(Missouri Waltz) and Gates of Gladness, That
Old-Fashioned Mother of Mine and Panama, For
You a Rose, Mr. Pussyfoot and P. P. Percy,
Muldoon's Big Bassoon and A-Be My Boy,
etc., all certain to be acclaimed as successful
issues. With the support this company gives
dealers in posters and folders it is not too much
to foretell a heavy call upon their supply. All
the above-mentioned records are 10-inch double
sided.
Effective Advertisements
The Columbia Co. and the Gramophone Co.
have each occupied the entire front page of
the "Daily Mail" in advertising this month on
the 4th and 5th, respectively, and circulated
posters depicting this front page to all agents.
"His Master's Voice" Model for School Use
Emerging from war-time difficulties of pro-
duction the Gramophone Co. have added an-
other new model to their range of "His Mas-
ter's Voice" instruments, which is named the
"School Model." This is made in a waxed oak
cabinet, height 42 in., width 19 in., depth 25 in.,
and is of special construction incorporating all
the "His Master's Voice" features. That it will
prove another success there is not the slightest
doubt. Its particular attributes are a full, clear
tone* and the automatic stopping device. When
not in use it can be closed and locked so that
the turntable, sound box, etc., are kept free
from dust and interference with mechanism is
impossible. The horn stows away neatly under-
neath and is in this way kept free from dam-
age.
This model is a very compact and useful ad-
dition to the company's lines and the ease with
which can be moved from room to room can
certainly be compared, as is stated, with that in
moving a small table. The company is embark-
ing upon a general publicity campaign which
includes particularly the education authorities
and the company's letter dealing with this mat-
ter circulated to all their agents urges this cam-
paign to be supplemented by individual effort
to let the principals of the schools in their own
particular district know that they are in a po-
sition to supply the "school model" and the spe-
cial records which will be issued from time to
time to cover a scheme which includes every
phase of education — music, drill, elocution and
languages, etc. A booklet entitled "His Mas-
ter's Voice Records for Teachers and Parents,"
which is the first of an educational series, is
being effectively circulated and should make
a strong appeal to a hitherto neglected field for
business.
German Records Up in Price
German records, like German pianos, are very
much up in price and with labor conditions
far from settled there seems very little to
cause any fear that competition will be more
than just moderate, even assuming that later
on the British trade would accept German pro-
ductions. The general trend of opinion, based
upon conditions of the graphophone industry
here, is that with the American and Swiss pro-
ductions and our own we can well do without
other sources of production.
Gramophone Dealers' Association
A movement as welcome as it is momentous
has recently taken definite shape and on No-
vember 28th a committee of six influential
gramophone dealers with Mr. Jones (Manches-
ter) as president, and Mr. Riley as vice-president,
were elected at a representative gathering oc-
casioned by the dinner and presentation given
(Continued on page 200)
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
Please State Your Requirements
REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
Cable Address "Lyrecodisc, London"
200
THE TALKING MACHINE WORLD
January 15, 1920
Stoffer &
USmiM> Stackhouse Co.
7® [pln]®INl®(i^[Pln)
BOURBON, IND.
Factory distributers for Indiana and Lower Michigan for the
DUSONTO Phonograph and OKEH Records
The DUSONTO is built not to see how cheap a machine can be assembled to sell at a big price,
but built from the very best materials to be had by the most skilled workmen and built to give
the user years of satisfaction and happiness. In addition to being built 100% perfect in the most minute
details, the DUSONTO is equipped with the new and unbreakable process Diaphragm and the Magnetic
Reproducer, two very important factors, over which the Belcanto Co. have control. This new process
Diaphragm, instead of the Mica diaphragm, insures the user as well as the dealer against broken
diaphragms. Then the very important factor of the Magnetic Reproducer, which enables the DUSONTO
to bring forth from the record many sweet and most pleasing tones that otherwise either go un-
noticed and unheard or in tones not desirable to the hearer. These two very vital and important factors
insure the user against any blasting or annoying sounds whatever. Our men are now on the road both
calling on already established dealers and calling on new dealers arranging for the coming year. Write
us and we will have one of our men call in person and arrange to demonstrate for you in person.
Also the Okeh Record, now Lateral Cut, of which we carry a full and complete stock of all numbers.
The Okeh Record gives you the very latest hits at all times. The Okeh Record is guaranteed to play a
thousand times if handled with care, and still be good.
FROM OUR LONDON HEADQUARTERS— (Continued from page 199)
to honor M. E. Ricketts, as reported elsewhere.
In the past such a movement might have been
impracticable, but with the strong position now
obtaining here and the possibilities of this in-
dustry being more fully understood in retail
gramophone circles, it is essentially now practi-
cal and a striking example of the country's post-
war appreciation of business and business
methods. Many opinions were voiced in sound
and enthusiastic support of the value of this new
movement, especially to dealers. Herbert Mar-
shall (Sir Herbert Marshall & Sons, Ltd.), Mr.
Mason (Aeolian Co.) and Mr. Cullum (Pero-
phone, Ltd.) may be mentioned as those who have
effectively brought their influence to bear upon
this successful result. The Gramophone Deal-
ers' Association is now an accomplished fact
and it is the commencement of a new era in
the gramophone business of this country. With
proof of such representative and whole-hearted
support the future of the association is assured.
The Edison-Bell "Discaphone" Catalogue
Not the least among several British firms to
issue a complete machine catalogue since the
war may be mentioned the firm of J. E. Hough,
Ltd., London. It is a high-class production
worthy of this old-established house. Therein
are to be found illustrations and complete in-
formation of all types of gramophones — horn,
hornless, table grand, cabinet, etc. — which
Messrs. Hough are able to supply. Such a full
range of instruments represents the most com-
prehensive collection catalogued by any one
firm this season. They are altogether too num-
erous to mention in the space at my command;
suffice it to say that every class of trade is
catered to in machines priced from £4 17s 6d to
£36 retail, subject, of course, to a liberal trade
discount.
The designs of "Discaphones" are planned out
on most pleasing lines, and in general there can
be nothing but praise in regard to their con-
struction and quality — features that worthily up-
hold British production in competition the world
over. Discaphones are stocked by most good-
class dealers here, and as a commercial invest-
ment the British trade can offer nothing better
to live colonial and foreign houses.
This Edison-Bell catalogue also features
many other lines marketed by Messrs. J. E.
Hough, as, for instance, record carrying cases,
sound boxes, needles and a patent needle box
(for attachment to any machine) that ingen-
iously supplies a new needle, as required, by
the manipulation of a simple lever device.
Some Belated Comments on Prospects
As this section of The World goes to press,
we have received from several of our British
friends, including J. E. Hough, managing di-
rector of J. E. Hough, Ltd.; H. J. Cullum, man-
aging director of Perophone Ltd., and E. Pathe,
of Pathe Freres Pathephone Ltd., interesting
comments' on the business prospects for the year.
The comments by J. E. Hough are particularly
interesting, and are presented herewith, though
lack of space precludes the publication in full of
other comments. Mr. Hough says:
"There can be no doubt that the gramophone,
as an effective scientific instrument, has been
growing steadily for some years in the world's
favor and one which appeals more to sentiment
than perhaps any other product of human in-
genuity. It talks the languages and reproduces
the music of all peoples, whatever may be their
intellectual range, and must of necessity be
universally attractive. But.it appears to specially
appeal to the sentiment of the higher grade
population because of the wonderful improve-
ment in the art of recording sound, yet, mar-
velous to relate, in this field no real inventive
improvement has taken place for the last 20
years or more. The improvement is due to the
more skilful application to present-day methods
of the inventions of the past. Still, the enor-
mous developments of what are rather ineffi-
ciently termed 'talking machines' in the popular
favor is remarkably apparent to all observers.
This being so, it is difficult to consider the
possibility of declining popularity or demand
during the coming year. There is, however, at
least one prospect which may have a great
deterrent effect in the no distant future. It is
the rapidly advancing price of one of the prin-
cipal materials of which gramophone records
are manufactured, and for which, up to now, no
substitute has been found, although many at-
tempts have been made by experimentalists to
produce one.
"This commodity is shellac, without which no
gramophone record — as at present constituted
— can be made. The base of supply is Calcutta.
The material is one of the productions of the
forests of India. The reason alleged for its
abnormal cost is that there is not sufficient pro-
duced to supply the requirements of civilization,
the fact being that the cost is to-day ten times
the amount it was six years ago, and four times
its cost two years ago. All manufacturers in
this country have since the armistice been com-
pelled to advance from time to time the prices
of the records manufactured by them, in con-
sequence of the increased price of this com-
modity, which during the past year has made
advancing bounds in cost. Labor also rightly
claims its meed.
"The dominating features, therefore, are
whether supplies of shellac will fail, and if so,
whether some substitute will be discovered, and
upon this to a very great extent depends the
abounding continuance of the gramophone and
record trade.
"So far as our prospects of trade are con-
cerned we have nothing but confident expecta-
tions to look forward to. We have great de-
mands from abroad, both for our records and
for machines. Indeed, we have not been able
to fully supply the requirements of our customers
both at home and abroad. The machine trade
has been exceptionally good and the highly
satisfactory feature is the fact that the demand
is for a better class of machine than those which
prior to the war flooded the world from Ger-
many. Really good machines render the repro-
ductions from well-made records so agreeable
and gratifying that the old prejudices against
talking machines seem to have entirely disap-
peared, and we certainly look forward to a
continuance of the public favor and abounding
trade in the future.
"With this confident anticipation we are now,
as fast as we possibly can, increasing our fac-
tory and machinery with the hope of at least
doubling our product in the ensuing year, and
so far as I an; able to judge, our contemporaries
are all busy and look forward fully assured that
the future requirements and public demands will
even exceed those of the past. The only pos-
sible 'rift in the lute,' as far as I can see, is
the deepening cloud on the horizon as to
whether the shellac supplies of the world will
be equal in future to the world's requirements."
EXPRESS THEIR SATISFACTION
Emerson Phonograph Co. Gets Interesting Let-
ter From the Pacific Accessory & Supply Co.
The Emerson Phonograph Co. recently re-
ceived a very interesting letter from its jobber
in Portland, Ore., the Pacific Accessory & Sup-
ply Co., referring to the satisfaction of their
dealers with Emerson records. This letter, which
was addressed to J. 1. Carroll, manager of sales
of the Emerson Phonograph Co., reads:
"As soon as we received some sample records
we started out to make the dealers see wherein
the Emerson was a very superior record, and
were very agreeably surprised at the manner
in which this new product was received by
them. There was none of the customary in-
difference that is usually shown a new product,
but on the contrary they all, without exception,
are very enthusiastic over them and realize
that this record is what the public has long
been calling for.
"The dealers first appreciate the smoothness
of the records, which eliminates the extremely
annoying surface noise that is heard so often
or records. Next the dealer usually comments
on how clear and true the recordings are on
Emerson records. He then questions us regard-
ing our "talent," and when shown that nearly
every popular star known to the talking machine
industry is recording regularly for the Emerson
library, he freely admits that our records would
greatly increase the volume of his business."
H. A. Beach, manager of the traveling depart-
ment of the Victor Co., is at present visiting
distributors in the South.
REPAIRS
All Makes of Talking Machine*
Repaired Prompdy and Efficiently
ANDREW H. DODIN
176 Sixth Avenue New York
TELEPHONE, CHELSEA 8437
January IS, 1920
THE TALKING MACHINE WORLD
201
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
llllllll!lllllll!llllilllllllllilllllll!llll!l!llllllll!ll!llllllllllllllllllllllU
Washington, D. C, January 7. — Sound Re-
pioducing Machine. Edward Schwartz and
Louis Mandel, Chicago, 111., assignor to the Man-
del Corp., same place. Patent No. 1,321,559.
This invention relates to improvements in
sound reproducing machines and one of the ob-
jects is to provide an improved tone arm for
supporting the reproducer or sound box, hav-
ing means whereby the sound box may be ad-
justed with respect to the arm to position the
stylus for use with records of the type having
what is known as lateral sound wave indica-
tions, and also to position the stylus for use
with records having what is known as "hill
and dale" sound indications, and securing means
for retaining the sound box in its adjusted po-
sitions.
A further object is to provide an improved
mounting for the tone arm and improved means
operating to assist in holding the supporting
arm to relieve the record from the pressure of
the stylus point, thereby preserving the record
from being cut or worn out by the stylus.
A further object is to provide an improved
hollow sectional tone arm, the sections of which
gradually increase in size in cross section and
the wall of each section being continuously
curved in cross section, with the result that
quality and volume of the reproduction will be
obtained, while the sound waves will gradually
expand and a continuous metallic sound will
be obviated.
Figure 1 is a perspective view of a sound re-
producing machine constructed in accordance
with the principles of this invention. Fig. 2 is
an enlarged view partly in elevation, partly in
section and partly broken away showing the
tone arm and the manner for supporting the
same. Fig 2a is a perspective view of the yield-
ing supporting means for the tone arm shown
in Fig. 2. Fig. 3 is an irregular sectional view
as taken on line 3 — 3, Fig. 3. Fig. 3a is a sec-
tional view taken on line 3a — 3a Fig. 3. Fig.
4 is a detail top plan view of the parts shown
in Fig. 2 and with the sound box arranged in a
horizontal position with respect to the record
support. Fig. 5 is an enlarged detail view partly
in elevation and partly on section of the sound
box and showing the stylus socket in section.
Fig. 6 is an enlarged detail vertical sectional
view of a portion of the tone arm, showing one
form of yielding support for the arm. Fig. 7
is a sectional view as taken on line 7 — 7, Fig. 6.
Fig. 8 is a sectional view taken on line 8 — 8, Fig.
6. Fig. 9 is a view partly in elevation and partly
in section of a portion of the tone arm showing
the manner of connecting the sound box thereto.
Fig. 10 is a sectional view on line 10 — 10, Fig. 9.
Fig. 11 is a modified form of fastening device
for retaining the sound box in its adjusted
position with respect to the tone arm. Fig.
12 is a sectional view on line 12, 12, Fig. 11.
Fig. 13 is a view similar to Fig. 11 of a modi-
fied form of fastening device. Fig. 14 is a sec-
tional view taken on line 14, 14, Fig. 13.
Talking Machine. Joseph Wolff, Brooklyn, N.
Y., assignor to the Sonora Phonograph Corp.,
New York. Patent No. 1,321,178.
This invention relates to talking machines, and
more particularly to the type of such machines
in which a record to be reproduced is carried
on a disk, and has for its object to produce a
device wherein the purity and sweetness of
the reproduced tones will be brought out, ob-
. j'.iiM. .lilliU!,!.:,: LI,iii;l:J!,<i|l,i,li:i.iJ.l,I.KlLiLlLlhLll .hIJ.KI.IMi 1 1 J I , I . ! . I . I . L h I ! : -
jectionable noises such as blasting, scratching,
etc., will be eliminated, and the volume of tone
greatly increased.
Figure 1 is a top plan view of the invention,
the same being inclosed in a cabinet represent-
ing an office desk. Fig. 2 is a front elevation of
<=
the same, and Fig. 3 is an enlarged sectional
view of the tone-arm and a portion of the horn
or diffuser.
Talking Machine. Joseph Wolff, Brooklyn,
N. Y., assignor to the Sonora Phonograph Corp.,
New York. Patent No. 1,321,177.
This invention relates to talking machines,
and more particularly to the recording and re-
producing devices used therein, and has for
its object to simplify and cheapen the construc-
tion thereof.
A further object is to so design the apparatus
that the initial tension of the diaphragm may
be adjusted within narrow limits and with
absolute certainty.
Figure 1 is a front elevation on a larger scale.
Fig. 2 is a side elevation. Fig. 3 is a sec-
tion on the line 3 — 3 of Fig. 1, and Fig. 4 is a
section on the line 4 — 4 of Fig. 1.
Fastening Device for Sound Boxes. Pincus
Farb, Newark, N. J., assignor to the Sonora
Phonograph Co., New York. Patent No.
1,321,193.
This invention relates to a device for securing
the reproducer, commonly called a sound box,
of a talking machine to the tone arm, and has
for its objects to produce a device whereby the
reproducer will be securely held to the tone
arm, and at the same time permit of the inde-
pendent movement of the sound box and tone
arm transversely to their axes. Such inde-
pendent movement will permit said box to vi-
brate freely, and the sound box will not be
subject to any shocks or strains due to sudden
or abrupt movement of the tone arm. A further
object is to provide means for easily applying
the sound box to the tone arm, and the ready
removal therefrom, and to allow for adjust-
ment of the sound box relatively to the tone
arm.
Figure 1 is a plan view of a tone arm and
sound box embodying the invention. Fig. 2 is a
position. The object of the invention is to pro-
vide means whereby, when the cover is raised,
it will be securely retained in such position, and
by which the cover may be moved to its closed
position by the use of one hand only.
A further object is to provide means where-
by the cover may be locked in open position
automatically, and to prevent undue strains on
the securing means when the cover is being
opened.
Figure 1 is a sectional view of a portion of
a talking machine cabinet provided with the im-
provement, the cover being shown in the open
position in full lines and closed in dotted lines.
Fig. 2 is a section on the line 2g2 of Fig. 1, the
Fig. 2 is a section on the line 2-2 of Fig. 1, the
side elevation of the same, and Fig. 3 is a sec-
tion taken on line 3 — 3 of Fig. 2.
Talking Machine Cabinet. Pincus Farb, New-
ark, N. J., assignor to the Sonora Phonograph
Corp., New York. Patent No. 1,321,194.
This invention relates to talking machine
cabinets, and more particularly to devices for
securing the covers of such devices in the open
3 is a detail horizontal section on the line 3 —
3 of Fig. 1, and Fig. 4 is a detail view of a
modified form of supporting link.
Needle Holder for Talking Machines. Frank
Beaudouin and Thomas P. Beaudouin, Phila-
delphia, Pa. Patent No. 1,322,282.
This invention has for its object broadly to
provide a needle holder for talking machines
by the use of which a fiber needle may be ren-
dered more satisfactory, more desirable and
efficient than heretofore has been the case.
It is well known that the use of fiber needle
eliminates much of the rasping, scratching un-
pleasant sounds present when a steel needle is
used in talking machines, but one of the de-
fects and objections heretofore present and
which in many instances has rendered fiber
needles undesirable has been and is that the
sounds and tones which result when such
needles are used have been of insufficient vol-
ume. Hence it is one of the objects of the in-
vention to provide a construction of holder
whereby when a fiber needle is used the volume
of sound reproduced upon a machine shall be
amplified or increased as compared with what
the same would have been had such fiber needle
been used with the form of needle holder here-
tofore employed.
The invention also has for an object to pro-
vide means whereby fiber needles may be short-
ened to a greater extent than at present and
still be satisfactory and desirable for use.
In the drawing: —
Figure 1 is a front elevation of a sound box,
needle arm and holder, the latter embodying
the invention. Fig. 2 is a side elevation of the
same. Fig. 3 is a view in end elevation of the
holder shown in Figs. 1 and 2 and of the fiber
needle in place therein. Fig. 4 is a central
longitudinal sectional view of the holder em-
bodying the invention. Fig. 5 is a front view
in elevation of a modified construction of needle
arm and holder embodying the invention. Fig.
6 is a side elevation of the same, and Fig. 7 is
an end view of a holder showing another modi-
fication of construction embodying the invention.
Phonograph Repeater. Robert G. Brown,
Swarthmore, Pa., and John E. Strietelmeier, Cin-
cinnati, O. Patent No. 1,322,286.
This invention deals with mechanisms for
enabling phonograph records to be automatically
re-played any desired number of times and then
to stop the running of the machine; and it more
(Continued on page 202)
202
THE TALKING MACHINE WORLD
January 15, 1920
LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 201)
especially contemplates a device in the nature
of an attachment that may easily be secured to
any conventional type of phonograph to impart
thereto the capacities aforesaid.
This construction effects various structural
improvements over the aforesaid arrangements,
whereby (1) certain parts are eliminated; (2)
the device is rendered more compact; (3) it is
less costly to make; (4) it is more completely
universal in its application to various types of
phonographs; (5) it is easier to adjust; and (6)
it is smoother in operation.
Phonograph. Clinton B. Repp, Plainfield.
Patent No. 1,323,317.
The object of the present invention is to pro-
vide a phonograph possessing the advantageous
characteristics of the phonograph of aforesaid
Letters Patent, but wherein the transmitter arm
will be so connected with the supporting arm as
to avoid all likelihood of the development of such
lost motion between these parts, through wear or
slight inaccuracy in the dimension of parts,
as will result in the development of vibrations in
said transmitter arm due to a relative movement
of the transmitter arm and the supporting arm
while the stylus is traversing a record. These
results are secured by having the weight for the
supporting arm positioned between the point of
pivotal support of said supporting arm and the
end of said arm to which the transmitter arm
is attached, and by connecting said transmitter
arm directly to said supporting arm while sub-
jecting it to the action of a spring, normally
.held under tension by said connecting ' means,
and automatically taking up any lost motion
which may be present by reason of the neces-
sary looseness of fit of the co-operating parts, or
by such looseness resulting from wear. The
connecting means between the transmitter arm
and its supporting arm are so insulated as to
minimize likelihood of the development of vi-
brations through the impact of different parts
of such connections with each other and the
transmission of vibrations from one of these
arms to the other through said means.
The invention consists primarily in a phono-
graph embodying therein a stationary sound box
having a diaphragm therein, a transmitter arm,
means whereby vibrations passing through said
arm are transmitted to said diaphragm, tension-
ing means for said diaphragm, a pivotal
weighted supporting arm and connections be-
tween said supporting arm and said transmit-
ter arm embodying therein a bar pivotally
mounted adjacent the free end of said support-
ing arm, a spring interposed between said bar
and said transmitter arm, and means pivotally
connecting said transmitter arm and said bar
and placing said spring under tension.
Figure 1 is a side elevation of a portion of
a phonograph embodying the invention. Fig.
2 is a perspective view of the transmitter
arm and its supporting arm removed from the
machine; and Fig. 3 is a view in perspective
showing the connecting means between the
transmitter arm and supporting arm in section.
Sound Reproducer. Alexander H. Welker,
Kitchener, Ont., assignor to Pollock Manufac-
turing Co., same place. Patent No. 1,323,429.
This invention relates to improvements in
sound reproducers and particularly to the pivotal
bearing for the lever or connection by which the
reproducing needle is connected to the dia-
phragm of the sound box. In some forms of
reproducer, the casing of the sound box is
provided with pointed pins or thrust members,
the ends of which engage in conical recesses
formed in bearing members secured to opposite
sides of the lever by which the movement of the
reproducing needle is transmitted to the dia-
phragm. There is sometimes a tendency to bind
between the coacting members of such a bearing
because of changes in temperature or for other
reasons, because of which freedom of movement
of the parts is impeded and the reproduction of
the record being tracked will accordingly not be
as good. The invention overcomes this diffi-
culty by providing sufficient resiliency between
the coacting members of a bearing of the char-
acter referred to, to prevent binding of the parts
under temperature variations or the like, once
the parts have been properly adjusted. This
is accomplished in the preferred form of the
invention by forming one of the bearing mem-
bers of a sufficiently suitable resilient metal,
which is provided with an opening therethrough
at right angles to the axis of the thrust member
which engages the same. The bearing is split or
cut from this central opening to the outer sur-
face adjacent to the thrust member and the
recess in which the thrust member is seated is
situated with its axis in the plane of separation
thus formed. The result of this construction is
that the bearing member engages the end por-
tion of the thrust member with sufficient friction
but with a certain amount of resiliency so that
binding between the thrust member and its bear-
ing will be prevented.
In the drawings, Figure 1 represents a front
elevation of a reproducer sound box provided
with the invention; Fig. 2 is an enlarged
partial view of the same with certain parts
shown in section; and Fig. 3 is a vertical
section taken on line 3 — 3 of Fig. 2.
Phonograph Horn. Carl H. Larsson, Seattle,
Wash. Patent No. 1,323,777.
This invention relates to phonographs and
like machines used for reproducing sounds
through the medium of a record and consists
of an apparatus to be attached to the tone arm
of a machine and to serve the same purpose as
the horn, namely, to amplify the sound and
modify its tone.
The object of the invention is to produce a
device of this sort which would ordinarily be
installed in the cabinet or case upon which the
phonograph is supported and which will im-
prove both the volume of sound and quality
of tone.
Figure 1 is a vertical section or elevation of
the device. Fig. 2 is an elevation, in partial
section, of the same.
Record-Lifting Device for Phonographs.
Joseph Menchen, New York, N. Y. Patent No.
1,317,630.
This invention is a device which can be ap-
plied to any machine using disc records. It con-
sists of a metal spring attached to the phono-
graph near the tone arm. The metal spring ex-
tends over the turntable and is equipped with a
rubber suction cap.
The device is to be used for lifting records
from the turntable. By forcing the rubber cap
down on the record, a suction is formed so that
on releasing the finger pressure the spring ten-
sion lifts the record from the turntable. By
releasing the finger entirely, a pin hole admits
air to the suction top and the record is freed
from it.
Figure 1 shows attachment looking from
above; Figure 3 is a side view of same; Figure 2
shows the extent of the lifting power of the de-
vice; Figures 4, 5 and 7 explain the action of
the suction cap.
The following patents have also been received
by The World, but owing to lack of space, are
not described or illustrated: Phonograph rec-
ord disk, S. D. Mott, Allendale, N. J.; patent No.
1,320,639. Sheet metal replayer, R. G. Brown
and J. E. Strietelmeier, Elyria, O; patent No.
1,320,732. Phonograph reproducer, T. H. Reed,
Newark, N. J., patent No. 1,321,476. Grapho-
phone attachment for moving pictures, A.
Dawer, New York; patent No. 1,323,579.
AN INTERESTING SQNORA BOOKLET
"Here Are the People You Do Business With,"
is the title of an artistic rotogravure booklet
just prepared by the advertising department of
the Sonora Phonograph Sales Co., Inc., and
mailed to every Sonora dealer as a part of the
current issue of the "Sonora Bell." This hand-
some publication visualizes the extent and scope
of the many departments incidental to the com-
pany's executive and sales offices, and gives
Sonora dealers an opportunity to understand
and appreciate the far-reaching importance of
the service that is offered them.
In this booklet, the Sonoro dealer is taken on
a personally conducted tour which starts at the
reception room of the Sonora Building at 279
Broadway, New York, and comprises photo-
graphic views of the following departments and
executive heads: Office of Miss Mahoney, secre-
tary to President Brightson; Mr. Brightson's
office, including Mr. Brightson and Joseph
Wolff, treasurer; the office and staff of Frank
J. Coupe, director of sales; the advertising de-
partment and the staff of L. C. Lincoln, adver-
tising manager; the dealer display room, pre-
senting J. W. Desbecker, editor of the "Sonora
Bell;" production data department, which is
under the direction of Mr. Pringle; purchasing
department and staff of Mr. Gerard, purchasing
agent; importation department and staff, which
is under the direction of Mr. Varin; filing de-
partment, bookkeeping department, needle de-
partment, service department, parcel post de-
partment, packing department, shipping depart-
ment and interior views in the Fifth Avenue
Shop.
LESLEY'S
PATCHING VARNISH
Dries in 10 seconds, flows without showing the lap. With
it damaged varnish can be repaired invisibly. Price now
1 pint 85c; 1 quart $1.60. Complete repair outfit, $3.00.
Money-back Guarantee.
LESLEY'S CHEMICAL COMPANY
Indianapolis, Indiana
January IS, 1920
THE TALKING MACHINE WORLD
203
ADVANCE RECORD BULLETINS FOR FEB., 1920
18634
18635
18638
18632
18633
18640
18641
18639
18637
64844
87305
74600
88614
64840
64839
64841
64842
87288
64843
VICTOR TALKING MACHINE CO.
POPULAR SONGS
You'd Be Surprised Billy Murray 10
Freckles Billy Murray 10
Bye-Lo Vernon Dalhart 10
While Others Are Building Castles in the Air
John Steel 10
Let the Rest of the World Go By.
Elizabeth Spencer-Charles Hart 10
I'm Like a Ship Without a Sail.
Charles Hart-Elliott Shaw 10
DANCE RECORDS
On Miami Shore — Waltz.
Joseph C. Smith's Orchestra 10
Peggy — Medley Fox-trot.
Joseph C. Smith's Orchestra 10
Dardanella — Fox-trot.
Selvin's Novelty Orchestra 10
My Isle of Golden Dreams — Medley Waltz.
Selvin's Novelty Orchestra 10
Where the Lanterns Glow — Medley Fox-trot.
Van Eps Trio 10
Taxi — One-step Joseph C. Smith's Orchestra 10
Poor Little Butterfly is a Fly Girl Now — Medley
Fox-trot All Star Trio 10
Flurry Ruffles — One-step All Star Trio 10
INSTRUMENTAL RECORDS
Drowsy Maggie — Medley of Reels.
Patrick J. Touhey 10
Dublin Jig Medley.
Patrick J. Clancy-Arthur P. Kenna 10
The Haymakers (No. 1 "Magnolia Reel," No. 2
"Staten Island") (from "American Country
Dances") (Burchenal) .. Victor Military Band 10
Lamplighter's Hornpipe (from "American Coun-
• try Dances") (Burchenal) Victor Military Band 10
RED SEAL RECORDS
Frances Alda, Soprano
The Bells of St. Mary's Furber-Adams 10
Enrico Caruso, Tenor — In Italian
Vieni sul Mar (Over the Sea) 10
Jascha Heifetz, Violinist
(Pianoforte by Andre Benoist)
Romance (from Concerto in D minor).
Wieniawski (Veen-yaf '-skee) 12
Louise Homer, Contralto
Messiah— Oh Thou That Tellest.., Handel 12
FIRST RECORD BY EDWARD JOHNSON
Edward Johnson, Tenor — In Italian
Pagliaci — Vesti la Giubba (On With the Play)
Leoncavallo 10
Edward Johnson, Tenor
Her Bright Smile Haunts Me Still Wrighton 10
Hans Kindler, Violoncellist
Benuett Handel 10
Fritz Kreisler, Violinist
La Gitana (The Gypsy). Arabo-Spanish Gypsy
Song of the 18th Century Kreisler 10
Ernestine Schumann-Heink, Contralto
Thy Beaming Eyes Gardner-MacDowell 10
Reinald Werrenrath, Baritone
Dreaming Alone in the Twilight. . Clemson-Moore 10
COLUMBIA GRAPHOPHONE CO.
William Tell Overture.
A6130 William Tell Overture,
William Tell Overture.
49616 Rigoletto — E II Sol Dell' Anima (Like to the
Sun Is Love) Barrientos and Hackett
78356 Lullaby from "Erminie" Hulda Lashanska
78101 Canta Pe' Me Riccardo Stracciari
A6128 Polish Dance E Flat Minor, Op. 3, No. 1—
Piano solo Percy Grainger
To the Springtime. One More Day, My John.
Piano solo Percy Grainger
A6129 William Tell Overture. Part I,
Columbia Orchestra
Part II,
Columbia Orchestra
Part III,
Columbia Orchestra
Part IV,
Columbia Orchestra
A2834 Temperamental Rag Guido Deiro
Lola — One-step Guido Deiro
A2824 Uncle Josh and the Fire Department,
Cal Stewart
The Courtship of Uncle Josh and Aunt Nancy,
Cal Stewart and Ada Jones
A2825 Lassus Trombone Columbia Band
Miss Trombone. Intro. Trombone Spec.
Columbia Band
REVIVAL HYMNS
A2833 Still Undecided,
Virginia Asher and Homer A. Rodeheaver
When I Look in His Face,
Virginia Asher and Homer A. Rodeheaver
THE NOVELTY RECORD
E4440 Hay Harvest Russian Balalaika Orchestra
At a Russian Inn. . .Russian Balalaika Orchestra
TWO AMERICAN INDIAN DANCES
A6131 War Dance (Cheyenne Indians),
Columbia Orchestra
Deer Dance (Rogue River Indians),.
Columbia Orchestra
MARCHES FOR HOME, SCHOOL OR FACTORY
DRILLL WORK
A6127 Assembly March Columbia Band
Fire Drill Gallop Columbia Band
POPULAR RECORDS
A2835 I Gave Her That Al Jolson
Don't Take Advantage of My Good Nature,
Fred Whitehouse
A2823 Prohibition Blues Nora Bayes
Taxation Blues Nora Bayes
A2830 Just For Me and Mary Henry Burr
Among the Whispering Pines. .. .Henry Burr
A2829 Rings Lewis James and Chas. Harrison
Let the Rest of the World Go By,
Campbell and Burr
A2828 Bless My Swanee River Home Harry Fox
I Lost My Heart in Dixieland .. Harry Fox
A2831 Smile, Dear Chas. Harrison
Not in a Thousand Years Chas. Harrison
DANCE RECORDS
A6132 Pretty Little Rainbow— Medley Waltz,
Prince's Orchestra
Intro. "Everyone Is Lonesome Sometime."
Dreamy Alabama — Medley Waltz,
Intro. "Athene."
Princess Incidental Chorus by
Campbell and Burr
MID-MONTH RECORDS
EXCLUSIVE COLUMBIA DANCE RECORDS
A2811 My Baby's Arms, from "Follies of 1919"—
Fox-trot Art Hickman's Orchestra
On the Streets of Cairo — One-step,
Art Hickman's Orchestra
A2812 Peggy — Fox-trot Art Hickman's Orchestra
Tell Me Why— Fox-trot,
Art Hickman's Orchestra
12
A2814 Patches — Fox-trot Art Hickman's Orchestra 10
Sweet and Low — Waltz,
Art Hickman's Orchestra 10
A2813 The Hesitating Blues— Fox-trot,
Intro. "Beale Street."
Art Hickman's Orchestra 10
, Those Draf tin' Blues — Fox-trot,
Intro. (1) St. Francis Blues, (2) Tishimingo
Blues.
Art Hickman's Orchestra 10
49526 Eili Eili. Violin solo Toscha Seidel 12
Louis T. Gruenberg at the piano.
THE POPULARS
A2827 Bye-Low. Tenor duet. Orch. accomp.,
Campbell and Burr 10
I'll Always Be Waiting For You. Tenor Solo.
Orch. accomp Chas. Harrison 10
A2826 I Know What It Means To Be Lonesome. Tenor
Solo, Orch accomp George Meader 10
I Never Knew. Tenor Solo, Orch. accomp.,
George Meader 10
AEOLIAN CO.
Out
lin).
10
LATERAL CUT RECORDS
STANDARD SELECTIONS
24000 Sing, Smile and Slumber (Gounod). Sopranos,
Vocalion orch. accomp., Nellie and Sara Kouns
Just a Wearyin' for You (Jacobs-Bond). So-
prano, Vocalion orch. accomp. . .'Nellie Kouns
24001 The Bard of Armagh (Old Irish). Tenor,
Vocalion orch. accomp Colin O'More
Norah O'Neal (Old Irish). Tenor, Vocalion
orch. accomp Colin O'More
POPULAR SELECTIONS
14003 Everyone Was Meant for Someone (Rubini-
Santrella). Orch. accomp Arthur Burns
Thinking (Delcamp). Orch. accomp.,
Arthur Burns
14004 In the Magic of the Moonlight (Fisher-Edwards-
Baskett). O'rch. accomp. .. .Burr and Meyers
Was There Ever a Pal Like You (Berlin). Orch.
accomp Henry Burr
14005 Wait and You'll See (Kalman). Orch. accomp.,
Peerless Quartet
Just Like a Rose (Bridges). Orch. accomp.,
Sterling Trio
14006 For Every Door That Closes (Kendis and
Brockman). Orch. accomp.,
Charles Hart and Elliot Shaw
Pickaninny Blues — Waltz Lullaby (Klickman).
Orch. accomp. . .Charles Hart and Elliot Shaw
DANCE SELECTIONS
14007 I Left My Door Open and My Daddy Walked
(Intro. Nobody Knows, Fox-trot) (Ber-
.. Played by Paul Biese and his Novelty
Orchestra
Yellow Dog Rag — Fox-trot (Handy) Played
by Paul Biese and his Novelty Orchestra
14008 Please— Fox-trot (Lee Roberts).
Played by Paul Biese's Orchestra
Climbing the Ladder of Love (Intro. Linger
Longer Letty, Fox-trot) (Goodman).
Played by Paul Biese's Orchestra
14009 Oh — Fox-trot (Gay-Johnson).
Played by All Star Trio
Down by the Nile (Intro. Little Church 'round
the Corner; from "Magic Melody"; Fox-trot)
(S. Romberg) Played by All Star Trio
HILL AND DALE CUT RECORDS
STANDARD SELECTIONS
30039 Robin Adair (Keppel). Soprano, Vocalion orch.
accomp May Peterson
INSTRUMENTAL SELECTIONS
56001 O Star of Eve (Wagner). 'Cello and piano
accomp. . Maurice Dambois 12
Meditation from Thais (Massenet). 'Cello and
piano accomp Maurice Dambois 12
BAND SELECTIONS
12250 Peer Gynt Suite — Morning (Grieg).
Played by Aeolian Concert Band 10
Peer Gynt Suite — Anitra's Dance (Grieg).
Played by Aeolian Concert Band 10
12251 I'll Always Be Waiting for You (Newton Alex-
ander). Orch. accomp Henry Burr 10
Bring Me a Rose (Chas. Shisler). Orch.
accomp Samuel Ash 10
12252 Only (Akst). Orch. accomp.,
Charles Hart and Elliot Shaw' 10
Sweet and Low (Chas. Johnson). Orch. accomp.,
Charles Hart and Elliot Shaw 10
12253 Cohen on His Honeymoon (Silver).
Monroe Silver 10
Cohen on Prohibition (Silver).. .Monroe Silver 10
HAWAIIAN SELECTIONS
12254 Medley— Honolulu Hula Girl — One-step (Cunha).
Toots Paka Company 10
Honolulu Tom Boy — One-step (Cunha).
Toots Paka Company 10
February Mid-Month List — Lateral Cut Records
POPULAR SELECTIONS
14010 My Isle of Golden Dreams (Kahn & Blaufuss).
Orch. accomp Sterling Trio
My Garden of Yesterday (Ash-Ring-Hagar) .
Orch. accomp Samuel Ash
14011 We Must Have a Song to Remember (Green &
Stept). Orch. accomp Peerless Quartet
Rose of Romany (Moret). Orch. accomp.,
Burr & Meyers
14012 I'm So Sympathetic (from "Little Blue Devil")
(Carroll). Orch. accomp Elliot Shaw
Honey Bunch (from "Fifty-Fifty") (de Costa).
Orch. accomp Chas. Hart & Elliot Shaw
14013 Cohen at the Movies (Silver) ... .Monroe Silver
Pittsburgh, Pa. (Ruby). Orch. accomp.,
Monroe Silver
DANCE SELECTIONS
14014 When You're Alone (Spencer-West). Fox-trot,
Paul Biese and his 'Novelty Orchestra
Rhadja (Arnold Johnson). One-step,
Paul Biese and his Novelty Orchestra
14015 My Laddie (Rogers-Akst). Fox-trot,
Dabney's Band
Mississippi Moonlight (Roberts). Waltz,
Paul Biese's Orchestra
50605 Good and Bad. Negro Sketch,
Billy Golden and Billy Heins
Turkey in the Straw,
Billy Golden and Empire Vaudeville Company
50606 Daisies Won't Tell (Owen). Contralto and Bari-
tone Helen Clark and Joseph A. Phillips
Put On Your Old Grey Bonnet (Wenrich).
Contralto and Baritone,
Helen Clark and Joseph A. Phillips
50607 Flotin' Down to Cotton Town (Klickmann) .
Male Voices Premier Quartet
You're My Gal (Bernard). Negro Melody,
Al Bernard and Ernest Hare
50608 I Want a Daddy, from "Greenwich Village
Follies" (Sloane). Fox-trot,
Tuxedo Dance Orchestra
Nobody Ever (Frey). Fox-trot,
Tuxedo Dance Orchestra
50609 Clarinet Squawk — One-step (Intro. "Summer
Days") (Lada-Nunez-Cawley). For Dancing,
Louisiana Five
What's This? (Katzman). Fox -trot,
Jazzarimba Orchestra
50610 Golden Gate (Open For Me) (Kendis-Brock-
man). Tenor (with Louise Ferrell in the re-
frain) Lewis James
Granny (Belledna). Contralto. .Marion Evelyn Cox
50611 I've Made Up My Mind To Mind a Maid Made
Up Like You (Schwartz). Contralto and Bari-
tone Helen Clark and Joseph A. Phillips
My Desert Love (Cooper). Tenor. .. .Lewis James
50612 Bye-Lo (Perkins) Vernon Dalhart
Hearts (Melody adapted by King). First So-
prano, 2d Soprano and Alto Homestead Trio
80498 Jewels of the Madonna — Intermezzo I (Wolf-
Ferrari) American Symphony Orchestra
Jewels of the Madonna — Intermezzo II (Wolf-
Ferrari) American Symphony Orchestra
10 80501 Some Sweet Day By and By (Crosby-Doane).
Mixed Voices Metropolitan Quartet
10 Looking This Way (Van De Venter). Mixed
Voices •. Metropolitan Quartet
10 82167 La Spagnola (The Spanish Maid) (Di Chiara).
Tenor, in Italian Guido Ciccolini
Ridonami la calma (Restore again my peace)
10 (Tosti). Baritone, in Italian. .. .Taurino Parvis
82567 Lieti Signer, Salute (Page Song)— Huguenots
10 (Meyerbeer). Contralto, in Italian,
Carolina Lazzari
10 Scena e Canzonetta del Capraio (The Shep-
herd's Song) — Dinorah (Meyerbeer). Contral-
10 t0> in Italian Carolina Lazzari
83085 It Is Well With My Soul (Bliss). Soprano and
10 Male Voices Anna Case and Criterion Quartet
O For the Wings of a Dove (Hear My Prayer)
10 (Mendelssohn). Soprano Anna Case
10 EDISON AMBEROL RECORDS
10 ROYAL PURPLE RECORDS
29044 Simon the Cellarer (Hatton). Bass-Baritone,
„„„<,. tt x „ Arthur Middleton
29045 Heaven Is My Home (Sullivan). Baritone,
Thomas Chalmers and Mixed Chorus
10 REGULAR LIST
3902 Clea — Fox-trot (Roberts). Saxophone, Xylophone
10 and Piano. For Dancing All Star Trio
3903 Fancy Little Nancy (Baines). Saxophone,
. „ „ . _ Wheeler Wadsworth
3904 irain Time at Pun'kin Center (Stewart). A
Rural Sketch Cal Stewart and Company
3905 Same As His Faither Did Before Him (H.
Lauder) Glen Ellison
3906 'Twas an Old-Fashioned Song He Was Singing
,„„, „,£Godfrey-Wright). Tenor Lewis James
3907 Windy Willie, Characteristic March (Losey).
,..„ . „ New York Military Band
3908 Love Blossom (Denni). Mixed Voices,
,„„„ ,r , • TT Metropolitan Quartet
3909 Yelping Hound Blues — Fox-trot (Intro. "Dixie
Blues") (Lada-Nunez-Cawley). For Dancing,
Louisiana Five
3910 Floatin Down to Cotton Town (Klickmann)
Male Voices Premier Quartet
3911 Nobody Ever — Fox-trot (Frey),
t, , -r-r Tuxedo Dance Orchestra
3912 Back Home on the Farm. Negro Vaudeville
Sketch Billy Golden and Joe Hughes
3913 Im a Dancin' Fool (Bernard-Robinson) . .Al Bernard
3914 I Love You Just the Same, Eweet Adeline (Arm-
strong-Gaskill). Male Voices Premier Quartet
3915 Carolina Sunshine (Schmidt). Tenor,
Vernon Dalhart and Mixed Chorus
3916 Love's Adieu (Old Folk Song). Tenor and Bari-
„ tone Lewis James and Vernon Archibald
3917 Serenade d'Amour (von Blond),
,„,„., , , Imperial Marimba Band
3918 Abandonado — Mexican Waltz (Posadas),
Peerless Orchestra
3919 Good-Bye, Beloved, Good-Bye (Arr. from an old
Negro Melody by Sampson). Soprano and
Male Voices. .Virginia Rea and Lyric Male Quartet
3920 Henry Jones, Your Honoymoon Is Over (Bern-
ard). Negro Melody. .Al Bernard and Ernest Hare
3921 A Picture of Long Ago. Vaudeville Sketch,
Ada Jones and Len Spencer
3922 Broken Blossoms (King). Contralto and Tenor,
Helen Clark and George Wilton Ballard
NORWEGIAN RECORDS
9240 Paal paa Hougie (Paul on the Hill-Side). Old
Folk Song. Tenor Carsten Woll
9241 Vor Gud han er saa fast en borg (A Mighty
Fortress Is Our God) (Luther). Tenor,
Carsten Woll
10
10
10
10
10
10
10
II)
11)
EDISON RECREATIONS
12 50557 Bohemian Girl (Balfe). Selection,
Creatore and his Band
Bunch of Roses (Chapi) — Spanish March,
Conway's Band
50575 Gunga Din (Kipling). Dialect Recitation,
Harry E. Humphrey
Lasca (Desprez). Recitation .... Harry E. Humphrey
50604 Bonnie Kate — Medley of Reels, Accordion,
John J. Kimmel
Kimmel March (Kimmel). Accordion John J. Kimmell
10
10
PATHE FRERES PHONOGRAPH CO.
POPULAR SUPPLEMENT No. 29
40194 When the Wedding Bells Are Ringing, You Are
Free, Little Girl Good-Bye, from "Apple Blos-
soms" (LeBaron-Kreisler-Jacobi). Vocal Pas-
sage by Robert Bruce National Symphony Orch.
Hullo Home, Darling I, Please Learn To Love,
from "Buddies" (Hillian). Vocal passage by
Robert Bruce National Symphony Orch.
22257 I've Found the Girl That I've Been Looking
For, from "Happy Days" (Burnside-Hubbell).
Tenor Sam Ash
Old Fashioned Garden, from "Hitchy Koo, 1919"
(Porter). Tenor Sam Ash
22258 Don't You Remember Those School Days, from
"Happy Days" (Burnside-lHubbeKl). Tenor,
' _ Lewis James
I Gave Her That (DeSylva-Ball). Baritone,
est lis re
22259 Let the Rest of the World Go By (Brennan-
Ball). Tenor duet,
_ Lewis James and Chas. Hart
By-Lo (Ray Perkins). Male trio Sterling Trio
22260 Don t Put a Tax on the Beautiful Girls (Tellen-
Ager). Tenor Eddie Cantor
At the High Brown Babies' Ball (Davis-Erdman-
Erdman). Accordion and Piano accomp.
Tenor Eddie Cantor
22261 I lNever Knew (Janis-Berlin). Tenor Henry Burr
I'm Like a Ship Without a Sail (Kendis-
Brockman). Tenor duet Campbell and Burr
{Continued on page 204)
12
12
10
10
204
THE TALKING MACHINE WORLD
January IS, 1920
ADVANCE RECORD BULLETINS FOR FEBRUARY— (Continued from page 203)
22262 Wait Till You Get Them Up in the Air Boys
(Brown-Von Tilzer). Tenor Billy Murray 10
Come On and Play Wiz Me (My Sweet Babee)
„,,, (Kalmar-Leslie-Ruby). Tenor ....Billy Murray 10
22263 Now I Know (Warren-Henry-Onivas). Tenor,
t>i *r ^ „. Lewis James 10
Bless My Swanee River Home (Lewis-Young-
„,„ „ Donalds?"}: TenTor •••• Henry Burr 10
22265 Romany (Where Love Runs Wild) (Weslyn-
Krouse). Tenor Robert Bruce 10
Arizona Mona (Indian Love Song) (Milo-Rega).
„,,. „,£Ial^Quar'et Peerless Quartet 10
22266 Why Don't You Drive My Blues Away Intro
"Save Your Money, John" (Papa-Copeland-
Rogers). Medley Fox-trot.
Wadsworth's Saxophone Band 10
Swanee (Gershwin) One-step.
,„„ - t * a u t Nich°'as Orlando's Orchestra 10
22267 lents of Arabs, Intro. "Wond'ring" (Lee-David).
One-step Joseph Samuels' Orchestra 10
Peggy, Intro. "Rose of Romany" (Moret-Wil-
liams) Medley Fox-trot,
c-, • , t> „ . Joseph Samuels' Orchestra 10
22268 Sleigh Bells (Robyne) One-step.
_ „ ! . Nicholas Orlando's Orchestra 10
Poor Little Butterfly Is a Fly Girl Now, Intro.
"What's Worth While Waiting For" (Jerome).
Medley Fox-trot. .Nicholas Orlando's Orchestra 10
22269 I m So Sympathetic, from "The Little Blue
Devil" (Carroll). Fox-trot.
Nicholas Orlando's Orchestra 10
My Isle of Golden Dreams (Kahn-Blaufuss).
Waltz Nicholas Orlando's Orchestra 10
22248 Only (Caesar-Akst) .. Royal Hawaiian Orchestra 10
Hawai ian Bluebird (Morgan- Porter-Swanstone).
Royal Waikiki Hawaiain Orchestra 10
22252 Pick 'Em Up, Silas, Lay 'Em Down, Zeke (Cal
Stewart). Humorous Monolog.
Cal Stewart and American Quartet 10
Uncle Josh and Aunt Nancy Putting Up the
Kitchen Stove (Cal Stewart). Humorous
Duolog Cal Stewart and Ada Jones 10
Regular February Pathe List
OPERATIC VOCAL RECORDS
40184 Lucia di Lammermoor "Sextette" (Donizetti)
(Chi mi frena) In Italian.
Milan Grand Opera Sextette 12
La Boheme "Mimi" (Puccini) Mi Chiamano
(My Name Is Mimi) In Italian.
Mme. Olga Carrara, Soprano 12
54040 Rigoletto (Verdi) La Donna E Mobile (Woman
Is Fickle) In Italian. Tenor Tito Schipa 12
64039 Good Morning, Sue (Delibec) In English So-
prano Claudia Muzio 12
59081 La Favorita (Donizetti) A Tanto Amor
(Flowere Beloved) in Italian. Baritone,
Taurino Parvis 12
Zaza (Leoncavallo) Buona Zaza (My Good Zaza).
In Italian. Baritone Taurino Parvis 12
STANDARD BALLADS SUNG IN ENGLISH
27513 Homing (Salmon-Del Riego). In English. Con-
tralto Kathleen Howard 10
Rose in the Bud (Barrow-Forster). In English.
Contralto Kathleen Howard 10
22228 Where Is My Boy Tonight (Lowry).
Peerless Male Quartet 10
The Home Over There (Huntington-O'Kane).
Mendelssohn Mixed Quartet 10
27025 Tell Her I Love Her So (De Fave). Tenor,
Paul Althouse 10
Do Not Go, My Love (Tagore-Hageman) .
Tenor Paul Althouse 10
FOUR NEGRO HYMNS
22187 Swing Low, Sweet Chariot (Jubilee Song).
Unaccomp.
Lieut. Jim Europe's Four Harmony Kings 10
One More Ribber To Cross (Jubilee Song).
Unaccomp.
Lieut. Jim Europe's Four Harmony Kings 10
22131 By the Babbling Brook (Ring-Hager). With
Whistling. Tenor, Henry Burr and Sybil Fagan 10
The Little Whistler (Ring-Hager). Whistling,
Sybil Fagan 10
22227 Beautiful Ohio (Earl)— Waltz.
Royal Waikiki Hawaiians 10
Yogiland (Sullivan). Royal Waikiki Hawaiians 10
NEW INSTRUMENTAL RECORDS
22232 Tell Me (Callahan-Kortlander). Cornet Solo.
Jules Levy. Jr. 10
On Miami Shore (Le Baron-Jacobi). Cornet Solo,
Jules Levy, Jr. 10
22233 Queen of Diamonds (Pidoux). Banjo Solo,
John Pidoux 10
The Fusiliers (Ellis). Banjo Solo.. John Pidoux 10
22234 Blue Bells of Scotland (Arr. by La Meda).
Chimes Chris Chapman 10
Auld Lang Syne (Burns). Chimes Chris Chapman 10
27512 Ave Marie (Schubert). Violin Solo,
Jacques Thibaud 10
Chant Sans Paroles (Tschaikowsky), Violin Solo,
Jacques Thibaud 10
59082 Valse in E Major (Moszkowski). Piano Solo,
Mme. Ethel Leginska 12
Witches' Dance (MacDowell). Piano Solo,
Mme. Ethel Leginska 12
NEW BAND AND ORCHESTRA RECORDS.
22229 Bullets and Bayonets (Sousa). March.
Patrick Conway's Band 10
American Parade (Fremaux). March.
Pathe Military Band 10
40191 Mignon (Thomas). Overture. Arnold Colpe's
Orchestra of the New York Stadium 12
Naila (Delibes). Pas des fleurs — Intermezzo.
Arnold Volpe's Symphony Orchestra of the
New York Stadium 12
1245*
12-16*
EMERSON INTERNATIONAL, INC.
ITALIAN
Rosina-Polka Brillante, "I Posteggiatori Napole-
tani" (di P. Bolognese) (Clarinetto, Mandolin
— Chitarra Fagotto e Basso) 10
Serenata Silvestri, "I Posteggiatori Napoletani"
— (di G. Silvestri) (Flauto obligato con Mando-
lini Chitarra, Fagotto e Basso) 10
Contradanza Napoletana, "I Posteggiatori Napo-
letani," Quadriglia comandata dall 'artista
laudano (Clarinetto-Mandolini-Chitarra-Fagotto
e Basso) 10
Sogno di Bimba-Mazurka, "I Posteggiatori Napo-
letani" (Clarinetto-Mandolini-Chitarra-Fagotto
c Basso)
Nina de Charny — Soprano
12053 'O Picciuotto (Versi e Musica di L. Ujnadio)
Orch. accomp
'Nu Varcaiuolo Surrentino (Scoito di Carlo-
Camcrlingo). Orch, accomp
Giuseppe Mii.ano, Baritone
12054 Nuovi Stornelli Socialisti — Orch. accomp
Staviti bene (Barbien-Cattcdra). Orch. accomp.
Prof. Carmine Sanna — Monologuist
12055 II Pappaconel Part I (Ched e lu munno?)
Poesia buffa in lingua macchcronica Napoletana
(Sullc corbellerie dclla vita) 10
10
10
10
in
10
II Pappaconel Part II (Ched e lu munno?)
Poesia buffa in lingua maccheronica Napo-
letana (Sulle corbellerie della vita) 10
Eva Leoni — Soprano and Menotti Frascona — Tenor
A20040 La Boheme — O soave fanciulla (Duet) Puccini
— Orch. accomp \2
Rigoletto — Cortingiani, vil razza dannata
(Verdi) (Millo Picco — Baritone). Orch.
accomp 12
Carlo Ferretti — Baritone
20041 Zaza — Zaza, piccola zingara (Romanez di Cascart)
(Leoncavallo). Orch. accomp lo
Gioconda — Barcarola-Pescator, affonda Pesca
(Ponchielli). Orch. accomp io
Rigo's Hungarian Gypsy Orchestra
20042 It Was a Dark Night When I Was Born
(Ejazaka volt a mikor en szulettem) 10
Hungarian Melodies (Minek is van szerlem a
Villagon) (Magyar Egyveleg), (Rigo Jancsi —
Gypsy Violinist — Piano accomp.) 10
20043 Come With Me in the Woods (Gyere velem az
erdobe) iq
Amour et Printemps (Waldteufel) (Love and
Spring). (Rigo Janesi — Gypsy Violinist — Piano
accomp.) io
HEBREW-JEWISH
Folk Dance
1342* Behusher Chusid — Silvers Symbal 10
Yiddish Hora — Silvers Symbal lo
Oriental Melody
1343* Orientalishe Melodien (Part 1), Silvers Symbal 10
Onentahshe Melodien (Part 2), Silvers Symbal 10
Clara Gold — Alto
1344* De Chupe Tug — Orch. accomp io
Auf deim Schlecten Veig — Orch. accomp 10
Orchestra Selections
13048 Dem Rebins Nigin — Part 1 10
Dem Rebins Nigin — Part 2 io
Schreiner & Paskal
13049 Gekomen Is Die Zeit — Orch. accomp 10
Die Shvue — Orch. accomp 10
POLISH
Folk Songs
11046 Near Krakow.
Annie, My Annie.
11047 Polish Wedding.
Ceremony After a Wedding. Chorus and Accordion
accomp.
Frankels Orchestra
11048 Girls from Danzig.
Polish Twins.
Accordion and Clarinet Duet
11049 Feodora Valse. )1
Marine or Sailors' Dance.
SCANDINAVIAN
Swedish Folk Song — Samuel Ljungkvist
18001 Varvindar Friska — Orch. accomp 10
Jag sjunger och Dansar — Orch. accomp 10
18002 A Janta A Ja — Orch. accomp 10
Forgafves Uppa Stigen — Orch. accomp 10
Scandinavian Militaby Band
18006 Riberhus Marsch 10
Gamle Danmark 10
1S007 Kongliga Kronobergs 10
Henlandstoner 10
GENNETT LATERAL RECORDS
4593 That Wonderful Kid From Madrid (Osborne-
MacDonald) Orch. accomp.,
Jack Kaufman and Arthur Hall
I Left My Door Open and My Daddy Walked
Out (Irving Berlin) Orch. accomp. . .Jack Kaufman
4594 Good Night, Dearie — Waltz (Henry Onivas)
Let Me Dream (Curtis Gordon).
Conklin's Society Orchestra
9015 I Might Be Your Once-in-a-While (Herbert-
Smith) Orch. accomp Harvey Hindermeyer
Now I Know (Henry-Onivas- Warren) Orch. ac-
comp Arthur Hall
9016 They're All Sweeties (Sterling-Con Tilzer) Orch.
accomp Jack Kaufman and Arthur Hall
You Ain't Heard Nothing Yet (Jolson-Kalm De
Sylva) Orch accomp Ernest Hare
1503 Let the Rest of the World Go By. Orch accomp
Hart and Shaw
We Must Have a Song to Remember (Stepo-
Green). Orch. accomp.
Jack Kaufman and Arthur Hall
1504 Just Like the Rose (Cook-Terriso-Bridges) . Orch.
accomp Sterling Trio
I'm Like a Ship Without a Sail (Kendis-Brock-
man). Orch. accomp Hart and Shaw
9017 My Rose of Romany (Neil Moriet). Duet, Orch.
accomp McClaskey and Meyers
I Love You Just the Same, Sweet Adeline (Arm-
strong-Gaskill). Orch. accomp Shannon Four
OPERAPHONE CO., INC.
LATEST POPULAR SONGS
21140 Some Day You'll Want Me Back (Maybe I
Won't Want You) (Retrop-Morgan) . Tenor,
orch. accomp Sam Ash
Romany (Where Love Runs Wild) (Weslyn-
Krouse). Tenor, orch. accomp Lewis James
21141 On the Trail to Santa Fe (Cliff-Hess). Tenor,
duet, orch. accomp. Lewis James and Chas. Hart
Ting Ling Toy (Earl). Orch. accomp.,
Peerless Quartet
21142 Come on and Play Wiz Me (My Sweet Babee)
(Kalmar-Leslie-Ruby). Tenor, orch. accomp.
Billy Murray
And He'd Say OO-La-La; Wee Wee (Ruby-
Jessel). Tenor, orch. accomp Billy Murray
21143 Bye-Lo (Perkins). Orch. accomp Sterling Trio
In Siam (Burden-Cooper). Vocal obligato by
Marjie Dow, orch. accomp Henry Burr
21144 Now I Know (Warren-Henry-Onivas). Tenor,
orch. accomp Robert Bruce
Such a Lil Fellow (Lowell-Dichmont) . Tenor,
orch. accomp Franklyn Moore
DANCE
31128 Wonderful Pal (Pinkard). One-step,
Broadway Dance Orchestra
Marilyn (Wadsworth-Arden). Fox-trot,
Broadway Dance Orchestra
31129 My Isle of Golden Dreams (Kahn-Blaufuss).
Waltz Conlin's Society Orchestra
See-Saw (Hirsch). Medley one-step, introducing
(1) When Two Hearts Discover; (2) Good-
bye, Hello Conlin's Society Orchestra
31130 Poor Little Butterfly Is a Fly Girl Now (Jerome).
Fox-trot, introducing, What's Worth While
Waiting for Conlin's Society Orchestra
Peggy (Moret-Williams) . Medley fox-trot, intro-
ducing, Rose of Romany, Conlin's Society Orchestra
STANDARD
41106 Mollie Darling (Hays). Tenor, orch. accomp.,
Charles Hart
Every Tear Is a Smile (In an Irishman's
Heart) (Sullivan-Sanders-Carlo). Tenor, orch.
accomp Charles Hart
INSTRUMENTAL
51124 Angel's Serenade (Braga). Violin, harp and
flute Mendel ssohn Trio
Rondino (On a Theme by Beethoven) (Beetho-
ven-Kreisler). Violin solo, piano accomp.,
, „. . Albert Faber
51125 Amoureuse (Berger). Concert waltz,
Operaphone Concert Orchestra
Coronation-Medley March .. Operaphone Military Band
HAWAIIAN
61110 Pansy Faces (Penn). Honolulu Hawaiian Orchestra
One, Two, Three, Four (Alan),
Honolulu Hawaiian Orchestra
OKEH RECORDS
VOCAL SELECTIONS
4054 Oh! What a Little Whopper (Dudley, Her-
bach & Friml). From "The Little Whop-
per." Tenor solo with Orch. accomp.
Billy Murray
I Might Be Your Once-in-a-While (Smith-Her-
bert). From the musical comedy, "Angel
Face." Tenor solo with Orch. accomp.,
Harvey Hindermyer
4051 I Left My Door Open and My Daddy Walked
Out (Irving Berlin). Baritone solo, Orch.
accomp Jack Kaufman
Why Don't You Drive My Blues Away? (Davis-
Papa). Baritone solo, Orch. Accomp.,
AJ. Bernard
4050 That Wonderful Kid From Madrid (MacDon-
ald-Osborne). Tenor solo, Orch. accomp.,
. Billy Murray
You Didn't Want Me When You Had Me (Ben-
nett, Russell & Grossman). Baritone solo,
Orch. accomp Bert Harvey
4052 Waiting for the Tide to Turn (Mahoney and
Flynn). Tenor solo, Orch. accomp.,
... Billy Murray
You Ain't Heard Nothing Yet (Jolson, Kahn
& DeSylva). Baritone solo, with Orch. ac-
.nr, T cTomP- • Jack Kaufman
4055 I Love To Tell the Story (Hankey-Fischer).
Vocal duet, Orch. accomp. .Chas. Henry -Jas. Jordon
Is My Name Written There? (Kidder & Steb-
bins). Vocal duet, Orch. accomp.,
T . „,. .. „ Charles Henry-James Jordon
4053 1 Am Climbing Mountains (Kendis-Brockman).
Vocal duet with Orch. accomp.,
Carroll Shannon-Joseph Phillips
Let the Rest of the World Go By (Brennan
& Ball). Vocal duet with Orch. accomp.,
DANCE AND INSTRUMENTAL SELECTIONS*"^
4056 The Toy Parade (Prince). Descriptive ,
. _ . , Okeh Concert Orchestra
A Day in Toyland (Prince). Intro. "The Doll
Dance ' and "The March of the Toys " De-
4040 T SwPtlVe •■•••••••■■•■••Okeh Concert Orchestra
4049 I Want a Daddy To Rock Me To Sleep
(Sloane). From "Greenwich Village Follies.
Fox-trot .....Green Bros. Xylophone Orchestra
And Hed Say "Oo-La-La! Wee Wee (Ruby-
.... T Jessel) Van Eps Quartette
404o In Your Arms (Floyd-Glaser). Fox-trot
Joseph Knecht's Waldorf-Astoria Dance Orchestra
Pretty Little Rainbow (Plunkett). Waltz
4n4K T J°sePh Kfecht's Waldorf-Astoria Dance' Orchestra
4046 Karavan (Wiedoeft). Fox-trot,
. .■ ^ Green Bros- Xylophone Orchestra
Arizona Mona (Milo-Rega). Fox-trot
4fu- n C°"way's Band (Patrick Conway Conductor)
404/ On the Streets of Cairo (Hulten). One-step,
Joseph Knechts Waldorf-Astoria Dance Orchestra
-Peter Pumpkin Eater (Casey). Fox-trot,
404S T?n„„^ n, r Gre^ B!'cs- Xy'ophone Orchestra
4048 Round the Corner (Frunl). Intro, chorus of
Its Great To Be Married," from "The
Little Whopper." One-step. .. .Van Eps Quartette
Turko (Samuels). Oriental Fox-trot, "u<lrlcue
40^9 M„m , A t a ■ nFre-en ?^os- Xy'ophone Orchestra
4039 Mutt and Jeff in Mexico (Frank Kennedy) De-
scriptive Monologue ... ^ Kennedy & Co.
Bringing Up Father ,n Prohibition (Frank Ken-
nedy). Descriptive Monologue,
an,, -.r t, . , . Frank Kennedy & Co.
4024 My Baby s Arms (from "Ziegfeld's Follies")
(McCorty-Meyer). Fox-trot, instrumental,
c r\ r» y-r> All-Star Trio
borne One-Step (Burgh). One-step, instrumental,
4040 u„ TC°mvay s Band (Patrick Conway, Conductor)
4040 Now I Know (Henry-Onivas). Fox-trot, instru-
mental,
n I?S- -K?!:cht's, Waldorf-Astoria Dance Orchestra
On Miami Shore (Victor Jacobi). Waltz, instru-
mental,
.„,, .... Jos. Knecht's Waldorf-Astoria Dance Orchestra
4041 Where the Lanterns Glow (Royce-Johnson) Fox-
trot, instrumental Ali-Star Trio
I m Forever Blowing Bubbles (Kenbrovin & Kel-
40?? A P» W.al.tzv inrsHum£ntal--°'keh Dance Orchestra
4025 A Pretty Girl Is Like a Melody (from "Zieg-
feld s Follies 1919") (Irving Berlin). Tenor
with orch. . . . . Sam Ash
Smilin Through (Penn). Tenor, with orch.,
inn v i j t> o ■ j . Carroll Shannon
4042 You d Be Surprised (Irving Berlin). Tenor, with
AiwC' X", .*•••• Billy Murray
All the Quakers Are Shoulder Shakers Down in
Quaker Town (Kalmer, Leslie, Wendling).
\*a* r.u a«^ne' w^,orc^ Bert Harvey
4043 Oh What a Girll (Smith, Jules and Presburg).
t Jem>r' ^Wlth °/rCh Sam Ash
I Never Knew (Jams-Berlin). Vocal duet, with
oroh j}urr & Meyers
4044 Oh! What a Pal Was Mary (Wendling) Tenor
with orch Sam' Ash
Bless My Swanee River Home (Lewis-Young-
Donaldson). Tenor, with orch Sam Ash
6002 Love, Here Is My Heart (Ross-Silesu). Tenor,
with orch Forrest Lamont
A Dream (Bartlett). Tenor, with orch.,
tnn, o . . . „ Forrest Lamont
6003 Somewhere a Voice Is Calling (Tate). Tenor
with orch Forrest Lamont
I m Dreaming My Life Awav (Chiaffarelli).
Tenor, with orch Forrest Lamont
LYRIC RECORDS
DANCE RECORDS
4201 All the Quakers. Medley fox-trot,
Jazzarimha Orchestra
Patches. Medley fox-trot Tazzarimba Orchestra
4202 I'll Be Your Once in a While. Fox-trot,
Tazzarimba Orchestra
Swanee. One-step Jazzarimha Orchestra
January 15, 1920
THE TALKING MACHINE WORLD
205
Some Leading Jobbers of Talking Machines in America
1856
VICTOR
DISTRIBUTORS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI AND CHICAGO
Two points of supply ; order from the nearer
WM. H. REYNALDS
DISTRIBUTORS OF
Victrolas and Victor Records
MOBILE, ALA.
RECORD BULLETINS FOR FEBRUARY
{Continued from page 204)
4203 Don't You Remember Those School Days? Med-
ley one-step Jazzarimba Orchestra
My Baby's Arms. Fox-trot. . .Jazzarimba Orchestra
4204 Buddha. Fox-trot Jazzarimba Orchestra
Caravan. Fox-trot.. Jazzarimba Orchestra
4207 Missouri Blues. Fox-trot Yerke's Novelty Five
High Brown Babies' Ball. Medley fox-trot,
Yerke's Novelty Five
4208 St. Louis Blues. One-step All-Star Trio
Bow-Wow One-step All-Star Trio
4209 Oh! Fox-trot All-Star Trio
Beale Street Blues All-Star Trio
4210 Vamp. Fox-trot Bal Taberin Jazz Orchestra
You'd Be Surprised. Fox-trot,
Bal Taberin Jazz Orchestra
4211 Dardanella. Fox-trot. .. .Bal Taberin Jazz Orchestra
Blues My Naughty Sweetie Gives to Me,
Bal Taberin Jazz Orchestra
4212 The Laugh Song. Fox-trot, Bal Taberin Jazz Orchestra
Yellow Dog Blues. Fox-trot,
Bal Taberin Jazz Orchestra
POPULAR SONG HITS
5201 Oh, What a Pal Was Mary Henry Burr
I Love You Just the Same, Sweet Adeline,
Peerless Quartet
5202 Bye Lo Sterling Trio
Not in a Thousand Years Henry Burr
5203 Isle of Golden Dreams Sterling Trio
When You Are Gone You'll Soon Forget Me,
Peerless Quartet
5204 Rose of Romany Burr & Meyers
.Harvest Noon Sterling Trio
5205 There Never Was a Pal Like You Henry Burr
My Sugar-Coated Chocolate Boy ... .Campbell & Burr
5206 Bless My Swanee River Home Peerless Quartet
Nesting Place of the Blue Bird Sterling Trio
EMPIRE TALKING MACHINE CO.
POPULAR VOCAL SELECTIONS
401 Wait Till You Get Them Up in the Air, Boys
(Brown-Von Tilzer). Tenor, orch. accomp.,
Billy Murray
You Ain't Heard Nothing Yet (Jolson-Kahn-
De Sylvia). Baritone, orch. accomp. .Ernest Hare
402 Some Day You'll Want Me Back (Maybe I
Won't Want You) (Retrop-Morgan) . Tenor,
orch. accomp Sam Ash
Romany (Where Love Runs Wild) (Weslyn-
Krouse). Tenor, orch. accomp Lewis James
403 On the Trail to Sante Fe (Cliff-Hess). Tenor
Duet, orch. accomp. .Lewis James and Chas. Hart
Ting Ling Toy (Earl). Orch. accomp.,
Peerless Quartet
404 Come On and Play Wiz Me (My Sweet Babee)
(Kalmar-Leslie-Ruby). Tenor, orch. accomp.,
Billy Murray
And He'd Say Oo-La-La; Wee Wee (Ruby-
Jessel). Tenor, orch. accomp Billy Murray
405 Bye-Lo (Perkins). Orch. accomp Sterling Trio
In Siam (Burden-Cooper). Vocal Obligato by
Marjie Dow, orch. accomp Henry Burr
406 Now I Know (Warren-Henry-Onivas). Tenor,
orch. accomp Robert Bruce
Such a Lil Fellow (Lowell-Dichmont) . Tenor,
orch. accomp Franklyn Moore
HAWAIIAN
601 Shadows Waltz (Lutter).
Our Own Hawaiian Orchestra
Hawaiian Lullaby (Ferriss-Bridges).
Our Own Hawaiian Orchestra
SACRED
901 Abide With Me (Monk). Tenor, organ and
chimes Geo. Evans
Home of the Soul (Phillips). Tenor, organ and
chimes Geo. Evans
INSTRUMENTAL
801 My Sugar Coated Chocolate Boy (Mahoney-
Loos). Saxophone Solo Joe White
Irish Medley of Jigs. Accordion Duet.
Delenti Bros.
802 Raymond Overture Part I., (Thomas).
Empire Concert Band
Raymond Overture Part II., (Thomas).
Empire Concert Band
DANCE
501 In Your Arms (Floyd-Glazer-Motzan). Medley
Fox-trot. Vocal Refrain, Lewis James, tenor.
Empire Dance Orchestra
Dreamy Amazon Waltz (Gilbert-MacBoyle-Vin-
cent) Empire Dance Orchestra
502 iNobody Knows and Nobody Seems to Care
(Irving Berlin). Medley Fox-trot.
Empire Dance Orchestra
My Baby's Arms (McCarthy-Tierney). Fox-
trot , , • , .......... , , ,. .Novejty Dance Orchestra
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it.
E. F. DROOP & SONS CO.
1300 G. STREET, WASHINGTON, D. C.
231 N. HOWARD STREET, BALTIMORE, MD.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Center*
all over the United State*.
Distributors
Atlanta, Ga., Columbia Grapbophone Co., 63 N.
Pryor St.
Baltimore, Md., Columbia Graphophone Co., 16
Soutb Howard St.
Boston, Columbia Graphophone Co., 137 Federal
8t,
Buffalo, N. Y„ Columbia Graphophone Co., 736
Main St..
Chicago, 111., Columbia Graphophone Co., 14 N.
Michigan Are.
Cincinnati, O.. Columbia Graphophone Co., 427-
429 W. Fourth Are.
Cleveland, O., Columbia Graphophone Co., 1371
Euclid Ave.
Dallas, Tex., Columbia Graphophone Co., 1011
Elm St.
Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Place.
Detroit, Mich., Columbia Graphophone Co., 401
Woodward Ave.
Indianapolis, Ind., Columbia Graphophone Co.,
207-217 W. Washington St.
Kansas City, Mo., Columbia Graphophone Co.,
1017 McGee St.
Los Angeles, Cai., Columbia Grapbophone Co..
745 S. Broadway.
Minneapolis, Minn., Columbia Graphophone Co.,
412-414 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,
206 Meadow St.
New Orleans, La., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 65
Warren St.
Omaha, Neb., Schmoller & Mueller Piano Co.,
1311 Farnum St.
Philadelphia, Pa., Columbia Graphophone Co.,
210 N. Broad St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way."
Portland, Me., Columbia Graphophone Co., 48
Exchange St.
Salt Lake City, Utah, Columbia Store* Co.,
221 South West Temple.
San Francisco, Cai., Columbia Graphophone Co.,
130-150 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 811
Western Ave.
Spokane, Wash., Columbia Stores Co., 161 South
St,
St. Louis, Mo., Columbia Graphophone Co., 1127
Pine St.
Tampa, Fla., Tampa Hardware Co.
Headquarters for Canada:
Columbia Graphophone Co., 64-66 Wellington
St., West, Toronto, Ont.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Woolworth Building New York
Standard Talking Machine Co
Pittsburgh
W. J. DYER & BRO.
DYER B'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
Sherman ,Way& Co.
San Francisco. Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
The PERRY B. WHITSIT CO.
Distributors of
Victrolas and Victor Records
COLUMBUS, OHIO
William Volker & Co., &™JM:r!. ?„T,on
DISTRIBUTORS
Complete Pathephone and Pathe Record Stocks.
The "best proposition for the progressive dealer.
Victor Exclusively
EASTERN TALKING MACHINE CO.
177 Tremont Street, Boston
VICTOR DISTRIBUTORS
206
THE TALKING MACHINE WORLD
January 15, 1920
IISIIIIIIilllNI
IIIIIIlllllllllllllllllllllIIIIIIIlllIllllllllIIIIllllH^
INDEX OF ADVERTISERS
llllllllllIIIIIIIIIIIIIIIIIIIIIIIIIIH
J.Ml.i.Li.::;,,:,! in., .,.,.Ll.,:,i_hl!::,l.l:;l .,, ..i-iJJ.n.hl.l:;;:!.,.!!!!.!;!:!1:!:! liil.lhlilir.LiM.Lr.l l.illl I : ! ! i ! : I . I ! I , . I . I : I : I . i : i ' , i Mi^l LM.I.Iill-M ; . ' I ' 1 1 h I ' i : 1 1 ! i!'' "J :.l I'l::
A
Acme Die Casting Corp. 11
Acme Engineering & Mfg. Co 138
Acme Phono. Corp 183
Amalgamated Phonograph Accessories Corp 77
American Phonograph Co 42
Amerinola Co 178
Andrews, W. D. & C. N 186
Ansonia Needle Co 181
Astoria Mahogany Co 36
Automatic Cover Support & Mfg. Co 35
B
B & H Fibre Mfg. Co 62
Badger Talking Machine Co 88
Bagshaw Co., W. H 52, 53
Baker-Smith Co 161
Barnhardt Bros. & Spindler 16, 93, 144
Beacon Phono Co 44
Beecroft & Blackman, Inc 120
Beecroft, Clement 167
Belcanto Co 27
Blackman Talking Machine Co 117
Bliss Reproducer, Inc , 82
Booth Felt Co., Inc 96
Boston Book Co 107
Brilliantone Steel Needle Co 21
British Polvphon Co 198
Brooks Mfg. Co 84
Brown, McManus & Co 107, 113
Brunswick-Balke-Collender Co.,
Insert following page 34
Buehn Co., Louis 63
Buffalo T. M. Co 61
Bush & Lane Piano Co 100
Butterfly Phonograph Motor Corp 41
c
Cabinet & Accessories Sales Co 70, 96
Cardinal Phonograph Co 73
Carpenter Paper Co 43
Chappell's \'\
Charmaphone Co
Cheney Talking Machine Co 24
Cherington Mfg. Co 145
Chicago Ferrotype Co • 135
Chicago Hinged Cover-Support & Balance Co 131
Chicago Talking Machine Co 124
Chorister Phono. Co 41
Classified Want Ads 194, 195
Cleveland T. M. Co ■•• 79
Cliff Manufacturing Works, Inc 195
Cole & Dunas 129
Columbia Graphophone Co.,
18, 27. 34, 49, 61, 67, 90, 101, 151, 155, 178, 187, 20s
Columbia Mantel Co 98
Compton-Price Co JO
Condon & Co.. Inc • • • • «
Consolidated Talking Machine Co 132, 143
Corley Co 159
Cox, Geo. Clay 170
Crafts Piano Co., A. J 148
Cressey & Allen 54
Crippen Co., Inc U8, 119
Crippen Record File Co 76
Curry, Frank B 54
D
Delpheon Co
De Rivas & Harris 81
Ditson Co., Oliver «
Dodin, Andrew H 200
Doehler Die-Casting Co 83
Droop & Sons Co., E. F 205
Druckman, A. M 91
Dulcitone Phonograph Co 23
Duo-Tone Co 47
Dyer & Bro., W. J 205
E
Eastern Talking Machine Co 51, 205
Eclipse Musical Co • ■ • • 90
Edison, Inc., Thos. A Back Cover, 22, 78, 152
Efficiency Electric Co Insert following page 50
Einson Litho., Inc 83
Eject-O-File Co., Inc 166
Emerson International, Inc 121
Emerson Philadelphia Co °4
Emerson Phonograph Co 150
Emerson Record Sales Co 110
Emerson Sales Co., Pittsburgh 20
Empire Phono. Parts Co 105
Empire Talking Machine Co 89
Endless-Graph Mfg. Co 137
Enterprise Music Supply Co 42
Everybody's Talking Machine Co 99
F
Faultless Caster Co 26
Favorite Mfg. Co 178
Federal Electric Co 35
Federal Phono. Parte Co 188
Fischer Co 172
Fletcher-Wickcs Co 39
Franklin Phonograph Co 66
Fulton Talking Machine Co 188
G
Garford Mfg. Co 28, 156
Gately-Haire Co., Inc 31
Geicr & Bluhm 74
General Phonograph Corp.,
Inserts following pages 10, 26, 42, 66, 74, 98
General Sales Corp 88
Gibson-Snow Co. 69
Globe Decalcomanic Co 36
Glynn, W. B., Distributing Co 69
Gramophone Co., Ltd 196
Grand Rapids Brass Co 29
Grand Rapids Phonograph Co 12
Grand T. M. Co., Inc 172
Gray Co., Walter S 114
Great Eastern Manufactu.ers' Ass'n 138
Gretsch Mfg. Co., Fred 165
Grey Gull Records 106
Griffith Piano Co 69
H
Haag & Bissex 157
Hallet & Davis Piano Co 55
Handy Mfg. Co 138
Harponola Co - 153
Herbert & Huesgen Co 151
Hessig-Ellis Drug Co 69
Hey wood Bros. & Wakefield Co 57
Hiawatha Phono. Co 130
Hillman & Son Phonograph Co 69
Hinds, Hayden & Eldredge, Inc 174
Hoffay Talking Machine Co 123
Hough, J. E., Ltd 197
Howard, E. C 159
Hunt, J. D., Mfg. Co 192
Huss Bros. Phonograph & Piano Co 170
Ilsley, Doubleday & Co 26
International Mica Co 50
International Motor & Machine Co 50
Interstate Phonograph Co 70
Jacquith Machinery Bureau, Inc 54
Jewel Phonoparts Co 132
Johnson Motor Co 71
Johnson Sporting Goods Co., Inc., Iver 70
Jones-Motrola, Inc 45
K
Kent Co., F. C 101
Keystone Minerals Co 26
Kiefer-Stewart Co 69
Kirkman Engineering Corp 18
Knickerbocker Talking Machine Co 177
Kraft, Bates & Spencer, Inc 55
Krasberg Engineering & Manufacturing Corp 33
Lakeside Supply Co., Inc 142
Lansing, E. H 56
Lawson Piano Co 168
Lesley's 202
Liberty Phonograph Co 102
Lockwood, Vernon 198
Long Cabinet Co., Geo 154
Lorentzen, H. K 42
Lowe Co., Geo. A 123
Lucky 13 Phonograph Co 85, 86, 87
Lu-Franc Sales Service 49, 105, 151
Lundstrom Mfg. Co., C. J. 116
Lyon & Healy , 126
Lyons, J. 1 138
Lyraphone Co. of America 112
M
Magnavox Co 69
Magnola Talking Machine Co 19, 91, 127, 174, 176
Mandel Mfg. Co., Inc Insert following page 82
Marshall & Co., C. L 69
McCarthy & Fisher 173
Mellor's 107
Mennod & Co 66
Metzler & Co 123
Meyercord Co 128
Mickel Bros. Co 205
Milwaukee Talking Machine Mfg. Co 104
Minneapolis Drug Co 69
Modernola Co 115
Montagnes, I., & Co 69
Morris Service Co 183
Musical Supply & Equipment Co 69
N
National Decalcomania Co 66
National Publishing Co 6
Natural Voice Phonograph Co 114
Neu & Co., H. G 167
New England Mus. I. T. Co 192
New England Talking Machine Co 54
Newman Bros. Co 128
New York Recording Laboratories, Inc. .. Inside Back Cover
New York Talking Machine Co 124
Nicholson, K., Furniture Co 19
Nye, William F 36
Ogden Sectional Cabinet Co, Inc 58
Ohio Sales Co 69
Operaphone Co., Inc 72
Operollo Co 60
Ormes, Inc 4
Oro-Tone Co 134
Parks & Parks 181
Parr Mfg. Co 191
Pathe Frercs Phonograph Co 108, 109
Pcabody, Henrv W., & Co 11
Pearsall Co., Silas E 9
Peckham Mfg. Co 50
Peerless Album Co 6
Penn Phonograph Co 65
Perephone Co., Ltd 197
Perfect Automatic Brake Co 144
Philadelphia Show Case Co 164
Phillips, Wm 92
Phoenix Phonograph Co 136
Phoenix Trading Co 186
Phonograph Appliance Co 114
Phono-Motor Co 165
Phono-Movie & Supply Co 190
Plaza Music Co 146
Pleasing Sound Phono. Co 67
Plywood Corporation 67
Precision Castings Co 172
Presto Phono. Parts Corp 187
Progressive Phonographic Supply Co 82
R
Reflexo Products Co., Inc 30
Regina Co 18
Rene Manufacturing Co 163, 193
Rex Gramophone Co 199
Reynalds, Wm. H 205
Robinson, The Plater 131
Roemer Sales Corp., M. M 169
Schloss Bros 74
Schmelzer Arms Co 13
Seeburg, J. P., Piano Co 19
Shapiro, Bernstein & Co 175
Sherman, Clay & Co 205
Singer Talking Machine Co 192
Smith Drug Co., C. D : 69
Smith, Kline & French Co 69
Smith Laboratories, H. 1 49
Smith-Schifflin Co 195
Snyder, Wm., Inc 32
Solotone Mfg. Co 64
Sona-Tone Phonograph, Inc 155
Sonora Phonograph Sales Co., Inc..
Inside front cover, 68, 69, 80
Soss Mfg. Co 191
Sound Recording Co., Ltd 199
Southern Cal. Music Co 123
Southern Drug Co 69
Southern Sonora Co 95
Southern Sonora Phonograph Co 69
Southwestern Drug Co 69
Stafford Mfg. Co 142
Standard Talking Machine Co 205
Starr Piano Co 94
Stead, J., & Co., Ltd 199
Steger & Sons Piano Mfg. Co 40
Steinert, M., & Sons Co 51
Stephenson, Inc 179
Stern & Co., Jos. W 174
Sterno Manufacturing Co 180
Stewart T. M. Co 169
Stodard Phono. Co 189
Staffer & Stockhouse Co 200
Strevell-Paterson Hardware Co 69
Superior Phonograph Co 139
Supplee-Biddle Hdw. Co 153
Talking Book Corp 190
Talking Machine World Dealer Service 184, 1S5
Thomas & Proetz Lumber Co 1S2
Toledo Talking Machine Co 103
Tri-Sales Co 177
U
Udell Works 47
Unit Construction Co 46
United Mfrs. & Dist. Co 122
United Phonographs Corp 160
United States Music Co 140. 141
Universal Fixture Corp 38
Universal Stamping & Mfg. Co 133
Vallorbes Jewel Co Insert following page IS
Van Houten, C. J., & Zoon 69
Van Veen & Co., Arthur L 168
Veeco Co 70
Vicsonia Mfg. Co., Inc 34
Victor Talking Machine Co Front Cover, 5, 7
Vitanola Talking Machine Co 97
Volker & Co., W • 205
w
Wade Co., R. C 59
Wade & Wade 125
Wade Talking Machine Co 4S. 134
Wagner Phono. Co 75
Walthall Music Co 69
Ward Co., C. E 50
Watson Bros. & Co 54
Weber-Knapp Co 75
Weser Bros 176
Weymann & Son, H. A 63
Whitsit Co., Perry B 205
Widdicomb Furniture Co 147
Wills & Paton 123
Windsor Furniture Co HI
Wisconsin Chair Co 162
Wolf, Clifford A 182
Wollman T. M. Co 182
Wonder T. M. Co 80
World Phonograph Co 37
Wright, Edwin M 139
Wurlitzer Co., Rudolph 205
Yahr & Lange Drug Co.
Yates, Chas. H
69
74
Ziegler, Baker & Johnson 99
THE TALKING MACHINE WORLD
mm REG. U.S. PAT. OFF.
Paramount
Records
Lateral Cut — No Attachments Required
January Releases Ready for Shipment
' Chinese Lullaby — Fox Trot — (Robert Hood Bowers) — For
33048 Dancing J. C. Beck's Orchestra
85c j i Never Knew — (Elsie Janis-Irving Berlin) — For Dancing
J. C. Beck's Orchestra
33049
85c
Will-O-Wisp-r-Medley Int. "Wait for Me"— (Robert B.
Smith-Malvin M. Franklin-Robert Hood Bowers) — For
Dancing Selvin's Novelty Orchestra
Nobody Knows — Medley Int. "I Lost My Heart in Dixie-
land"— (Irving Berlin) — For Dancing
Selvin's Novelty Orchestra
I
Everyone Was Meant for Someone — (Kalmar-Ruby-Rubini-
33050] Santaella) — Tenor Solo with Orchestra Henry Burr
85c j Lullaby Land — (Frank Davis-M. Prival) — Tenor Solo with
I Orchestra • Chas. Hart
33051
85c 1
33052
85c
' Give Me a Smile and a Kiss — (Alex. Sullivan-Louis Handman)
Arthur Hall
There's a Lot of Blue-Eyed Marys Down in Maryland — (Jack
Yellen-Milton-Ager-Geo. W. Meyer) — Quartet
Shannon Four
I Am Always Building Castles in the Air — (Ted Carton-A.
Fred Phillips)— Male Trio Sterling Trio
On the Trail to Sante Fe— (Cliff Hess)— Tenor-Alto Duet
Chas. Hart-Marion Evelyn Cox
33046 ( Jolly Coppersmith^— (Peters)— Military Band Bergh's Band
85C i Here They Come— Marchr-(Bergh) Bergh's Band
Little Grey Home in the West — (Lohr) — Tenor Solo Orches-
33053 J tra Acc. Chas. Hart
85c 1 xhe Sunshine of Your Smile— (Cooke-Ray)— Tenor Solo with
Orchestra Chas. Hart
33054
85c 1
• Mother Machree— (Olcott-Ball)— Tenor Solo with Orchestra
Henry Burr
When You and I Were Young, Maggie — (Butterfield) — Tenor
Solo with Orchestra Henry Burr
33055 C ^kide with Me — (Monk) — Soprano-Alto Duet with Orchestra
85c -j Mabel Richardson-Margaret Abbott
(_ Beautiful Isle of Somewhere — (Fearis) Royden D. Massey
„ ' .( A Dream— (Bartlett)— 'Cello with Piano Acc. Albert Taylor
33056 l
85c ■) Simple Confession — (Thome) — 'Cello with Orchestra Acc.
( Albert Taylor
33057
85c
Somewhere a Voice Is Calling — (Tate) — Soprano-Tenor Duet
with Orchestra Grace Kerns-Henry Burr
Beautiful Ohio — (Mary Earl) — Soprano-Alto Duet with
. Orchestra Inez Barbour-Ruth Lennox
Paramount [records are recorded and made exclusively within our
own Laboratories and Plants at New York and Grafton, Wisconsin
THE NEW YORK RECORDING LABORATORIES, Inc.
PORT WASHINGTON WISCONSIN
E. R. GODFREY & SONS CO., Milwaukee
Distributors for Wisconsin, Michigan, Iowa,
Illinois and Indiana
ORDER BLANK
For January Lateral Cut Paramount Records
n ... Record
Quantity Number
_ . Record
Quantity Number
. . Record
Quantity Number
n ... Record
Quantity Number
Advertising
33048
33049
33050
33051
33052
33046
33053
33054
33055
33056
33057
. Supplements
. Hangers
. Envelope Circulars
.Window Announcements
Date
Order No.
Ship to . . . : .
City & State.
Edison Message No. 63
Our advertising plans for 1 920 will
overshadow our past efforts, both in
volume and comprehensiveness.
To visualize the local needs of our
dealers has always been the policy
of our Advertising Department —
consequently the enlarged program
for 1 920 includes greater and more
intensive dealer co-operation than
we have ever extended before.
THOMAS A. EDISON, Inc.
Orange, New Jersey
JOBBERS OF THE NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS
CALIFORNIA
Lo? Angeles— Edison Phonographs,
Ltd.
San Francisco — Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
CONNECTICUT
New Haven — Pardee-Ellenberger
Co., Inc.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph ' Co.
James I. Lyona (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA
Dcs Moines — Harger & Blish. '
Sioux City — Harger St Blish.
LOUISIANA
New Orleans— Diamond Music Co.,
Inc. ' ' i ,
MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of
Detroit
MINNESOTA
Minneapolis — Laurence H.
Luckcr
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City.
St. Louis — Silverstone Music
Co.
MONTANA
Helena — Montana Phonograph
Co. ... '
NEBRASKA
Omaha — Schultz Bros.
NEW YORK
Albany — American Phonograph
Co.
New York — The Phonograph
Corp. of Manhattan.
Syracuse — Frank E. Bolway & Son,
Inc. W. D. Andrews Co.
t Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland — Tlie PhonogTaph Co.
OREGON
Portland — Edison Phonograph
Ltd.
PENNSYLVANIA
Philadelphia — Girard Phono-
graph Co.
Pittsburgh — Buehn Phonograph
Williamsport — \V. A. Myers.
RHODE ISLAND
Providence— J. A. Foster Co.
(Amberola only).
. TEXAS
Dallas — Texas-Oklahoma Phono-
graph Co.
UTAH
Ogden — Proudfit Sporting Goods
Co. rj-j^g,-^
VIRGINIA
Richmond — The C. B. Haynes
Co., Inc.
WISCONSIN
Milwaukee — The Phonograph Co. V -1
of Milwaukee.
CANADA
Montreal— R. S. Williams &
Sons Co., Ltd.
St. John— W. H. Thome & Co.,
Ltd.
Toronto — R. S. Williams & Sons
Co., Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg — R. S. Williams & Sons
Co.. Ltd. . v
Babson Bros. (Amberola only).
Calgary— R. S. Williams & Sons
Co., Ltd.
VOL. XVI. NO. 2
SINGLE COPIES, 25 CENTS
PER YEAH. TWO DOLLARS
makers jd
sellers of
talking^
machines
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, February 15, 1920
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®fte he£t=knoton trafce=mark tn tfje toorlb
Designating tfje prooucts of tjfjc Victor talking Jfflarfnne Co.
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matter May 2, 1905. at the post office at New York, N. V., under the act of Congress of March 3. 1879.
THE TALKING MACHINE WORLD
THE INSTRUMENT OF QUALITY
Looks Better-
CLEAR AS A BELL
Observe the splendid curved design lines in
these upright models. This "bulge" effect,
obtainable only in the finest furniture, is ex-
clusive with Sonora.
Sounds Better-
Is Better-
Sells Better-
Sonora has a matchless, clear, rich, expres-
sive tone which invariably wins when heard
in comparison.
Sonora is famous for its important features,
among which are the powerful, silent, extra-
long-running motor, wooden tone arm, motor
meter which tells how many more, records
can be played without rewinding, tone con-
trol at sound source, ability to play all disc
records, etc.
Sonora is the phonograph that commands cash
payments, and demand is so great that each
year's sales are many times those of the year
preceding.
Sonora is licensed and operates under BASIC PATENTS
of the phonograph industry
Magnificent upright and period models are available
Prices $60 to $1000
Sonora $fjonograpf) Company, 3fnc.
GEOR.GE E. BRIGHTSON, President
NEW YORK: 279 Broadway Canadian Distributors: I. Montagnes & Co., Toronto
'Write the jobber who covers your territory. See double-page advertisement in this issue.
The Highest Class Talking Machine in the World
fil'iiiiflrtfaMuiiflfillii
The Talking Machine World
Vol. 16. No. 2
IMPORTANT ELYEA CO. MOVE
Elyea Talking Machine Co. Organized in At-
lanta as Wholesale Victor Jobbers With B. F.
Bibighaus as Manager of the Business
Atlanta, Ga., February 5. — On February 1 the
Victor department of the Elyea Co. separated
the Victor jobbing business from the other
wholesale interests which the Elyea Co. is con-
nected with. Hereafter, all activities as whole-
sale distributors of Victor merchandise will be
carried on by the Elyea Talking Machine Co.
at their headquarters, 11 North Pryor street,
this city. The advantages of this separation to
the dealer are obvious in that it will place at
his disposal at all times the skilled service and
experience of a highly specialized and exclusive
talking machine organization. The new quar-
ters will have available 10,000 square feet of
floor space. Attractive offices, reception rooms
and model shop are now being installed by the
Unit Construction Co. When complete the
Elyea Talking Machine Co. will be equipped to
give its trade the highest possible service and
co-operation.
B. F. Bibighaus, the newly appointed mana-
ger of the Victor department, will be in active
charge of the operation of the new company.
He will be assisted on the outside by W. R.
Louis, former member of the traveling depart-
ment of the Victor Co.
With the opening of the new establishment,
the following announcement was received from
C. L. Elyea, general manager of the Elyea Co.:
"We bespeak for the Elyea Talking Machine
Co. the continuance of your high confidence and
support. We are certain the new organization
will prove to be to the very best interest of
the Victor trade."'
THE SMILE AND THE LAUGH WIN
The Salesman With the Song in His Throat,
Even During the Moulting Season, Makes the
Dotted Line a Long Line of Success
"There's a fellow I am always glad to see,"
commented the talking machine jobber, neurot-
ically inclined. "He comes with a smile and
goes with a smile, no matter how rough the
sledding may have been. He is the finest liver
tonic in the world, and that smile and hearty
laugh of his will rout a whole battalion of blue
devils. That fellow places me in his debt every
time he opens my door and his mouth. If things
are in a snarl he doesn't make them snarlier by
another snarl.
"It makes me ashamed of myself when I am
inclined to tear my hair and snort like low
water at the suction end of an injector to see
him sitting there with a smile, purring like a
warm cat.
"Talk about 'salesmanship' all you want,
'knowing your line' and 'method of approach';
but it isn't worth a whoop in hell if it's tied up
in crape. The salesman who wears a golden
smile that the weather won't rub off will be
the boy who will make the dotted line a life
line.
"The fellow with a long face might have a
long head, but he never makes you long for his
company. Give me the bird that has a song
in his throat even during the moulting season."
RUCKABER BUYS ZATKINS STORE
Stamford, Conn., February 6. — The Victor es-
tablishment formerly owned by Samuel Zatkins,
of this city, has been purchased by Ruckaber
Bros, and has been named the "Arthoria." This
store handles the Victor line exclusively, and an
aggressive and consistent newspaper advertising
campaign is a feature of its merchandising
plans.
New York, February 15, 1920
MANDEL CO. OFFICES IN NEW YORK
Mandel Mfg. Co. to Establish Distributing
Headquarters in This City for Convenience of
Retailers Handling Mandel Phonographs
Ben Redler and J. A. Lund, of the sales staff
of the Mandel Manufacturing Co., Chicago, are
at present in New York for the purpose of
establishing permanent Eastern headquarters in
this city for the display and handling of the
Mandel products. Mr. Redler is making his
headquarters at the Hotel Pennsylvania, where
he is exhibiting a half dozen of the latest models
of Mandel machines, and has succeeded in plac-
ing the line with several prominent houses in
and about New York City.
Mr. Redler's son, Norman J. Redler, who has
been spending some time studying practical
operations in the Mandel plant in Chicago, will
be in charge. of the service department at the
New York offices, where his advice and services
will be available to dealers.
Mandel phonographs are made entirely by the
company, all the motors, tone arms, sound
boxes and cabinets being turned out by that
company in their own plant and most of them
under exclusive patents. There has been re-
cently introduced a new and improved type of
motor, strong, but smooth running, and so de-
signed that dealers in replacing broken springs
can remove the entire spring cage without diffi-
culty and insert a new cage with a new spring
in position.
Mr. Redler hopes to locate the New York
offices in the mid-town section, where they will
be in the center of business activities and con-
venient to various transportation routes.
EXCELLENT EXAMPLE OF DISPLAY
L. Bamberger & Co. Combine Art and Simplic-
ity in Brunswick Window Display — Green,
Gray and Silver Mingled in Pleasing Harmony
There is no doubt that talking machine deal-
ers these days are paying more attention to
their window displays and are planning them
A Recent Bamberger Window
with the same careful thought for effect that
they use in their own organizations. Simplicity
of display and unity of appeal and power to
produce upon the mind of the observer a single
impression which will ultimately lead him into
the store to buy is the goal of the modern win-
dow display. The window shown here is that
of L. Bamberger & Co., Newark, N. J., and is
an excellent example of an effective window
display. The lighting of this window was an
artistic combination of green, silver and gray
in which the Brunswick phonographs are dis-
played in a most pleasing manner.
Mrs. Browning of the Indianapolis Talking
Machine Co. and Miss Hobson of the Stewart
Talking Machine Co., with a Victrola XXV and
supply of children's records, formed one part
of the many-ringed circus at the annual Shrine
party given for about seven hundred children
in the Indianapolis Murat Temple, recently.
Price Twenty-five Cents
MICKEL CO. DISCONTINUE RETAIL
Mickel Music House Buys Retail Interests and
Organizes With Capital of $500,000 — To E»-
pand the Musical Lines Which They. Handle
Omaha, Neb., February 6. — An important advent
in the talking machine trade is the announce-
ment by George E. Mickel, president of the
Mickel Bros. Co., Victor distributors, this city,
that the company has disposed of its retail
establishments.
R. D. Gaston of Hastings, and Will E. Mickel
of Omaha have formed a new company known
as the Mickel Music House and have purchased
from the Mickel Brothers Co. their entire inter-
ests. The newly formed retail company will con-
tinue business at Fifteenth and Harney streets.
This change leaves the Mickel Bros. Co. free
to devote their time exclusively to the whole-
sale business. The new company through the
authorized capital stock of $500,000 will add
many new features to the present business, it
being the purpose of the Mickel Music House
to carry a complete line of pianos and Vic-
trolas, as well as small musical instruments.
The entire second floor of the Mickel Build-
ing is to be remodeled into an elaborate sales-
room and at the same time an electric elevator
will be installed to make this salesroom as easy
of access as though it were on the ground floor.
One of the most distinct innovations of the
music house will be a cpncert ticket booth.
Hereafter the big concerts to be given in
Omaha will be ticketed from here.
R. D. Gaston, who becomes president, has
had a wide experience in the music field, while
Will E. Mickel, who becomes general manager
of the Mickel Music House, is thoroughly fa-
miliar with the Victor business.
NEW PLANT FOR CARDINAL CO.
Capital Increase From $10,000 to $800,000 Also
Announced — Many Unfilled Orders on Hand
Newark, O., February 3. — Newark is to be the
future home of the Cardinal Phonograph Co.,
which has increased its capital from $10,000 to
$800,000. The increase is made necessary by
the large demand for the Cardinal talking ma-
chine, the company having $30,000 worth of
unfilled orders on hand, although the plant now
located at Zanesville is running to capacity.
The sale of the new issue of stock has begun,
being handled by the Ohio Securities Co. As
soon as possible the company will erect a mod-
ern, well-equipped manufacturing plant in New-
ark. It will parallel the Pennsylvania Railroad,
and will make it possible to more than double
the present output.
Recently the company had inquiries from
Cuba concerning its product, but has been un-
able to touch that field, owing to the lack of
machines. George W. Hayden, of the Hayden
Insurance Co., is president of the company and
A. E. Querinjean is sales manager. Mr.
Querinjean is a practical phonograph man,
being widely known in that line of endeavor over
the country. The plant is managed by George
Hayden, Jr.
FORM CENOLA TALKING MACHINE CO.
The Cenola Talking Machine Co., Boston,
Mass., has been incorporated to do business in
talking machines and other musical instruments.
The capital is $50,000 and the incorporators are
Will iam B. Gulliver, Alfred A. Tutin and James
H. Burns. In addition to the Boston office,
there will be a branch in New York City.
Extending payments over an unreasonable
time always was a questionable practice. To-day
it is an absolutely unnecessary practice.
4
THE TALKING MACHINE WORLD
February 15, 1920
iiuiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiii iiaiiuinnuinnuiuiimmiiimniiiniiumiimiiiiiiiimu^fiiiiiifu^
Why Wide spread Advertising Does Not
Increase the Cost of the Product Advertised
tand- m
of dollars. =
illllllllllllllllllllllll
As was to be expected, there has developed in
the talking machine trade the type of salesman,
both wholesale and retail, who declares earn-
estly that his particular type of instrument can
be offered at a lower price than some s1"
ard makes of the same size because his com-
pany is not saddled with an advertising expense
lunning into hundreds of thousands
He explains very carefully, and the argument is
as old as the hills, that the amount thus saved
on advertising is put into the machine m part,
and the balance given to the trade and public in
lower prices and greater discounts. The argu-
ment is good so far as it goes, but it doesn t
go far enough.
The very fact that the salesman
mand for his instruments is due to the millions
of dollars that have been spent m advertising
well-known talking machines in practically every
possible way, and for many years. The public is
of talking machines, and
dealer to-day does not
llllllllllllllllllllllllllllli
tively small numbers. There is no hokus-pokus
about it. It is simply the natural result of con-
ditions.
If the salesman is able to explain some origi-
finds a de- s
Steady Advertising,
by Increasing Demand
and Therefore Output,
Serves to Lower the
Cost of Production . .
sold on the matter
the manufacturer and
have to sell the idea, but has simply to con-
the prospect that this is the particular
make the purchase and that he has
vince
time to
nal manufacturing methods that make it pos-
sible for his company to keep their machines of
good quality and still offer them at less than
the average market price of other machines of
llllllllllllllllllllllllllllllllllllli
similar grade, then his argument is worth while
listening to, but widespread advertising never
has been, and never will be, responsible for the
higher cost of any manufactured product.
It does not mean that an output of a thou-
sand machines a year will warrant a $2,000,000
expenditure which can be absorbed by econo-
mies in production cost, but an advertising expen-
diture based on an output of 1,000 machines a
year will result in increased demand and the
production of 2,000 machines, and so on, and
for the average talking machine dealer, espe-
cially one who has been long established and
owes much of his success to the fact that the
manufacturers have practically forced trade into
his store through their advertising, the relation
of the advertising cost to the cost of the prod-
uct itself does not afford the basis of argument
worthy of any deep consideration. If it had not
been for advertising — the most liberal advertis-
ing the world has seen — the talking machine
industry to-day would be, as a matter of fact, a
weak, puny infant, and many of the dealers
would be engaged in much harder and less lucra-
tive work.
the partici.'.ar machine that should be purchased.
Advertising, if properly conducted, does not
TALKING MACHINE EXPORTS GROW
As a matter
cost and for
for
takes
increase the cost of any article,
of fact, it tends to decrease the
this reason: Advertising conducted on a broad,
generous plan serves to stimulate retail sales,
this in turn stimulates the demand at the fac-
tory and permits of quantity production, with
the result that many of the advertised prod-
ucts to-day offer far more value in quantity and
quality at a price lower than that demanded
unadvertised products of a lower grade, it
little time for the saving through
quantity production of a product to more than
offset the advertising expenditures.
The talking machine trade itself can afford
definite proof of this statement. A visit to
the factories of the leading advertisers shows
production carried on with machine-like pre-
cision in an effort to meet with the demands that
advertising has developed. Measured m terms
of quality, unit for unit, it will be found that
the highly advertised line, and therefore the
line of machines most in demand, are turned
out at a cost much lower than is possible
with machines that are produced in compara-
Exports, Including Records, for Eleven Months
Ending November 1919 Total $5,472,393—
Total for Month Shows Increase of $198,432
Washington, D. C, February 5.— In the sum-
mary of exports and imports of the United
States for the month of November, 1919 (the
latest period for which it has been compiled),
which has just been issued, the following fig-
ures on talking machines and records are pre-
sented:
The dutiable imports of talking machines and
parts during November, 1919, amounted in value
to $44,488, as compared with $16,550 worth
which were imported during the same month
of 1918. The eleven months total ending No-
vember, 1919, showed importations valued at
$490,410, as compared with $297,424 worth of
talking machines and parts imported during the
same period of 1918.
Talking machines to the number of 6,535
valued at $343,896, were exported in November,
1919, as compared with 4,929 talking machines,
valued at $145,473, sent abroad in the same pe-
riod of 1918. The eleven months total showed
that we exported 58,871 talking machines, valued
at $2,161,295, as against 59,604 talking machines,
valued at $1,772,716 in 1918, and 79,117 talking
machines, valued at $2,090,371, in 1917.
The total exports of records and supplies for
November, 1919, were valued at $488,445, as
compared with $262,026 in November, 1918. For
the eleven months ending November, 1919, rec-
ords and accessories were exported, valued at
$3,311,098, in 1918, $2,104,778, and in 1917
$1,663,196.
C. B. ESTABROOK NOW IN OHIO
In compliance with his request that he be
transferred to territory near his home in Day-
ton, O., the Victor Talking Machine Co. has
moved C. B. Estabrook to western Ohio. He
was formerly Victor field representative in In-
diana and Kentucky and is succeeded in this
field by Cuyler Supplee.
The Imperial Talking Machine Co., Philadel-
phia, Pa., has been incorporated with a capital
of $5,000 by Vincent Farina.
Figure No 1 shows the cabinet in uniform when
equipped with 10 in. container> a 12 in^cover to-
gether with a regular 12tin. album. ; -
SIMPLIFIED INDEX SYSTEM
Chicago, III.: T. J. Cullen
Cole & Dunas Music Co.
Milwaukee: Yahr & Lange Drug Co.
Pittsburgh, Pa.: TheJReed Co., 237 Fifth Ave.
San Francisco, Cal.: The, Walter S. Gray Co.
New York: Plaza Music Co., 18 W. 20th Street
Amalgamated Phonograph Accessories Corp.,
Chicago fac-
tory is now
in full swing
on the loose
leaf record
album.
Redoubled factory
space gives us facil-
ities that save money
and time for you.
Quotations F.O.B.
N. Y. or Chicago.
Our Album is constructed
under our own patents
for durability and style.
Figure No. 2 Illustrates a 10 in. container with a 12 in.
cover ; also shows the staples lifted from" position for
removal of pockets should they become worn.
Figure No. 3 shows the
staples replaced into posi-
tion by means of pressure
of thumb.
54-56 Bleecker St., N. Y.
NEW YORK ALBUM & CARD CO., Inc.
Executive Office and Factory: 23-25 LISPENARD STREET, NEW YORK
Chicago Factory: 415-17 S. JEFFERSON STREET, CHICAGO
ALBUM
FOR RECORDS
THAT HAS A RECORD
February 15, 1920
THE TALKING MACHINE WORLD
S
Victor
Supremacy
Victrola IV, $25
Oak
Victor supremacy is the surest
index of which way the trade goes.
It spells success for every Victor
retailer.
Victrola VIII, $50
Oak
"Victrola" is the Registered Trademark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Wholesalers
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Elyea Company.
Phillips & Crew Piano Co.
Baltimore, Md Coben & Hughes.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. ..Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams.
Buffalo, N. Y W. D. & C. N. Andrews.
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt. ...American Phonograph Co.
Butte, Mont ,. .Orion Bros.
Chicago, 111 Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The W. H. Buescher & Sons
Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Honolulu, T. H. ...Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas.
Indianapolis, Ind. ..Stewart Talking Machine Co.
Jacksonville, Fla. ..Florida Talking Machine Co.
Kansas City, Mo. ..J. W. Jenkins Sons Music
Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Los Angeles, Cal. ..Sherman, Clay & Co.
Memphis, Tenn. ....O. K. Houck Piano Co.
Milwaukee, Wis. ...Badger Talking Machine Co.
Minneapolis, Mlnn..Beckwith, O'Neill Co.
Mobile, Ala Wm. H. Reynalds.
Newark, N. J Collings & Price Co.
New Haven, Conn.. The Horton-Gallo-Creamer
Co.
New Orleans, La. .. .Philip Werlein, Ltd.
New York, N. Y. ... .Blackman Talking Mach. Co.
Emanuel Blout.
C^ Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Landay Bros., Inc.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Omaha, Nebr A. Hospe Co.
Mickel Bros. Co.
Peoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa. . ..Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y....E. J. Chapman.
Salt Lake City, C.The John Elliott Clark Co.
San Francisco, Cal.. Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y......W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C. Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola X, $110
Mahogany or oak
Victrola XVI, $250
Victrola XVI, electric, $312.50
Mahogany or oak
mm
MS MASTERS VOICE" ,
REG. US. PAT OFF. -i*^
6
THE TALKING MACHINE WORLD
February 15, 1920
AN IMPORTANT ACCESSORY— ALBUMS FOR FILING DISC RECORDS
The enormous demand for "National" Record Albums keeps apace with the ever increasing demand for machines and records, and
our output capacity has been enlarged to meet the greater needed supply. Record Albums have proved themselves to be the best and most con-
venient, as well as economic, method of filing and keeping disc records.
THE ALBUM
soon pays for itself in time-
saving and preserving records.
The initial- cost is really an in-
vestment which comes back four-
fold.
MAKING THEIR SELECTION
Illustrating the daily actual usage of the Album,
the most convenient and satisfactory record filing
system extant.
THE PERFECT PLAN
The pockets holding the records are substantially
made from strong fibre stock, firmly joined together
and bound in attractive covers.
A PLACE FOR EVERY RECORD AND EVERY RECORD IN ITS PLACE
Albums are an Indispensable Requisite in the talking machine business and wherever records are sold. An accessory that is neces-
sary aad worth while. Practical and handy. Save time and records. A profitable adjunct to the business. All owners of machines and records
want Albums to file and preserve their records.
We manufacture disc Record Album containing 12 pockets to fit cabinets of all sizes and styles. We also make Albums containing
17 pockets. With the indexes they are a complete system for filing all disc records.
For durability, finish and artistic design, our Albums are unsurpassed. We have unexcelled manufacturing facilities, and considering
quality our prices are the lowest. Write us, giving quantity you may desire, and we will quote prices.
WE MAKE ALBUMS TO CONTAIN VICTOR, COLUMBIA, EDISON, PATHE AND ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO. - 239 S. American Street -
CHICAGO OFFICE: 508 S. Dearborn Street
PHILADELPHIA, PA.
PRESTONIA MFG. CO. NEARLY READY HEAR VOICES OF PAST MASTERS
Louisville Concern to Make Cabinets for Pathe
Freres Phonograph Co.
Louisville, Ky., February 2. — The Prestonia
Mfg. Co., which is capitalized at $250,000, and
already holds $1,000,000 worth of contracts for
business during its first year, will shortly begin
operations making phonograph cabinets for the
Pathe Freres Phonograph Co. The four large
buildings constituting the plant are now near-
ing completion and will be connected with the
Southern Railway by a spur. A total of 60,000
square feet will be available for manufacturing
purposes. The organization is a strong one.
EDWARD ALLER IN NEW LOCATION
Trenton Repair Man to Expand Business and
Add Talking Machines
Edward Aller, Trenton, N. J., has recently re-
located his business and is now at Centre and
Cooper streets. This dealer has specialized in
records and repairs . exclusively. To the Gen-
nett line of records, handled by him for some
time, has now been added the Okeh lateral cut
line of records. Demonstration booths are be-
ing installed and a line of talking machines will
be taken on in the near future.
ORGANIZE TALKING=PH0N0. CORP-
The Talking-Phono. Corp., Manhattan, has
been incorporated with a capital stock of $200,-
000 by A. C. Head, T. A. Schickling and E. M.
Cuppinger, 248 Central avenue, Brooklyn, N. Y.
The Six-Records-in-One Phonograph Co. has
been incorporated in Cincinnati, O., with a
capital stock of $50,000. The incorporators are
C. M. Carter, J. B. Towler, Leon Goldberg, O.
M. Outcault, G. Shoemaker, D. S. Buchanan, Jr.,
and G. L. Schulte.
Crescent Lodge of Masons Hear Records Made
of Speeches Many Years Ago
Voices of past masters of the Crescent Lodge
of Masons, as recorded on the first Edison pho-
nographs on exhibition in Pittsfield, Mass., were
brought back to the members of that lodge by
Harlan H. Ballard at a recent meeting of the
540 members of the lodge in central and south-
ern Berkshire held in the Masonic Temple in
Pittsfield. Some of these records were made in
1891 and others in 1899. Among the voices pre-
served were those of Mr. Ballard himself, S.
Chester Lyon, the late Charles C. 'Wright, father
of Charles Hewitt Wright; Hezekiah Russell,
and William P. Wood. The demonstration
showed the possibilities of preserving noted
speeches in the future.
Immediate
Delivery
T^\EALERS make money on
Dusonto Phonographs because
they sell easily, because owners
recommend them to friends, because
discounts and terms are liberal.
The Belcanto Company, Inc.
2007-B Bush Terminal Sales Building
130-132 We«t 42nd Street, New York
February 15, 1920
THE TALKING MACHINE WORLD
7
Victroln IV, $25
Oak
Victrola VI, $35
Mahogany or oak
Victrola VIII, $50
Oak
Victrola IX, $70
Mahogany or oak
Victrola X, W $110
Mahogany or oak
Victor
Supremacy
is self-evident
It is the supremacy of achieve-
ment— of great things actually ac-
complished.
And it brings success to Victor
retailers everywhere.
"Victrola" is the Registered Trade mark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The u»e of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used ,
together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola XI, $130
Mahogany, oak or walnut
Victrola XIV, $200
Mahogany, oak or walnut
Victrola XVI, $250
Victrola XVI, electric, $312.50
Mahogany or oak
Victrola XVII, $300
Victrola XVII, electric. $365
Mahogany or oak
8
THE TALKING MACHINE WORLD
February 15, 1920
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President.
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 3/3
Fourth Ave., New York; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
L. M. ROBINSON, Advertising Manager
Trade Representatives: Wilson D. Bush, C. Chace, Edward Lyman Bill. V. D. Walsh,
E. B. Munch, Chas. A. Leonard, Scott Kingwill, L. E. Bowers, A. J. Nicklix
Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,
Wabash 5774.
Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the
principal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per Year;
Canada, $3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS : $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones— Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, FEBRUARY 15, 1920
TALKING MACHINES AT THE MUSIC SHOW
THE National Music Show, which has just come to a close in
New York, represented the most comprehensive display of musi-
cal instruments ever shown under one roof. A conservative esti-
mate placed the value of the musical instruments and accessories
displayed as in excess of one million dollars, with at least one ex-
hibit worth something over $100,000. At the Show the talking
machine was very much in evidence. There were talking machines
listed at several thousand dollars that attracted unlimited attention
from the crowds who attended. Recording artists of national repu-
tation were featured prominently in the public recitals given at the
Grand Central Palace several times each day. The latest records
served to keep the booths of the various manufacturers well filled
every afternoon and evening, and there was not a person who
attended the Show who did not go away with a new conception
regarding the importance and scope of the talking machine industry
regardless of what personal interest he might or might not take in
the trade.
It was well that the talking machine interests were so well repre-
sented at the Show in association with the other branches of the
music industry. It served to emphasize the fact that this newest
development in the musical world— as some people term it — was a
very healthy infant, and had grown to a size where it came close to
dominating the rest of the industry. Some day, perhaps, there will
be an entire show devoted exclusively to talking machines, but for
the moment the National Music Show more than served the purpose.
INCREASE IN RETAIL PRICES OF RECORDS |
ONE of the most important topics of discussion in the industry
today is the necessity and probability of an increase in the
retail prices of records. Several prominent record manufacturers
have already advised their dealers that such an increase is now in
effect, and, in all likelihood, announcements of similar tenor by
other manufacturers will be made in the very near future.
It is not difficult to understand why a new schedule of record
retail prices must be asked by the record manufacturer. The tre-
mendous and unprecedented advance in the cost of shellac has been
one of the outstanding features of the record trade for the past
few months. This vital product in record manufacture continues
to advance in price, and apparently there is no limit to the figure
that will be asked for the better grades of shellac as time passes.
It is primarily a case of the supply being far less than the demand
and, with the demand constantly growing, the price is growing pro-
portionately.
Shellac, however, is only one of the raw materials that has in-
creased in price far beyond all expectations, for it is a well-known
fact that every material entering into the manufacture of records
has also steadily grown in cost and, according to current market
reports, will continue to advance in price for some time to come.
Added to the new prices for raw material is the very substan-
tial increase in the cost of labor. In every department of the record
manufacturing plant the employes are receiving considerably more
in wages than ever before. New wage schedules are being adopted
regularly and, needless to say, these schedules invariably add to the
manufacturing cost of the record.
It is admitted by the great majority of the trade that retail
prices of records can be advanced without a lessening of the busi-
ness volume. In fact, many of the dealers have advised record
manufacturers that an increase in the retail price of records will
not only meet with their approval, but will represent additional busi-
ness. When it is considered that the retail price of records, as com-
pared with prices in pre-war days, has advanced trivially, the justi-
fication of a new price schedule can readily be recognized. In com-
parison with products in other industries, the price of records has
been one of the great exceptions in the business world, as prac-
tically every other product has increased in price substantially since
pre-war times ; this increase being brought about by high-water
marks for raw material and substantial advances >n labor costs.
IT PAYS TO VISIT THE FACTORIES
A NUMBER of prominent talking machine manufacturers dur-
ing the past year or so have encouraged their dealers to pay
visits of inspection to their plants with a view to showing them not
only how machines and records are made, but demonstrating to
them just what is being done to catch up on the production and to
utilize the facilities of the plant to the limit in an effort to supply
sufficient goods. Even when conditions get on a more normal
basis, it would seem well to continue to encourage the visits of
dealers, and particularly their salesmen, to the various factories
and there explain in detail the various processes of manufacture.
Certain it is that such visits tend to afford a comprehensive idea
of just what goes into the machine and record, and enable the sales-
man to add to his fund of selling information. There is no question
but that a salesman who can talk authoritatively, when necessary,
regarding the mechanical details of a certain machine, together
with the various processes involved in its manufacture, can inspire
desired confidence on the part of the consumer.
STATISTICS NOT ALWAYS DRY READING
THE reports of the various Government departments are, as a
rule, so given over to statistics that there is presented little ma-
terial of real interest to any special industry. As with all rules,
however, there are exceptions in the matter of Federal Government
reports, and one of these exceptions is the report of the Com-
missioner of Internal Revenue covering taxes paid up to and
including June 30, 1919. under the War Revenue Laws. The fig-
ures, which are presented in full in another section of The World
this month, bring to attention the interesting fact that musical instru-
ments, and particularly talking machines, have done their full share,
through the medium of excise taxes, in financing the Government.
Both New York and Chicago claim to be the musical instrument
manufacturing centers of the United States, but the Internal Revenue
figures show that in the actual amount of war excise taxes paid on
musical instruments under the War Revenue Act of 1917 the Dis-
trict of Connecticut stands well in front with a total of $635,276.56,
as compared with a total of $333,156.18 for the First, Second and
Third New York Districts, taking in the metropolitan area, and
$383,435.59 for the First District in Illinois, taking in Chicago. The
First New Jersey District, in which the city of Camden is located,
returned $447,384.35, and the Fifth District in the same State, tak-
ing in Orange, reported $223,761.52.
It does not take any great detective power to discover that the
greatest returns were from those districts in which the Victor.
February 15, 1920
THE TALKING MACHINE WORLD
9
Columbia and Edison factories are located, and talking machine
factories without doubt helped a great deal in the Chicago district.
Inasmuch as the taxes reported were on the basis of 3 per cent on
the manufacturer's price, it will be seen that in the leading Connecti-
cut District alone the production of musical instruments to the value
of over $21,000,000 was reported. Of course, this amount includes
returns from the tax on music rolls and piano-players, two of the
largest concerns making music rolls being located in that State.
The States of North and South Dakota, combined in one district,
took the booby prize with a total return of twelve cents. In other
words, somebody in those States manufactured something in the
form of a musical instrument valued at four dollars.
KEEP IN TOUCH WITH MUSIC ADVANCEMENT
THE talking machine, almost since the time of its inception, has
been a tremendous factor in the development of musical knowl-
edge and appreciation on the part of the public, both in the school
and in the home. As a matter of fact, talking machines and records
have accomplished more in this direction than all the other mediums
in the music trade and profession combined. But now the work of
music advancement has been developed along broader lines — along
lines calculated to bring results to the industry as a whole rather than
to any one particular section of the industry — and the talking
machine trade should not lag behind in lending earnest support to
this broadened movement.
It has been said that since the war America has jumped to
the forefront as the leading musical nation of the world, but it rests
with the trade and profession as a whole to keep that interest in
music constantly alive. The work of the talking machine trade
along certain lines has been so successful that it would be fool-
hardy to abandon the tried and true methods in order to support
new ideas. Members of the trade can still remain true to the old
traditions and find enough surplus energy to devote to the work of
music advancement as a whole. Every band or orchestra concert,
every community sing, and every music memory contest in arous-
ing musical interest is, at the same time, creating a direct interest
in the instruments that produce music, and among such instruments
the talking machine stands well to the front.
WHY THE RECORD SHORTAGE PERSISTS
DESPITE the number of new talking machine record manu-
facturers that have entered the field in the past couple of
years there is still reported a distinct shortage in many lines of
records, the shortage being particularly apparent among the popular
numbers. It has been declared that the scarcity and high cost of
shellac has served to interfere with record production. The indi-
cations are that while this problem is a vital one, the necessity of
taking care of the steadily increasing demand by securing sufficient
new equipment is also important.
In considering the record question it must be remembered that
record production has not in any sense kept up with machine pro-
duction, so far as the trade as a whole is concerned. So-called
talking machine manufacturers have sprung up over night and with
a few thousand dollars in capital have purchased cabinets here,
mechanisms there, and begun assembling. Other concerns have
taken over woodworking plants and made their own cabinets while
buying the metal parts, and still others have engaged in the business
in a big way, making practically the entire machine. Such of these
new concerns who have attempted to make records could be counted
on the fingers of one hand, and the thousands of machines they
have put on the market have been, and must be, supplied with
records from the factories of the old standard companies or the
newer exclusive record companies that have sprung up. ,
Records cannot be turned out in a week or in a month. It takes
considerable time in the first place to get presses, and the output of
a single press does not do very much to relieve congestion. The
record makers are going ahead at full speed, and are increasing
facilities as rapidly as possible, but there is an overwhelming-
demand to take care of. It is a condition where one branch of the
trade has developed easily and rapidly, and has far out-distanced
the other and most necessary branches. Machines without rec-
ords are useless, and the public, realizing that fact, want
their records promptly. In the opinion of authorities it will be
many months before machine and record production can be said to
balance, for every new machine sold is declared to mean the ab-
sorption of a full half day's output of an ordinary record pres§.
THE PERPETUATION OF A TYPE
THE recent passing of Cal Stewart, whose "Uncle Josh" records
have been familiar in the majority of American homes quite as
long as has the talking machine itself been in common use, offers a
significant lesson in just what the talking machine record means in
perpetuating the actual voice and characterization.
The "Uncle Josh" of Cal Stewart was, in its fullest sense, not
the portrayal of a humorous character only, but the reflection of a
distinct type of simple, earnest hardworking Americans, crude and
unsophisticated perhaps, but nevertheless responsible for much of
the solid progress of the country. This rural type has now prac-
tically passed away with the coming of the automobile and other
means of interurban transportation, the telephone and other modern
inventions to bring people closer together and keep them in touch
with the world in general. But, although the type has passed in the
flesh, it may still be understood and appreciated by Americans of
generations to come, not through the medium of dry volumes of his-
tory, but through the actual living voice of one who lived among
and studied these solid citizens.
So long as music in its present form can be read and understood
there will be singers who can record the old songs, but there has
been, and can only be, one Cal Stewart and his "Uncle Josh."
0m Way to #et JffluStc
' — and it is a "music show " all your own, but we don't recom-
mend it. There are too many good Victor Records by the world's
greatest artists.
And the Price of a theatre ticket secures three to six selections.
Do your customers know it f
If they don't, whose fault is it when the additional record profits
are shunted into the other fellow's jeans f
SILAS E. PEARSALL COMPANY
WHOLESALE ONLY
Victrolas and Victor Records 10 East 39th Street, New York
10
THE TALKING MACHINE WORLD
February 15, 1920
!IIIIIIIII!!ffl!llll!l!llll!llll!
The Selling of Quality Products Actually!
Encourages Economical Buying - bv k. a. James |
There are two dominant ideas that both talk-
ing machine manufacturers and dealers should
bear in mind in connection with the develop-
ment of their business during the year just
starting, according to a member of the trade
who has given much thought to conditions. The
first idea is to maintain and encourage the mar-
keting of quality products. The second idea is
to overcome the attitude of certain outside ele-
ments who apparently incline toward the belief
that musical instruments of all kinds, including
talking machines, should be classed as luxuries.
The development of the quality idea, which is
to a large extent an inter-trade problem, we
will consider first. The experience of retailers
for the last year or two has been that the pub-
lic demands machines, and for that matter rec-
ords, of the better and more expensive grade.
More than one wholesaler or retailer has had
considerable storage space filled with small, in-
expensive models of machines, while customers
were walking out of his store because they could
not secure machines selling at $100 or more.
The increases that have been made in the prices
of machines, as a result of heavier production
costs, have not in any way affected the demand
for the best.
There are certain people who might claim
that this call for higher priced machines reflects
the tendency of the public towards extravagance,
that a great majority of buyers would do better
to buy lower priced outfits and save some of
their money, but this same charge of extrava-
gance has been made in connection with the
demand for every other form of manufactured
product, essential or non-essential. Clothing,
for instance, has increased in price to a point
where the cheapest of suits now costs more
than the high class clothing of a few years ago.
The result is that the man who is called upon
to pay $50 or $60 for a suit of questionable qual-
ity feels that it is a matter of economy to pay
from $80 to $100 for clothing of high standard
that will give longer wear. The same rule fol-
lows in connection with other purchases, and
probably applies even in the matter of talking
machines. Having the money in hand, the cus-
tomer feels that it is a matter of wisdom and
economy to purchase at the outset a machine
that promises to meet all his desires and gives
permanent satisfaction.
The retailer must do his part in encouraging
this appreciation of quality. Money is plenti-
ful, and he is doing his customer a real service
in placing in his hands a machine that will
measure up to expectations at all times. The
appeal of the cheaper machine comes when some
instrument is wanted for a vacation period, or
when the customer hesitates about making a
heavy investment until he has tested out the
idea in cheaper form.
This adherence to the quality ideal, however,
is not in any sense confined to the present pe-
riod, for the existing situation is taking care of
itself. The test will come a little later on when
production is greater, machines more plentiful
and competition for business develops. At that
time the maintenance of quality principles will
not be simply following the line of least resis-
tance, but will mean the overcoming of any
tendencies to advance the argument of cheap-
ness as a factor in competition.
The trade has had its experience with cheap
machines, where the price question totally
eclipsed the factor of quality, and the experience
was not a pleasant one. It was proven that even
with quantity production there was a certain
fixed minimum of cost below which quality could
not be considered in any sense. The argument
was used that the sale of machines at a few
dollars each served to acquaint the purchaser with
the desirability of becoming possessed of a
iiiiiiiiiiiiiiiiiiiiiinnii
larger and more elaborate machine. It may have
been that in some few cases this result was
accomplished, but it is certain that in an equal
number of cases the unsatisfactory performance
of a cheap machine, the squeaky soundbox and
the jerky motor, served to disgust the purchaser
with talking machines for all time.
The public has been educated to demand qual-
ity and to appreciate it. The talking machine
trade has for the most part been built on the
quality argument. It is well, therefore, that
every factor in the trade should support the
quality idea. Let there be competition, but let
it be the competition of quality rather than of
price. This insures the health of the industry.
IIIIII1IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIM
Coming to the second idea for manufacturers
and retailers to consider during the New Year,
we find that a certain element among business
men and financiers is decrying the extrava-
gance of the working class. They state that in-
stead of saving a goodly proportion of their
greatly increased earnings workingmen are in-
dulging their tastes for "luxury" by spending
their money recklessly. The fact that workers
are buying high-class pianos and talking ma-
chines is one of the arguments advanced to
prove that they are not conserving their finan-
cial resources for the rainy days in the future.
Every talking machine dealer will find this
(Continued on page 11)
The Home of Peerless Albums
MAKERS OF
ll}Pcord Albums
phonograph KecoraAlu _
In this building we have the most up-to-date and complete
Album Factory in America
22,000 sq. ft. devoted solely to the
manufacture of PEERLESS ALBUMS
PEERLESS ALBUM COMPANY
PHIL RAVIS, President
43-49 Bleecker Street NEW YORK CITY
BOSTON
L. W. Hough, 20 Sudbury Street
Representative* :
CHICAGO
W. A. Carter, 57 Ea«t Jackson Blvd.
The Talking Machine World
NATIONAL ADVERTISING
OF THE
AEOLIA N-VOCALION
AND THE
VOCALION RECORD
EVERY four weeks, for
nearly two years, full
pages in color, adver-
tising the Aeolian-Vocalion
and Vocalion Record have
been appearing in the Satur-
day Evening Post and other
publications.
These pages form a cam-
paign that has attracted an
unusual amount of attention
from the advertising profes-
sion and the public. In
design, in use of color, in
typography and copy, they
are credited with setting a
new standard of excellence.
In doing so, these pages
but reflect the superiority of
the goods they advertise, and
the skill, initiative and ideals
of the firm that manufac-
tures them. Aeolian leader-
ship is proverbial in every
line of its activity.
The effect of Vocalion
National Advertising on the
public has been marked.
One medium used, the Sat-
urday Evening Post, has an
enormous circulation of over
2,000,000 copies and goes to
every city, town and hamlet
in the United States. Every
four weeks, to all these
countless people, the story
of the Vocalion is told and
told in a manner to carry
the conviction of its su-
premacy in the phonograph
field.
Merchants who appre-
ciate what such publicity
means and who desire to
strengthen their prestige and
increase their profits, by
handling the phonograph
whose superiority is every-
where conceded, are invited
to communicate with
The Aeolian Company, as
there is still open territory
available.
The Talking Machine World
I have enjoyed hours and hours of delightful music with the
AEOLIAN- VOCALION
AM a business woman; sec-
: retary to one of the giants of
finance in the Wall Street
district. Years of training for just
the kind of a position I now hold
lie behind me. Throughout the
daylight hours my brain is keyed
to respond to — to anticipate if I
can, the mental workings of my
employer. In the evening I must
relax. Even reading is often too
much of an effort.
"Consequently, when a friend
'phoned me the other afternoon,
asking me to come to her for the
evening, saying something about
' a surprise ' and ' some good music,'
I assented laconically and then
wished I hadn't.
* * *
"As my friend opened the door
that evening in answer to my ring,
I heard a tenor voice of surpassing
sweetness singing my favorite
Scotch Ballad, 'Bonnie Sweet Bes-
sie, the Maid of Dundee.'
'"Colin O'More, the new Irish
tenor,' was my friend's reply to
my inquiring glance. 'Oh, not in
person — but his voice, true to the
life; and the voices of several others
you know of are here too, and the
vehicle that has brought them all
is this' — she led me into her little
living-room — 'allow me to intro-
duce to you my new Aeolian-
Vocalion.'
How glad I am now, that
I went!
"I stood still, listening delight-
edly, my weariness charmed away
by the beautiful music. The won-
derful naturalness of the tones—
the distinctness with which I could
hear every word, swept aside in a
moment the prejudice I had always
felt toward phonograph music.
"When my friend played 'The
Swan' of Saint-Saens, a Vocalion
Record by Maurice Dambois, 'cel-
list, and by the manipulation of a
simple-looking attachment called
the Graduola, almost put me to
sleep by a lovely, unmuffled pian-
issimo effect that I had never
dreamed could come from a phono-
graph, I came to a prompt decision!
"And my own Vocalion has given
me hours and hours of nerve-sooth-
ing harmony — evenings of delight-
ful music have been mine from
that time to this."
Vocalion Features
TONE — Due to the advanced and
more scientific construction, the Vocalion
produces richer, deeper, more beautiful
and more natural tones than have hith-
erto been heard from the phonograph.
TONE CONTROL— The Graduola,
the artistic and exclusive tone-control-
ling feature of the Vocalion, enables the
performer to shade and color the music
as he will. It enables anyone to partici-
pate in the playing of the record, to give
voice to his own musical ideas and to
prevent monotony by slight changes in
the record's stereotyped expression.
^ APPEARANCE— In both outline and
finish, the Vocalion establishes an en-
tirely new standard of beauty for the
phonograph.
MECHANICAL PERFECTION—
The Automatic Stop on the Vocalion is
an example of the perfection in mechani-
cal detail characterizing this instrument.
Simple, direct and absolutely depend-
able, this device is the most satisfactory
of its kind yet invented.
UNIVERSAL TONE-ARM— This
great feature provides the means by
which every make of record can be played
upon the Vocalion.
THE AEOLIAN COMPANY
i.ondon • paris AEOLIAN HALL, NEW YORK CITY Madrid . Melbourne
Makers of the Duo- Art Pianola Piano — Foremost Manufacturers of Musical Instruments in the World
Canadian Distributors; The Nordheimcr Piano and Music Co., Ltd., Toronto
The Talking Machine World
Qhe^eolian^ocalion
^ The Onlv
The Only Phonograph Possessing the ^Artistic and Wonderful Tone Control —
the GRABUOLA
PEOPLE are so accus-
tomed to hearing the
phonograph simplyplay
itself, that it is not always
easy to picture someone play-
ing it. And it is practically
impossible to realize the fas-
cination of doing so without
actual experience.
Yet the immense advan-
tage the Graduola gives to
the Aeolian-Vocalion is ob-
vious.
Artists never play or sing
twice with exactly the same
feeling. Without changing
their individual conceptions
of their songs and composi-
tions, they vary their inter-
pretations in detail.
This is exactly what any-
one can do by using the
Graduola. Without actually
changing the interpretation
(tempo and phrasing always
remaining the same) ' it can
be varied in tone color, thus
giving it a freshness and
spontaneity which the ordi-
nary phonograph perform-
ance never possesses.
And it is the fact that even
when the player knows
nothing of music, these
changes sound well and add
to the musical result, the
explanation being that the
arbitrary elements of inter-
pretation, namely : — tempo,
phrasing, and basic expres-
sion are unaffected by the
Graduola.
Recognized Supremacy
Though the Aeolian-Vo-
calion has been upon the
market only about three
years, it is today recog-
nized as the leading instru-
ment of its type, not only
in this country but also
abroad.
This is because the Vocal-
ion offers everything pos-
sessed by the best phono-
graphs of ordinary type,
and adds its own exclusive
and important advantages
as well.
For example: — You may
search the market over and
you will hear no phonograph
with so rich, mellow and
beautiful a tone; you will
see no phonograph that re-
flects such genuine art in the
simple elegance of its cases;
and you will find no phono-
graph that allows you the
great privilege of taking an
active part in the playing of
its records.
THE AEOLIAN COMPANY, AEOLIAN HALL, NEW YORK CITY
London - Paris - Madrid - Melbourne
Canadian Distributors: The Nordheimer Piano and Music Company, Ltd., Toronto
The Talking Machine World
AEOLIANVOCALION
^The photograph of the tone wave here reproduced was taken at the
Case School of Applied Science in Cleveland, Ohio. The appa-
ratus used was developed by Prof. Dayton C. Miller, one of the
world's leading authorities in the science of acoustics. Prof.
Miller has taken many such photographs in co-operating with
The Aeolian Company in perfecting the Aeolian- Vocation and
Vocation Record. The wave shown is a passage from an
orchestral record of Tschaikowski's "Marche Slav."
Tone waves are invisible to the eye, but Prof. Miller's won-
derful "phonodeik" not only visualizes, but photographs them for
comparison and analysis.
The Graduola
Tone Control
This exclusive fea-
ture provides the
means by which the
music may be artisti-
cally controlled. Its
use is optional, but it
adds an extremely in-
teresting and unusual
element to the phono-
graph.
^honoyrapklV(usic at its Completed est
psafihi,::?.
The New
Vocation Record
Produced under
a new and exclusive
system, this latest tri-
umph of Aeolian skill
and progressiveness
adds definitely to the
musical quality and
value of the phono-
graph.
F^HE mission of the phonograph is
to reproduce music just as it was
originally rendered. It is not intended
that it shall create tones or harmonies
of its own. It is simply a medium for
picturing, as vividly, as possible, the
tone-colors of all voices and all instru-
ments.
The peculiar ability of the Aeolian-
Vocalion to reproduce musical tones in
their natural and original colors is the
key to its superiority — a superiority
clearly audible to every listener who
possesses a musical ear.
Ever since its appearance on the
market four years ago, the Vocalion
has been recognized by musicians as
having the power to render musical
tones more clearly and in a more life-
like manner than any phonograph.
From the first it was possible for the
Vocalion to obtain from phonograph
records of various makes, tonal beau-
ties that had never before been audible.
It was not until last year, however,
when the Vocalion Record made its
appearance, that phonograph music at
its complete best, was realized. Then
actually came reproductions of the
human voice and of musical instru-
ments that were unhampered by blast,
stridency or surface noise; that in
tonality, rhythm and harmonics were
crystal clear and true to life.
The pains taken in the perfecting of
all mechanical parts of the Vocalion —
the ever-returning novelty and pleas-
ure of being able to play the records by
hand with the exclusive Graduola fea-
ture— the taste and skill displayed in
case designing, and the high standing
of the artists who are making Vocalion
Records — all contribute their important
share in the conspicuous popularity
that has spread beyond every expecta-
tion; and has stretched the Vocalion
output to its limits.
Vocalion PRICES — Conventional mod-
els, equipped with Graduola, are priced from
$165 upwards; without Graduola, from #60.
Many beautiful Period models priced from
$280.
A new and very interesting Aeolian- Vocalion
Record Booklet will be sent upon request.
THE AEOLIAN COMPANY
PARIS
AEOLIAN HALL, NEW YORK CITY Madrid . Melbourne
Makers of the Duo- Art Pianola Piano— Largest Manufacturers of Musical Instruments in the World
Canadian Distributors: The Nordheimer Piano and Music Co., Ltd.. Toronto
111
February 15, 1920
THE TALKING MACHINE WORLD
1!
sentiment prevailing in his own territory to a
greater or less extent. He will find the news-
papers carrying comments on the situation, and
local oracles enlarging upon the condition by
word of mouth. It is, therefore, up to every
retailer to counteract this sentiment by every
possible means, just as he would oppose any
other movement to injure his business, partic-
ularly by unjust means. It is not necessary
here to repeat or enlarge upon the proof af-
forded during the war of the essentiality of
music, how the Government and the various
agencies charged with looking after the welfare
of soldiers and sailors purchased hundreds of
talking machines and records and how the fight-
ing men themselves drew upon their limited re-
sources to purchase outfits. Nor is it necessary
to repeat how the authorities at Washington
were convinced of the essential character of
music in war, and, therefore, permitted the in-
dustry to continue under very light restrictions
during the war.
Public school authorities have given the talk-
ing machine most serious consideration, and
there is probably not a public school in the coun-
try that is not equipped with some sort of ma-
chine and library of records, bought out of pub-
lic funds or by private subscriptions. The Board
of Education of the City of New York, for in-
stance, lists the talking machine as a standard
school equipment, to be requisitioned by the dif-
ferent school heads on the same basis as pencils,
stationery and other requisities.
That the working men have reached the finan-
cial position where they can indulge in the pur-
chase of talking machines and records, and
! pianos and other musical instruments, is a trib-
ute to their intelligence rather than an indica
tion of their extravagance. They are buying
these instruments not simply because they have
money to throw away, but because they have
wanted musical instruments for years and have
' just reached a position where they can afford
them.
i Music was never more prominently to the fore-
front than just at present and talking machine
dealers and music ' dealers generally should,
through individual and combined effort, seek to
overcome any influence that will serve to put a
damper upon the demand for music. The proper
education of those who class musical instru-
ments as luxuries is the first step in the right di-
rection. Their attitude at the present time is
one of ignorance and should be corrected. When
a day laborer buys a hand-decorat.ed or gold
inlaid piano, or perchance spends a couple of
thousand dollars for an elaborate period style
talking machine, then he can be accused of ex-
travagance, for he can get instruments of equal
value at a far smaller cost, but this same charge
of extravagance can be laid against the laborer
who buys $150 suits of clothes and $30 shoes.
When bankers and other business men who
should know better classify the purchase of
musical instruments of all types as extravagance
they must be set right and set right quickly, and
if this work is the duty of anyone it is the duty
of the members of the industry most directly
affected.
ESKIMOS BEG FOR "MUSIC BOXES"
Heap Priceless Furs at Trader's Feet in Pay-
ment for Antiquated Talking Machine — Cap-
tain's Kind Heart Refuses More Than $600!
Denver, Col., February 5. — A tale of the Frozen
North, of Eskimos, talking machines and furs,
is told by C. C Gaisford, an Maskan explorer
who was in this city last month. According to
Mr. Gaisford, the Eskimos are literally mad
over the "box with the music" and offered as
much as $12,000 worth of pelts in payment for
a little horn model. As a rule a clever bar-
gainer and shrewd business man, the Eskimo
lost his head completely when he heard the
wonderful music box and from the moment the
first shrill note came from the battered tin
horn he was willing to heap silver fox skins and
priceless sables before the trader's feet until
he parted with his talking machine.
Give an Eskimo a music box and a half dozen
records and he will sit down and play it until
the records are threadbare and the springs of
the machine are stretched beyond any degree
of resiliency. Mr. Gaisford was on board a
trading vessel captained by a man named Bod-
fish, who first introduced the phonograph to
the Eskimos. The captain had on board two
or three dozen small, old-style phonographs
with tin horns. When he first played a record
for the Eskimos they looked in bewilderment
and searched every nook and cranny of the
horn, looking as they said in their broken Eng-
lish "for the white man." The chief of the tribe
was greatly impressed by the wonderful music
box and sent messengers back to his fur store-
house, at the same time indicating to Bodfish
that he was prepared to make a trade. The
chief asked Bodfish how much the music box
was worth. Bodfish shook his head to indicate
that no sale would be possible. The chief there-
upon began to heap fox furs upon the surprised
trader until $12,000 worth of pelts lay at his
feet. "It was a temptation for any man," said
Mr. Gaisford, "but Bodfish was square as a die
and made the trade for one pelt worth about
$600."
MORE SPACE FOR WALTER S. GRAY
The Walter S. Gray Co., San Francisco, Cal.,
have leased additional space in the Garfield Build-
ing, where they are now located. This addition
gives, them practically double the floor space
occupied last year. The official address of the
company is now Rooms 303 to 311, 942 Market
street, San Francisco.
Ball & Brockett of Carmi, 111., Edison dealers,
have opened a branch store in Grayville. Louis
Brockett will have charge of the new store
while Mr. Ball will look after the interests in
Carmi.
SlRADIVARA
KNOWN FOR TONE
99
QUALITY
Your Best Investment
You will find that nothing
pays such big permanent
returns as Quality,
Quality has been our
watchword and our motto
in building the
STRADIVARA
It has paid. The wide-
awake dealer of today
considers it worse than a
waste of time and money
in attempting to build the
reputation of his house on
the sands of shoddy mer-
chandise, no matter ^how
attractive the price.
THE COMPTON-PRICE COMPANY
Beauty and Tone
are the prime cause for the
existence of the
STRADIVARA
You will find these
prime essentials backed
by Mechanical Perfection
and Supreme Quality
throughout.
1 920 is here. Invest your
time, efforts and money
this year in a Quality Line
of Phonographs. It will
pay you.
The name STRADIVARA has always
been synonymous with quality
Coshocton, Ohio
12
THE TALKING MACHINE WORLD
February IS, 1920
7Ae %<wu*>vd -%G&e/&!&l
A high-class phonograph
different from all others
THE Hey wood- Wakefield, made under the
Perfek'tone patents, offers every dealer a
new and added opportunity to interest the
public in a phonograph.
It provides the dealer and the consumer with
three exclusive features for which there is a
need and a demand: First, a non-resonant
cabinet, constructed of reed. Second, a non-
resonant, cushioned reproducer. Third, a per-
fected electric motor for those who desire an
electrically-driven instrument.
The tone of the Hey wood- Wakefield is a
convincing proof that reed is the ideal material
from which to construct the cabinet of a repro-
ducing instrument. This is the only phonograph
cabinet that does not interfere with the original
tones of the music by setting up counter-
vibrations of sound — which are so familiar in
the closed-in air spaces of a wood cabinet.
It is because of this demonstrable superiority
of reed that the Heywood- Wakefield is made
with reed cabinets instead of wood. At the
HEYWOOD BROTHERS AND WAKEFIELD COMPANY
Wu York Philadelphia Boston Baltimore Buffalo Chicago Portland, Ore. S:in Francisco Los Angeles
Factories: Gardner, Muss.; Chicago; Wakefield, Mass.
same time, these cabinets have an added selling
appeal because of the great and growing use of
reed furniture in conjunction with wood furni-
ture in all climates, all seasons, all rooms of
the home.
The non-resonant reproducer was perfected
after research along original lines by an eminent
throat specialist. It is made upon a different
theory and of different materials than any
other reproducer in use.
When you hear it you will observe that it
has a wider tone range, that it eliminates the
"screech", that its tones are fuller and more
lifelike, that it distinguishes more clearly the
details of a record.
The electric motor furnished with the
Hey wood- Wakefield is another selling feature
which will close many a sale for the dealer. It
is a universal motor which never heats, is abso-
lutely uniform in speed and silent in operation.
Write today for details of models, prices and
specifications. Address the nearest office of
When you visit Atlantic City see all models of the Hey wood -Wakefield at tlic Perfek'tone Store, j 17 Boardwalk
Special Exhibition Salon in Philadelphia at 1127 Chestnut Street
February 15, 1920
THE TALKING MACHINE WORLD
13
illllllllll!llllll!l!llll!l!lllllllllllllllllllllllllllllllllll!llllllllllll Illllllllllllilllllllllllllllllllllin
[Enormous Demand for Records Result off
I Increased Public Appreciation
IlllIIIIIIIIIIIIIIIIIIIIIH
There should be nothing astonishing in the
present voluminous sale of talking machine rec-
ords. It is merely the natural result of tenden-
cies evident everywhere in our social life. In
it can be seen the increasing need for recrea-
tion— recreation easily obtainable, the sort of
inexpensive recreation immediately at hand
whenever it is wanted, such as is provided by
talking machines and records.
Perhaps in this respect the dance record takes
the most prominent position. At the informal
gathering in the home, when callers "happen
in," at the party, upon a hundred and one occa-
sions the instrumental dance record is pressed
into service appropriately and successfully It
is fast becoming a necessity in the home. When
these facts are taken into consideration it will
be readily seen why the popular selections, the
"hits" of the day, are the biggest sellers. A sing-
ing and dancing world demands the latest in
music. The latest quickly becomes old, and is
then pushed into the discard. There is no let-up
in demand, only changes in selections. The live,
wide-awake dealer who knows his trade, knows
how to advertise and give publicity to his wares,
rides constantly at the apex of demand, cashing
in on the national publicity of music publishers
and record manufacturers.
The phrase "get a record, get a roll," is peer-
ing out at us more frequently from magazine
pages every day. Big "hits" are being made
popular almost over night by the power of ad-
vertising. Whereas a few years ago a very small
percentage of our population knew and enjoyed
the popular songs of the day, now practically
every small town and isolated village or farm
possesses the means and takes pride in the
:: By H. L. Coombs
Asst. Sales Mgr. Gen. Phonograph Corp. of Illinois
matter of keeping themselves posted on the
musical "hits" of the moment.
Approximately 80 per cent of the big sellers
are numbers from the currently successful met-
ropolitan shows. These shows 'are wonderful
means to publicity, themselves, and sell count-
less records. Coupled up with national adver-
tising, the two constitute a powerful force be-
The Small Retailer
Selling 20 Records
a Day Will Be Sell-
ing Over 40 a Day
a Year From Now
hind the dealer in the merchandising of records,
music rolls and sheet music.
Dealers are not pushing records to the fullest
possible extent at the present time, and have
not been for some time past. They have been
able to sell all the records they have been able
to get, and are not forced to exert themselves in
any way to enjoy a good trade. This decidedly
enviable state of affairs will exist for a long time
to come. But it is no reason for the dealer per-
mitting a slow-up in his selling campaigns. If
ever the demand does revert back to normal, it
■■lllllllllllllllli^
will be the live dealer who will reap the rewards
by reason of past efforts.
Undoubtedly the present relative positions of
supply and demand will exist for a year or so
at least. The demand will never decrease, but
the supply will constantly approach nearer the
demand until things are again at normal. I say
approach, but perhaps "catch up" would be a
better term. Both demand and supply will be
on the run and both will increase, the latter
faster than the former. For example, the aver-
age small retailer at present selling fifteen or
twenty records a day, will, a year from now, be
selling thirty or forty a day.
Right here the dealers' service department
takes on great importance. Closer coopera-
tion between the dealer and the record manu-
facturer will be necessary if the former is to
retain and increase his present business. It is
an old saying that a business never stands still.
It either goes ahead or goes back. vFor the rec-
ord retailer determined not to be classed with
the latter, the present opportunity should be
realized in all its importance. There are over
1200 manufacturers, of talking machines in this
country all producing at capacity, with the satu-
ration point still far in the distance. People are
spending money as never before. Certainly we
have great cause for optimism in 1920.
ENLARGES AEOLIAN DEPARTMENT
The Aeolian business of the D. H. Holmes
Co., New Orleans, La., has proved so successful
that Manager R. E. Ching has decided to enlarge
this department which was established' about
three years"~ago.
To The Trade
With Total Sales on Pathe Phonographs and
Records over One Million Dollars during
the year just closed, We are Aiming at the
Two Million Dollar Mark for the Year 1920.
We know that our many Loyal Pathe Dealers will absorb a great
portion of our 1920 quota but feel that we can supply Pathe
Merchandise to a few more worthy Merchants.
Interested Dealers will be given immediate
attention by writing for information NOW
The Fischer Co.
(OLDEST PATHE JOBBER)
CLEVELAND
943-1051 Chestnut Ave.
CINCINNATI
44-46 Vine St.
14
THE TALKING MACHINE WORLD
February 15, 1920
piiiiiiiiiiiiiiiiiiiniiiiiiii
1 With Period Styles Now in Vogue Salesmen
I Should Know More of Their History ey a. j. post
in
One of the most interesting features of the
talking machine demand during the past few
months has been the inclination of many buy-
ers to favor period models. Of course, the great
majority of buyers have taken the standard
styles of machines naturally, but those who are
inclined toward the exclusive in case design and
who are willing to make a substantial invest-
ment have taken to the period styles in the
most encouraging way. In some of the more
elaborate establishments no inconsiderable part
of the business has been in exchanging stand-
ard machines for period models, meaning an in-
crease of several hundred dollars in the cus-
tomer's investment.
This demand for period models has come
almost automatically in most cases, and causes
wonder as to what might be developed along
that line should special efforts be made by the
retailers. The standard models of machines are
sold for the most part on their intrinsic merits
as musical instruments. If the tone is right,
the mechanism satisfactory, and the cabinet
polish good the customer is satisfied. In the
case of period models, however, it never be-
comes necessary to explain to the customer just
why he should pay several hundred dollars ex-
tra for a special model when the same mechan-
ism can be secured in a less expensive form.
First of all, a period style is not an accident.
To be worth while, the design must follow out
some definite school of decoration. It must
represent a certain idea and not simply a jum-
ble of decorative forms. To the initiated prac-
tically every line and every curve in period
decoration has a definite, fixed, understandable
meaning, and the talking machine salesman who
plans to handle the better class of business must
appreciate this meaning and understand it.
The manufacturers in announcing new period
models explain that the design is in this or
that style, but the salesman cannot be satisfied
with this bare description. He must know' that
it is of a particular period and, moreover, know
why. To have this information at hand he must
give some study to the details of the decorative
arts — sufficient study to make it possible for
him to talk intelligently on the subject.
In handling period models he will come in
contact with those to whom we may refer as
the "newly rich," who desire special models be-
cause they cost more and will make a greater
show, regardless of whether or not they will
fit into the decorative plan of the home. There
is another large class, however, who will know
something about the decorative styles and will
desire to purchase a machine the cabinet of
which is truly -representative of a certain defi-
nite period. These people will be inclined to
discuss and perhaps criticise the models shown
and demonstrated for them. If the salesman is
uninformed he must plead ignorance or simply
"stall," and both methods are not calculated to
inspire confidence in the customer. If the sales-
man has made a study of decorative matters,
however, he will be in a position to discuss in-
telligently with the customer the various de-
tails of design, and in many instances convince
him that this or that particular treatment is
most desirable and in direct keeping with some
specified period.
The study of the decorative arts in itself
should prove most interesting to the ambitious
B Each Line and Curve J
(j in Period Decoration ■
I Has a Definite, Under- \
J standable Meaning ■
■ to the Critical One ■
salesman, for decoration is so closely inter-
woven with the history of various nations that
a thorough understanding of the why and where-
fores of the various decorative styles will natur-
ally bring with it an understanding of history
in general. This is most convincingly dem-
onstrated in the case of the several French
styles known as the Louis periods. The reign
of Louis XIV was a busy and energetic one.
The court of France became a center for en-
tertainment, and the decorative styles of the
period began to reflect in their elaborate char-
acter this love of pleasure. The style, however,
was orderljr and S3'stematic.
With the coming of Louis XV the court of
France ran riot. His was a monarchy of ex-
cesses. The public was ground down with taxes
to provide for the extravagance of the court
itself, where scandal was rife. The character
of Louis XV is likewise reflected in the deco-
rative art, for in the Louis XV style we find
the Rococo, a decorative form distinctly re-
flecting disorderliness. Louis XV with all his
extravagance and wildness realized that the end
was to come and advised his courtiers "after
me the deluge."
With the coming of Louis XVI the change in
the decorative 5tyle indicated more clearly than
illinium
anything else the realization of the ruling pow-
ers that the public must be placated and revo-
lution, if possible, forestalled. In the Louis
XVI decorative style we find an attempt to re-
turn to simplicity in design, with treatment sug-
gesting the work and pleasures of the meek and
lowly. The variety of design gave way to
more simple lines. Instead of the works of art
depicting wild women, there were shown charm-
ing shepherdesses in silks and satins. The idea
was good but the execution from a practical
viewpoint poor. In time the public arose en
masse, and Louis XVI and Marie Antoinette
became victims of the guillotine. Reaction in
the politics of France is reflected in the reaction
in decorative arts, as though in a mirror.
Take the English decoration for example, and
we find that here, too, the decorative art re-
flects the currents of history. In English deco-
rative art the influence of foreign schools
at various intervals is reflected in the engage-
ment of the British in the wars on the Conti-
nent. The Jacobean style, for instance, was in
its highest favor during and immediately after
the wars in Flanders, and we find in the style
much to suggest the rich Flemish ideas in furni-
ture design. Flanders some centuries ago was
much different from the Flanders of to-day. It
carried on a world of trade and was a nation
of rich merchants who had the wherewithal to
gratifjr their tastes in the decoration of their
homes. The Jacobean, therefore, reflects solid
comfort. aSj well as richness.
In studying the decorative arts, therefore, the
salesman can improve his general knowledge of
history to a tremendous degree, which in itself
should prove a distinct incentive. If he has an
accurate knowledge of the details that are
prominent in certain of the leading French,
English and Italian period styles, and can iden-
tify those details and know whether they are
used properly in conjunction with other motifs,
he is in a position to meet an art connoisseur
on his own ground and through that knowledge
to close many sales that otherwise might be
lost and go to some other store.
The demand for period styles is constantly
on the increase, and these styles are receiving
more attention on the part of manufacturers.
They are not a fad, but a distinct development
in the industry, and the salesman who' plans to
become a permanent success in the field must
understand the details and the meaning of the
period style just as he does the mechanical con-
struction of the instrument. Authentic books on
period decoration are to be found in any public
library, so there is no expense to stand in the
way of the salesman who really desires to add
to his knowledge.
WE
HANDLE
NOTHING
BUT
VICTOR PRODUCTS
AND
RELIABLE ACCESSORIES
THE TOLEDO TALKING MACHINE CO.
EXCLUSIVE VICTOR WHOLESALERS, TOLEDO, OHIO
February 15, 1920
THE TALKING MACHINE WORLD
15
We are pleased to announce
that we have appointed
CONDON & GO, Inc.
Fifth Avenue Building, N. Y. City
Sole Agents
for the sale of
GRODVITE
Record Cleanser .
"// cleans as it plays"
CONDON & CO., Inc.
have also been granted the exclusive agency in
the phonograph and musical instrument field
for the sale of
— an exceptional polish for phonographs and all fine furniture
HINES PRODUCTS COMPANY, Inc.
1074 Lexington Avenue, New York City
16
THE TALKING MACHINE WORLD
February 15, 1920
Marketed So that Each Time the
Cash Register Tinkles You Make
a Profit— Not Merely a Sale
GRDDVITE
It cleans as it plays."
Polishes and preserves the finest
cabinet surfaces.
Endorsed by the most prominent
and most particular people in
the trade.
One of the largest manufacturers
of musical instruments in the
world writes as follows:
The only satisfactory prepara-
tion for cleaning records.
Merely pour a small amount of
the liquid on the record.
It will run around the spiral
groove the same as water runs
down a gutter.
"We have used the Polish for the last eight
months, and wish to say that, judging from the
reports that are received from our customers,
this Polish has been very satisfactory and I do
not hesitate to recommend same to any one."
(Name on request)
At 50 cents
each, retail,
the price
permits
maintaining
quality.
And the needle will carry
Groovite over the engrav-
ings and remove the last
particle of dust and grit.
— " It cleans as it plays."
The quality is vastly superior, and the dis-
counts provide the proper margin of profits.
Production is on a big scale but
prompt delivery can be assured
only in writing us at once.
" The luster lasts "
CONDON & CO., Inc.
Sole Agents
Fifth Avenue Building
New York City
FILL OUT COUPON ON OPPOSITE PAGE AND MAIL AT ONCE
Groovi te
fj)_Cl can a a.a it gtftllA
\ "'■
UNIFORM NCF'DLES t
GLISS
The lustre 1&A16
!•: \\ : :
Groov i te
t 1 .. T ;
UNIFORM NEEDLES i
CONDON'S
SURETY
"iSM^-SS : . i
EXPRESS
February IS, 1920
THE TALKING MACHINE WORLD
17
The Painful Experience of Mr. Pennywise
and How Goingahead and Company Won
a Life-long Customer.
Mr. Pennywise had just opened up his attractive store
one morning when Mr. Howard Douglas walked in.
He was the sort of a prospective customer that would
delight the heart of any dealer, and Mr. Pennywise
smiled upon him as genially as he knew how.
In thirty- five minutes Mr. Douglas had bought a $200
phonograph, $25 worth of records, and one package of
needles.
As he left he said, "My wife will be in to-morrow to
make her selection. If you're going to do a thing I
believe in doing it right, and I think you had better help
her pick out about $100 worth."
That night in their attractive new home Mr. and Mrs.
Douglas sat down to listen to their new phonograph. It
was a beautiful instrument. The records were of the
finest, and yet — and yet, there was something wrong.
The tone did not seem as full and rich as it had seemed
in the store. Occasionally there was an irritating
scratch and buzz, and just as the record reached its high-
est and most beautiful note, in walked the Stewarts.
"My dear," exclaimed Mrs. Stewart, "what a gorgeous
instrument, but there's something wrong. We have
that same record, and it sounds so much better on our
machine."
"I'll bet I know what's wrong," said Stewart, as he
lifted the top of the cabinet. "I thought so," he added a
minute later, "it's an everlasting mystery to me why a
dealer will take pains about everything in connection
with a phonograph except the needles, when as a matter
of fact, the needle is the most important part of the
equipment."
"Look at these," he went on, as he spilled the package of
needles into his hand — "all sorts of lengths, and some of
the points not even properly finished. Here's one that's
rusty. Take my advice, Douglas, and go down to Going-
ahead and Company. They know their business.
They're just as particular about the needles they supply
as they are about the instrument itself, and I'll tell you
it pays."
"The needles we get from them are all uniform in length,
uniform in point, and uniform in finish — in fact that's
what they call them — 'The Uniform Needle.' Each point
is rounded so that it doesn't dig into your record like an
ice pick."
At that moment Mr. Pennywise lost a customer who
would have been worth several hundred dollars a year to
him. And he lost that customer because once upon a
time a salesman for a needle manufacturer had shown
him how he could save a few cents a thousand on the
needles he sold to his customers by buying a big supply
at a bargain price.
And the arguments of the salesman that sold Mr. Penny-
wise were the old familiar arguments as follows :
"Your customer doesn't know one needle from another.
To him a needle is just a needle. Why not make an addi-
tional profit by buying our needles, which are as good as
the average, and at a lower price."
And Mr. Pennywise, because he lived up to his name,
was foolish enough to figure that a penny saved was a
penny made. He did not look ahead. He did not realize
that a needle represents real service to a customer.
*
And meanwhile Goingahead and Company, who had
studied the needle problem, and who realized its im-
portance, kept on making new and satisfied customers
by buying what they well knew was the only needle on
the market with the rounded point and the only needle
that is uniform in length, point and finish — the Torring-
ton Uniform Needle.
P. S. — The wise man learns from the experience of
others. The foolish man never learns and lays the other
man's success to luck.
CONDON & CO., INC.
Fifth Avenue Building,
New York City.
Tell us more about Uniform Needles. Also send
us your proposition on Gliss and Groovite de-
scribed on the opposite page.
Name
Address . ........ • •
City
18
THE TALKING MACHINE WORLD
February IS, 1920
"You Ain't Heard NothiiT Yet" till you hear
Al Jolson sing it. A-2S36.
Columbia Graphophone Co.
NEW YORK
AN IMPRESSIVE VICTOR WINDOW
Simplicity of Arrangement Makes Window of
Brooklyn Victor Dealer Most Effective —
Parts of Machine and Cabinet Explained
J. G. Waters, Victor dealer at 565 Fulton
street, Brooklyn, N. Y., recently had a very ef-
fective window display featuring the various
parts of the Victrola in a clear and illuminating
manner. A single machine occupied the cen-
tral part of the window and a large poster at
the Victor dog. From the descriptions on the
poster ran ribbons to the different parts of the
machine calling attention to each particular
part. As can be seen from the photo-
graph, this display was designed to put over a
single idea and proved a most satisfactory
method of publicity.
VICTOR CO. SUES WANAMAKER
Seeks Preliminary Injunction Restraining John
Wanamaker From Infringing Johnson Ta-
pered Tone Arm Patents Nos. 814,786 and
814,848 and for Unfair Competition
Simple but Effective Display of J.
the right explained the sound box, tone arm,
motor, tone chamber and doors and cabinet con-
struction. The motor was removed and placed
in full view, watched over by a large model of
EIGHT THOUGHTS REGARDING MUSIC
Talking machine dealers who are interested
in musical propaganda and who are doing all in
their power to spread
the gospel of music in
their communities will
find the following res-
olution adopted by
the National Council
of Women of Canada
worth remembering:
(1) Music is a ne-
cessity, not a luxury;
(2) Every child has
an inherent right to a
musical education; (3)
Unity through music
is a means to civic
improvement; (4) Pa-
triotism is developed
by music; (5) the
spirit of comradeship,
G. Waters regardless of race or
creed, is induced by music; (6) music is the most
useful medium in constructive work, in a com-
munity. The saloon and dance hall are being
rapidly abolished; there must be established in
their stead places of clean amusement; (7) mu-
sic tends to encourage a higher form of citizen-
ship; (8) music is a powerful curative for men-
tal, moral and physical ailments^
The Victor Talking Machine Co. filed its bill
of complaint against John Wanamaker, New
York, on January 19, 1920, in the United States
District Court, Southern District of New York,
for infringement of the Johnson Tapered Tone
Arm Patents Nos. 814,786 and 814,848 and for
unfair competition in imitating the dress, ap-
pearance, ornamentation and other distinctive
characteristics of its machines.
Motion has been made for preliminary in-
junction, which the court has set for hearing on
January 30, 1920.
This case is based upon the so-called 'Armin-
iola" talking machine, which was put out by the
defendant just before Christmas and has been
widely exploited through the use of certain
advertisements which may be misleading as to
the existing patent situation.
FIRE DESTROYS STEINERT STORE
New Haven Fire Causes Damage of $150,000
When Chamber of Commerce Building Burns
NEW STORE OPENS IN DENVER
Lynch & Moore, Denver, Col., have opened a
new hardware and furniture store in that city
and have announced that talking machines will
also be handled.
New Haven, Conn., February 2. — Two men are
dead, a dozen men and women are in hospitals
suffering from the effects of smoke, and a score
of others have minor injuries as a result of a
fire in the Chamber of Commerce Building last
month. Fully 100 men and women were res-
cued from the three upper floors of the eleven-
story structure.
The property loss will aggregate $150,000,
falling mostly upon M. Steinert & Sons, piano
dealers, and J. R. Rembert Co., stationers, who
had the street floor stores and whose reserve
stocks were burned.
Happiness is achieved by many means, and
music is one of the most effective of them.
AUTOMATIC STOPS
The simplest and most efficient Auto-
matic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.
Send SO cents for Sample Stop
Kir kmanEngineer ing Corporation
484-490 Broome St., New York
The Talking Machine World, New York, February 15, 1920
K$3
11.
Sixth Supplement
LATERAL
CUT
Records
LATERAL
CUT
Play On Any Standard Disc Machine. No Attachment Needed
4057
10-in.
$1.00
4058
10-in.
$1.00
4059
10-in.
$1.00
4060
10-in.
$1.00
4061
10-in.
$1.00
4062
10-in.
$1.00
Dardanella — Oriental Fox-trot (Instrumental)
Rega Dance Orch.
"O" (Oh) — Fox-trot (Instrumental) Rega Dance Orch.
A La Carte — One-step (Instrumental) Conway's Band
Ching-a-Ling — One-step (Instrumental)
Conway's Band
I Am Climbing Mountains — One-step (Instrumental)
Conway's Band
Dreamy Alabama — Waltz (Instrumental)
Conway's Band
When You're Alone — Fox-trot (Instrumental)
Green Bros. Xylophone Orch.
Bo-La-Bo — One-step (Instrumental)
Paul Biese and His Novelty Orch.
Fast Asleep in Poppy Land — One-step (Instrumental)
Paul Biese and His Novelty Orch.
Yellow Dog Blues — Fox-trot (Instrumental)
Paul Biese and His Novelty Orch.
Floatin' Down to Cotton Town — Tenor and Bari-
tone duet with orch. Kaufman-Hall
Lucy (Dancing Around the Cabin Door) — Tenor
and Baritone duet with orch. Kaufman-Hall
4C63
10-in.
$1.00
4064
10-in.
$1.00
4065
10-in.
$1.00
4066
10-in.
$1.00
4067
10-in.
$1.00
4068
10-in.
$1.00
Cairo Land— Male Trio with orch. Sterling Trio
We Must Have a Song to Remember — Tenor with
orch. Harvey Hindermyer
Baby Love — Tenor and Baritone duet with orch.
Campbell-Burr
Sunny Weather Friends — Tenor with orch.
Harvey Hindermyer
When It Comes to Lovin' the Girls — Tenor with
orch. Emerson Westervelt
I Don't Want a Doctor — Baritone with orch.
Jack Kaufman
Little Girls, Good-Bye — Tenor with vocal quartet
and orch. Lewis James
Just Like the Rose — Baritone with orch.
Arthur Burdin
Pickaninny Blues — Vocal trio with orch.
Crescent Trio
When Two Hearts Discover — Contralto and
Baritone duet with orch.
Marion Evelyn Cox and Joseph Phillips
Linger Longer Letty — Contralto and Baritone
duet with orch. Helen Clark and Joseph Phillips
Climbing the Ladder of Love — Baritone with orch.
accomp. Joseph Phillips
READY SOON
Order From Your Distributor NOW
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street, New York City, N. Y.
Factories: NEWARK, N. J., ELYRIA, OHIO, PUTNAM, CONN., SPRINGFIELD, MASS., KITCHENER, ONT.
Branch Offices: CHICAGO, ILL., SAN FRANCISCO, CAL, TORONTO, CAN.
February 15, 1920
THE TALKING MACHINE WORLD
19
ATTRACTIVE NEW GRINNELL STORE PROF. R. L. GARNER DEAD AT 72
Branch Recently Opened in Grand Rapids
Occupies Six-story Building and Is Most
Modernly and Conveniently Equipped
Detroit, Mich., January 31.— One of the most
attractive stores in the growing chain conducted
by Grinnell Bros, is the new branch opened
recently at 26-28 North Division street, Grand
Rapids. The branch occupies a double store in
which are displayed Victrolas, small goods and
sheet music, and also takes in the five other
floors of the building, which are given over to
Interior View of Grinnell Store
pianos, player-pianos, music rolls, etc. The
fourth floor is so arranged that it may be turned
into a recital hall for the giving of Victrola and
player-piano concerts. In the accompanying
photograph are shown the six record booths, as
well as sections of the sheet music and musical
merchandise department. There is in operation,
but not shown in the picture, a quick service
record counter, which has already proven very
popular with the store's patrons.
TO RENDER ASSISTANCE TO TRADE
The Phono Development & Research Co. was
recently organized with offices at 145 West
Forty-fifth street, New York, to investigate and
develop new improvements for the various tone
arms manufactured by the Mutual Talking Ma-
chine Co., The Supreme Phono Parts Co. and
The Manhattan Phono Parts Co. and to render
assistance in the service extended by Wm.
Phillips, president of these companies, to the
trade. At the first meeting of the Phono De-
velopment & Research Co. the following of-
ficers were elected: President, N. Kurman;
treasurer, Wm. Phillips; secretary, A. H. Goet-
ting.
"The Music Without the Blur!"
This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola's Tone Deflector eliminates the scratch"
Wa.tcKii\J tke Music Come Out
We want to show you how to make money with
MAGNOLA; and how MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
African Explorer Made Records of Ape Con-
versation in Jungles — Lived in a Steel Cage —
Spent Over Twenty-five Years in Africa
Chattanooga, Tenn., February 6. — Richard L.
Garner, African explorer and author, who some
years ago announced that he had discovered
the language of the monkeys and had made
records of their conversations, died at a hospi-
tal in this city on January 22. He was taken
suddenly ill at a hotel and his identity was not
known until after his death.
All but two of the last twenty-seven years of
Professor Garner's life were spent in the jun-
gles of Africa. The French Congo was his
favorite ground for exploration and animal
study, for in that region, swampy and infested
with fevers, the ape is found in large numbers.
Professor Garner always objected to the in-
discriminate use of the term "monkeys" in de-
scribing his discoveries. All his claims to con-
versation among animals relate to apes, which
are superior to monkeys. The highest of the
four grades of apes is the chimpanzee, and this
animal he pronounces the most intelligent in
the animal kingdom.
"What is called 'the missing link,' " the pro-
fessor once wrote, "incidentally an erroneous
conception, may never be located. I do not
know. I do know from my quarter of a cen-
tury's study of apes that they have a sense of
government, a sense of propriety, dignity, fam-
ily life, justice, and that they talk. They do not
merely utter sounds like monkeys. Apes speak
words. They have a language of some twenty
words."
Here are three words he gave from the ape
vocabulary, each one having the meaning of a
human's sentence:
"Our'h" — "Hello, there; where are you "
"Cu-nh" — "Here I am, under these palms."
"Qhui" — "Well, wait there a moment; I want
to get with you."
In order to safely and familiarly observe the
apes he Hved deep in the jungle in a steel mesh
cage about the size of a hall bedroom. In this
way he obtained phonograph records of ape
conversations. These records he later, carried
to another part of Africa, many miles away, and
turned them on a different lot of apes. The
members of the second group at once cocked
their ears and responded with sounds like those
on the records.
The last expedition made by Professor Gar-
ner was the one he directed for the Smithsonian
Institution. He left here in 1916 and he re-
turned last June.
YOUR PROFIT
OPPORTUNITY
Due to our complete change in
styles for 1 920, we are in a posi-
tion to offer about 1 000 cabinets
at attractive spot cash prices.
4 sizes, handsome design. Choice
veneers of genuine Mahogany and
real quarter-sawed Oak. All fully
equipt with hardware.
Wire, phone or write
The Universal Cabinet Co.
GREENVILLE, OHIO
THIS IS THE
ERA OF
QUALITY
IN
MACHINES
AND
Cabinets
THE PUBLIC HAS
BECOME DIS-
CERNING-DE-
MANDS THE
WORTH OF ITS
MONEY-LAST-
ING WORTH
UDELL
SANTA CLAUS DELIVERED PATHES
Benjamin Swick, of the Ellwood Music Shop, jj
Pathe dealer, of Ellwood City, Pa., used a novel J
means to boost his trade in that city during the, g
holidays. He used a small sleigh, in which he jj
had a Pathe phonograph installed, with a man jj
dressed as Santa Claus as driver. On the sleigh jj
was a sign which read: "Santa Claus got his g
Pathe at the Ellwood Music Shop. Let him get J
yours there." =
Trade-Mark
CABINETS
Meet every demand —
they are made right
and look right. Their
• • •
reputation is nation-
wide.
UDELL CABINETS
WILL HELP YOUR
BUSINESS.
The Udell Works
1205 W. 28tk Street
INDIANAPOLIS, IND.
20
THE TALKING MACHINE WORLD
February 15, 1920
FINE QUARTERS IN SALT LAKE CITY
Special Demonstrating Room for Children and a
Rest Room for Women Among the Features
of the New Establishment of the Glenn Bros.-
Roberts Piano Co. — Do Big Talker Business
Salt Lake City, Utah, January 31. — A recent
event of particular interest in local music circles
was the formal opening of the handsome new
quarters of the Glenn Bros.-Roberts Piano Co.,
who in addition to handling several prominent
lines of pianos also do a great business in Vic-
tor, Columbia and Edison machines and records.
Kiddies' Record Booth
The company is said to maintain the largest
record library in the State of Utah.
The opening ceremonies were attended- by
. huge crowds of music lovers and patrons of the
company, and particular interest was shown in
the several novel features of the establishment.
Of the fourteen soundproof demonstrating
rooms for player-pianos and talking machines,
one is set aside exclusively for the use of chil-
dren. The room is furnished with dainty blue-
bird furniture, with little chairs for the kiddies
to sit on while they select the records that
please them most. This room proved a strong
attraction from the minute it was open. There
is a balcony display room for leading models
of talking machines of the several makes, and
the record stock is kept in a special constructed
alley where desired numbers can be selected
without delay.
Service is the watchword of the new insti-
tution, and in carrying out this idea not only are
LUCKY 13 CO. CLOSED BIG DEAL
Balcony Talking Machine Department
the furnishings designed for the convenience of
patrons, but a special rest room is provided for
the use of women and children where they may
secure respite from the tedium of shopping.
At the formal opening floral souvenirs were
presented to all visitors and an elaborate musi-
cal program was supplied through the medium
View of Record Alley
of the Ampico reproducing piano, and an in-
strumental quartet under the direction of Elmer
Young.
Secures American Representation for Foreign
Steel Needles — New Catalog Sent Out
Some time ago the Lucky 13 Phonograph Co.
closed negotiations for the American represen-
tation of the products of one of the largest
foreign steel talking machine needle makers in
the world. The needles are made to speci-
fications and blue prints of the Lucky 13 Co.
and it is claimed by the company that they are
20 per cent harder than most steel needles manu-
factured, as well as being a highly polished
nickel plated needle.
The Lucky 13 Co. recently started forward-
ing their new eighty-four page catalog to the
trade. This volume is most comprehensive and
carries illustrations, descriptions and quotations
on practically every accessory needed in the in-
dustry, as well as featuring the full line of ma-
chines manufactured by the concern.
D. M. Bartelstone, head of the company, in a
recent statement to The World said that with-
out doubt all indications of the early weeks of
this year point to a tremendous business for the
year 1920.
CARTER MUSIC CO., INC., ELECTION
J. W. Carter Again Heads Beaumont Concern —
Will Occupy New Quarters March 1
At the January meeting of the stockholders of
the Carter Music Co., Beaumont, Tex., the fol-
lowing men were chosen as officers and directors
of the company: president, J. W. Carter; vice-
presidents, Frank Andrews and M. T. Walker;
secretary and treasurer, J. O. Van Ness; as-
sistant secretary and treasurer, C. C. Lewis, M.
E. Carter. This company, which handles the
Brunswick and Sonora in its talking machine de-
partment, has been in business since November
1 and it is planning to move into new quarters
about March 1. New booths will be installed
by the Unit Construction Co. of Philadelphia.
mutVbtK-B&WSKSTCgWSKWg^ gg.g^g ttttm-ffg'SFgSg aw»;wW^to«.W'««,»ww«->t->t«.pffff'g.g«grf^!gg x'BWBxk g-g« a g X-xX'tt gg«gg««gg xx-XTt-x&BWSfSKtfKXX
Kittanning
Kaufman Bros, are coming!
Irving and Jack Kaufman — exclusive
Emerson stars — need no introduction to
people who like to hear good songs well
sung.
These popular entertainers have no end of
friends in Kittanning and elsewhere. Their
"record" speaks for itself.
They have a lot of "dealer" friends, too.
Easy to see why. Emerson-Kaufman rec-
IglMMMglglMMBlHiaigl
ords are quick sellers. That means good
business and a steady stream of profits.
Dealers in Western Pennsylvania look to
us for their supplies of Emerson records
— and we never fail them. We fill all
orders on the double-quick.
If you are not handling Emerson hits, the
assumption is that you are not interested
in "easy money."
,7, Q ,7, fT< ijj >7j ,7, ,T, ,7, ,T, ,7. ,7, ,7, >r, ,r, ft ,r, i;, tTOnfrmqga
Fmereon tales rbmpany
m 4018 JENKINS ARCADE BUILDING ^^m^J
PITTSBURGH, PA.
February 15, 1920
THE TALKING MACHINE WORLD
21
Hereafter, Will You Kindly
order your requirements for
steel needles through one of the
Brilliantone Distributors
Our business has grown and grown to such an extent,
that it has become absolutely necessary to reshape our
methods of distributing our output. t
. You will find a Brilliantone Distributor in your city, or
located conveniently to your store. He will supply your
requirements and has facilities for securing you prompt
deliveries.
STEEL NEEDLES
UNIFORM HARDNESS
UNIFORM POINTS
UNIFORM LENGTH
Admittedly
Just a Little
Better Yet They
Cost No More
LIGHT TONE c
SOFT TONE
LOUD TONE
MEDIUM TONE
EXTRA LOUD TONE
COMBINATION TONE
PETMECKY MULTITONE
Made in America by Americans
BRILLIANTONE $TEEL frJEEDLE QO.
OF AMERICA, INCORPORATED
Suite 655-659, Marbridge Building, Broadway at 34th Street
NEW YORK CITY
Foreign Export: CHIPMAN LTD., 8-10 Bridge St., New York City
22
rHE TALKING MACHINE WORLD
February 15,
1920
Edison Message No. 64
A prominent New York adver-
tising man recently said:
"The 1920 prospectus of the
Edison Laboratories incorporates
the greatest advertising and sales
promotion campaign ever
planned."
THOMAS A. EDISON, Inc
ORANGE, N. J.
February 15, 1920
THE TALKING MACHINE WORLD
23
Interesting Phases of Mid -Winter Talking
Machine Publicity Analyzed »
By W. Bliss Stoddard |
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim
Everyone is striving to forget the horrors of
war and any reference to same in conjunction
with advertising is considered taboo. And yet
a recent newspaper ad of Lord & Taylor was
so striking, and the contrast so forceful, that it
brought talking machines and records to the
attention of many who had not previously
considered them in the light of gifts. While
the ad aimed, of course, to suggest them as
holiday gifts, it would be equally forceful as a
suggestion for birthday or anniversary remem-
brances. Two cuts were shown — the first of a
soldier in a dugout, with a little old phonograph
mounted on a rude box, and the other of a
merry party of young people gathered about a
Victrola in a parlor, one of the young men in
the act of placing a record upon the machine.
Between the two cuts was the paragraph:
FROM DUGOUT TO FIRESIDE
Many a man who made a pal of a
battered Victrola and a few worn rec-
ords in some lone dugout in Flanders
will remember and appreciate his old
friend under the happier surroundings
of the home circle, where he can share
the holiday spirit with friends and fam-
ily and listen to his favorite music with
no fear of gas or of bursting bombs.
Think, too, what a splendid pair of windows
could be made to complement this printed ad.
No greater contrast could be imagined than the
pictured dugout, and the home parlor.! In
both the center of attraction would be the
talking machine, and the striking displays
would attract the attention of all who passed
and put records and talking machines very
much in the public eye.
One of the most elaborate of music windows
was that arranged by the Weymann house of
Philadelphia. In the background was a large
canvas drop showing a winter landscape by
moonlight. In front of this was a tree with
bare branches laden down with cotton snow.
Near the tree stood a reindeer — borrowed from
a collection of stuffed animals — drawing a
sledge on which was a Victrola and a large col-
lection of records. The sled and deer were on
top of a mound of snow, and all around the base
were laid records. At one side was a table cov-
ered with a bearskin, on which was a big
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIM^
feather pen and an open ledger, telling of suit-
able gifts of machines and records for members
of the family.
Records make acceptable gifts at all times
and the only reason more are not sold as such
is because people have not been trained to see
how appropriate they are for such a purpose.
The majority of people have faint conception
of the great variety of records that are being
produced, and it takes an ad like that of the
Home Music Co., Lancaster, Pa., to bring home
to all classes the fact that they can get any
variety they fancy. This firm of music dealers
took an entire page in the local paper, in the
Advertising Sugges-
tions Interesting to
Dealers Who Desire
Valuable Publicity
All the Year Around
111 Illllllllllllllllll Illlllllllllllllllllll Ijlllllllllllljllllg
center of which was placed the cut of a fine
Victrola. Above, belo w and on either side of the
cut were little boxes, at the top of which was
printed: "Jazz," "Concert Songs," "Sentimental
Ballads," "Mazourka," "Comic," "Italian Gems,"
"Patriotic," "Scotch Airs," "Revival Hymns,"
"Musical Comedy Gems," "Opera Gems," "Fox-
trot," "Waltz." "Church Hymns," "One-step,"
"Popular Songs," "Sacred Songs," "Plantation
Melodies," "Marches," "Transcriptions," "Ha-
waiian Airs," "Folk Songs," "Two-step" and
"Descriptive." In such a list there was music
of a kind to please the most diverse of tastes.
If they had arranged a window along the same
lines, with a talking machine and the records,
labeled as above, set in a wire rack, suspended
from the ceiling and laid on the floor, it would
have acted as a very potent selling agent for
selections old and new.
Many hardware stores are finding talking ma- ■
illllllllllllllllllllllllllllllllllllllllllllllllllllll Illllllll MllllllllfiH
chines a very profitable line. According to the
testimony of several who have installed them,
they sell well at all seasons of the year. D. W.
DePrez, of the J. G. DePrez Co., Shelbyville,
Ind., said recently: "We push our talking ma-
chine department just as we do every other
line— averaging a display in . the newspapers
about every ten days. We. also mention talk-
ing machines and records frequently in our store
paper, Pep. The mere mention- that Mrs. Smith
has bought a talking machine will send scores
of people to call on her to hear the new instru-
ment. We sell only standard machines, and
after hearing a selected list of songs many of
the visitors are filled with a desire to possess
a 'talker' of their own. If they have one they
generally hear several new records — for we
take care to urge the inclusion of some of the
latest released records in the initial order of
records to accompany the new machine — and
the next time they come to the store there is
generally an inquiry for one of those they have
heard which happens to strike their fancy."
They recently arranged a most attractive win-
dow display to feature their talking machines.
The floor was covered with powdered cotton
to represent snow, and in the background were
small trees also thickly powdered. In the fore-
ground was a toy house about four feet high.
The door was opened and the interior brightly
lighted. Here in a high chair sat a doll, gaz-
ing at a full size Grafonola, which took up the
greater part of the room inside the house. The
window was lighted by bulbs of blue glass,
which gave a moonlight effect to the scene —
the bright light in the house causing the grapho-
phone to stand out distinctly. A card down in
front suggested: '.'Nothing like music to keep
the youngsters interested and amused. Put; a
graphophone in your home if you want to keep
the children there."
DESLAURIES WITH E. H. LANSING
A. J. Deslauries, formerly with the Emerson
New England Co. and of late with the Musical
Supply & Equipment Co., Boston, -Mass., has
joined the sales department of E.> H. Lansing
in that city, maker of the Lansing Khaki mov-
ing covers for talking machines as well as piano
covers and scarfs.
1920
DITSON VICTOR SERVICE
The Sort of Service That Meets
the Situation — Honestly
OLIVER DITSON GO. - BOSTON
CHAS. H. DITSON & CO.
NEW YORK
24
THE TALKING MACHINE WORLD
February 15, 1920
BAD FIRE IN RICHMOND, VA.
Retail Warerooms and Executive Office of A. J.
Crafts Co. Badly Damaged — Factory Not
Affected and Production Is Growing
Richmond, Va., February 4. — The executive
office and retail warerooms of the A. J. Crafts
Piano Co., at 218 North Second street, this
city, were badly damaged by fire in the early
morning hours of January 19. The total loss is
not yet fully determined, but it is expected that
it will probably exceed $10,000, which is prob-
Partial View of Crafts' Warerooms After Fire
ably covered by insurance. It has not been
definitely found out exactly how the fire oc-
curred, but it is thought to have resulted from
a defective wire in the basement. The accom-
panying photograph shows the damage done to
one section of the wareroom. A. J. Crafts,
president of the company, states that all papers
in his desk have been entirely destroyed. Among
these papers were numerous inquiries and
orders for the Crafts phonograph, together
with considerable correspondence. Mr. Crafts
makes particular mention of the loss of these
papers, so that dealers not receiving answers to
their communications may realize the probable
■■ilium
Style A
Dulcitone Figured Walnut, Rich
Mahogany, red or brown
reason. Mr. Crafts states that they are holding
their entire force together and intend to carry
on the business with the least possible inter-
ruption. The Crafts factory is not located in
the same building with the executive offices,
and therefore the production of Crafts phono-
graphs will not be hindered.
MUSICAL ALARM CLOCK THE LATEST
Royal Family in England Awakened Each
Morning by Favorite Record on Machine
Started by Alarm Clock of Novel Construction
INCORPORATE MANY IMPROVEMENTS
Several new improvements on the Mutual
tone arm will shortly be made as the result of
development work of Herman Segal, who has
been connected with the Mutual Talking Ma-
chine Co. for many years and is one of the
members of the firm. Mr. Segal has charge
of the development work at the Mutual factory,
and a number of improvements that have been
made on these tone arms in the- past have been
the result of his work.
The full line of Mutual and Supreme tone
arms, together with the Manhattan wooden tone
arm, were exhibited at the offices of William
Phillips, president of the companies, 145 West
Forty-fifth street, New York, during the week
of the National Music Show. Mr. Phillips
placed his offices at the disposal of visiting
dealers, which kind offer many accepted.
SONG OVER THE TELEPHONE WINS
Virginia Rea, who is recording exclusively for
the new Brunswick records, came to New York
last summer to secure an engagement to sing in
opera. She called William Wade Hinshaw,
president of the Society of American Singers, on
the telephone. He was just leaving town and
had no time to make an appointment to see her
and hear her sing.
Nothing daunted, Miss Rea declared she would
sing over the telephone. She did so, and Mr.
Hinshaw was so impressed with her ability that
he postponed his trip and asked her to come to
him and sing again. From that moment her
rise as an opera star has been rapid.
A communication from the National Bureau
for the Advancement of Music describes a com-
bination phonograph and alarm clock known as
a "Musiclock," which is the very latest device
"for the practical application of music to the
needs of mundane existence. It is the inven-
tion of a Rochester man, Clarence L. Bull.
Those who employ the instrument to arouse
them from their morning slumbers will have
the satisfaction of knowing that in one respect
at least they are on a par with the royal family
of England. Each morning those of the blood
royal in residence at Windsor Castle are awak-
ened by the skirl of bagpipes as a piper of the
Scots Guards struts up and down the terrace.
The "Musiclock" can be set not only to what-
ever time is desirable but also to whatever tune.
Upon going to bed at night the owner can
select his favorite record, place it in the ma-
chine, set the alarm for the hour at which he
wishes to be awakened, and retire. When the
hands of the clock have reached the time the
alarm is set for a spring is released and the
record begins to play.
Mr. Bull is a veteran of the world war and
during his service he became accustomed to
arising to the reveille call of the bugler. It was
this experience that turned his thoughts to the
path which led finally to the invention of" the
"Musiclock."
UNIVERSAL PHONO. CO. IN DENVER
The Universal Phonograph Co., which was re-
cently incorporated in the State of Washington
with a capital stock of $750,000 has opened a
store in Denver, Col., at 1647 Curtis street. It
is said that an assembling plant will be built in
Denver.
HI!
Dulcitone
Superiority of Finish Unquestioned
It is not only necessary that a Phonograph should have tone, proper reproduc-
tive and amplifying power, which is the result of right equipment, but it should
also have sightliness, appearance. Sight is the medium of the greatest
of all impressions. As a selling proposition appeals to the eye of your cus-
tomer first, please it, then, all else being equal, your sale is made.
Dulcitone Finish both appeals and satisfies. Years of specializing in the selec-
tion and matching of veneers enables us to produce a finish that for beauty
is absolutely not duplicated.
The equipment is right, too, of the highest order, giving to the dealer a com-
bination of finish, reproducing accuracy, and musical perfection that is not
found in other phonographs. Not a good machine housed in a poor cabinet,
nor a poor machine housed in a good cabinet, but a FINE machine housed
in a FINE cabinet.
Prompt deliveries.
Write for prices and particulars.
Dulcitone Phonograph Company
SOUTH HAVEN, MICHIGAN
IllllllllllllllllllUllllllllllillllllll
111
mm*
February 15, 1920
THE TALKING MACHINE WORLD
25
S ISO** LLL-i*~r:' ^.
^ ffr-r
The new Krasberg factory, whose ample capacity and
facilities for the manufacture and production of
KRASCO Phonograph Products insure you against
delays and disappointments.
26
THE TALKING MACHINE WORLD
February 15, 1920
PITTSBURGH VICTOR DEALERS MEET
F. A. Delano Speaks on Victor Red Seal Sales-
manship Course — Standard Talking Machine
Co. Host to Over 100 Dealers January 14
Pittsburgh, Pa., February 3.— F. A. Delano,
director- of the Victor Red Seal Salesmanship
Course, which has been conducted at Camden
for the past several months, was in Pittsburgh
on January 14 and addressed a gathering of Vic-
tor dealers and their salespeople on the ques-
tion of record selling in the auditorium of the
Standard Talking Machine Co. Mr. Delano con-
fined his very instructive and interesting address
to methods of increasing interest and sales in
the better class of records by means of increas-
ing the knowledge and interest of the record
salesman. Following Mr. Delano's address there
was much informal discussion and many deal-
ers expressed a desire to send their salespeo-
ple to take the salesmanship course in the near
future.
While in Pittsburgh Mr. Delano visited many
of the Victor dealers and addressed gatherings of
the sales force in several of the establishments.
A large number of Victor dealers gathered
in the Standard Auditorium to hear Mr. De-
lano. The following list gives the names of the
firms represented and also shows the number
of representatives from each house: Johnson
Music Co., Pittsburgh (2); Wainwright Music
Co., Marietta, O. (1); Kaufman's Department
Store, Pittsburgh (12); W. F. McLay, Carnegie
(1) ; Collins' Drug Store, Meyersdale, (2);
J. H. Phillips, N. S., Pittsburgh (9); W. A.
Steadman, Butler (3); W. F. Frederick Piano
Co., Pittsburgh (3); Boggs & Buhl, N. S., Pitts-
burgh (3); Lechner & Schoenberger Co., Pitts-
burgh (3); Wm. Sahner & Co., Mt. Oliver, Pitts-
burgh (2); Verona Music Store, Verona (2);
Spear & Co., Pittsburgh (5); Half Bros., Home-
stead (3) Swank Hardware Co., Johnstown (5);
McCreery & Co., Pittsburgh (2); Kaufmann &
Baer, Pittsburgh (2); Menzer Talk. Mach. Shop,
Pittsburgh (1); Mather Bros. Co., New Castle
(2) ; D. Krasik, Monessen (2); Jos. Home Co.,
Pittsburgh (3); J. D. Armstrong Drug Co.,
Brownsville (1); Ely Brothers, Jeannette (3);
H. S. Ackerman, Greensburg (2); J. Lloyd
FAULTLESS
PIVOT BEARING
CASTERS
Casters that roll easily across the floor — and
smoothly. No chatter — no unsteadiness.
Simple construction — no complicated parts to
get out of order, nothing to retard easy
movement. Strong — plenty of metal in
required places to resist strains.
Silent- — neat appearing — a real necessity to
YOUR talking machine, these FAULTLESS
CASTERS.
Made with leather, fibre, felt, steel
and lignum-vitae wheels. A word
from you puts all our caster
experience at your service and
brings you a copy of Faultless
Catalog "G".
FAULTLESS
CASTER COMPANY
EVANSVILLE, INDIANA
Full Size— C-6S
"Move the FAULTLESS Way"
Eastern Sales Office:
Geo. Mittleman, 487 Broadway, N. Y.
If f FV'Q GRAPHITE PHONO
m ij SPRING LUBRICANT
IUiey'j Lubricant make* the Motor make good
Is prepared in the proper consistency, will not run out, dry up, or
become sticky or rancid. Remains in its original form indefinitely.
Put up in 1,5, 10, 25 and 50-pound cans for dealers.
This lubricant is also put up in 4-ounce cans to retail at 25 cents
each under the trade name ol
FUR FK A NOISELESS TALKING
uviiuilfl MACHINE LUBRICANT
Write for special proposition to jobbers.
ILSLEY-DOUBLEDAY & CO.. 229-231 Front St., New York
Grimm, Pitcairn (2); J. C. McGinity, Blairs-
ville (3); F. C. Wampler & Son, McKeesport
(6); The Milkman Co., Zelienople (2); E. E.
Schellhase, Waynesburg (2); W. J. Benjamin,
Vandergrift (1); C. C. Mellor Co., Pittsburgh
(6); Rudolph Wurlitzer Co., Pittsburgh (3);
Kulp's-Drug Store, Braddock (3); S. Hamilton
Co., Pittsburgh (5); W. J. Mullan, Sewickley
(1); W. J. Mullan, Ambridge (1); H. A. Lamor,
Victor Representative (1); Standard Talking
Machine Co., Pittsburgh (6); Clark Wright, E.
Pittsburgh (1); and many others whose names
could not be secured.
AUGUSTA FIRM ADDS DELIVERY CAR
J. B. White & Co. Cover Wide Rural Territory
in Two Southern States
J. B. White & Co., Augusta, Ga., dealers in
Victrolas and Brunswick phonographs, have
added a Ford delivery car for use of the out-of-
town salesmen. This car is equipped with a
special -body which is an exact duplication
\ | ' "-§ui / . Vlctron*
■EX.. WA. Phone
£ . music + 'Jk
HATH '•
CHARMS A
-of a Victrola, as may be seen in the photograph.
This concern is covering the greater part of two
States with two salesmen and during the past
year about 500 large cabinet machines were
placed in the rural' districts. It is the policy of
J. B. White & Co. to give one year's free serv-
ice within 200 miles of Augusta and Manager
H. G. Ray has found this policy to be a paying
one.
APPOINTED ADVERTISING MANAGER
The Rudolph Wurlitzer Co., of Cincinnati,
O., has announced the appointment of Ralph
Seward Heaton as general advertising man-
ager of the company. Mr. Heaton was for-
merly advertising manager of the H. & S.
Pogue Co., Cincinnati, a prominent department
store, and was at one time associated with Bar-
ron G. Collier, Inc.. New York.
ROTTEN STONE
We are the only miners and manu-
facturers in this country of Rotten
Stone for use in Phonograph Record
making. Our product is now in use
by practically every record manu-
facturer in this country. We are also
headquarters for all other minerals
for record making and everything we
handle is made especially for this pur-
pose and absolutely guaranteed. Ex-
pert advice given upon any formula.
KEYSTONE MINERALS CO.
41 Union Square, New York City
The Talking Machine World, Neiv York, Febru
■THE OMSTGtUMEINIT ©F QUALOTY
C L EAR AS A
ELL
'Jan org
Semi-Permanent
NEEDLES
make business bigger!
WHEN you feature Sonora Semi-Permanent
Needles you hold your present customers and
bring many new patrons to your store, peo-
ple who come to buy Sonora Needl es on their friends'
recommendations. The sale of the Sonora S. P. Needle
brings you a bigger profit
than does the sale of any
other needle!
Sonora Needles sell for
25c. a package of 5.
They are the greatest value
because they play many
times, do away with con-
stant needle changing,
sweeten the tone and in-
crease the life of the rec-
ords and because, having
parallel and not tapered sides, they prevent enlargement
of the record grooves.
These needles give wonderful satisfaction, are well
advertised and are in brisk demand. If you haven't
stocked Sonora Semi-Permanent Needles, do so now.
Just one reason why: // pays!
Three Grades: Loud, Medium, Soft
Retail prices, 25c. per card of 5. 40c. in Canada
Sonora ^ijonograpi) Company, 3fnc. i V
Attractive Counter Display Holding
Six Needle Cases
lii Hi*
GEORGE E. BRIGHTSON, President
NEW YORK CITY: 279 Broadway
Canadian Distributors: I. Montagnes & Co., Toronto
CAUTION!
Beware of similarly constructed needles of
inferior quality.
Here's a wonderfully popular set!
WHEN your customers see this con-
venient, handsome set they recog-
nize it as something they want and can
use. They buy. Sonora, ever the leader,
is first to offer the combination of ALL
NEEDLES for ALL RECORDS!
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
ALL RECORD
NEEDLE EQUIPMENT
Consists of a Sonora Diamond Needle in a gold-plated holder,
and a Sonora Sapphire Needle in an ivory holder, both of super-
latively high grade in material and workmanship and beautifully
polished, with a needle point absolutely accurate in size, exactly
fitting the record groove.
With these there is
placed in the upper
part of the case
a set of Sonora
Semi- Permanent
Needles— two loud,
two medium, and
one soft.
i I I i I
1
tAD INSTRUCTIONS
The retail price of
this equipment is
$6.25, the splendid
case being free.
Sales of this pack-
age have been phe-
nomenal.
You need a stock now.
Remember — the Sonora ALL RECORD Needle equipment is of
typical Sonora quality through and through. Here is a great
profit maker which you should have at once. Write today.
Sonora $f)onogtapf) Company 3fnc,
GEORGE E. BRIGHTSON, President
NEW YORK: 279 Broadway Canadian Distributors: I. Montagnes & Co.. Toronto
See list of Sonora Jobbers in double page advertisement in this issue.
February 15, 1920
THE TALKING MACHINE WORLD
27
Margaret Romaine sings her first four
selections for Columbia this month. Order
big ! Columbia records— A-2846 and A-2847.
Columbia Graphophone Co
NEW YORK
NEW BRUNSWICK DEALER SERVICE
Special Window Displays Being Prepared for
Dealers — Regular Monthly Service Will Be
Maintained — February Display Well Received
The Brunswick-Balke-Collender Co. has pre-
pared its first series of window displays for its
are handsomely illustrated in color and make
use of artistic cut outs and posters of Bruns-
wick artists and record lists. These window
displays form the connecting link between the
national advertising campaign and the dealer's
store. A regular monthly dealer service has been
established and will be maintained in the fu-
ture in the interests of the Brunswick dealers
in all parts of the
country.
The February dis-
play consists of nine
separate pieces which
can be used in many
different c o m b i -
nations together or
alone, and is beauti-
fully lithographed in
eight colors. The
central panel of the
display is a reproduc-
tion of the announce-
ment of the new rec-
ords which appeared
in the January maga-
zines. This display is
sent . to the dealers
free of charge and is
being received by
dealers through-
One of the Specially Designed Brunswick Windows out the country with
dealers for use in connection with the new great enthusiasm. Subsequent displays will be
Brunswick records which made their appear- devoted to the monthly hits and will be in the
ance in the trade last month. These displays hands of the dealer at the proper time.
DO YOU KNOW
P
RECALL
Style No. 11
Hei£ht46V£ :f!cbes
Depth 22V2 inches
Width 20V4 inches
that the "RECALL" combines
QUALITY, BEAUTY and
RICHNESS OF TONE to
make it the real surprise of the
Phonograph World during the
1920 season ?
It has workmanship that is above
reproach, due to many years' ex>
perience in the manufacture of
high grade cabinet work.
Its finish is of the highest type
while its equipment is of, | the
very best.
It sells at a price which makes it
attractive to the purchaser, at
the same time giving the dealer
a much larger margin of profit
than can be obtained from most
other lines.
Four Styles — Catalog and Prices on Application.
Communicate direct with the Manufacturer.
The Huss Bros. Phonograph and Piano Co.
6-8-10 W. Canal Blvd., Cincinnati, Ohio
MAIL MAY NOW BE RETURNED
New Act Provides for Return to Sender of
Catalogs and Other Undelivered Mail Matter
—Merchants Long Urged Revision of Law
For a number of years merchants of New
York and other cities have been endeavoring to
secure a modification of the postal laws that
will permit of the return to the sender of cata-
logs, booklets and merchandise of all kinds in
the event that it was not delivered by the post
office or "forwarded to a new address.
An act approved on November 19, 1919, makes
provision for returning to the sender or for-
warding to a new address undeliverable mail
matter of the second, third and fourth classes.
Hitherto these privileges attached only to first-
class mail— that is,' matter prepaid at the letter
rate.
Under the terms of the new law payment of
either the forwarding or the return postage must
be guaranteed by the sender. The Postmaster
General is authorized to prescribe the necessary
regulations.
VICT0R=STARR LITIGATION
U. S. Circuit Court of Appeals in New York
Affirms Denial of Preliminary Injunctive Re-
lief—Merits of Case Left for Trial
A decision has just been handed down by the
U. S. Circuit Court of Appeals in New York
affirming the denial of preliminary relief in Vic-
tor Talking Machine Co. vs. Starr Piano Co.
on the Johnson Cut Record patent. The ques-
tion involved was whether the defendant should
be under injunction while the case was being
tried. The defendant also argued for the dis-
missal of the bill of complaint, but this was
refused by the court and all questions involv-
ing the merits left for trial. The trial of the
case is expected to take place in the near future.
- The* Victor Talking Machine Co. in a letter
W The World state: "The case will be pushed
ttf'a fih'al determination and all who manufac-
ture or sell infringing laterally undulating cut
records do so at their peril, and will be held to
full accountability under the law."
MAKES HEADQUARTERS IN CHICAGO
N. J. Potomack, vice-president of the New
York Album & Card Co., has changed his resi-
dence from New York to Chicago. This change
of address will enable Mr. Potomack to devote
much of his attention to the large Chicago fac-
tory of the company, the output of which has
reached large proportions. Mr. Potomack will
also call on the Chicago and Middle West manu-
facturers, many of whom are equipping their
cabinets with Nyacco albums.
Gushing Young Thing: "Have you ever won-
dered what the lost chord really was?"
The Professor: "Probably a flat. I can't find
one anywhere!"
28
THE TALKING MACHINE WORLD
February 15, 1920
Particularly
for
Phonographs
Sells on Sight
YOU'D BE SURPRISED how pleased your customers will be to know that at
last there is A ONE PURPOSE POLISH. You want to be able to supply
them with this scientifically prepared, and therefore Perfect Polish, which not
only cleans, but at the same time restores the factory finish to the varnished
surfaces of cabinets. . .
Reflexo Retails for 25c. J|L
and to enable you to give your customers the very best polish f|P Effffj I re/
with the maximum profit to yourself, we are making tempo- lyilSIIB^
rarily two introductory offers: ^\J§d|
(1) For the Dealer who orders a minimum of five gross at $15.84 per M' 4
gross, we will additionally label the bottles "Made expressly for"
— your name and address, and also send you Display Advertis- jjtijpn J
ing Material. <- ^ mWj^JM 1
(2) To the Dealer who orders a sample shipment of a quarter of a I IeeS
gross at a cost of $5.76, we will send Display Advertising Material
without any additional charges. FfclPlMI |j
READ THE COUPONS BELOW IbSS^
CHOOSE ONE—
PROPOSITION No. 1
Reflexo Products Co., Inc.
Mar-bridge Bldg., New York Cily
Send ut grots (minimum 5 gross) Reflexo
Polish additionally labeled
"Made expressly for
Name
Address
(together with display Advertising material)
for which we agree to pay $15.84 per Gross
upon receipt of goods and invoice.
Name
Address
FILL IT IN-MAIL IT TODAY
REFLEXO
PRODUCTS
CO., Inc.
MARBR1DGE BUILDING
NEW YORK CITY
PROPOSITION No. 2
Refiexo Products Co., Inc.
Marbriclge Bldg., New York City-
Send us % gross REFLEXO POLISH
(with Display Advertising Material)
for which we agree to pay $5.76 upon
receipt of goods and invoice.
Name
Address - —
February IS, 1920
THE TALKING MACHINE WORLD
29
BIRMINGHAM ASSOCIATION ACTIVE
Exposes Tax Dodgers and Directs a Most Suc-
cessful Co-operative Advertising Campaign
— Holcombe Music Co., Incorporated — Some
Recent Changes in the Field — Other News
Birmingham, Ala., February 2. — Since the or-
ganization of the Birmingham Victor Association
many good things have been accomplished by
its members. During December the city author-
ities, through the efforts of the association, were
put in touch with a great many dealers in talk-
ing machines who had evaded paying their
taxes. This netted the city several thousand
dollars and the officials were very grateful for
the assistance given by the association. During
the holidays an advertising campaign was con-
ducted by the association, featuring Victor Red
Seal records. All the newspaper mediums of
the city were used for this campaign and it
covered a period of five weeks previous to
Christmas. Much benefit was derived there-
• from. At the last meeting of the association the
following officers were elected for the ensuing
year: A. R. Boone, president; B. F. Simms, vice-
president; Miss Olive B. Willis, secretary, and
R. E. Weinberg, treasurer. This meeting was
held in the music rooms, of the C. C. Holcombe
Music Co. and a delightful buffet luncheon was
served.
The C. C. Holcombe Music Co. has recently
been incorporated with C. C. Holcombe, presi-
dent; J. H. Holcombe, vice-president and treas-
urer, and S.' A. Russell, secretary. The busi-
ness will be conducted as previously when oper-
ated under the firm name of C. C. Holcombe.
Wm. Quinn has severed his connection with
the Williams Music House and has accepted
the management of the Victrola department of
the Cable-Shelby-Burton Piano Co.
The friends of Miss Irene Jenkins, of the C.
C. Holcombe Music Co.'s staff, were very much
distressed to learn of her recent illness and
the necessity of a rest for several months. The
good wishes of the local talking machine trade
go with Miss Jenkins on a visit to her home in
Youngstown, O., and all will anxiously await
the news of her return to health and Birming-
ham to again take up her work.
Benjamin Hammond, for several years man-
ager of the talking machine department of the
Clark & Jones Piano Co., announces that he
has recently severed his connection with that
house and is now with the Talking Machine Co.,
Victor distributors, of this city.
The many friends of B. G. Powell will be glad
to learn of his recent connection with the Maison
Blanche Co., New Orleans, as manager of the
music department. Mr. Powell for some time
past has been the local representative in this
territory for the Columbia Graphophone Co. and
enjoys a wide circle of friends.
A. R. Boone, general manager of the Talking
Machine Co., is spending two weeks in the
North, during which time he will visit the Victor
factory.
A. W. Williams and C. C. Holcombe, both
popular talking machine men of this city, re-
turned recently from the Victor factory, where
they attended the salesmanship course which the
Victor Co. furnishes to its dealers. Both gentle-
men speak very highly of the benefits derived
therefrom and strongly advise each Victor deal-
er to avail himself of the opportunity of at-
tending one of these classes.
Earl Silliman, for several years connected with
the local staff of the Columbia Graphophone Co.
and later connected with that company in its
Boston branch, has returned to this city to be-
come engaged in the retail talking machine busi-
ness. Mr. Silliman has made no announcement
as to his plans thus far.
MAKE COLUMBIA RECORDS ON COAST
San Francisco, Cal., February 4. — When all the
doors and windows of the Borgia Room were
closed and barred the other day, Art Hickman
and his jazz orchestra of ten ragtime musicians
made six more records for the Columbia Grapho-
phone Co. Hickman and his orchestra recently
returned from New York, where they made
thirty-one records for the company, and the
Hickman records proved so good that the com-
pany wanted more. It was impossible for Hick-
man to take his orchestra to New York again
for a year, so the company sent J. A. Silles and
a carload of apparatus to San Francisco to make
the records here.
A record was made recently as an experiment.
It proved that the Borgia Room is almost ideal
for making records and the apparatus was set
up and Hickman and his "jazzomaniacs" turned
loose. The room is a duplicate of the Borgia
room at the Vatican, and to make it the same
size as the room in Rome it was necessary to
put in extra walls. The result is that the
double walls make the room practically sound-
proof when the doors are closed, and these new
Hickman records will undoubtedly be perfect
reproductions of this orchestra's art.
TALKERS REPLACE SINGING SOUSES
Police Sergeants Offset One Effect of Prohibi-
tion in Original Manner
The reported effects of prohibition are many
and varied. According to a daily paper the desk
sergeants at the police stations miss the melo-
dies of the "singing souses" on Saturday nights
so keenly that they are installing talking ma-
chines in the station houses and building up li-
braries of such records as "We Won't Go Home
Until Morning," "The Stein Song," and that
barroom favorite, "Sweet Adeline." It is de-
clared that some sergeants are such sticklers
for correct atmosphere that they i.isist on soak-
ing the reproducers in wood alcohol.
Make 1920 a Big Year
for Record Sales
-t
Seven Railroads
Two Barge Canals
One River
FROM US TO YOU
Write us for Our Special List
Service
Remember —
ALBANY
"for Capital Service"
ALBANY IS THE SECOND LARGEST POSTAL TRANSFER POINT IN THE UNITED STATES
ALBANY IS THE THIRD LARGEST EXPRESS TRANSFER POINT IN THE UNITED STATES
THE GATELY-HAIRE CO., Inc.
356-358 BROADWAY
JOHN L. GATELY,"Pres.
VICTOR DISTRIBUTORS
WHOLESALE EXCLUSIVELY
ALBANY, N. Y.
30
THE TALKING MACHINE WORLD
February 15, 1920
mi
I
i
1
The New Model "E"
Garford Phonograph
The Greatest Value on the Market
Immediate Deliveries in Any Quantity
High in ^^HHBI^^^5^^^^ High in
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Price MBm mwlS^li^^^^r^^ Price
1
\\New Model "E " Garford Phonograph
The New Model "E" Garford Phonograph
has every desirable feature of the
high price phonograph.
1 Plays all makes of records without an attachment.
2 Superior Tone Quality.
3 Standard Motor of Recognized Merit.
4 Artistic Appearance.
5 Guaranteed to give Excellent Service.
Order Now For Immediate Delivery
Sells like "Wild-Fire" the Year Round
H We have an Attractive Dealer Proposition
The GARFORD MFG. CO.
| ELYRIA, OHIO |
February 15, 1920
THE TALKING MACHINE WORLD
31
C. W. SOWERWINE WINNER IN WINDOWJDISPLAY CONTEST
Edison Dealer of Huntington, Ind., Gets Free Trip to National Music Show and Necessary Hotel
Expenses for Best Window Display in Contest Inaugurated by Music Trade Review
Recognizing the fact that the window display
plays a vitally important part in the success of
every music dealer and that this field should be
stimulated in the interests of trade betterment,
a window display contest was originated by
The Music Trade Review last month. The prize
offered for the winning display was a free trip
to the National Music Show in New York City
and the winner was C. W. Sowerwine, an Edi-
son dealer of Huntington, Ind. The occasion
of the Music Show made the time for the con-
of the pictures sent in were Bruce Barton,
prominent writer and advertising authority, now
of Barton, Durstine & Osborn, New York; Ar-
thur Freeman, formerly advertising manager
tor R. H. Macy & Co: and sales director of
Gimbel Bros., now head of Einson Litho, Inc.,
specialists in window display advertising, and
C. M. Tremaine, director of the National Bu-
reau for the Advancement of Music.
In rendering their decision, these judges con-
sidered the following points: the artisticness of
any one instrument or a combination of any or
all of them could be advertised. The decision
of the judges could be awarded on any display,
whether it contained one class of musical goods
or many classes.
The many good qualities possessed by the
majority of the photographs sent in made it a
difficult matter for the judges to choose one
which should receive the prize. It was an in-
teresting fact to note that by far the larger
part of the displays were devoted to talking
machines entirely or to talking machines and
small musical instruments. The percentage of
displays featuring pianos was comparatively
very small. It may be that the rush of holiday
business found most of the music stores bare
Holiday Window Display Which Won The Music Trade Review's Two-Hundred-Doll ar Prize in Music Shop Trip Contest
test an especially appropriate one, for dealers
from all parts of the country met in New York
and exchanged their personal ideas regarding
every phase of the industry.
The judges who chose the picture of Mr.
Sowerwine's window display as being the best
the display; the "idea value" of the display;
the propaganda value of the display along
"music in the home" lines, and the merchan-
dising value of the display. These window dis-
plays were not confined by the rules of the con-
test to any one class of musical instruments,
of pianos and players, and few were available
for use in window displays. It may also be
that dealers consider the talking machine a bet-
ter medium and more easily handled in a dis-
play of this kind and for this reason used it
so extensively.
s
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Exceptional facilities for New York, New Jersey and Connecticut Dealers to get the livest Record Proposition in the trade
Phone Barclay 5728
for Service
ZIEGLER, BAKER & JOHNSON
100 Chambers Street
New York City
32
THE TALKING MACHINE WORLD
February 15, 1920
BUFFALO VICTOR DEALERS MEET
Midwinter Banquet of Local Victor Retailers
Well Attended — F. A. Delano the Guest of
Honor — Salesmanship School Explained
The Buffalo Victor Retail Dealers' Associa-
tion held its midwinter banquet at the Buf-
falo Consistory on Friday evening, January
16th. The dinner, which was attended by more
than 100 representatives of the Victor retail in-
dustry in Buffalo and the surrounding cities,
proved to be a very enjoyable one and most
interesting because of the presence of F. A.
Delano, head of the Victor School of Sales-
manship conducted at the Victor plant.
Immediately after the guests were seated at
the table, the War Veterans' Quartet rendered
several selections, which were highly entertain-
ing and appropriate for the occasion. The ban-
quet which followed progressed through its nu-
merous courses without interruption until after
the coffee had been served. Mr. Heinike, of
Denton, Cottier & Daniels, the president of the
association, then arose and expressed his un-
bounded pleasure at being able to see the asso-
ciation once more convened.
F. A. Delano, of the Victor Co., was then
introduced by the president. Mr. Delano spoke
of the value of the Victor School of Salesman-
ship. His address, which covered, most com-
pletely this course in instruction, was given in
such an entertaining manner that, although ex-
tending over an hour's time, he held the in-
terest of his audience during its entire length.
He brought out the fact that not only did those
who attended the school familiarize themselves
more intimately with the Victor Red Seal cata-
log, but also learned psychology of salesman-
ship, correct presentation, the manufacture and
quality of the Victrola, and also had the oppor-
tunity to meet personally the executives of the
Victor Co. and the great singers who record
under exclusive contract for them.
At the close of Mr. Delano's address the
president called on Olin L. Neal, director of
the Buffalo Talking Machine Co., Victor whole-
salers. Mr. Neal in a few words most elo-
quently pictured the future of the Victor
retail business, stating that he believed it
would be only a short time before enough
merchandise would be forthcoming from the
factory to satisfy the demands of every Victor
dealer. He also touched on the value of the
association to its members, in that the co-oper-
ative effort of the association might bring about
results needed in the industry, which could not
be obtained through disconnected effort.
C. N. Andrews, of W. D. & C. N. Andrews,
Victor jobbers of Buffalo, N. Y., was the next
speaker. He spoke on co-operation between the
members of the association, stating he believed
it would bring about better business for all.
At the close of Mr. Andrews' speech, Edward
Lyman Bill, of The Talking Machine World,
was called upon to say a few words. Mr. Bill
humorously pointed out the many small points
in salesmanship and in store courtesy which are
necessary in conducting a successful business.
An interesting and most pleasant surprise to
all present was the announcement that Mr. De-
lano had secured the services of his sister to
act as accompanist to him in rendering a few
selections. Although Mr. Delano tried to im-
press upon his audience by a few words before
commencing to sing that he was entirely out
£>f practice, his rendition of certain operatic se-
lections proved most conclusively that he was
a master in singing as well as in salesmanship.
J. F. DRAKE WITH C. C. MELLOR CO.
Former Victor Traveler Joins Wholesale Victor
Department of Large Pittsburgh House — A
Graduate of the Victor Salesmanship School
Pittsburgh, Pa., February 2. — J. Frederick
Drake, who was formerly connected with the
Victor Talking Machine Co.'s travel department
and stationed in the New York State territory,
and who later left the music industry, has again
entered the talking machine field and is now
connected with the wholesale Victrola depart-
NEW MACHINERY FOR BOOTH CO.
Manufacturers of Talking Machine Felts in
Brooklyn and Chicago Busy
The Booth Felt Co., Inc., which has for al-
most twenty years operated plants in both
Brooklyn, N. Y., and Chicago, 111., has in recent
years given much attention to the products
needed by the talking machine manufacturer.
This includes turntable felts, motor felt wash-
ers, motor brake felts, needle rest felts and
cabinet strip felts, products of which they al-
ways carry a large stock, thus assuring prompt
deliveries.
For , the purpose of giving the utmost co-
operation to the manufacturer they have in-
stalled much special machinery, together with
dies of every dimension, so that they are
equipped to make quick deliveries of other than
the stocked products.
TALKING MACHINE TRADE GROWS
Several models of the Dusonto phonograph,
manufactured by the Belcanto Co., Inc., New
York, are on display in the retail warerooms of
Jacob Doll & Sons, 112 West Forty-second
street. A large shipment of Pathe machines
has also arrived, being a part of a consignment
which was due to arrive in time for the Christ-
mas trade but did not arrive until the middle
of January. Manager Fred Doll has found that
the talking machine end of his business is grow-
ing rapidly and the Pathe machines and Pathe
records are selling rapidly in New York.
Russell Wells, son of Charles E. Wells, head
of the Charles E. Wells Music Co., Denver, Col.,
was married recently to Miss Marie Gillespie.
J. F. Drake
ment of the C. C. Mellor Co. Mr. Drake is
an experienced Victrola man and recently took
the Victor salesmanship course, which is be-
ing introduced among the staff of Victrola em-
ployes who are under the supervision of John
Fischer, the well-known manager of the Mellor
Co.'s Victor interests. Mr. Drake for a time
was also connected with the Gately-Haire Co.,
Victor wholesalers in Albany, N. Y.
W. H. McINNES MADE MANAGER
Wm. H. Mclnnes has been appointed New
England district manager for Brown-McManus
& Co., the well-known talking machine, record
and accessories jobbers. The firm has opened
up an office at 41 West street, Boston, Mass..
with Mr. Mclnnes in charge.
is the last word in the refining of high-grade oils, for every im-
purity is taken from it, leaving nothing but what is required to
keep machines in perfect condition, being combined of four oils
perfectly blended.
Will not Gum, Chill or become rancid; is free from acid. It is colorless and has
no sickening smell, being absolutely odorless.
"The finest and most delicate pieces of mechanism do not prove
efficient unless properly lubricated. Skill, Genius, Invention and
Workmanship must have the proper Oil. Stop and consider this
when you have to buy an Oil for household use."
NYOIL is put up in the following sizes:
No. 32 (Can) 1 Quirt
No. 128 " 1 Gallon
No. 540 " S Gsllon
Hundreds of satisfied customers have written us that they would never nse anything else for
Talking Machines, Graphophones, Phonographs and Sewing Machines
NYOIL will lubricate the machinery and polish all woodwork
and can be obtained of any "Up-to-date" Talking Machine Dealer in the world,
and is manufactured by Wm. F. Nye, who for 50 years has made 80% of all the
Watch, Clock and Chronometer Oil that is used in America.
WM. F. NYE, NEW BEDFORD, MASS., U. S. A.
NYOIL U put up in the follow-
ing size* :
No. 1 Bottle 1 ounce
No. 4 *' 3 ounce*
No. 8 '* 8 ounces
February 15, 1920
THE TALKING MACHINE WORLD
33
Should Be On Every
Talking Machine
AT LAST
ANEW LIGHT that will apply to every
make of talking machine in the world.
It is reliable, easily applied, and will give perfect
satisfaction.
Beautifully finished in nickel and gold.
Both lights and batteries are fully guaranteed.
Low in price, within reach of every talking
machine owner or buyer.
Big discounts to dealers. Write your jobber or
direct to us for descriptive circulars outlining our
selling and advertising campaign.
RETAIL PRICES
Nickel Finish « $2.25
Gold Finish 3.00
Special RECORD-FLASHER Battery 75
ENTIRELY NEW PROPOSITION
i
r
Angular Vertical Horizontal
Each package complete as illustrated above
AGGESSoaY GorpobATIQM
355-357 East Water Street manufacturers Milwaukee Wisconsin U.S.A.
PATENTEES
34
THE TALKING MACHINE WORLD
February 15, 1920
Mardones sings two deep sea songs "Rocked in the
Cradle of the Deep 99 and "Asleep in the Deep " that
will make your customers go deep into their pocket
books! Columbia Record, A-6134.
Columbia Graphophone Co.
NEW YORK
COLUMBIA GRAPHOPHONE MFG. CO. SECURES INJUNCTION
Fulton Phonograph Co. Restrained From Use of Any Imitation of Plaintiff's Trade-marks by In-
junction Issued by Judge Mayer in United States District Court
An important decision was handed down re-
cently by Judge Mayer in the United States
District Court, Southern District of New York*,
wherein an injunction was granted to the Co-
lumbia Graphophone Mfg. Co. in an action
which it instituted against Paul Davidson, do-
ing business as the Fulton Talking Machine Co.
in New York City, New York. Judge Mayer's
decision, which is a very important one, reads
as follows:
"This cause having come on to be heard
upon the return of the order to show cause
herein, dated December 18, 1919, and upon the
bill of compla'int herein, duly verified, and upon
the affidavits of Harold S. Brady, Arthur E. Ger-
maize and John G. Ray, herein, and upon the
exhibits annexed and referred to in such papers,
and each of them, from which it appears that ,
the plaintiff is the owner of United States
registered trade-marks Nos. 54,714, 93,429, 95,705
and 183,012, and each of them, and that the
defendant has infringed the said trade-marks,
and the plaintiff's rights thereunder, and the
other rights of the plaintiff related thereto, all
as alleged in the complaint herein, and no cause
having been shown why a preliminary injunc-
tion should not be granted herein as prayed,
and defendant's counsel consenting.
"Now, after hearing W. Laird Goldsborough,
Esq., counsel for the plaintiff, and Henry B.
Mitchell, Esq., counsel for the defendant, and
after due deliberation, it is hereby
"Ordered that the defendant, Paul Davidson,
his attorneys, agents, servants and workmen, be,x
and they hereby are," restrained and enjoined
during the pendency of this suit and until the
further order of this court, from making, sell-
ing, advertising or offering for sale talking
machines^qr "parts thereof, talking machine rec-
ords, or the like, not manufactured by the plain-
tiff, designated in any manner by .name or
marks, or any or either of them, shown and
described in U. S. Certificates of Trade-mark
Registration Nos. 86,714, 93,428, 95,703 and 123,-
012, or any or either of them, or any colorable
imitation thereof, or of any or either of them,
or in such manner as to be calculated to lead
or deceive the trade or the public into be-
lieving that in purchasing the defendants' said
goods they are purchasing the product of the
plaintiff, and from using the said names and
marks, or any or either of them, in any man-
ner in infringement of the plaintiff's equitable
rights, and in particular from selling or offer-
ing for sale or disposing of in any manner what-
soever, directly or indirectljr, any talking ma-
chines or parts thereof, talking machine rec-
ords, or the like, not manufactured by the plain-
HOW ABOUT IT?
For a long time now we
have claimed that
THE DE LUXE STYLUS
Is the Best Semi-Permanent Needle Made
Plays 100—200 Records
No Scratch — No Hiss
Three for 30 Gents
Free Samples — Circulars — Discounts
Gladly Furnished
Duo -Tone Co., Inc.
Manufacturers of Talking Machine Needles
ANSONIA, CONN.
You can't afford to be without THE DE LUXE STYLUS
tiff, bearing the words and marks "Columbia,"
"Grafonola," "Note the Notes" and the so-
called Tied Music-Notes and the circle, in in-
fringement of plaintiff's said trade-marks Nos.
84,714, 93,428, 95,703 and 123,012, or any or
either of them, in any manner, or form in any
such manner representing that his goods are
the product of the plaintiff.
(Signed) "J. M. Mayer.
"United States District Judge."
PATHE BUFFALO DEALERS MEET
Listen to Addresses by President Widmann, H.
N. McMennimen and James Watters
Buffalo, N. Y., February 4. — The convention of
Pathe dealers in this section of the country was
held Jan. 14 at the Lafayette Hotel, this city.
There were two sessions. At the morning re-
union James Watters, of the Dealers' Service
Department of the Pathe Freres Phonograph
Co., spoke most interestingly on "Dealers'
Service." At the luncheon which followed the
dealers present discussed various phases of the
Pathe business and were entertained by Grace
Hoffman, soprano," and Lewis James, tenor. The
afternoon session was opened by an address by
Eugene A. Widmann, president of the Pathe
Freres Phonograph Co. H. N. McMennimen,
managing director of the Pathe Freres Phono-
graph Co., also spoke. A discussion followed on
'What Will Increase Record Sales" and "Ac-
cessories That Will Help the Phonograph
Business." The honorary guests of the occasion
included the speakers, O. N. Keiss, field super-
visor, and the .artists who entertained the
guests. The convention was a decided success.
The Buffalo Wholesale Hardware Co., Pathe
distributors, was well represented, the follow-
ing executives and members of the sales organ-
ization being present: Charles H. Smith, presi-
dent; N. A. Taber, vice-president; J. P. Becker,
vice-president; A. W. Weaver, secretary; Henry
Machmer, assistant secretary; W. M. Thomp-
son, treasurer; M. B. Zeluff, assistant treasurer;
C. H. Elliottt, C. P. Morrison, sales managers
and Earl B. Dryden, manager phonograph de-
partment. Fayette Nims, H. E. Bristol, W. S.
Boyd, John Marshall, R. H. Neckers, F. R.
Woodside, W. K. Ruger, H. J. Taft, W. A.
Riggs, N. Alt, B. Hartnett, C. F. Geyer, J. A.
Webber, W. J. Becker, A. E. Stevens, Ross C.
Lamoreaux, O. E. Eyeington, J. S. Becker, N. B.
Noxsel, L. J. Pike, F. Swagler, H. Hill, J. J.
Gibbons and A. A. Weaver also attended.
REPAIR SPECIALISTS IN BUFFALO
Gaulin Bros., Buffalo, N. Y., have opened up
a repair shop specializing in the repair and up-
keep of reproducers and parts. The headquar-
ters of the new store are in the Market Build-
ing and the members of the firm are Michael
A. Gaulin, formerly of W. D. Andrews, and
Frederick J. Gaulin who was with the Colum-
bia Co. for some time.
The Talking Machine World, New York, February 15, 1920
O^e ULTONA
PLAYING A BRUNSWICK RECOR.D-
These Ideas Won
How Brunswick advancements have won many thousands
of friends. These are facts that concern every dealer
Nearly all phonograph buyers were, at first,
restricted to one make of records. To offset this
limitation, some makeshifts were offered.
But it was Brunswick's happy opportunity to
present to musical America that remarkable
creation, the Ultona.
This all-record reproducer plays each record
exactly as it should be played. At the turn of a
hand it presents the right needle and the right
diaphragm to any make of record.
The Ultona focused the atten-
tion of music-lovers everywhere
upon the Brunswick Method of
Reproduction.
Then we announced the Bruns- ■
wick Tone Amplifier — another bet-
terment. It is made entirely of
wood, avoiding the harshness of
tone produced by the cast metal
throat commonly used.
By developing this all-wood,
violin-principle amplifier and con-
structing the Brunswick according
to musical laws, we were able to
endow it with a tone quality hither-
to unknown.
The Ultona and the Tone
Amplifier are but two features of
the Brunswick Method of Repro-
duction. Yet they contribute largely to the su-
periority it has attained.
The way to judge a phonograph is by compari-
son. We are justly proud of the fact that the
great majority of our dealers have chosen The
Brunswick by this method.
And this is the test we invite from every buyer.
We know what their verdict will be. And as we
have profited by the building up of a great dealer
through comparison, so can the
dealer create profitable business
for himself.
Another aid to dealer success
lies in our latest triumph — Bruns-
wick Records. They, too, set
new standards. For we have in-
cluded all the best features of
record-making and have added the
missing element !
Each Brunswick Record is pro-
duced under the supervision of a
noted director. Thus we unite the
talent of the artist with the genius
of the composer.
This brings a new significance
into recorded music enjoyment.
And you will note, as you hear
them, that Brunswick Records
bring something better.
T 1 1 E
branch Houses
In Principal Cities of United
States, Mexico and Canada
U N S W I C K - B A L K E - C O L L E N D E R
General Offices: 623-633 S. Wabash Ave.. Chicago
COMPANY
Canadian Distributors :
Musical Merchandise Sales Co.,
819 Yonge St., Toronto
P M O N O C PAPHS AND PICQPOS
The Talking Machine World, New York, February 15, 1920
■
•V'*
CC8
Amplifier
All Brunswick
We make our phonographs complete. We do not assemble
parts made by others. All Brunswick features are our own
This is to confirm the fact among dealers that
Brunswick Phonographs are not assembled, like
many others.
Every Brunswick is 100 per cent Brunswick.
We realize that most phonographs are assembled.
We know of only one other concern with a policy
like ours.
In the beginning, it is true, we bought some
parts elsewhere. But we soon found it a mistake.
There were too many variations.
Too many parts had to be rejected
by our inspectors.
So we decided that we would
make Brunswicks completely in our
ozvn shops, however great the initial
investment.
It has been a wise policy. We
would never go back to the old
way. We have found, by experi-
ence, that our 100 per cent method
is the right way for us — the right way for our
dealers — the right way for phonograph buyers.
This policy gave us the opportunity to install
and maintain the most rigid standards. And
thereby to guarantee every mechanical part for
the life of the instrument.
We need never compromise with quality. We
can control it. We are surer of uniform production.
Brunswick cabinet work, for example, is the
finest obtainable. We profit by 76 years of ex-
perience in wood craftsmanship. For the House
of Brunswick has been long-famous for its ex-
cellence of wood workmanship.
Thus it is throughout our entire organization —
in our model factories.
In every manufacturing policy
we strive for the utmost — no money
is spared in adopting betterments.
No half-way measures are suffi-
cient. Nor ever have been, in all
these successful years of the House
of Brunswick.
And all who know this concern
are quick to recognize its ideals,
its business integrity.
We give you the facts. We
show you the size of this company — the breadth
and soundness of its policies.
These policies have a telling effect upon Bruns-
wick dealers.
They give him honest merchandise. They en-
trench him against all competition.
THE BRUNSWICK-BALKE-COLLENDER COMPANY
Branch Houses
in Principal Cities of United
States, Mexico and Canada
General Offices: 623-633 S. Wabash Ave., Chicago
PHONOGRAPHS AND RECORDS
Canadian Distributors:
Musical Merchandise Sales Co..
819 Yonge St., Toronto
February IS, 1920
THE TALKING MACHINE WORLD
35
WHO PAYS MOST EXCISE TAXES?— YOU'D BE SURPRISED INAUGURATE NEW BONUS PLAN
Connecticut District Heads List in War Excise Tax Returns on Musical Instruments Under the
Revenue Act of 1917— Fifty Per Cent Ahead of New York— Big Returns Under 1918 Act
Standard Talking Machine Co. Adopts Point
System for Rewarding Efficient Employes
Here is a question for you members of the
trade who pride yourselves upon knowledge of
facts and figures concerning the production of
musical instruments. Where are musical in-
struments of the greatest value manufactured?
New York or Chicago, you'll say, most probably.
But you're wrong, brother, you're wrong.
The annual report of the Commissioner of
Internal Revenue offers some figures that are
as interesting as they are valuable, as indicating
the districts in which the bulk of musical in-
struments of the tax-paying type are produced.
It would naturally be assumed that with New
York as the piano and player-piano manufactur-
ing center of the country, and with thousands
of talking machines manufactured or assembled
in this city, the taxes paid would overshadow
the figures from any other district. As a mat-
ter of fact, the Internal Revenue District show-
ing the largest return in excise taxes on piano
players, phonographs, etc., under the Revenue
Act of 1917 (3 per cent tax) was Connecticut,
the total taxes being $635,276.56. The next
district in volume of taxes was the first New
Jersey with a total of $447,384.35, and the grand
total for the first, second and third New York
district, taking in the entire metropolitan area,
was only $333,156.18. The first district of Illi-
nois, taking in Chicago, registered a total of
$383,435.59, while the fifth district of New Jer-
sey, in the northern section of the State, reg-
istered a total of $223,761.52. Some States had
no reports to make, and the smallest amount
reported from any one district was in that of
North and South Dakota, where the return on
musical instruments was 12 cents, although in
the same district over $6,000 was paid on au-
tomobiles and over $4,000 on jewelry.
It must be understood in considering these
figures that the piano industry paid taxes only
on piano players and that at a 3 per cent rate.
Although there are many players and music
rolls manufactured in Connecticut, the heavy
tax returns without question are due to the lo-
cation in that State of the factory of the
Columbia Graphophone Co. Likewise, the re-
turns from the first and fifth New Jersey dis-
tricts are traced to the fact that the plants of
the Victor Talking Machine Co. and of Thomas
A. Edison, Inc., are located in those districts.
Under the provisions of the War Revenue
Law of 1918, New York came strongly to the
fore and headed the list with the total amount
of taxes paid at $1,441,841.65, this for the third
New York district alone. The first Illinois dis-
trict, taking in the city of Chicago, was second1
with a total of $1,082,135.14. Connecticut, the
leading district under the 1917 act, increased
slightly during the 1918 act and registered a
total of $738,122.26.
In considering all these figures under the
1918 act, it must be remembered that the tax
rate was increased to 5 per cent, and taxes paid
on musical instruments were not classified sep-
arately in the commissioner's report, the figures
including the total of taxes paid on pianos, talk-
ing machines, sporting goods, chewing gum,
cameras, yachts, etc., so that definite figures on
musical instruments are not obtainable.
That the music industries played no small
New Automatic
Cover Support
Practical — Inexpensive
Fool Proof
Made in two different styles
No. 1 Fit Cover at any angle
No. 2 Hinge Plate bent to
Fit Cover
Samples on Request
Quantity Discount
AUTOMATIC COVER SUPPORT MFG. CO.
77-81 MILL STREET BLOOMF1ELD, N. J.
part in adding to the revenues of the country
during the emergency period is indicated by the
fact that the total receipts in war excise taxes
on piano players, talking machines, etc., under
the Revenue Act of 1917 made a grand total of
$2,393,245.99 up to June 30, 1919. The returns
since that date have naturally been much heavier
owing to the fact that pianos are included among
the taxable instruments, and the tax rate is
now 5 per cent.
THE TIME TO PLAN IS TODAY
When the doors close in the evening that is
no sign that there is nothing more the dealer
can do. Tonight is the time to plan for- to-
morrow.
The Standard Talking Machine Co., Victor
wholesalers of Pittsburgh, Pa., have announced
a new bonus plan as a reward for efficient work
on the part of their employes. The employes
will be rated each month on the following ba-
sis: Efficiency, five points; team work, three
points, and punctuality, two points. Each point
will count as 1 per cent of the monthly salary
of the employe and a perfect score each month
will entitle him to a bonus of ten per cent of
his month's salary. The bonuses will be paid at
the end of the year.
The Premier Phonograph File Co., New
York, has been incorporated for $51,000 by J.
Michaelis, A. E. Chernack and A. N. Ditter-
man, 51 East Forty-second street.
1 2 Months to Pay
The first payment brings you the sign
— and you have the I 2 months to com-
plete the payments. Pays for itself
many times over.
— Works nights and holidays
after you close your store.
The beautiful Federal Electric sign as shown above gets the constant
attention of people who pass your place of business after business hours,
as well as during business hours. And on holidays when the business
rush is forgotten, the people take more time to look around and observe
things. They will see your sign, and because of its clean-cut distinctive-
ness remember it. It is the salesman that never tires, and that is forever
suggesting to prospects that they trade with you.
This beautiful porcelain enameled steel sign is finished in blue and
white. The white letters on an embossed blue background glisten in the
daytime and sparkle at night. Never needs refinishing or painting; an
occasional washing keeps it looking like new. Costs only a few cents a
' day for electricity — there is no other expense. Pays for itself many
times over in increased business. Send coupon for full information and
prices.
Tear Off and Mail Coupon Now
Lets go look at Smiths window
FEDERAL ELECTRIC COMPANY
representing
Federal Sign System (Electric), Lake and Desplaines Sts., Chicago, III.
Please send me full information on Porcelain-enameled Steel Sign for my business. Explain your
12-months-to-pay Plan.
Name City
Street and No ....Business
Store Frontage No. of Floors
State
(T.M.W.-2.)
rrmnf f » rm mat frrn ft i n u 1 1 u) jjHHUgo
flllJItJIUIillll
wmm
THE TALKING MACHINE WORLD February 15 1920
36
"TALKER" WINS CASE IN COURT
Jury Quickly Renders Verdict in Favor of De-
fendant When Machine Is Demonstrated
A demonstration given on a talking machine
before a jury in Geneva, N. Y.. last month is
given credit by attendants at the trial for a ver-
dict which Charles E. Buck, a local music dealer,
won from the jury hearing the case.
Buck was sued by Joseph Hartley for $25.
Hartley alleged that he paid Buck $25 as a de-
posit on a talking machine which he was to pur-
chase for $100, providing a demonstration to be
given later to his wife was satisfactory. He al-
leged that the demonstration was given and that
the machine was not satisfactory, and that he so
informed Buck and demanded the return of
his money.
Buck, who appeared as his own attorney and
tried the case before a jury, declared that Hart-
ley bought the machine and that there was to
be no further demonstration. He maintained
that Hartley owed him $75.
Just before the proof closed Buck had a ma-
chine, which he declared to be the one in ques-
tion, brought into the court room. He played
a number of selections, ending with a lively
jazz piece, and then asked that the jury re-
turn a verdict awarding him $75 and Hartley
the machine. The jury, after being out a few
minutes, returned a verdict for the full amount
asked by the defendant.
Later in the afternoon Hartley called at the
court, paid the amount of the judgment, and
took the machine demonstrated to his home.
NEW COMPANY FORMED IN FT. WAYNE
Ft. Wayne, Ind., February 6. — There was re-
cently incorporated in this city the Wm. A.
Waggoner Talking Machine Co., which will
manufacture the Wayne Opera-Phone. The
company plans to have a factory in operation in
Ft. Wayne by the first of April. W. A. Wag-
goner is president of the company, Geo. E.
Benchel is vice-president and T. C. Waggoner
is secretary and treasurer.
ATTENTION
If you are looking (or quick service and right
prices, get in touch with us on the following
lines :
Arto Rolls
Emerson 7 inch Disc Records
Wall Kane Needles
Complete line always on hand
Writ* for monthly bulletin, catalog and
prices
Enterprise Music Supply Co.
145 West 45th St., New York City
MAURICE RICHMOND, CtnlMp.
We srs the largest jobber* of sheet muiic and music
books in the U. S.
Save time and money by ordering
all your supplies from on* house
CLOSED RECORD=BREAKING YEAR
Southwestern Drug Co. Tell of Their Progress
— in the Development of Sonora Trade
Wichita, Kan., February 6. — The Southwestern
Drug Co., of this city, distributors for the So-
nora phonograph, are more than satisfied with
the results of 1919. In a recent interview re-
garding conditions " the company said: "Com-
petition has been keen, and it continues to be
keen — but the only noticeable result is the ever-
increasing demand for the Sonora. Owing to
this demand from our present dealers we have
been unable to establish further agencies, for
which there have been frequent inquiries. A
large number of our agencies are in towns of less
than 2,000 population, and the volume of their
business will make many a city dealer sit up
and take notice.
"An almost incredible instance of small town
business is that with the Eagle Drug Store of
Ingersol, Okla. Its proprietor, Ivan Morgan,
has been averaging in this little town of 300
population more than three sales a month since
he took on the agency in 1918. In the large
towns and cities our dealers are having wonder-
ful success, the new 'Elite' proving to be a big
factor in increasing business. Bradbury Bros.,
leading phonograph dealers of Alva, Okla., are
featuring this model with excellent results. C.
Irion & Son, of Harper, Kans., are also develop-
ing unbelievable sales volume with the bulge
design models."
START ON SALES CONTEST TOURS
San Francisco, Cal., February 5. — Forrest E.
Brackett and Arthur H. Sule, traveling repre-
sentatives for the Walter S. Gray Co., of this
city, jobbers of talking machine accessories,
have provided themselves with fast, high-
powered automobiles and have already started
the race for supremacy in salesmanship for the
year 1920. Mr. Brackett left recently for the
Northern trip, and Mr. Soule the following day
for the South. Mr. Soule travels as far down
the coast as Sante Marie and then crosses over
the mountains to Bakersfield, traveling by the
San Joaquin Valley. The first few days of the
trip for both of these popular travelers indi-
cate that 1920 will be far ahead of 1919 in sales
and that they will certainly need their automo-
biles to cover the ground adequately.
SEND FOR ILLUSTRATED PR1CI LIST 1
AND FREE SAMPLE 1
"GLOBE" TRANSFER NAME PLATES I
DEALERS everywhere apply them 1
ON PHONOGRAPHS. PIANOS. ETC. ■
GLOBE DECALCOMAN1C CO. I
JERSEY CITY, N. J. I
Elyea Talking Machine Co.
11 North Pryor Street
Atlanta, Georgia
Announces the taking over, effect-
ive February 1st, of the business
of the Elyea Company as Victor
distributors.
The ELYEA TALKING MA-
CHINE COMPANY offers the
Southern Victor Dealer the skilled
service and co-operation of a spec-
ialized, efficient and exclusive
talking machine organization.
It stands for the very best interests
of the trade.
Exclusively Wholesale
February 15, lyiO
THE TALKING MACHINE WORLD
3?
%he Phonograph of Marvelouslbne
WHAT IS THE
TONE FILTER?
-The Tone Filter brings music from the
Vitanola freed from harsh surface noises
and blasts —
This elimination of practically all outside
noises is responsible for the Vitanola's
marvelously sweet and life-like tone.
"Tone Filter" is a term applied to the
combination of features and construction
which is responsible for the clearness
of Vitanola music.
Use Any Make
of Record —
The Vitanola instantly,
without extra attachments,
adapts itself to the playing
of any make of disc record
on the market today,
whether of domestic or for-
eign manufacture.
To Dealers
Write today for a
real business-build-
ing, profit - making
proposition — litera-
ture and the book
" How to Make a
Phonograph Dept.
Pay— BIG " will be
included.
Metropolitan Sales Representatives:
MM. Roemer Sales Corp.
400 WEST 23rd ST.
NEW YORK, N. Y.
VITANOLA TALKING MACHINE COMPANY, 508 West 35th Street, CHICAGO, U. S. A.
3B
THE TALKING MACHINE WORLD
February 15, 1920
r Artiste,
THE ARTIST IN REALITY
Announcement
We have opened offices and show rooms with
warehouse facilities in
THE BUSH TERMINAL BUILDING
1 30 WEST 42nd STREET
NEW YORK
showing L'ARTISTE PHONOGRAPHS in
regular and console models of unusual merit,
unequaled in tone, finish and design.
You are cordially invited to call.
Prompt and courteous service.
Good territory now open.
THE PHILADELPHIA SHOW CASE CO.
Room 845
THE BUSH TERMINAL BUILDING
NEW YORK
February 15, 1920
THE TALKING MACHINE WORLD
39
GROWING SENTIMENT IN FAVOR OF THE STEPHENS BILL
Measure to Prevent Misuse of Trade-marked Articles Will Be Brought Before Congress as Soon
as Railroad Legislation Is Out of the Way — Federal Trade Commission Formally Approve Bill
Washington, D. C, February 5. — The so-called
Stephens bill, which it is claimed will prevent
the misuse of well-known trade-marked articles
as advertising bait to deceive the public, it is
now learned,' will be actively pushed by its
friends as soon as Congress shall finally dispose
of the railroad and water power legislation now
in its last stages. For several years repre-
sentatives of wholesale and retail organizations
throughout the country, as well as manufactur-
ers, have been coming to Washington and urg-
ing the passage of the Stephens bill. It is said
that more than eight hundred national and state
associations of merchants are solidly behind the
measure and that only the intervention of the
war prevented its consideration two years ago.
The Federal Trade Commission, after exhaus-
tive hearings and prolonged investigation, has
sent two special reports to Congress recom-
mending legislation and formally approving the
Stephens bill. This has greatly encouraged its
friends in and out of Congress in confidence of
early action. The decision to resume active
work for the enactment of the bill was reached
after a series of conferences here this week arid
the American Fair Trade League, which has
been directing the movement, today issued a
statement, through its Executive Committee,
composed of prominent business men and econ-
omists, setting forth the need for legislative
relief and calling for active work. The commit-
tee statement, as given out at the local office of
the League, reads as follows:
"The effect of the decision of the Supreme
Court of the United States in the Colgate case,
on the right of manufacturers to refuse to sell
and on th.e broader question of control of resale
prices, has been made the subject of controversy
to an extent that makes appropriate an exact
statement of the position of the American Fair
Trade League.
"The American Fair Trade League was
founded with the intention of bringing about
improvements in trade practices and laws which
should more amply protect manufacturers, pro-
ducers and dealers generally against unfair com-
petition, with special reference to that character
of unfair competition which has arisen because
of modern trade practices, particularly because
of the new form of good will and property
created through advertising of trade-marked or
branded merchandise, and the misappropriation
of this asset by unscrupulous merchants through
cut-price advertising of such merchandise, and
the serious injury, not only to the producers of
the article, but also to other persons engaged
in legitimate trade, as well as to the general
public.
"It is our belief that the American Fair Trade
League has been very effective in bringing about
a great change in the attitude of mind of the
public at large, and especially of legislators and
lawyers, with relation to this subject, and that
the clearer and better understanding now of
such matters is largely due to their efforts.
"The League, therefore, hailed with great
satisfaction, as a real triumph, the Colgate de-
cision, which has done much toward clarifying
the situation. There now seems danger that
some people may believe that the principle is
acknowledged and the case won and they may
rest upon their oars. Such is far from being
the case. It is necessary that the Colgate deci-
sion should be very much strengthened by ad-
ditional court decisions and its meaning clarified
before other tribunals will accept it as having
finally settled anything. As, for instance, the
Federal Trade Commission has not dismissed
the complaints which they have brought cover-
ing similar cases, maintaining that this decision
does not cover those cases; their attitude in
those cases will be very largely influenced by
the decision of the United States Supreme Court
in the pending Beech-Nut case.
"It is, moreover, our opinion that court deci-
sions like the Colgate and Beech-Nut cases,
while highly desirable to secure, cannot finally
dispose of the evil, as there are many forms of
business not able to readily avail themselves of
the principles there laid down. There can be
no complete, permanent settlement until the
principles involved in the Colgate and Beech-
Nut cases have been fully recognized and sup-
plemented by appropriate legislation.
"We, therefore, urge that our members relax
no efforts to secure the passage of the Stephens-
Ashurst bill, which has the endorsement of the
Federal Trade Commission."
PROVES A GREAT TRADE PROMOTER WANTED A MODERN PERIOD STYLE
The Amplifone, Which Relays Music Over the
Phone With Distinctness, Grows in Favor
William and Mary Design Was Too Costly 'but
Mutt and Jeff Had the Right Appeal
The Amplifone, a device perfected and pat-
ented by Carl R. Anderson and E. B. Knight, of
Indianapolis, Ind., has been established in Vic-
tor retail stores from coast to coast. Some of
the recent shipments made of this remarkable
record selling innovation have been to A. Ham-
burger & Sons, of Los Angeles, Cal., Rhodes
Bros., Tacoma, Wash., and His Master's Voice,
Ltd., Toronto, Canada.
A report from one of the Amplifone users,
speaking of the great clearness and distinctness
in which the instrument relays music over the
telephone, says that their Telephone Company
has arranged for installing a block of one hun-
dred plugs, which will allow one hundred peo-
ple to listen at the same time to any music
selection.
Another statement has been made to the ef-
fect that within a half an hour a record clerk
sold $22.00 worth of records among six custom-
ers by the use of the Amplifone. Canadian pat-
ents are being secured by the Amplifone Co.
and a campaign is being planned to make known
the merits of this instrument from Canada to
the gulf.
The following story which reflects the manner
in which some people apparently regard period
styles in musical instruments or furniture, is
vouched for by a Fifth Avenue salesman, who
is too cautious, however, to have his name pub-
lished.
According to the salesman, the prospect came
in to buy a period style machine for his wife.
"Here's a beautiful Louis XVI model," said
the salesman, "and it's only $600." "Too much,"
replied the customer. "Well, how about this
William and Mary design. Only $450?" said
the salesman. "That's more than I want to
spend," remarked the customer. "Haven't you
something in Mutt and Jeff for about $200?"
Needless to say this evidence of culture
caused the salesman to gasp.
FURNISHED A PATHE FOR MITZI
Jay L. Chambers, superintendent of schools,
Providence, Ky., is a believer in the value of
music in education and has purchased several
talking machines for use in the local schools.
During the appearance of Mitzi in "Head Over
Heels" in San Francisco, at the Columbia
Theater, Byron Mauzy furnished a Pathe phono-
graph for use in the production. Manager H.
B. Savage wrote asking for a Pathe machine
and stated that he had selected it because it
best met the requirements demanded by the
show. The windows of the Mauzy store were
appropriately decorated, showing the actress in
scenes of the play and featuring the records used.
I
Ready for 1921?
T IS OUR EARNEST CONVICTION that the wise Victor dealer of to-day
is the man who is so conducting his 1920 business that he will be a lap or so
ahead of the "average music dealer" a year from to-day.
We are preparing some plans that are tangible
and for which we invite your consideration.
Ask us to put you on our mailing list to receive
a new publication in which we are going to
talk better merchandising with the Victor
Dealer — not at him.
CLEVELAND TALKING MACHINE CO.
CLEVELAND, OHIO
40
THE TALKING MACHINE WORLD
February 15, 1920
LANDAU'S flirirnlns Q 3rmdni 9lgin;rlrK
70 South Main Street
Arthur L. "anVeen CCEFany,
K«* Tori.
Gentlecen:
T*e herewith er.clc
amount being 'oaiar.ee as per <
S3750.00 having been paid wh
*ant to ?ay
-.with '«ur *ork.
The *rlter w
for business Just t»enty-.thr
representative Kr. Leon Tobli
Our business
oost wonderful! seems to inc
EOtto at ~llk--3-Saxre and Ta
*e are In a
ers in a business-like icanne
the fact that we have these
L'achlne 3-cths.
Trusting tha
business, with ever beet wis
Tobias; »e are
... £ -J BA.RKE PA _ Jirr-r.ry 20., . ..9 £0
A/0 Mr. Arthur j.. vanveen.
ee our check of *3750.0'>, this
ct for cur ??azletor. Ktore;
ths were partly set up.
e are very very rcuch pleased
to state that *e were opened
9 after giving your genial
order.
e Fazleton Store is going along
daily du* to the fact that cur
, light and airy Talking
er.J -yir.g a prosperous
;r Senr-self including Uz.
ESC.
"He Pays and Smiles"
This letter is typical of the many
received bearing evidence of the
promise fulfilled.
Will You Smile with Him?
OUR SERVICE
MAKES PAYING A PLEASURE
Bootlvs
Sectiortal
Record Racks
Record.
Sales Counters
<<
The proof of the pudding
VAN VEEN
Bed Set
Installation
at
LANDAU
MUSIC HOUSE
Hazleton, Pa.
Demonstration Booths
Record Filing Department
Van Veen installations
are built to your par-
ticular needs.
Send for Details
It will place you under
no obligations.
We will be pleased to
tell you of the many
fine points of the Van
Veen installations.
Musical Merchandise Department
ARTHUR L. VAN VEEN & CO., 47 West 34th Street, New York
Telephone Greeley 4749
February 15, 1920
THE TALKING MACHINE WORLD
42
VERY ACTIVE IN CIVIC AFFAIRS
W. B. Glynn, Sonora Jobber, Re-Elected Presi-
dent of Saxtons River (Vt.) Board of Trade —
Prominent in Community Activities
WILL ERECT ADDITIONAL FACTORY
National Vitaphone Corp. Will Build New
Plant at Plainfield, N. J. — Company Has Just
Closed a Number of Important Contracts
At a banquet of the Saxtons River Board of
Trade, Saxtons River, Vt., Walter B. Glynn,
head of the Walter B. Glynn Distributing Co.,
Sonora jobbers,
was re-elected
president of the
organization.
Mr. Glynn was
also elected a
member of the
Board of Trus-
tees of the Ver-
mont Academy,
the scope of
which institu-
tion is being
enlarged.
At the meet-
ing of the Sax-
tons River
Board of Trade
a committee
was appointed to recommend legislation to
Congress in relation to deporting or punishing
revolutionist advocators, and a committee was
also appointed to investigate and report to Con-
gress such recommendations as they deemed
wise in relation to the incorporating of labor
organizations. Plans are under way to erect
a suitable memorial dedicated to the soldiers
of 1861-1865 and 1914-1918.
It will be seen from this that Mr. Glynn not
only has time to sell all the Sonora phonographs
that his company can possibly get hold of, but
also devotes a considerable portion of his time
to the civic activities of his community. Inci-
dentally, it may be mentioned that the Walter
B. Glynn Distributing Co. closed a record-
breaking business in 1919, their sales totals
being limited only by the available goods.
In a recent chat with The World, C. B. Repp,
president of the National Vitaphone Corp.,
Plainfield, N. J., manufacturers of Vitaphone
motors, reported the closing of several impor-
tant contracts during the past few weeks. One
of these contracts, which was closed with a well-
known Canadian manufacturer, was consum-
mated after a thorough trial and test of Vita-
phone motors, and this Canadian manufacturer
will use these motors exclusively in his prod-
uct during the coming year.
In connection with these large contracts, Mr.
Repp stated that plans are now being drawn
for a new three-story building, 80 feet by 175
feet, which will adjoin the present fac-
tory in Plainfield. The work on this new build-
ing will be started immediately, and Mr. Repp
is now making arrangements whereby this new
plant will prove of material assistance in giving
efficient service and co-operation to the manu-
facturers using Vitaphone motors.
SECURE LARGER FACILITIES
Kirkman Engineering Co. Arrange for More
Extensive Manufacturing Facilities in Order
to Meet Increasing Trade Demands
The great demand for K-E automatic stops
has necessitated the Kirkman Engineering
Corp., manufacturers of this stop, to secure
larger manufacturing facilities. Accordingly, on
February 1, 1920, they took possession of
their new buildings at 484-490 Broome street,
New York, where, with the greatly increased
facilities which will be available, they expect
to be in a position to meet all demands.
The Kirkman Engineering Corp. are now mak-
ing their plans for 1920 and agree to ship all
orders that are booked on the dates specified.
"HEARING" A PRIZE FIGHT
AUTHOR OF TECHNICAL BOOK
It is reported that the promoters of the
Dempsey-Carpentier fight are so obsessed with
the idea of raking in all possible coin as a re-
sult of the go, that they are soliciting bids from
talking machine companies for the privilege of
making records of the referee's count at the
knockout.
Samuel Wein, who is well known in the talk-
ing machine industry, has just written a very in-
teresting book entitled "Selenium Cells, and
How They Are Made." In this publication Mr.
Wein has presented a number of technical facts
which will be quite valuable to those inter-
ested in the technical development of the talk-
in? machine industry.
PRESERVE PHONOGRAPH RECORDS
WITH A
TONAR
99
TRADE MARK
RECORD BRUSH
Our special treatment not only removes the dust but lubricates the record so as to bring out the most
delicate tone qualities
It Not Only Cleans But Preserves the Tone
RETAIL PRICE, FIFTY CENTS
PARKS & PARKS, Inc. TROY, N. Y.
New York Office, C. E. Pea body & Co., 143 Chambers St.
BUY YOUR
ACCESSORIES
Ml From One Source
%
SAVE
Time Money
Worry Expense
Profits
Do you realize the many
advantages of purchasing
your accessories "All From
One Source?"
For instance — One cus-
tomer estimated that he ef-
fected a saving of over 50
per cent in transportation
charges.
Prompt shipments are an-
other feature of our Service.
You save time because we
can ship promptly. We al-
ways carry large stocks on
hand.
You can save money by
confining your purchases to
us because we buy enor-
mous quantities and have a
tremendous outlet. You get
the benefit of this in cheaper
prices.
Buying troubles become
almost nil when you know
that whatever you want can
be bought "All From One
Source."
Your profits are automati-
cally increased by our Serv-
ice because delays mean loss
of sales and that means less
profit.
Why not try us out to-day?
Send a sample order for
any of the items that are
featured in our advertise-
ments that follow in this is-
sue,
Plaza music Co.
18 WEST- 20 ™ STREET
NEW YORK
42
THE TALKING MACHINE WORLD
February 15, 1920
Eliminating the Overlapping of Tone Waves
By EUGENE T. TURNEY,
IIIIIIIIIIIIH
Minor imperfections in phonographic repro-
duction have long been a matter of discussion
and study. The3' have been observed by critical
users. Those familiar with acoustics know per-
fectly the cause and effect, but have found diffi-
cult}' in supplying a perfect solution.
The trouble, as the critical listener will rec-
ognize it, is the seeming tangle or jumble of
sounds produced by one tone treading on the
tail of another, so as to give a slightly blurred
effect to the whole rendition, instead of the
sharp and clarified definition that the original
music would have. Skilled music men know it
to be the actual overlapping of tone waves, or
the sounding of a second note before the first
one has died out, so as to create a continuous
reverberation and produce the independent
waves that mar the perfection of the reproduc-
of the Crippen Co., New York
ei irntif iHm Finaimauimiuni iniMmmiijiuiiuiiiifiiiimiiuniuiMLUiiuuinii til ii Jiiiiinniiini 1111 1 inrini {mni 11 mi j iitniin ii h 11
tion. Through experiment, study and scientific
researches in connection with phonographic, tel-
ephonic, wireless and kindred subjects, not only
has the cause of this trouble been exactly de-
fined, but, I believe, an effective means of remedy-
ing it has been provided. This device has been
embodied and is receiving its first practical
demonstration in the Crippen Interpretone.
The exact nature of the device by which this
result is accomplished cannot be described with-
out going into a mass of technicalities that
would be unintelligible to any but an acoustical
engineer or other scientist. But what it does,
and why, together with the accompanying dia-
gram, will render the matter clear to the lay
observer.
What the device does in reality is to compel
each tone to keep its tail out of the way of
11 the next one, as the diagram shows very clearly
and simply. Described in technical terms, it
produces a high decrement in the diaphragm,
which, in plain words, means a rapid decrease or
diminution in the sound waves following the
striking of each note, so that the- waves of one
reach the vanishing point before the next one
is struck. Thus each note, or tone, is given its
^UUVJMM.W.U.U.IWUU
Backing Up the Promise to Serve
With the Ability to Fulfill
During nearly half a century devoted to
the production, manufacture and distribution
of mahogany lumber and veneers this company
has built its wide clientele through backing up
the promise to serve with the ability to fulfill
the promise.
Mahogany Lumber and Veneers
Today with all branches of the industry co-
ordinated under one organization we are in
better position to serve you than ever before..
Astoria Mahogany Company, Inc.
347 Madison Avenue, New York
Successors to
Huddleston-Marsh Mahogany Co.
Astoria Veneer M ills and Dock Co.
F. W. Kirch, Inc.
Mills and Yards, Long Island City, New York
5=
BRANCHES:
44 North Market Avenue
Grand Rapids, Mich.
2256 Lumber Street
Chicago, III.
(Regular Phonograph)'
Low Decrement
(Crippen Interpretone)
fli gh Decrement
Mote interferenca on top line.
° noninterference on lower line.
The above diagram visualizes in a very simple manner
what happens in the phonograph, or any other musical
instrument, when one tone is sounded before the waves
created by the last previous- one have ceased to vibrate,
and explains the idea of one tone treading on the tail of
another. The lower figure shows how the Crippen Inter-
pretone governs the sound waves so that each tone clears
the way for the one that is to follow.
own clear sound, all alone and unmixed .with
any other sound, and then ends, leaving the
way clear for the same thing to happen to the
next one.
The device, therefore, does for the phonograph
precisely what the dampers do for the piano,
only in this case much more delicately and
perfectly, and what this means to phonographic
music all lovers of the instrument will readily
imagine in delighted anticipation.
MOVES TO LARGER QUARTERS
San Francisco, Calv February 5. — The San
Francisco offices and stock room of the West-
ern Jobbing & Trading Co., California and
"Western Oregon distributors of Emerson Gold
Seal Records, are now established in spacious,
well-equipped quarters at 115 Jessie street. The
fast-growing demand for Emerson records ne-
cessitated the removal to larger quarters, and
in its new home the company will place at the
disposal of its dealers carefully arranged con-
veniences for transacting record business.
RECORD YEAR FOR NEEDLES
The Brilliantone Steel Needle Co., New York
City, report that 1919 was the greatest year in
the history of their organization. The demand
for the various grades and styles of the Bril-
liantone steel needle has been exceptionally
large and the displa}' case furnished for use on
the dealers' counter has proven very popular.
B. R. Forster, president of the company, re-
cently returned from a trip to the Middle West
and reports conditions in that section are ex-
ceptionally fine.
E. J. CHAPMAN IN SOUTH
Edgar J. Chapman, head of E. J. Chapman,
Victor jobbers, Rochester, N. Y., is spending
"the winter in Florence Villa, Florida. Mr. Chap-
man is accompanied by his wife. It is expected
that he will not return before Spring.
TALKING-MACHINE
CABINETS
FOR THE TRADE
GLENWOOD CABINET MFG. CO.
S. E. Cor. 22nd and Glenwood Ave.
PHILADELPHIA, PA.
The Talking Machine World, New York, February 15, 1920
EXHIBIT AT PENNSYLVANIA HOTEL, Rooms !3!. New York, SE„ ,„
N. JERLAW IN ATTENDANCE
NEW YORK
CHICAGO, ILL.
QUINCY, ILL.
FOR THE
BEST
QUALITY OF
TONE
CONSTRUCTION
FINISH AND
DESIGNS
New York Address
M. L. KESNER
47 W. 34th Street
Telephone
6251 Greeley
1 1 I
MODEL B
#
DAYTON, OHIO
OTSEGO, MICH.
: 6l
^Phonograph^
Perfection N^'
o
/\00% \
VALUES \
GUARANTEED \
AS TO y
/
100%
VALUES
GUARANTEE
AS TO
EQUIPMENT
AND
DELIVERIES
Kesner & Jerlaw
PRODUCERS OF
Exclusive Phonographs
FOR THE
JOBBERS AND LARGE DISTRIBUTERS
Chicago Address
N. JERLAW
316 So. Clark Street
Telephone
2646 Wabash
Write for Prices and Particulars
WE GUARANTEE EVERY PHONOGRAPH
FOR THE PERIOD OF ONE YEAR AGAINST
ALL MANUFACTURERS' IMPERFECTIONS
I
MODEL A
I
MODEL G
February 15, 1920
THE TALKING MACHINE WORLD
43
Self-Service and Its Application to the Talk-
ing Machine Business »
By a Member of the Columbia a
Co.'s Dealer Service Staff 1
These are the days of strenuous merchandis-
ing. Production problems with resultant stock
shortages and the unprecedented high operat-
ing and marketing costs have put a burden on
the retailer that can only be met with new
selling methods and improved store equipment.
The salesflow personnel that worked to ca-
pacity a few years ago, although representing a
far greater expense to the dealer, has no equiv-
alent expansion in sales efficiency. In other
words, the dealer is paying considerably more
for the same volume of business to-day without
i Columbia Hits! 1
' . Just Arrived !
53w Select yours
iSljand the clerk
JK> wilt wrap ttwmi
llll
a proportionate -increase in cash receipts and
profits as talking machines have not been ad-
vanced in the same degree of percentage as
general merchandise.
The rapidly changing conditions, however, do
iiini
selves. Where one man would be left in charge
of a large store or department with only a few
incapable assistants during a busy spell it was
only possible to take records from the rack and
deposit them with waiting customers, forcing
Self-Service Syst
not permit a general acceptance of many of the
improvised devices and rather uncertain selling
plans that have be.en developed; locally from
time to time. In fact, nothing resembling an
universal solution to the high overhead and
operating expenses of retail merchants has been
presented, unless it is the "Self-Service Plan."
Cash record business, admittedly constituting
75 per cent of the dealer's revenue, and surely
representing the bulk of his overhead operating
expense, is the subject of first consideration
when means of relief are sought. The dearth of
good floor salesmen1 during the war necessitated
dealers' dependence on inexperienced and in-
adequate selling help and a greater reliance on
their customers' willingness to wait on them-
em Used in Booths
the customers to play them alone and to make
selections without sales guidance or sugges-
tions. But this condition, although an un-
questionable detriment to sales, in its entirety,
did not come into existence without a redeem-
ing virtue .nor pass without leaving a moral. It
was this: National advertising and its created
prestige for talking machine dealers, having in-
stilled a certain confidence on the part of the
buying public, put the product of well-known
manufacturers above suspicion of imperfection
and established dealers as an organization that
would "make good" dissatisfactions and even
exchange with willingness unheard records that
were found undesirable at home. It invited,
(Continued on page 45)
Self-Service Fixture No. 8
Ttlfc Bq/Ton Book (9inc
57-65 Hope Street, Brooklyn, N. Y.
501-509 Plymouth Court, Chicago, 111.
44
THE TALKING MACHINE WORLD
February 15, 1920
The
PHONOGRAPH
This instrument is created for the better grade of dealer who
desires to handle a phonograph that is distinctive and of
unquestionable superiority to those now on the market.
The Beacon tone is marvelously
sweet, the cabinets of an exclusive
design, and the motor and tonearm
of the finest possible construction
and workmanship.
There are five models retailing at
$70, $110, $150, $225 and $350.
PERIOD MODELS from $375 up
Dealers or jobbers, considering fran-
chises for 1920, should send in their
applications as soon as possible.
Patents Pending
Model No. 6, Price - . - • $110.00
Mahogany, Oak and Walnut
Beacon Phonograph Company
248 Boylston Street
Boston, Mass,
Factories at Somerville and Waltham, Mass.
February 15, 1920
THE TALKING MACHINE WORLD
45
SELF.SERVICE AND ITS APPLICATION TO THE TALKING MACHINE BUSINESS— (Continued from page 43)
encouraged and actually created with the public
the "buy-without-hearing habit."
Dealers who most felt the pressure of selling
expense and were ready to jump at any sug-
gestion that offered relief arranged their sales
floor with long counters and cumbersome boxes
of records from which customers might help
themselves and promoted the "Self-Service
record by name or number the clerk would take
it from the rack, consider it sold, put it in a
delivery envelope, and concentrate his custom-
er's attention and his own selling efforts on
another record.
Accordingly, "Self-Service" and the buy-with-
out-hearing plan took root with dealers the
country over and not only presented immediate
Self-Fixture No.
Plan" for all it was worth. There was even
introduced at this, juncture a personal selling
method which proved extremely efficacious to
dealers and thoroughly agreeable to the tra-
Up to this time the rule of handling a customer
had been to approach him as to what was de-
sired, to get that record from rack, take the
customer into a booth and play it. The cus-
tomer listened patiently and often decided that
the record he thought he wanted would not do
and consequently threw himself upon the sales-
man for "something better." This, quite evi-
dently, was a roundabout, method of service
and a practice that could well be eliminated. In
the confusion of a busy day it would clog the
store machinery, reduce the efficiency of the
salesman and irritate the. patience of customers.
The logical solution was this: When a cus-
tomer would enter the store and ask for a
8 in Practical Use
advantages in actual reduction of selling ex-
pense and a ready solution to the help problem,
but opened a wide channel of future sales de-
velopment.
In the analytical contemplation of the new
sales plan it developed that some sort of stand-
ard store equipment would be necessary to its
universal introduction and the dealer service
department of the Columbia Graphophone Co.
was allotted the task of preparing a suitable
fixture for all of their dealers, one that would
be effective for the large department store as
well as for the small dealer.
The first efforts of the dealer service depart-
ment produced a small wall picture for booths
and sales corners that would display six records
of either the 10 or 12-inch size, equipped with a
caption card listing definite selections. This
fixture, known as the No. 7, went into the shop
Victor Dealers
will find in our new whole-
sale store every facility for
the marketing of
VICTROLAS
and RECORDS
Our Neia> Location at
Penn Avenue and 12th Street
brings our wholesale department
to within one block of the
Pennsylvania Station.
Be Sure to visit the Model Victor
Sales Room on the first floor.
PITTSBURGH, PA.
of every Columbia dealer and further pointed the
way for "Self-Service" on a more elaborate
scale.
Attacking the proposition squarely, as it was
then represented, the acknowledged principles
of "Self-Service" as they existed in other lines
of business were taken into advisement and
enumerated as follows:
1. The merchandise must be easily accessible
to patrons to handle and inspect.
2. A plain invitation either in the form of the
display itself or a tersely worded card should
attract patrons to handle, inspect and choose.
3. Display of goods should be so arranged
that a number of patrons might inspect and
select at the same time, like a bargain counter,
where the choice by one customer incites a
quick selection by another.
4. Self-Service counter or fixture must have
the personal attention of a clerk, who will be
alert to wrapping the choices of patrons and to
make change.
5. Self-Service must not replace personal
salesmanship — merely assist it and make per-
sonal selling attention (where this is liable to
burden customers with obligations to make
hasty selections) less odious or objectionable.
6. A few articles are conducive to a quick de-
cision, but a large and liberal display of mer-
chandise is more pleasing and interest com-
pelling to customers and invariably productive
of larger sales.
With the proven success of the No. 7 fix-
ture, the Self-Service idea was taken up vigor-
ously by the dealer service department and con-
sidered from every angle where it could afford
further reduction of overhead expense for the
dealer. The first fact to become apparent was
that a greater variety of records, a more exten-
sive selection, should be placed before the pa-
trons of the store. The second was that service,
quick and effective, should be rendered "he who
runs"; the man in a hurry who wants a few of
the best and latest records on his way home and
has no time to sit in a booth and hear them
played. The third was the, need for a fixture
that would typify self-service, say "self-service"
in a glance and educate the public to the self-
service plan. Combining these three important
facts and eliminating the objectional features of
long tables, boxes or other cumbersome recep-
tacles, experiments covering several months
were made. The result is the No. 8 Self-Service
record display fixture pictured here. This is
an attractive, businesslike, well-balanced unit
that looks ill it is intended to be — a display
rack for customers. It is neat and symmetrical,
takes little floor space and will fit into the
decorative scheme of the finest shops.
LUCKY NUMBER WINS BRUNSWICK
B. B. Lane, of LeRose, 111., was the holder
of the lucky number in the prize drawing held
on Christmas day at the music store of H. J.
Wernsman in that city. The prize was a Bruns-
wick phonograph and the lucky number 1099.
YOU'RE SLIPPING
up on a good opportunity to get acquainted with
a monthly envelope service for Victor dealers ex-
clusively, if you do not fill out this coupon and
mail it AT ONCE.
My Name is •.
The Firm Name is
Our Address is
LU-FRANC SALES SERVICE
1202 Dime Bank Building Detroit
46
THE TALKING MACHINE WORLD
February 15. 1920
Increasing Rapidly in Sales
CONVERTO
PATENTED DEC. II. 1917
Talking Machine CABINET
Since its introduction by Victor Dealers who were
first to recognize its profit possibilities, sales of
Lundstrom Converto Cabinets have increased by
leaps and bounds.
More and more dealers all over the country are
daily realizing that its sale means substantial extra
profits for them.
These extra profits are derived in two main ways
— (i) by the sale of Convertos to present owners of
Portable Victors; (2) by providing the Victor
Dealer a combination of Standard Portable" Victor
Instrument with a Converto Cabinet, which sells
much more readily and at no higher price than low-
priced cabinet machines of unknown make.
The C. J. Lundstrom Mfg. Co.
LITTLE FALLS, N. Y.
Lundstrom "Converto" Cabinets are broadly cov-
ered by patents. Infringements will be promptly
prosecuted.
Converto
Wholesale Distributors
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes
E. F. Droop & Sons Co.
Birmingham, Ala. Talking Machine Co.
Boston, Mass The Eastern Talking Machine
Co.
Oliver Ditson Co.
Buffalo, N. V W. D. & C. N. Andrews
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, 111... Lyon & Healy
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O Cleveland Talking Machine Co.
- >The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Wbitslt Co.
Pallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, Ia...Mickel Bros.
Eimira, N. Y Elmira Arms Co.
El Paso, Tex... ..W. G. Walz Co.
Houston, Tex The Talking Machine Co. of
Texas.
Kansas City, Mo. .J. W. Jenkins' Sons Music
Co.
Schrnelzer Arms Co.
Jacksonville, Fla. Florida Talking Machine Co.
Memphis, Tenn...O. K. Houck Piano Co.
Milwaukee, Wis... Badger Talking Machine Co.
Mobile, Ala Reynalds Music House
Newark, N. J Collings & Price Co.
New Orleans, La.. Philip Werlein, Ltd.
New York, N. Y . . Emanuel Blout
C. Bruno & Son, Inc.
The Cabinet & Accessories
Co., Inc.
Knickerbocker Talking Ma-
chine Co.
Omaha, Neb Mickel Rros. Co.
Feoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa..C. J. Heppe & Son.
The Geo. D. Orn stein Co.
Penn Phonograph Co., Inc.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
Portland, Me Cressey & Allen, Inc.
Providence, K. I.. J. Samuels & Bro., Inc.
Richmond. Va The Corley Co., Inc.
\Y. D. Moses & Co.
San Francisco,
Cal Walter S. Gray
Sioux Falls, S. D. Talking Machine Exchange
St. Paul, Minn W. ,T. Dyer & Rro.
Syracuse, N. Y \V. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D, C.Cohen & Hughes ✓
E. F. Droop & Sons Co.
February 15, 1920
THE TALKING MACHINE WORLD
47
Sybil Sanderson Fagan's whistling of the "Nightin-
gale and the Frog9' and her incidental whistling in
Prince's Orchestra's "Whistling Rufus" will make
you whistle at the size of your receipts. (A-2838)
Columbia Graphophone Co
NEW YORK
W. R. LONG WITH W. A. WATKIN CO. TEMPERAMENT IN RETAIL STORES
Takes Post as Manager of the Columbia Graf-
onola Department and Record Service
Dallas, Tex., February 2. — W. R. Long has
been appointed manager of the Columbia Graf-
onola department of the Will A. Watkin Co.,
W. R. Long
prominent music dealers of this city. Mr. Long,
who is an enthusiastic Columbia man, will also
have charge of the Watkin record service de-
partment in addition to his duties as manager
of the Grafonola department. He has had a
great deal of experience in selling talking ma-
chines and has confined his efforts particularly
to the Columbia line. His appointment to the
position of manager of the Watkin department
is a recognition of his success as an expert in
the talking machine and record field.
PREPARING 1920 PUBLICITY
The advertising department of the Sonora
Phonograph Co. has advised Sonora dealers that
during the current year they will receive adver-
tising material for display purposes far supe-
rior to that which has gone out in the past.
The large and small monthly posters which
have been sent to dealers rolled in a mailing
tube have been discontinued. Posters similar
to these may be sent occasionally, but will not
be included every month as in the past.
During some months, the service will include
several pieces, such as the illustrated feature
cards which are now being sent out to dealers
as the first part of the 1920 service. This set
consists of ten individual cards, each of which
describes and illustrates in seven colors .
point of Sonora distinctiveness, such as to..
control, wooden horn, wooden tone arm, uni
versal tubes, sound-box, motor, guaranty, bulge
design, etc.
one
ne
The F. A. Starr Co., Camden, N. J., has been
incorporated with a capital of $125,000, to manu-
facture talking machines.
Attitude of Proprietor Reflects Upon Sales
Force — Useless to Preach Ideas and Theories
If They Are Not Practiced by the Preacher
The pervading temperament in the store or
business institution really has its source in the
proprietor. It is all right to theorize on
courtesy and to lay out detailed instructions to
manager and salesmen of lines to follow in car-
rying out systematic courteous treatment. Still,
the important fact remains that whatever is the
natural temperament or disposition of the own-
er is likely to reflect itself clear through the in-
stitution to the most distant employe.
This is a fact in business that is too often
overlooked. There are too many people who
think that they can make by precept whatever
temperament seems best for an institution^ It
can be helped in this way, but after all it will
be found on careful analysis that the real tem-
perament of the business comes from the owner
or whoever has actual charge of it and his man-
ner or disposition will pervade the whole estab-
lishment. It may not immediately affect every
man in the place, but between its effect on the
men and the natural selection in the course of
time of men in harmony with the owner in
temperament, it is the owner's temperament that
comes eventually to prevail all over the business
institution. If you have doubts on this ques-
tion make a study of it, and you will likely be
surprised at the extent to which the disposition
of the owner controls' the temperament of the
entire place.
PATENT GRANTED FOR CLAY NEEDLE
And now we have talking machine needles
made of clay! It must be true, for a patent has
been granted. The inventor is H. R. Straight, of
Adel, la., who is said to have conducted a long
series of experiments. The Adel Clay Prod-
ucts Co. has been organized to make these
needles.
Created a Sensation at the New York Music Show
LAWSON
UNIVERSAL
PHONOGRAPHS
Play All Disc
Records
BEST
with the
Lawson Wood
Tone Arm
(Patented)
Backed Up By
40 years' experience in manufacturing Musi-
cal Instruments and a "Gold Bond Guarantee."
LAWSON UNIVERSAL DEMAND
Is Increasing Faster than Production
Agents' Territory Allotments now being made as
fast as new business can be handled. Your appli-
cation should not be delayed.
SOLD DIRECT TO DEALER AT JOBBER'S PRICES
LAWSON PIANO CO.
Executive Offices
372 East 149th St. NEW YORK
Factory
2572 Park Ave.
48
THE TALKING MACHINE WORLD
February 15. 1920
Portable Machines
Closed View
THE SEASON'S BIGGEST SELLER
THE PORTROLA
Plays All Records
Size 13^xl3HxlOJ4 inches.
Leatherette covered case made of 3-ply resonant
wood with leather handle and complete nickel trim-
mings and Record Compartment. Double Spring
Motor, Universal Tone Arm and Sound Box. TONE
CHAMBER especially constructed and throated from
tone arm to front of chamber, giving a full round tone
of very large volume.
Retail Price $30.00
DEALERS WRITE FOR DISCOUNTS
NO. 75
Height 34 inches, width 45 inches, depth 24 inches.
Georgian Design, Mahogany. The grace and charm,
the refined richness characteristic pf the Georgian pe-
riod of furniture and decorative design, live again in
this superb World art model. The cabinet work, in de-
sign and execution, is true to the finest traditions of
old world craftsmanship. The beautiful selected woods
used in the cabinet enhance its artistic appearance. For
Gold Trimmings add $10.00 to net price. Price $375.00
including War Tax. Add $30.00 to net price for
Electric Motor.
Add $15.00 to list price for Six Albums.
WRITE FOR DEALERS' DISCOUNTS
Chicago
Jobbers
OkeH
Records
COMPLETE
STOCK
Lateral - Cut
and
Hill-and-Dale
Numb
ers
WRITE FOR OUR NEW
CATALOGUE
No. 175
Height 50 inches, width 21% inches, depth 22% inches. Made
in Brown Mahogany, Fumed and Golden Oak and Walnut
finishes. Equipped with World Patented Horn and the World
Improved Motor — Multiple-spring constant-speed and non-vibrat-
ing and mounted free from contact with resonating parts.
Adam Brown Mahogany finish furnished unless otherwise
specified. For Gold Trimmings add 510.00 to net price.
Price $175.00 including War Tax. Add $30.00 to net price
for Electric Motor.
Add $15.00 to List Price for Six Albums.
WRITE FOR DEALERS' DISCOUNTS
No. 225
Height 47 inches, width 22 inches, depth 23 inches. Ma-
hogany. Walnut, also Fumed or Golden Oak finishes.
MOTOR — Multiple-spring constant-speed non-vibrating and
mounted free from contact with resonating parts. Equipped
with World Patented Horn and the World Improved Tone
Arm and Sound Box. For Gold Trimmings add $10.00 to net
price. Price $225.00 Including War Tax. Add $30.00 to net
price for Electric Motor.
Add $15.00 to List Price for Six Albums.
WRITE FOR DEALERS' DISCOUNTS
WHOLESAIE DISTRIBUTOR
12-20 NORTH MICHIGAN AVE., CHICAGO
February 15, 1920
THE TALKING MACHINE WORLD
49
SOME CONSTRUCTIVE SALES IDEAS ON MERCHANDISING
Frank Steers, of the Magnovox Co., Sonora Jobbers on Pacific Coast, Sets Forth Some Practical
Views on Talking Machine Merchandising — Cites Number of Interesting Experiences
Under the heading of "Here Are Western
Ideas," there appeared in a recent issue of the
"Sonora Bell" a very interesting interview with
Frank Steers, general manager of the Magnovox
Co., Sonora jobbers, San Francisco, Cal. Mr.
Steers, who was a recent visitor to New York,
gave practical and informative views regarding
the retail merchandising of talking machines
and records, stating in part as follows:
"On my way East I passed through a country
section in which there is a music salesman who
is cleaning up big money. He has a five-ton
truck and starts out on a Monday morning with
it loaded to the top with three pianos and six
phonographs. He travels around in out-of-the-
way places and usually returns on Saturday with
the truck empty or with old exchanged instru-
ments in it and in the right inner pocket of his
vest are nine nice notes from farmers who have
been convinced that they need music in their
homes. This selling by auto-truck is a con-
tinuation of the plans which put the sewing-
machine people on the map and, when increased
production makes it possible, will be applied
aggressively in the phonograph industry.
"A dealer will find that by almost leaning over
backwards in an effort to treat his customers
squarely he will soon win a reputation that will
make his sales far greater than he would ever
deem possible. In one instance a $300 phono-
graph had been sold to a man and his wife.
One hundred and seventy-five dollars had been
paid on this when the woman sued her husband
for divorce.
"The phonograph salesman went to repossess
the machine and was lucky enough to find both
husband and wife in at the same time. He
explained that they wanted to do the right thing
and asked the customers' opinion of how best
to go about this. The man finally agreed that
the woman should take the phonograph. To
accomplish this, the $300 phonograph was re-
turned to the store and a phonograph for $175
was sent to the woman.
"This is a regular custom. Instead of repos-
sessing phonographs on which a part payment
has been made, the phonographs are taken back
and a new phonograph of a lower price, equiva-
lent to the amount already paid in, is substi-
tuted.
"In certain stores no records are allowed to
go.out on approval. It is explained to the cus-
tomer that it is desirable always to furnish
brand-new records and this would not be the
case if it were permitted that records be re-
turned. Also, for sanitary reasons, it is best
that all records sent out should be on a perma-
nent basis.
"The external appearance of a store window
has a great deal more to do with increasing
trade than most people imagine, unless they
study the subject pretty carefully. It is a good
policy, if the store is large enough, to have a
special finisher go over the display stock early
each morning so as to have it glisten as it did
the day it came from the factory. The metal
work should be polished brilliantly and not
allowed to become dull and tarnished. A slight
effort in this respect will make sales much easier
than they would be were this apparently trifling
point neglected.
"I can take you to a cobbler who sells no new
shoes, but merely repairs old ones. He has
some repaired shoes in his window neatly pol-
Frank Steers
ished and so carefully placed against a back-
ground of handsomely colored ribbons and vel-
vets that they look in much better shape than
the brand-new shoes shown at a nearby store.
{Continued on page 50)
50
THE TALKING MACHINE WORLD
February IS. 1920
Nobody knows how well the Hickman Trio
from Art Hickman's Orchestra plays "No-
body Knows" and "Wonderful Pal" till they
hear them ; then everybody knows. A-2839.
Columbia Graphophone Co
NEW YORK
"LIVE" IDEAS ON MERCHANDISING
(Continued from page 49)
"Some years ago it was not uncommon to
have a business sell 50 per cent, records and 50
per cent, machines. At present it is not un-
common to find that records total only 25 per
cent, but that machines have advanced to 75
per cent, of the total sales. This does not
mean that the volume of record sales has de-
creased. In fact, they have greatly increased.
It only means that by studied effort the sales
of phonographs can be pushed to a very high
mark. It is not unusual for some stores in the
larger cities to take in $100 a day in records
at retail.
"On phonograph sales in the West it is
possible, through proper salesmanship, to make
60 per cent, of the sales for cash. An 8 per
cent, interest charge is made for time payment
accounts. The advantage of the 5 per cent,
cash discount when clearly explained to cus-
tomers results in many cash sales. It is well to
point out that a 5 per cent, discount means $5
saved on $100 so that $5 saved is really 5% per
cent, of the $95 purchase price.
"It is becoming more and more the custom
for reputable houses to charge interest on in-
stalment accounts and the public is becoming
quite used to it and is making no complaint.
"People like to trade with a store that not
only looks good but feels good. During the
influenza epidemic one store I know of dis-
infected the store with powerful germicides four
times a day. One substantial sale was traced
directly to this. A woman came in to look
over some instruments and finally bought one.
She confided to the salesman, T was standing
outside your store and it smelled so clean and
fresh and healthful that I decided I would come
in here to look at the phonographs you handle.'
"One feature of store construction which it
would be well for dealers everywhere to re-
member is that booths should preferably be of
glass throughout or of glass in the upper por-
tions so that anyone inside the booth can look
Ward's Khaki Moving Covers
Distributors
BRISTOL & BARBER, INC.
Ill E. 14th St., New York City
YAHR & LANGE DRUG CO.
207-215 E. Water St., Milwaukee, Wis.
COHEN & HUGHES, INC.,
Washington, D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.
STREVELL-PATERSON HARDWARE CO-
Salt Lake City, Utah
OHIO SALES CO.
Beckman Bldg., Cleveland, Ohio
Tijr nprn ffi 237 Fifth Avenue
lnL KLLU LU., Pittsburgh, Pa.
Gr»de "D" Cover with No. 3 Straps.
CHAS. H. YATES
311 Laughlin Bldg., Los Angeles, Cal.
W. D. & C. N. ANDREWS
Buffalo, N. Y.
The C. E. Ward Co.
(Well-Known Lodge Regalia House)
101 William St., New London, Ohio
Also Manufacturer* of Rubberized Covers
and Dust Covers for the Warerooml
over the entire store. A glass booth makes a
small booth look considerabb' larger than it is.
It lets in more light and adds to the apparent
comfort. No curtains should be placed on
these booths, as women customers desire noth-
ing that savors of privacy and like to be- able
to see over the entire floor and to be seen.
"Some of the most successful dealers are
frankly advising purchasers of new phonographs
not to buy too many of the popular hits. The
reason is simple. If a person plays a popular
song too long he generally gets tired of the
song and of the phonograph as well, which
means a decrease in record sales.
"Sometimes when customers come -in and
complain that the phonograph does not seem
to sound as well as it did when they bought it,
we analyze the trouble as being a not uncommon
disease of overplay-itis. We ask them whether
they have been playing the phonograph con-
stantly and they admit that they have. We tell
them that they have been playing it too much.
'Go home,' we say, 'and give the phonograph
a rest for a couple of weeks. It will sound all
right when you start to play it again.'
"Some customers who have a trifle reluctantly
followed our advice to purchase the more seri-
ous records have, in a comparatively short time,
become 'high-brow' music lovers of the first
grade and the percentage of quality music to
popular has shown a steady increase in favor
of the former.
"In many stores it is customary to have a
central stockroom from which records for dem-
onstration are secured. Progressive stores are
abandoning this plan and furnish to each sales-
man an individual album containing one or
two dozen records, which will be most favor-
ably received. This not only means a saving
in time, but it makes certain that records will
be played which sound best on the phonograph
and will not make it necessary to rely on sug-
gestions by the customer as to what should be
played because the records which the cus-
tomer suggests may be all of one type or may
not fully bring out the beauties of the instru-
ment and of the records.
"Everyone likes to get something for nothing,
especially if it is useful. Some stores are either
giving away or selling at a very low price a
record brush made out of carpet. This has the
store's advertisement on the back and is gladly
received by the store's patrons."
INTERNATIONAL MOTOR
is the silent running motor, built in Canada, on the
right principles, best of material and correct work-
manship. It is not a cheap imitation but a high-
class production, manufactured by
INTERNATIONAL MACHINE & MFG. CO., LTD.
Ill Adelaide St. W. Toronto, Canada
COTTON FLOCKS
FOR .
Record Manufacturing
THE PECKBAM MFG. CO., K'.Tj!
The Talking Machine World, New York, February 15, 1920
Machine
Select PARAMOUNT PRODUCTS to supply your
customers in 1920, because you can give them RECORDS
ana NEEDLES of the same name as the INSTRU-
MENT, under the same trade mark and guarantee.
The Talking Machine World, New York, February 15, 1920
REG. U. S. PAT. OFF.
Paramount
Records
Lateral Cut — 10-inch — Double Disc
Solve the Record problem. Eliminate the necessity of apologizing and
explaining that the instrument you are selling will play all Records. Sell the
PARAMOUNT TALKING MACHINE and its component the
PARAMOUNT RECORDS as well as the necessary accessory
PARAMOUNT NEEDLES.
February IS, 1920
THE TALKING MACHINE WORLD
51
COLUMBIA GRAPHOPHONE CO. BUYS FIFTH AVENUE SITE
Building at Thirty-fourth Street and Fifth Avenue, Now Occupied by Columbia Trust Co., to Be-
come Permanent Headquarters of Columbia Graphophone Co. — To Be Enlarged
PL 2VZA.
The Columbia Graphophone Co. has pur-
chased as a permanent home the Columbia
Trust Co. Building,- located on the northwest
corner of Thirty-fourth street and Fifth ave-
nue, New York, held at $3,000,000. Nine addi-
tional stories will be added to the present struc-
ture, bringing the total amount of the invest-
ment close to $4,000,000.
The property, which consists of a four-story
structure on a plot fronting 69.9 feet on Fifth
avenue by 100 feet on Thirty-fourth street, was
sold by Max N. Natanson, an operator, who
bought the land and building from the Colum-
bia Trust Co. on November 25, 1919.
McKim, Mead & White are preparing plans
for the additional stories, which, when com-
pleted, will be occupied as the executive offices
of the Columbia Graphophone Co.
The corner, which was formerly the site of
the famous A. T. Stewart marble mansion, was
CROFT
Bee
Delivery Envelopes
Art Series — New Designs
NEW LIST OF RECORDS
\ /
Every 60 Days
A Selected List of Victor Records
We Will Be Pleased to
Play Any of Them for You
Very attractive
proposition to
Jobbers
Write for trial shipment
CLEMENT BEECROFT
309 W. Susquehanna Ave.
PHILADELPHIA
purchased in January, 1901, by Charles T. Bar-
ney for the Knickerbocker Trust Co. from three
different interests, the Butler family, the Clinch
family and Bessie T. White, wife of Stanford
White.
The property then included an additional
forty feet on Fifth avenue and an additional
fifty feet on Thirty-fourth street, which land
was subsequently sold for other improvement.
The Knickerbocker Trust Co. then erected the
present building as banking quarters for one
of its branches. In June, 1912, the Knicker-
bocker Trust Co. merged with the Columbia
Trust Co. The Columbia Trust Co. has retained
a lease on the ground floor for a long term of
years, and will continue to occupy the prem-
ises.
The present building was designed by Mc-
Kim, Mead & White, and is one of the archi-
tectural landmarks of the city. It was originally
built with the idea of at some time adding to
its height, and the foundations are sufficiently
strong for the erection of the nine additional
stories.
The Columbia Graphophone Co. has been oc-
cupying quarters in the Woolworth Building
as its executive offices for the past seven years,
but the tremendous growth of the company's
business has made its executive home quite in-
adequate for administrative purposes. In its new
building the company will have ample facilities
to take care of its phenomenal business, which
has increased far beyond all expectations dur-
ing the past few years.
SPLENDID CABLE CO. EQUIPMENT
Atlanta Establishment Installs Eleven New
Booths — Record Service Strongly Featured
Atlanta, Ga., February 6. — The Cable Piano
Co., the well-known music house of this city,
now have one of the largest and most artistic
talking machine departments in this section.
Eleven beautifully appointed booths of plate
glass and white enameled wood have recently
been installed. There is also a complete ven-
tilating system which provides 35,000 cubic feet
of fresh air per minute. A magnificent assort-
ment of Victrolas is on display in this depart-
ment, which is under the capable management
of C. L. Salter. Visitors are quite pleased with
the service features of this establishment, par-
ticularly so far as records are concerned. Those
not having time to wait can secure them at a
special counter for that purpose. There are
also two self-service booths where people can
select the records they desire to hear and oper-
ate the machines themselves, selecting those
they wish. In the remaining booths the sales
force looks after the wants of the customers,
playing what records they desire to hear, mak-
ing suggestions, etc. Briefly stated, nothing
has been overlooked to make this establishment
one of the most complete Victrola salons in
the South.
RECORD ARTISTS IN VAUDEVILLE
Emerson dealers throughout the country will
be interested to know that a new vaudeville act
called the "Kaufields" has just made its ap-
pearance on "Big Time" vaudeville circuit and,
judging from all indications, will be one of the
headliner acts on this circuit. The principals
in this act are Arthur Fields, Irving Kaufman
aiid Jack Kaufman, all of whom are well-
known to music lovers everywhere. Arthur
Fields records exclusively for the Emerson li-
brary and these three popular artists also make
records exclusively for the Emerson library in
the combination known as the "Kaufields". The
act features songs that these artists have made
on records, and Emerson dealers will be af-
forded an excellent opportunity to use timely
publicity when the act appears in their cities.
BUY YOUR
ACCESSORIES
Mil From One Source
o
I
o
4
Gold Finish
MAGNED0
Multi-playing
STEEL NEEDLES
Retail at 10c.
per box of 50
Magnedos are the
STANDARD Steel Multi-
playing needles.
Extensive advertising has
established a ready market
for you.
Attractive packing sells
Magnedos on sight — and
every sale means repeat bus-
iness.
Each needle is guaranteed
to play 1 0 records.
There are large profits
waiting for you if you
handle Magnedos.
To Jobbers
We have an interesting
merchandising proposition
for you. Write for details.
To Dealers
A sample carton will dem-
onstrate how your needle
sales can be developed.
Order One Now
Loud and Medium Tones
J
PLAZA MUSIC CO.
18 WEST- 20 1* STREET
NEW YORK
52
THE TALKING MACHINE WORLD
February 15, 1920
//////' /4
The Last Shall
Be FIRST
The Crippen "Interpret one" Talk-
ing Machine is Ten Years
Ahead of the Field
I
the
I
the
AM a new-comer in
talking machine field.
am not unknown in
music world, however.
Forseveral years I have manu-
factured the Crippen "Inter-
pretone" Player-Piano and
have done one of the largest
Exclusive player-piano busi-
nesses in the country.
Three years ago I began investigating the talking machine field. During that time I
have made exhaustive experiments with tone and the means of reproducing it, with the
result that I now have something distinctive to offer — something better than the talking
machine trade has heretofore known.
I have the best talking machine proposition on the market, and I say this knowing
full well that such a bold and unqualifed statement must be subject to proof — and
this proof I stand ready and willing to give.
I will let my talking machine prove itself.
I will ship one of my machines to any reputable talking machine dealer, by express,
at my expense.
You can unpack it and play it beside any and all different makes of machines now on
your floor. I will not be there to talk it up. The machine will have to stand or fall
on the strength of the trial you give it.
And if, in your opinion, it is not a good 20 dollars better in size, finish, quality,
character of tone and salability than any talking machine you are now selling or have
ever seen, pack it up and send it back, also at my expense.
437 Fifth Atferme, NetPjVorks
President
February IS, 1920
THE TALKING MACHINE WORLD
Specifications
The Crippen "Interpretone" has a mahogany
veneered case, 45 inches high, 20 inches wide,
22 inches deep. It has a Revolving Record Cab-
inet (a remarkable selling feature) equipped with
8-record albums, each holding four ten-inch
and four twelve-inch records. Plush Turn-
table that runs true. All metal work gold
plated. "Radio" Sound Box of concert size
entirely different from anything hitherto placed
on the market. It is the only box which
eliminates interference of one tone with the
succeeding tone. System of "damping" has
been introduced.
Machine guaranteed for one year, which in-
cludes spring breakages.
These letters from dealers show that
they are enthusiastic about the
Crippen "Interpretone."
"Mr. Walter R. Crippen Jan. 16, 1920
437 Fifth Avenue
New York, N. Y.
Dear Sir:
"For the first time in my Talking Machine selling-
experience I have found a machine that is a real stimu-
lant to the sale of records."
"The Crippen Co., Inc. Jan. 16, 1920
437 Fifth Avenue, New York
Gentlemen :
"When I received your letter I accepted it as a regulation hot-air selling campaign. Your
machine has arrived and has made good against the field."
"Dear Sir: Jan. 19, 1920
. "It was good to unpack your Crippen 'Interpretone' and I was delighted that I was not obliged
to take the turn-table to a machine shop to have it trued up."
"Gentlemen: Jan. 21, 1920
"Your cabinet work is the best I have ever seen; it is real piano construction."
"Dear Sir: Jan. 22, 1920
"Gold plating on a $175 machine is certainly a revelation; I have not seen a machine that sells
for less than $250 that is so finished."
We can guarantee deliveries
54
THE TALKING MACHINE WORLD
February 15, 1920
Toscha Seidel shows all his genius in his
violin solo of that simple and popular
melody "Pm Forever Blowing Bubbles".
Columbia Record 78798.
Columbia Graphophone Co.
NEW YORK
FORSAKES THE "TALKER" INDUSTRY
Harry C. Lansell Makes Important Connection
in Photographic Field — Well-known and
Highly Esteemed in Talking Machine Industry
Harry C. Lansell, one of the veterans of the
Victor wholesale trade, wlho was associated
with the Blackmail Talking Machine Co., New
many years he has made a careful and detailed
study of photographic work from a technical
angle, and possesses an invaluable knowledge
of the most important phases of this profession.
Mr. Lansell was associated with the Victor
business for twenty years, entering the factory
of the Victor Talking Machine Co. when the
trade was in its infancy. After acquiring an in-
timate familiarity with the mechanical end of
the business, he entered the merchandising field,
and installed the first Victor department in a
Philadelphia department store. This department
consisted of a hollow square made of four coun-
ters, and a stock comprising three machines and
150 six-inch records.
During his eleven years' association with the
Blackman Talking Machine Co., Mr. Lansell won
the esteem and friendship of the Victor dealers
throughout New York State and greater New
York. He co-operated with his clientele along
practical and efficient lines, and he enters upon
his new work with the hearty good wishes of all
the members of the Victor industry.
MOVES TO LARGER QUARTERS
Emerson International, Inc., Now Located at
1780 Broadway — Important Merchandising
Pians Completed Which Mean Expansion
100% INCREASE IN JANUARY
N. F. Milnor, manager of the San Francisco
branch of the Columbia Graphophone Co., has
been spending a few weeks at Battle Creek,
Mich., where he is building himself up for a
banner year's work. During his absence from
the coast, his sales organization attained record-
breaking totals for January, their increase over
last January being 100%.
Emerson International, Inc., has moved its
executive offices from 45 West Thirty-fourth
street to 1780-1782 Broadwaj-, New York, where
it has more than three times the floor space
which it occupied at its former address. The
company occupies the entire fifth floor of this
building, which is located between Fifty-seventh
and Fifty-eighth streets "and which is one of the
most modern and up-to-date buildings in the
city.
In a chat with The World, C. Linn Seiler,
president of Emerson International, Inc., stated
that arrangements have been completed whereby
the company has been appointed domestic and
foreign distributors for Tonofone needles and
Globe music rolls. In order to handle the com-
pany's fast growing business, Mr. Seiler has
augmented the sales staff materially and sev-
eral important announcements regarding plans
for the future will be made very soon.
NEW BUILDING FOR RICE=STIX CO.
Harry C. Lansell
York, for eleven years, has left the talking ma-
chine industry to become general manager of a
new plant to be opened in Brooklyn by the
New York Photo. Laboratories, Inc. Mr. Lan-
sell will be in complete charge of this plant, and
is now laying out the plans for the various
manufacturing and- technical departments. For
The Rice-Stix Drygoods Co., of St. Louis, and
one of the largest distributors for Pathe phono-
graphs in Missouri, has closed a deal for the
erection of a new twelve-story building to cost
$1,250,000. In this new building handsome quar-
ters will be provided for the display of Pathe
phonographs. In fact, it is planned to make
this one of the Pathe show places in St. Louis.
C. A. DELZELL RETURNS TO DENVER
C. A. Delzell, manager of the Columbia Stores
Co. at Denver, Col., left New York recently for
the West, after being confined to his hotel here
with a serious attack of pneumonia. Mr. Del-
zell had attended the Columbia convention the
early part of January, and was preparing to
return home when he became ill. He is conva-
lescing rapidly and expects to be back at his
desk in the near future.
WELCH & CO. INCORPORATED
Welch & Co.. a talking machine and furniture
house which recently took over the lease of the
old Wurlitzer store, has been incorporated with,
capital stock of $50,000.
Represents BEAUTY and TONE Combined
"VICSONIA'' Rslr
Designed to PERFECTLY play Edison Disc Records on "Victrolas" or "Grafonolas." Easy to
attach — slips on — a child can do it. The Vicsonia is recognized as the BEST reproducer for its
particular purpose. ORDER NOW.
ATTENTION!!!
Model B Vicsonia now ready. Plays all hill and dale records — Pathe, Edison, OkeH, Lyric, Aeolian, Vocation, elc.
A sample reproducer Model A or B will be sent on receipt of $4. 50 Retail price $7 .50.
VICSONIA MFG. CO., Inc.,
313 E. 134th St., New York, N. Y.
February 15, 1920
THE TALKING MACHINE WORLD
55
9
if
Do if Electrically
and
Why Crank your Phonograph
Are two phrases that will be seen and
heard everywhere within the next
year.
National Advertising — newspaper
Advertising — and Billboards will
carry the "Electrical Idea" direct to
millions of receptive people;
AND THE ELECTRIC TALKING
MACHINE WILL HAVE ARRIVED
Progressive manufacturers are
aware of this and are taking advan-
tage of it.
So when you, Mr. Manufacturer,
decide to equip your instrument with
electrically driven motors — remem-
ber that
THE JOHNSON
ELECTRIC MOTOR
is the most satisfactory driving power
ever devised for Talking Machines.
THE MOTOR OF CONTINUOUS
EFFICIENCY
You, Mr. Dealer, can profitably
replace spring motors with the
JOHNSON ELECTRIC
The installation is simple, requiring
no mechanical skill. Ask us for
significant facts.
Phonograph Motors Corp.
SUCCESSOR TO
JOHNSON MOTOR CO.
3tl N. Crawford Avenue
Chicago III
56
THE TALKING MACHINE WORLD
February 15, 1920
STEWART SALESMANSHIP CLASS
First Sessions in Indianapolis Attract a Large
Attendance — Important Subjects Come Up for
Discussion at the Various Meetings
Indianapolis, Ind., February 5. — The Stewart
Talking Machine Company, Victor distributors,
held their first class in salesmanship and edu-
cational work Tuesdajr, Wednesday and Thurs-
day of last week. Those who attended included
Mrs. France, w-ith T. E. Weir, of Muncie, Ind.;
Miss Matchett, with Ivan C. Dunlap, Elwood,
Ind.; Miss Bennett, with E. B. Merritt, Frank-
fort, Ind.; Miss Pence, with Hollow-ay-Wright,
Newcastle, Ind.; Miss Hunt, with Schultz &
Schultz, Crawfordsville, Ind.; Miss Hartley,
with the Pettis Dry Goods Co., Indianapolis;
Roy Cooper, with the Indianapolis Talking Ma-
chine Co., Indianapolis, and Miss Hazel L. Von
Minnix, with the Murphy Furniture Co., Peru.
The class was the first of a series to be con-
ducted by the Stewart Co., having as its primary
motive the arousing of interest in the wonder-
ful educational features offered by the Victor
Co. in its salesmanship classes for 1920, now
being organized.
George Stewart discussed the subject, "Vic-
tor Supremacy," telling of the Victor factory
and sales organization. W. S. Barringer, of the
Stewart Co., led in the discussion of machine
salesmanship, while Harry Diehl talked on the
value of a thorough knowledge of the record
stock. W. M. English gave instruction on how
monthly records should be ordered.
E. T. Huller gave some valuable pointers on
the equipment of a store or a phonograph de-
partment and used the dealers' service room the
Stewart Co. has fitted out to demonstrate his
points.
Emerson Knight, advertising manager of the
company, talked on Victor advertising and win-
dow decorating. Miss Caroline Hobson dis-
cussed the Victor educational work. She pre-
pared 150 questions on subjects every retail
Victor salesman should know and twenty-five
catch questions on the use of the Victor catalog
to determine how quickly the salesmen could
find records that were called for. The first
class was a big success and those receiving in-
struction were enthusiastic about it.
A feature of the instruction was a demonstra-
tion by Tom Sawyer, in charge of the penman-
ship instruction in the Indianapolis schools, who
showed how he used the Victrola in teaching
penmanship.
NEW PATHE RECORD CATALOG
RETURNS FROM WESTERN TRIP
Columbia Executives Back in New York After
Visiting Western Branches — Trip a Success
Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., F. R. Bolton,
manager of the International record department
and H. L. Tuers, manager of the Dealer Service
department, are back in New York after visiting
a number of Columbia branches in the West and
Southwest. At these branches, Mr. Hopkins and
his associates addressed the managers, sales
staffs and dealers from cities adjacent to the
meeting places, and the practical nature of these
meetings served to make them a gratifying
success.
O. F. Benz, of the general sales department,
accompanied Mr. Hopkins and the other execu-
tives as far West as Kansas City, and then pro-
ceeded direct to the Pacific Coast, where he will
spend some time at the Columbia branches in
Los Angeles and San Francisco. Mr. Hopkins
returned to New York direct from Kansas City
and Messrs. Tuers and Bolton visited the Dallas
branch, where the}' addressed the Dallas and
New Orleans sales staffs and dealers.
INSTALL REED BOOTH EQUIPMENT
Hubbach Brothers & Wellendorf, of Louis-
ville, Ky., recently installed a new equipment of
Reed record demonstrating booths. They are
now proud of a most modern and up-to-date
storeroom.
Notable List of Operatic Arias as Well as Popu-
lar Song, Dance, Jazz and Band Records In-
corporated in This Interesting Volume
Every music dealer and patron of the art
throughout the country will be interested in
the announcement of the Pathe Phonograph
Co. that it has prepared and is about to dis-
tribute a new and complete catalog of all the
records played by this famous instrument.
The list embraces a wide range of classic and
popular selections, including the operatic arias
of the most brilliant stars, celebrated comic
song hits of the vaudeville and dramatic stage,
melodious and entrancing fox-trot, jazz and
other dance records, together with the most ap-
proved instrumental music of well-known bands.
The artistic arrangement of the new catalog
displays the many sparkling musical gems of
, purest-ray serene to the very best advantage,
and it forms an indispensable and valuable
guide to both the dealer and the buying public.
. The catalog conforms to the best traditions
and high standard set by the Pathe Co.
NEW HOME FOR K. C. SEXTON
K. C. Sexton, widely known .as a Victrola
dealer in the Eastern section of Washington, D.
C, has recently purchased the large building at
632 Pennsylvania avenue, S. E., which is now be-
ing remodeled for his occupancy. The Sexton
store has won quite a following in the Capitol.
AN UNPRECEDENTED DANCE SUCCESS
In order to meet the numerous demands of
the trade and public for the unprecedented dance
success "Dardanella," the Lyraphone Co. of
America, manufacturers of Lyric records, an-
nounce three special double disc records all of
which include this tremendous hit, but recorded
by totally different and dissimilar combinations
and with different couplings.
VICTOR SERVICE
ORDER FILLING DEPARTMENT
An order filling Jj
department which
is so systematized J
that orders are J
filled with the least J
possible delay and 1
without mistakes. ■
Another efficient ||
part of S
Andrews Victor Service
W. D. & C. N. ANDREWS
Buffalo, N. Y.
February 15, 1920
THE TALKING MACHINE WORLD
57
Phonograph Motors
Motors That Meet
YOUR Requirements
Quality Motors— Prompt Deliveries
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Our product is guaranteed A-l as to material, workmanship, silence and
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Covered on our material requirements, we can assure a reliable source of supply.
The fact that leading phonograph concerns find our products satisfactory in
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Phonograph makers, jobbers and dealers needing a dependable supply of motors and
tone arms will find it greatly to their advantage to get in touch with us at once.
SALES DEPARTMENT
United Manufacturing &Distributing Co.
LAKE SHORE DRIVEand OHIO ST. CHICAGO, ILL.
58
THE TALKING MACHINE WORLD
February 15, 1920
Now For a Big Advertising Drive on
This Exclusive Columbia Feature
1
V
V.
J,
Paste it in your
Window
THIS handsomely col-
ored center spread in
The Saturday Evening
Post is the first big gun
in our great national ad-
vertising drive on the
Non Set Automatic Stop.
Paste it in your window.
Get your returns from
this strong presentationof
a powerful argument for
the Columbia Grafonola.
r
This advertisement
will appear in The Saturday
Evening Post of February 21st
Make The Most of This
in Your Selling Talk
WE are emphasizing this feature
not only in The Saturday Evening
Post but in many other magazines with
an aggregate circulation of more than
twenty-one million.
Teil your customers about it. They
will have read about it already in most
of the current magazines and will be in
a receptive mood.
Play up the Non Set Automatic
Stop in your selling talk. It is the
biggest selling point in the Columbia
Grafonola, and we are out to make it
known to every possible purchaser.
Combined with all the other ad-
vantages of this greatest of instruments,
this exclusive Columbia feature is bound
to make you many sale?.
COLUMBIA GRAPHOPHONE COMPANY, New York
Canadian Factory: Toronto
60
THE TALKING MACHINE WORLD
February 15, 1920
DISCUSS PROBLEMS AND EXPANSION JOHN McCORMACK'S LIFE STORY
PLAZA
BUY YOUR
ACCESSORIES
Ml From One Source
lb*.
PERFECTION
RECORD ALBUMS
THE ALBUM OF QUALITY
These albums are made of
heavy stock and neatly bound
with the finest grade of Bind-
er's Linen.
The pockets are made of the
best grade of green kraft paper,
bound securely together, and
protected by metal ends that in-
sure long life.
In fact, Perfection Albums
are constructed with a view to
giving maximum service under
constant use.
We carry large stocks on
hand at all times, so that your
wants will be promptly supplied
here.
For Victor, Columbia,
Pathe and Edison Records.
Write for Prices
%
o
%
0
I
o
4
PLAZA MUSIC CO.
18 WEST' 201* STREET
NEW YORK
Representatives of Thirty of the J. W. Jenkins
Branch Stores Meet in Kansas City and Con-
sider Various Important Matters for 1920 —
Plan the Expansion of Victrola Departments
Biography of the Weil-Known Irish Tenor and
Victor Artist Just Published — Full of Interest
for the Trade— His Tribute to the Victor
Talking Machine Co.'s Educational Work
Kansas City, Mo., February 8. — Representatives
of the thirty-odd branch stores of J. W. Jen-
kins' Sons Co. "got together" last month at the
main Jenkins establishment in this city to con-
sider trade problems and questions of trade ex-
pansion for the forthcoming year. All of the
Jenkins houses maintain Victor departments.
An elaborate program was worked out, each
house representative contributing his ideas and
receiving full consideration. A policy of "up-
to-date"' selling methods was advocated, and the
determination of the Jenkins houses to deal
in nothing but high grades of products
was reaffirmed.
Many names of importance in the music trade
of the Middle West were noted among those
who "came to the party." J. W. Jenkins him-
self presided, his own contribution to the ex-
change of ideas involving the outline of im-
portant business plans for the early future.
Great enthusiasm was shown at the meeting,
this being stimulated by the recent announce-
ments of greater Victor production. It is indi-
cated that the staffs of the Jenkins houses will
in future call for management of the highest ob-
tainable quality. Practically all phases of trade
promotion were considered, many having been
carefully worked out in advance and simply
presented by announcement.
Particular attention was given the question of
developing the Victrola departments of each in-
dividual house. The necessary problems of ex-
pansion were taken up and considered at great
length and in full detail. Business was then
dropped for the time being and a social gath-
ering followed.
RELEASE PETROVA RECORDS
The Emerson Phonograph Co. advised its
dealers recently that it is now releasing two
records by Mme. Olga Petrova, famous motion
picture star and vaudeville headliner. On one
of these records, Mme. Petrova features a poem
that she has used with signal success in vaude-
ville, "For a Child Who Inquires," and her
other Emerson record is James Whitcomb
Riley's famous poem "There, Little Girl, Don't
Cry."
The hundreds of thousands who have heard
John McCormack sing in person and the mil-
lions who have heard his voice through Victor
records will greet with pleasure the announce-
ment that his biography has recently been pub-
lished by Small, Maynard & Co., of Boston,
Mass. The. volume is entitled, "John McCor-
mack; His Own Life Story." It was tran-
scribed from his own words by Pierre V. R.
Key, and it is a faithful record of his early
struggles, his arduous labors, and of the final
success which left him unwilling to cease his
search for a higher standard of artistic perfec-
tion.
Most persons know the surface history of
McCormack's life and career, but the biography
deals with the things, for the most part, which
are not known — his parentage, his friends, his
feelings at the Feis Coeil, when he bore off the
tenor prize; the story of his meeting with the
lady who afterwards became his wife; the tale
of his first visit to America, when he sang as
something very different from a great operatic
tenor; his relations with Sabatini, and of the
aged teacher's affection for his pupil; his early
rejections in London; his first hearing of
Caruso; his story of the "cabby" who paid two
dollars for a record of his; his meeting with
celebrities in every part of the world; his grad-
ual-rise into fame, and, finally, his persistent
work — and his domestic life. It is in his own
home that the human side of any man most
clearly appears. And the sympathetic note in
McCormack's work as an artist finds a perma-
nent echo when he is in the midst of his family.
A chapter is given up to Edwin Schneider,
the composer, his accompanist and friend. And
there is a passage in the biography which Victor
dealers ought to know: "I consider the edu-
cational value of what is being done by the Vic-
tor Talking Machine Co. to be without com-
parison. What wouldn't I give to have records
of Mario and the other great artists of the
earlv days as the Victor Co. could make them!"
Branard & Butler of Darlington, Ind., who
recently secured the Edison Amberola agency,
have arranged to greatly enlarge their musical
instrument department.
A nnouncing
to Dealers that we are the
Sales Managers in the
Metropolitan District for
THE CRIP PEN
Snterprrtone
"It's the Best Talking Machine After All" *
BROWN, McMANUS & CO.
51 East 42nd Street
New York City
February 15, 1920
THE TALKING MACHINE WORLD
61
Qnuented by %sephMenchen inventor
* and 'patentee oi the first ljgtzjd 'fire,
appliances used by the Alued armies
IT RAISES THE RECORD WITHOUT TOUCHING
THE TONE ARM * IT PREVENTS SCRATCHING
THE RECORD * AVOIDS SOILING YOUR FINGER
NAHS * NOTHING TO GET OUT OF ORDER,
NEVER WEARS OUT CAN BE AT1ACHED TO
ANY MACHINE WITHOUT THE USE OF TOOLS.
9ts a 1919Master Patent/
DIRECTIONS :
Press your finger downward on me lifter until tke cap
qrips the recorclplaee otteliand beneath tne record,
remove jtfnger slowly from the vent andrecordis released.
9 5:
a
•8 0
o
Price: Nickel plated $2.50 complete. Gold plated $3.25
Did you see our exhibit at the
Edison Message No. 65
The Edison Tone Test Department
books more concerts than any other
concert- booking agency in the country.
The Edison Turn -Table comparison
test settles the question, " Which is the
best phonograph?"
The master craftsmen making Edison
cabinets are leaders in the present move-
ment for more authentic period furniture.
Music's RE-CREATION is a product
of the genius of the greatest living
inventor.
These are assets of the Edison Labora-
tories which have live news possibilities — -
likely to develop a news story at any time.
If, in the opinion of the Advertising
Department, the story "breaks big" it is
seized upon, rushed through the agency
into the national magazines, and spread
out over the land.
Edison Advertising, because of its news
interest, compels the reader's attention.
THOMAS A. EDISON, Inc.
ORANGE, N. J.
February IS, 1920
THE TALKING MACHINE WORLD
63
TRADE CONTINUES MOST ACTIVE IN SAN FRANCISCO
Record Trade Grows — Stern Corp. Increases Capital — Dealers' Association Elect Officers — Many
New Stores Open — E. C. Johnstone Makes Change — The News of the Month in Detail
San Francisco, Cal., February 3. — The post-
holiday trade in San Francisco was a surprise
to the dealers. The demand for records
especially was brisk, which no doubt was largely
due to the great number of new machines placed
during the holidays. Piano records for dancing
are coming up strong, though the latest jazz
developments promise to hold the interest in
jazziness for some time to some. The hit of
the month on the Coast is "Dardanella," the fox-
trot, and such records as have arrived are sell-
ing like waffles after the show. The leading
talking machine departments are pretty well
cleaned out of large machines and there is a
considerable trade from samples for future de-
livery. The new Brunswick records and the
lateral-cut Okeh records are bidding for popu-
larity and the merit of these products certainly
will justify the claims made for them by the
manufacturers.
Arrange to Increase Capital Stock
The Stern Talking Machine Corp. experienced
a very successful year in 1919 and have just
been authorized by the state commissioner of
corporations to increase the capital stock to
$200,000. Six dividends were paid to the stock-
holders last year, each payment being one and
one-half per cent. There are about sixty share-
holders in the company. -Plans are materializing
for a far greater expansion of the Rex store
business in California than at present. New
stores will be opened in the vicinity of San
Francisco and also in other sections. The
growth of Pathe business with the Stern house
is little short of phenomenal. Each Rex store
is, of course, independently owned, though deal-
ing exclusively in the lines handled by the Stern
corporation.
E. C. Johnstone Goes to Portland
E. C. Johnstone, until this month manager of
the Sonora Phonograph Shop in San Francisco,
has left to take charge of the talking machine
department of Bush & Lane, of Portland, Ore.,
the concern which handles the Sonora line in
Portland. James L. Loder, the former manager
of the Bush & Lane department, is now the
manager of the Sonora shop in San Francisco..
L. Gruen Home From the East
L. Gruen, Pacific Coast manager of the Gen-
eral Phonograph Corp., returned early in the
month from his New York trip. He visited the
new factory at Newark, N. J., and is in a posi-
tion to assure the Coast jobbers that hereafter
the output of motors and Okeh records will be
increased to take care of the rapidly-growing
requirements. Mr. Gruen brought back with
him the new Okeh motor, which is a Heineman
product, and a number of other new features.
Kohler & Chase, who are distributing the Okeh
records on the Coast, report a very heavy call for
the record of "Dardanella," played by Rega's
Dance Orchestra. Kohler & Chase have fea-
tured the Okeh records in their San Francisco
show windows and both the wholesale and retail
businesses are fine. The large initial order of the
company has been already exhausted.
Talking Machine Dealers Meet
The Talking Machine Dealers' Association
held their annual meeting in the building of
Sherman, Clay & Co. in San Francisco, on Jan-
uary 13. F. A. Levy, president of the Cali-
fornia Phonograph Co., was re-elected presi-
dent; F. P. Corcoran, manager of the Wiley B-
Allen talking machine department, was elected
vice president, and A. W. White, of the White
Music Co., Berkeley, was re-elected secretary.
Martin Kline, of the Wiley B. Allen Co., and
Billy Morton, of Sherman, Clay & Co., were
appointed on the social committee. It was de-
cided at the meeting that hereafter there will be
two meetings of the associaion every month,
one in Oakland and one in San Francisco, and
that the usual dinners will be abolished. The
banquets, while highly enjoyable in the former
era, hindered the transaction of business. Here-
after the social events will be kept separate
from the business meetings.
Paul J. Levy Shaves Income Tax
Paul J. Levy, secretary of the California
Phonograph Co., was married to a prominent
society belle, Miss Estelle Gassner, of San
Francisco, on January 5, and after a honeymoon
of almost a month the young couple have taken
up their permanent residence in a beautiful, ro-
mantic spot in San Mateo. The bridal tour in-
cluded a motor trop to Southern California.
Local Men to the Conventions
Andrew McCarthy, head of the talking ma-
chine retail and wholesale departments of Sher-
man, Clay & Co., and Fred Sherman, have gone
East to visit the factories and attend the piano
convention in New York City.
Frank Anrys, general manager of the Wiley
B. Allen Co., and J. J. Black, treasurer of the
WHY
BECAUSE
does every one praise this stop O
do so many use it exclusively ■
should you adopt this stop now — *
it operates perfectly
its action is positive
the record stops as planned
Ask for No. 1340
AUTOMATIC STOP
We are manufacturers
of a complete line of
Talking Machine
Hardware.
SEND FOR CATALOG
WEBER-KNAPP CO.
JAMESTOWN NEW YORK
(PATENT APPLIED FOR)
CHAS. H. YATES
311 Laughlin Bldg. Los Angeles, Cal.
Manufacturers' Distributors of High
Grade Phonograph Accessories and Supplies.
Sterling Reproducers
Tone Anns and Attachments
Kent Attachments
Resurrect one Reproducers
Ready Files
Ward's Moving Covers
Peerless Albums
Record Envelopes
Globe Transfers
Uniform Steel Needles
Liberty Stylos
Wall Kane Needles
Sapphire and Diamond Points
Fibre Needles
Wade Needle Cotters
Record Brashes
Tone Clear
and Name Plates
AND
JONES- MOTROLAS
company, are in the East on a business trip this
month. The talking machine department has
received a sample assortment of the new Bruns-
wick records and the trade is awaiting (the
arrival of stock with considerable eagerness.
Columbia Dance Records in Demand
The Columbia office reports a greater sale of
dance records than song records at the present
time, the preference in the former being for
instrumental pieces without words. The com-
pany enjoyed an increase of 20 per cent in busi-
ness last year. Machines are coming West with,
greater regularity and the dealers will be amply
supplied before very long. The Columbia "Dar-
danella" record is rolling up a splendid success
and the "Rose Room Trot," a new record by
Art Hickman and Frankie Ellis, is a hit.
Victor Man on the Coast
B. F. Galland, one of the most live and pro-
gressive talking machine men in the country,
is in San Francisco as the special factory repre-
sentative of the Victor Talking Machine Co.
He will remain on the Coast several months
and his activities will be similar to those for-
merly performed by James Frye, who is now in
the East. Mr. Galland was stationed on the
Coast once before and made then a most favor-
able impression on the trade.
Opens Many New Stores
The Masterpiece Phonograph Co., of Chicago,
has started a factory branch in Berkeley, Cal.,
at 2157 Center street. The manager is M. Q.
Gerke. The San Francisco store, which was
opened recently, is at 395 Sutter street and un-
der the management of John Gogburn. Other
stores have been opened at Santa Rosa, Fresno
and San Jose.
Omer Kruschke, of the San Francisco office
of the Western Phonograph Co., and F. W.
Ashby, manager for the company in Southern
California, will attend the annual sales conven-
tion of the Pathe company in New York,
borough of Brooklyn. Pathe business on the
Coast is in a more flourishing condition than
ever before.
RETURNS FROM SUNNY SOUTH
H. L. Willson, vice-president and general man-
ager of the Columbia Graphophone Co., returned
to his desk a few days ago after spending two
weeks in Florida. Mr. Willson, who is in the
best of health and spirits, is entering with re-
newed energy upon his 1920 activities.
"JUST A MOMENT, PLEASE"
Have you clipped that coupon on Page 45? Mail
it today and receive samples and circulars describ-
ing a new envelope service for Victor dealers
THAT REALLY ADVERTISES your store.
Good, effective advertising at a minimum of ex-
pense. Just as effective for the large as for the
small Victor dealers.
LU-FRANC SALES SERVICE
1202 Dime Bank Building Detroit
64
THE TALKING MACHINE WORLD
February 15, 1920
E desire to call attention to the public's growing
preference for period styles. It is not meant by
this that upright designs have had their day — far
from it; it does mean, however, that the dealer who is not
preparing to stock a considerable variety of art models
may lose important sales.
The period Sonoras are supremely handsome in tone, they
are rich in appearance and are wonderfully perfect in
mechanical construction. Their greater beauty is apparent
at a glance and is emphasized by critical comparison.
Orders will be filled for these styles as rapidly as possible.
Placing orders well in advance is advisable. If you are
February IS, 1920
THE TALKING MACHINE WORLD
65
interested in handling the Sonora write to the distributor
covering your territory. Remember — Sonora is licensed
and operates under BASIC PATENTS of the phonograph
industry.
Gibson-Snow Co.
Syracuse, N. Y.
State of New York with the excep-
tion of towns on Hudson River be-
low Poughkeepsie and excepting
Greater New York
Griffith Piano Co.
605 Broad St., Newark, N. J.
Northern New Jersey
W. B. Glynn Distributing Co.
Saxtons River, Vt.
States of Maine, New Hampshire,
Vermont and part of Massachu-
setts
Hessig-Ellis Drug Co.
Memphis, Tenn.
Arkansas, Louisiana, Tennessee,
Mississippi
C. D. Smith Drug Co.
St. Joseph, Mo.
Nebraska, Missouri, Northern and
Eastern part of Kansas and 5
counties of N. E. Oklahoma
Smith, Kline & French Co.
Philadelphia, Pa.
States of Pennsylvania, Maryland,
Delaware, District of Columbia,
and New Jersey south of and in-
cluding Trenton
The Magnavox Co.
616 Mission St.,
San Francisco, Cal.
Washington, California, Oregon,
Arizona, Nevada, Hawaiian Is-
lands, Northern Idaho
Hillman Phonograph Co.
Wheeling, W. Va.
Virginia and West Virginia
Kiefer-Stewart Co.
Indianapolis, Ind.
Entire State of Indiana
C. L. Marshall & Co.
82-94 Griswold St.,
Butler Bldg.,
Detroit, Mich.
State of Michigan
Beckman Bldg.,
409 Superior St.,
Cleveland, Ohio
State of Ohio
Minneapolis Drug Co.
Minneapolis, Minn.
States of Montana, North Dakota,
South Dakota, Minnesota
Sonora Phonograph Co., Inc.
279 Broadway, N. Y.
Distributors for Greater New York
Southern Drug Co.
Houston, Texas
Southeastern part of Texas
Southwestern Drug Co.
Wichita, Kans.
Southern part of Kansas, Okla-
homa (except 5 N. E. counties),
and Texas Panhandle
I. Montagnes & Co.
Ryrie Bldg.,
Toronto, Canada
Canada
M. S. & E.
221 Columbus Ave.,
Boston, Mass.
Connecticut, Rhode Island and
Eastern Massachusetts
American Hdw. & Equip. Co.
Charlotte, N. C.
North Carolina and South Caro-
lina
Strevell-Paterson Hardware Co.
Salt Lake City, Utah
Entire States of Utah, Colorado,
Wyoming, New Mexico, and
Southern Idaho
C. J. Van Houten & Zoon
Marquette Bldg.,
Chicago, 111.
Illinois, Kentucky and Iowa
Sonora Distributing Co. of
Texas
Dallas, Texas
Western part of Texas
Yahr & Lange Drug Co.
Milwaukee, Wis.
Wisconsin, Upper Michigan
JL
66
THE TALKING MACHINE WORLD
February 15. 1920
GREAT GATHERING OF PATHE DEALERS IN INDIANAPOLIS
Over 100 Dealers and Salesmen From Pathe Stores in Indiana, Kentucky, Eastern Illinois and
Western Ohio Attended Convention on January 23— Organize With J. M. Wallace as President
Indianapolis, <Ind., February 5. — More than
one hundred Pathe dealers and salesmen from
Pathe stores in Indiana, Kentucky, Eastern
Illinois and Western Ohio attended the Pathe
dealers' convention here on January 23. The
one-day session had a program which gripped
the interest of the dealers from start to finish
and worked up such enthusiasm that the dealers
formed an association. J. M. Wallace was
were the speakers. All of the speakers invited
the dealers to ask questions on various points
that came up during the talks and the dealers
were eager to grasp the opportunity to get
direct information from the company's officials.
W. P. Mooney, Sr., of Mooney-Mueller-Ward
Co., of Indianapolis, the Pathe distributors in
the Indianapolis district, opened the convention
at the Claypool Hotel with an address of wel-
Banquet of the Pathe Dealers and Salesmen at the Hotel Claypool
elected president, and H. G. May, of Prince-
ton, Ind., was elected secretary of the Pathe
Dealers' Association of the Indianapolis dis-
trict.
The association plans to keep the dealers in
this district in closer touch with the Pathe
factory and to promote the interests of the deal-
ers in this territory.
E. A. Widmann, president of Pathe Freres
Phonograph Co., H. N. McMenimen, managing
director of the company; James Watters, of
the dealers', service department of the com-
pany; C. E. Gorham, of the Bankers' Commer-
cial Security Co., and Mr. Eckhardt, of the
Interstate Phonograph Co., of Philadelphia, Pa.,
come. C. O. Mueller, in charge of the talking
machine department of the Mooney-Mueller-
Ward Co., acted as chairman.
Mr. Widmann, in his talk, covered a wide
range of interesting topics regarding the Pathe
and the Pathe business. The dealers asked many
questions and from Mr.~Widmann's answers got
a fine understanding of many points in the
business. Mr. Widmann discussed the national
advertising campaign being carried on by the
Pathe company and pointed out the benefits
of such a campaign to the • individual dealers.
Speaking on the policy of the company in
producing its line in twenty-eight plants instead
of attempting to combine the business into one
great plant, Mr. Widmann showed how this
plan protected the company and the dealers
from interruption of production due to fires, such
as was experienced recently at the Grand
Rapids plant, or other causes. He also pointed
out that the company was better able to facil-
itate distribution.
The likelihood of an increase in the price of
records by all companies was re'ferred to by
Mr. Widmann, who said that the lowest retail
price would probably be $1 instead of eighty-
five cents. He said that shellac had advanced
from fifteen cents a pound before the war to
$1.85 cents. The manufacturers were consider-
ing the regrinding of old records as one means
to reduce the advancing cost of production, he
added.
The dealers were greatly interested in the
explanation of the financing of Pathe dealers by
the Bankers' Commercial Security Co., as recom-
mended by the Pathe Co.
Mr. Watters discussed the work of the com-
pany's dealers' service bureau, and told how
to build up a record business and how to use
the Pathe window displays.
Mr. McMenimen led in a round table discus-
sion of dealers' problems and questions that
have been troubling dealers were taken up and
discussed with lively interest.
A banquet was given the dealers at noon in
•the beautiful Riley room of the Claypool hotel.
In the evening the dealers attended a theatre
party at the Circle Theatre, where Grace Hoff-
man, soprano, and Lewis James, tenor, two of
the Pathe record artists, appeared on the pro-
gram as a special feature of the dealers' con-
vention.
Caroline Hobson, head of the educational
department of the Stewart Talking Machine Co.,
has interested the Indianapolis schools in the
use of a Victrola in penmanship work. A num-
ber of Victrolas and large collections of rec-
ords notable for smooth rhythm have been
sold for the use of teachers of penmanship
throughout the city.
GUARANTEED
Model No. 2150 D.D
2 Units Illustrated.
Locking Roll Top Pre-
vents Dost and Theft,
also supplied with
Spanish Leather Cur-
tain.
350 10" or 10y2"
Records on each shelf.
Filed in Sales System
Covers and with In-
dex Guides.
350 10" or 10 '/z"
Records on this shelf,
also 3 shelves above.
Soft Flat Supporting
Springs Prevent
Warping (Patented).
Holds 350 10" or 12"
records.
10 and 12" Records
Filed on same shell.
Held Flush at the
front by Patented Ad-
juster.
File Your Records
So You Can Sell Them
This System pays for itself in six months.
Automatically Re-orders All "Sold Out" Records.
Every Record Located Instantly as Simple asl-2-3.
NEW STYLE MODEL No. 2150 D.D.
Oak, With Leather Curtain $80.00
Oak, With Locking Wood-Roll Cur - . 90.00
Bir. Mahg. With Leather Cur 85.00
Bir. Mahg. With Locking Wood Roll Cur. ....
1 „ << 4 I it *t («
namels • • . •
(White, Ivory and Gray)
95.00
100.00
Sectional Models Fit Any Size Stock
and Help You Grow.
2150 Thin R ecords in Each Urit.
4300 Records in These 2 Units Illustrated.
2150 Edisons in These 2 Units.
Not only the Best but the Cheapest per Record
Ogden Sectional Cabinet Co., Inc.
LYNCHBURG, VA.
Prices Models No. 2 and 62
(CAP. 300 10" and 12" RECORDS)
Sections . Oak $7.50, Mah. $7.75
Base . . Oak 6.50, Mah. 6.75
Top. . . Oak 3.50, Mah. 3.75
Roll Curtain for complete Unit, 3.50
WRITE FOR
CATALOGUE
Models No. 1 and 31
The Ogden Sales System Is Equivalent to an Extra Clerk
and Increases Sales. Prices $3.50 to $11.75 a Section.
The Talking Machine World, New York, February 15, 1920
The Heineman Motor
The Standard Motor For High- Grade Phonographs
Here is
The Quality Motor
THE HEINEMAN MOTOR No. 77
The unprecedented demand we have
had for this motor makes it plain
that it is an unusual motor.
More than 1,000,000 of these motors
are now giving satisfaction, thus prov-
ing the perfect design and construc-
tion of this model.
The Heineman Model No. 77 motor
will please you in every detail and
we can now make prompt
shipments in any
quantities
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street
OTTO HEINEMAN, Pres.
New York City, N. Y.
FACTORIES : Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCHES : Chicago, 111. San Francisco, Cal. Toronto, Can.
February 15, 1920
THE TALKING MACHINE WORLD
67
Would You Be
Interested in
the Right Kind
of
Phonograph?
It is called MOCKINGBIRD
because of its great power of
reproducing a likeness of the
original music.
Its tone is smooth and sonor-
ous, due to the right amount
of wood in its great amplifier.
A violin with too thin wood is
weak and hollow; with too
thick wood, hard and unsym-
pathetic. 'Tis even so with
phonographs.
Consequently, the Mocking-
bird has a tone and timbre like
the voice of a living singer,
like the peal of a pipe organ
sounding through the win-
dows of some cloistered hall,
and like the thunder of a big
brass band a-rolling down a
distant street.
In harmony with its magnifi-
cent tone are the cabinets
themselves. Built by master
workmen, genuine woods,
solid and substantial cases,
artistic in design, symmetrical
in form, and excellent in fin-
ish.
MAHOGANY and GOLDEN
OAK only.
Precision motors and Univer-
sal tone-arms.
Model A 46% x 19x21 $115
Model B 48% x 20%, x 22 $150
Model C 51 x 21^x23 $175
Deliveries a Certainty
In regard to agencies, exclu-
sive, and cash discounts to
dealers only, address
EDWIN M. WRIGHT
General Manager
The Wright Phonograph,
MANTENO, ILL.
Shipping Points
CHICAGO or MANTENO, ILL.
Built in Independent Factories
in OHIO and ILLINOIS
DISCUSSES SOME TIMELY TOPICS
Geo. E. Brightson, President of Sonora Phono-
graph Co., Gives Brief Discourse on "Work"
and Other Pertinent Subjects — Article Proves
Interesting to Sonora Organization
In the current issue of the "Sonora Bell," the
successful house organ published monthly by
the Sonora Phonograph Co., New York, there
appear a group of interesting and pithy para-
graphs from the pen of Geo. E. Brightson, pres-
ident of the company, who contributes fre-
quently to the columns of this attractive pub-
lication. In this month's issue he gives a brief
discourse on "Work," which reads in part as
follows:
"The master word of the world is W-O-R-K.
In the grasp of all great successes you will see
the rod of energy and efficiency.
Work is the schoolmaster of success; educa-
tion is bound by textbooks; while knowledge is
education melted down with experience. You
know it is experience that men want and are
willing to pay for.
The mentally slow man will be quickened by
work. The common, everyday man will develop
into a big man through work. The brilliant
mind is made steady by work — work fits all
classes to be more fit.
The power to do, the patience to endure, can
only be acquired by hard work. Work is the
guarantee of a decent middle life and the pledge
of a comfortable old age.
The common perversion of the truth is the
statement that man is a slave to work. On the
contrary, man would be a slave to some base
practice without work, occupation, employment
and business. These are the things that keep
you out of mischief.
Every time one has nothing to do we find
that there is something harmful to do.
Remembrance is the Rosemary of life. Kind-
ness is the golden chain that holds humans to-
gether. Let us respect the dead, but above all
things let us be kind to the living. Give the
flowers now.
Health is wealth. Good cheer is cash in hand.
The real millionaire is the man who can smile
and mean it. The most useful, most successful
men have the happy faculty of smiling and then
saying something cheerful.
I do not mean the "grin" smile — the smile the
lion wears when he has located his prey — nor
do I mean the smile that is as pleasing as a
dissolving cake of ice. I mean the smile of sun-
shine— the sunshine that breaks through the
clouds on a May morning.
Rivet this fact in your brain box. No man
gains success and stays a success unless the
public is with him. All men are public servants
and for this reason they occupy a public trust.
When the public loans a man success it is be-
cause he deserves it.
The person who works constantly, who thinks
perpetually, will enjoy the satisfaction known as
happiness and the comfort known as prosper-
ity.
No one person has a corner on all the good
qualities, but every person has at least one
paramount sturdy, strong characteristic. It is
necessary to excel in some one characteristic.
The person who is above you in the organi-
zation or the one who is below you has nothing
to do with your personal position. You are
not in competition with them. You cannot get
ahead by trying to hold back the one in front.
Few can play at that game.
The men who have made the whole world sit
up and take notice have not had the greater
opportunities — they have made the best use of
the opportunities which were theirs — and of the
gifts bestowed on them by nature. Genius is
the reward paid to people who develop their
resources."
BUY YOUR
ACCESSORIES
Mil From One Source
I
o
4
o
4
° _
41
REPUBLIC
PLAYER ROLLS
Every Phonograph fShop
Can Sell Player Piano
Rolls Just As Well As
Records.
The public look upon you
as a logical source of supply for
everything musical. This means
Player Piano Rolls as well as
Records.
Why You Can Sell Player Rolls
1. 80% of all Pianos sold are
Players.
2. This means a big demand for
Rolls.
3. The experience of other
Phonograph Shops proves
this.
Why You Should Handle
Player Rolls
1 . Profits are larger than on
Phonographs and Records.
2. The stock is clean and easy
to handle.
3. 90% of your customers own
Player-Pianos and buy Rolls.
4. Only a small initial invest-
ment is required.
We are prepared to serve
you with the two best lines on
the market —
REPUBLIC WORD ROLLS
and
PIANOSTYLE INSTRUMEN-
TAL ROLLS
Write to-day for catalogues
of the latest hits, prices and
discounts.
Harry Boxberger, an expert repair man of
Fort Wayne, Ind., has opened a new talking
machine repair shop at 107 West Brackenbridge
street. For the past twelve years he has been
active in local trade circles.
PLAZA MUSIC CO.
18 WEST* 20H3 STREET
NEW YORK
68
THE TALKING MACHINE WORLD
February 15, 1920
EDISON DISC JOBBERS' ASSOCIATION HOLDS CONVENTION
Nearly One Hundred Per Cent Attendance Registered at Annual Gathering of Edison Jobbers Held
Recently at the Hotel Knickerbocker — Constructive Program Delights Those Present
The annual convention of the Edison Disc
Jobbers' Association, one of the most successful
ever held, took place at the Hotel Knicker-
bocker, New York, on January 12th to 14th,
inclusive. Not only was the attendance close
to one hundred per cent of the Association
six regional conventions semi-annually, with a
view to promoting closer contact between the
jobbers during the period between the annual
conventions. The country will be divided into
six regions and each jobber in the region will
be invited to attend the conference, the jobber
man, Kansas Cit)r; executive committee, L,. N.
Bloom, Cleveland; F. E. Bolway, Syracuse, and
R. B. Ailing, Detroit.
Tuesday and Wednesday were given entirely
to discussion and elucidation of the sales pro-
motion plans. Mr. Maxwell presided and led
the discussion. To bring out every possible ad-
vantage and disadvantage of the plans, a de-
bate was held Wednesday afternoon between
forces representing the jobbers and those repre-
senting the dealers.
Mr. Maxwell outlined the
elaborate advertising and sales
promotion plans that have been
prepared by the Edison Labora-
G. C. Silzer, President
J. G.
membership but the accomplishments at the ses-
sions and the plans announced for the year 1920
aroused great enthusiasm.
During the first day of the convention the
jobbers sat in executive session and confined
themselves to the business of the Association.
One of the most important moves made in the
meeting was that providing for the holding of
Harrison, Vice-Pres. M. M. Blackman, Treas
in the city in which the convention is held act
W. O. Pardee, Secretary
ing as chairman.
New Officers Elected
At the opening session the officers were elect-
ed for the coming year as follows: President,
G. C. Silzer, Des Moines; vice-president, J. G.
Harrison, St. John, Canada; secretary, W. O.
Pardee, New Haven; treasurer, M. M. Black-
tories for 1920 and for which he stood sponsor
as originator and developer. He declared, in
effect, that the sales of Thomas A. Edison, Inc.,
as a result of the plans, would be the greatest
in dollars and cents in the history of the trade.
Mr. Maxwell explained that general publicity
would not be given to these plans until they
could be explained to each dealer by the job-
w
E specialize in Cabinets for Table Edison Phonographs. Here are shown three very popular
models. Factory capacity 60,000 Cabinets per annum. Obtainable through Edison jobbers.
Immediate delivery. Write us for samples, prices and literature.
Designed to fit the Edison 95; is fin-
ished in natural gum and rouse red.
Equipped with the famous Ejeet-O-Fllc
record filing system. The finish is an
exact match for the Chalet Model Edi-
son. Same cabinet is built with
straight legs. (If straight legs are de-
sired order Style 95.)
STVLK NO. 30
Designed to fit the No. 30 Edison A.m-
berola; built in plain oak only to match
the Amberola 30; finished same the
instrument; has two drawers for
cylinder records.
STYLE SO
Designed to fit Edison Amberola No.
50; a handsome cabinet either African
mahogany or quartered oak. high fin-
ished and a perfect match. Has three
drawers lor cylinder records.
THE EJECT-O-FILE CO., Inc.
FACTORY AND GENERAL OFFICES
HIGH POINT. NORTH CAROLINA
February 15, 1920
THE TALKING MACHINE WORLD
69
EDISON DISC JOBBERS' ASSOCIATION HOLDS CONVENTION— (Continued from page 68)
bers' travelers. It is sufficient to say that no G. C. Silzer, of Harger & Blish, Des Moines, W. C. Eckhardt, of the Phonograph Co. of
other organization has ever worked out a gi- la., the newly elected president of the Job- Chicago, a former Chicago advertising agency
gantic series of plans that will bring more bers' Association, said: "The unified enthusiasm expert, said: "The new sales plans are fertile
permanent sales and will cause a more effective of this convention exceeded that of any gather- with the most wonderful ideas and interlocking
co-operation between the producing company, ing I ever attended. It was the greatest of all features I've ever studied."
Annual Banquet of Edison Disc Jobbers, Held at the Hotel Commodore Wednesday Evening, January 14
the wholesalers and the retail selling forces, Edison conventions. The sales and advertising M. M. Blackmail, of Kansas City, jobber, said:
than will these plans. plans are the most wonderful I've ever even "These plans are like meshing cogs — every plan
Some of the most hearty commendation of heard of. All Edison dealers are entering on a pulls and every jobber and dealer must simi-
the plans came from jobbers who have been in period of unprecedented prosperity and we all larly and equally act in the accomplishment of
business since the industry first began. are equipped to accomplish to the nth power." (Continued on page 70)
The Brooks Automatic Repeating Phonograph
is justly termed The Wonder
Instrument. It has all the good
Dealers
There are some com-
munities where the
Brooks is not repre-
sented effectively as
yet. Perhaps yours is
one of these. There is
as much profit and
satisfaction in selling
the Brooks as there is
in owning it.
The Repeating Device
The Brooks Automatic Repeating and Stop Device
is an exclusive Brooks feature. It gives this phono-
graph a broader scope than any other make and
requires no attention beyond setting the needle and
turning a little knob.
qualities of other high grade
makes, but is completely put in
a class by itself by virtue of
the inbuilt Repeating Device,
which enables
the operator
to play any
make of
record, any
desired num-
ber of times.
JThere are three
Brooks models,
of different sizes,
all beautifully
carved and finished. ,Each
style may be had with
electric motor, if desired.
Model
250
Automatic Repeating
Phonographs
BROOKS MANUFACTURING COMPANY, SAGINAW, MICH.
The
Wonder
Instruments
70
THE TALKING MACHINE WORLD
February 15, 1920'
EDISON DISC JOBBERS' ASSOCIATION HOLDS CONVENTION— (Continued from page 69)
the biggest thing that ever happened to any of
them in their lives." Other opinions were
equally enthusiastic.
Testimonial Dinner to Wm. Maxwell
One of the live features of the convention
was the banquet tendered to Mr. Maxwell by
the jobbers at the Knickerbocker on Monday
night, January 12th. Mr. Maxwell
was not informed that the dinner was
in his honor until he was conducted
to the seat of honor by Walter Kipp,
the retiring president of the Asso-
ciation, while the band played "For
He's a Jolly Good Fellow." During
the dinner a spectacular show by
Broadway artists served to entertain
the guests.
Each guest, as he entered the ban-
quet hall, passed, or endeavored to
pass (and no one succeeded), a
unique invitation bar, with the war-
like title of "The Blockade." A waiter
in the costume of an undertaker
served as bartender and no under-
taker was ever more active or busier
than this one.
Speeches were made by William
Maxwell, C. H. Wilson and Walter
Kipp. Every guest was presented
with a unique favor, a re-creation of
a testimonial speech for the occasion
by Walter Kipp. The other side of
the re-creation was a flute solo by
Mr. Kipp, who is an amateur artist of excep-
tional ability. Mr. Maxwell expressed his ap-
preciation for the great honor tendered him in
some happily worded remarks. C. H. Wilson
spoke on "The Future of the Industry" and
said that the road of readjustment had been
smoothed and that the year now entered upon
would undoubtedly be a greater one than any
past business period of the Edison organization.
The Jobbers Guests at Dinner
Wednesday night, Thomas A. Edison, Inc.,
gave a formal dinner to the jobbers and their
wives at the Hotel Commodore. William Max-
well presided at the speakers' table. Charles
Edison complimented the new sales and pro-
motion plans and extended congratulations to
the jobbers for his father, Thomas A. Edison.
Short talks were given by jobbers and labora-
tory representatives. A spectacular dinner show
was given. Dancing closed the entertainment
and the social side of the greatest of Edison
conventions. The arrangements for the ban-
quet were made by E. C. Boykin, the New York
jobber.
Those Who Attended Banquet
Those in attendance at the banquet from
Orange were: Mr. and Mrs. Charles Edison,
Mr. and Mrs. William Maxwell, Mr. and Mrs.
C. H. Wilson, Mr. and Mrs. Stephen Mambert,
Mr. and Mrs. T. J. Leonard, Mr. and Mrs. Wil-
liam Dykeman, Mr. and Mrs. J. A. Shearman,
Mr. and Mrs. A. F. Gall, Mr. and Mrs. L. W.
McChesney, Mr. and Mrs. N. C. Durand, Mr.
and Mrs. C. H. Wilson, Mr. and Mrs. John
Constable, Mr. and Mrs. Walter Stevens, Mr.
and Mrs. Harry Miller, Mr. and Mrs. M. M.
Kuhn, Mr. and Mrs. C. S. Gardner, F. S. Brown,
C. W. Homer, W. E. Sanborn, A. L. Walsh,
E. H. Phillips, J. R. Van Riper, Jack Dalton,
Walter Huebner, Jacques Glockner, Victor
Young, J. B. Gregg, George Clark, E. C. Pen-
niwell, Judge Delos Holden, A. M. Hird, Roy T.
Burke, C. H. Miller, P. J. Burns, H. R. Skelton,
William Hildebrand, E. E. Davidson, Robert
Michie, Edward Trautwein, F. C. Pullin, J. J.
Riley, L. R. Geisenhainer, L. D. Davis, A. W.
Rhinow, C. E. Beaver, H. R. Holmes, W. W.
Meadowcroft, Mr. and Mrs. K. R. Moses, A. J.
Palmer, D. J. Laushway, and J. W. Robinson.
Jobbers, jobbers' representatives and members
of their families who attended were: L. T. Don-
nelly, New Orleans; W. C. Eckhardt, Chicago;
Fred Keeney, New Haven; F. C. Beattie, Dal-
las; R. B. Ailing, Detroit; Mr. and Mrs. Robert
Proudfit, Miss Proudfit, Albert Buehn, Pitts-
locking advertising, the turn table test and the
new auto truck service.
A. H. Curry-, of the Texas-Oklahoma Phono-
graph Co., was so enthused over the present
"Along Broadway" that he said he believed his
dealers would subscribe for approximately one-
Wm. Maxwell Entertained at the Hotel Knickerbocker by the Visiting Edison Jobbers
burgh; E. C. Boykin, New York; P. R. Hawley,
Albany; W. A. Schmidt, Milwaukee; J. D. Ford,
Toronto; C. B. Haynes, Richmond; F. S.
Hemenway, New Orleans; T. A. Dillon, To-
ronto; Frank Bolway, Syracuse; W. C. Wyatt,
Denver; P. H. Oelman, Cincinnati; Jack Staple-
ton, New York; W. A. Myers, Williamsport;
J. Unger, Minneapolis; W. A. Lucker, Minne-
apolis; W. P. Eddy, M. Andrews, W. Hirsch-
berger, Mr. and Mrs. M. Silverstone, St. Louis;
M. M. Blackman, Kansas City; C. E. Goodwin,
Chicago; Mr. and Mrs. F. S. Silliman, Boston;
Mr. and Mrs. Walter Kipp, Indianapolis; Mr.
and Mrs. W. O. Pardee, New Haven; L. N.
Bloom, Cleveland; Ben Smith, Cleveland; G. U.
Silzer, Sioux City; George C. Silzer, Des
Moines; Mr. and Mrs. Laurence Lucker, Min-
neapolis; A. H. Curry, Dallas; Mr. and Mrs.
H. L. Ellenberger, New Haven; Mr. and Mrs.
R. B. Cope, Miss Beatrice Cope, Philadelphia;
J. G. Harrison, St. John, N. B.; D. W. Shultz,
Omaha; E. Bowman, Richmond; O. Wagner,
Toronto; W. E. Fredericks, New York; N. D.
Griffin, Albany; L. A. Walker, Helena; H. H.
Blish, Jr., Des Moines; W. Ripley, Boston.
Some Convention Brieflets
Laurence H. Lucker, of Minneapolis, said that
the 1920 sales plans denoted a new era of Edison
popularity. Mr. Maxwell introduced him at the
Wednesday night banquet as the "snow bird"
from North Dakota, mixing with non-partisan
farmers. A quartet of sales winners was the
way Mr. ^Lucker characterized tone tests, inter-
third of the present circulation of this publi-
cation.
"Our plans for 1920 are the greatest ever in-
augurated by anyr manufacturing concern for
making record-breaking merchandizing sales,"
said Walter Kipp of Indianapolis.
Harger Blish, Jr., of Harger & Blish, Des
Moines, said that more than 1,000,000 persons in
his territory had heard Edison tone-tests and
that his dealers had given 325 tone-tests during
the latter part of 1919.
O. Wagner, of the R. S. Williams & Sons Co.,
Ltd., with headquarters at Toronto, said that
he was deeply impressed by the worth of the
new sales promotion plans and that the labora-
tories would have the fullest co-operation from
his. organization.
William Schmidt, of the Phonograph Co. of
Milwaukee, predicts an unprecedented business
for the New Edison. He is a strong admirer
of the sales plans for 1920.
PRICE SHOULD HAVE READ $35
The Badger State Cabinet Co., Milwaukee,
Wis., has just called our attention to the fact
that in their January advertisement the price
of their cabinets was given as $25, whereas it
should have read $35.
"WHAT ARE YOU SHORT?"
Get in touch with us. We have everything in
the phonograph line — Needles, Tone Arms, Motors,
Cabinets, all kinds of accessories and repair parts.
We specialize on Main Springs, Bettertone Phono-
graphs. Let us dc your repairs.
PLEASING SOUND PHONOGRAPH CO.,
204-206 East 113th St., New York.
February 15, 1920
THE TALKING MACHINE WORLD
n
/TONE ARMS 5 SOUND BOXES,
The perfected ball-bear-
ing Tone Arm with its
new improvements which
greatly minimize vibra-
tion and harshness of
tone.
(TONE ARMS & SOUNDBOXES]
The Tone Arm of rugged
and simple construction,
with a tone that is at once
powerful and pleasing.
JJ done
iflrmfor
Gvery
JVeed
This highly efficient
wooden Tone Arm pro-
duces an exquisite tone,
free from anything metallic.
What
areyour
require-
ments?
J7ACH of these Tone Arms reflects the most perfect con-
struction in its own class, and each is flawlessly made.
Our manufacturing and plating facilities enable us to satisfy
every conceivable Tone Arm requirement. Our force of skilled
workmen are under the supervision of engineering factory
superintendents, Messrs. Herman Engel and M. Kurman.
ENGINEERS
mPHILLIPs
145 West 45^51
New lfork_.
Chicago Representative :
H. Engel, Republic Building.
TONE
ARM
SERVICE
DEPARTMENT
72
THE TALKING MACHINE WORLD
February 15, 1920
IS AMERICA A MUSICAL NATION? ASKS WILLIAM MAXWELL
Vice-president of Thomas A. Edison, Inc., Discourses on a Most Interesting Topic, Showing the
Power and Importance of Music in America
One of the interesting features of the big
sixteen-page music section of the New York
Globe, on January 31st, was the following
article, entitled, "Is America a Musical Na-
tion?" and contributed by William Maxwell,
vice-president of Thomas A. Edison, Inc. In
the course of the article Mr. Maxwell said:
"Five years ago, I should have said that,
among Caucasians, Americans were very close
to being the most unmusical. It seems to me
that a nation, without a foundation of folksongs,
is handicapped in becoming a musical nation.
We lack folk-songs, chiefly because they are
the musical expression of a class consciousness
and resignation to fate. In America, with the
exception of the Negro, our people, for the
most part, are continually looking to the fu-
ture, with eyes of ambition, and, as a conse-
quence, have not developed what you might, in
a broad sense, call vocational music.
"Although many of the rules of trade union-
ism, if carried to their logical extreme, would
establish in this country a class system from
which only the most extraordinary types of
men could escape, I do not believe we shall
ever relinquish our typical American initiative
and ambition, to a point where we shall have
the conditions which promote folk-songs. The
carpenter of to-day is too busy planning to be
the master carpenter of to-morrow to think very
much about composing a carpenter's chantey.
Accordingly, I think we shall never have, in
this country, the folk-song foundation for
American musical appreciation. However, during
the past five years, we have laid a different
kind of foundation for an interest in music and,
needless to say, a people that is interested in
music will develop musical appreciation. Music
is like literature in that the more you have
of it the higher your standards become. Amer-
ican interest in music at the present time ap-
pears chiefly to be centered in what music will
do for you. During the war, when there were
millions of wives, mothers and sweethearts en-
during the most trying suspense to which mor-
tals can be subjected, music was found to be a
palliative. In the dark days of 1918, when it
seemed that even America's spirit might crumble,
music did much to sustain us. On the battle-
fields— that is to say, behind the battle line,
music was probably the greatest aid in welfare
work.
"Nearly all of us are beginning to be inter-
ested in our reactions to music. Unfortunately,
a form of musical quackery seems to be spring-
ing up, and some people are ascribing to music
powers that it does not possess. This is some-
thing to be discouraged, because the real bene-
fits of music are so numerous and widespread
that no unfounded claims need be made. Quite
apart from the therapeutic value of music,
which it may have in certain cases, but which
no one but a competent physician should at-
tempt to determine, music can, in turn, be a
solace and an inspiration. Perhaps no one has
put the case more aptly than Mr. Edison. One
of the rare occasions on which he has expressed
his views in writing was when he was asked
to state his opinion concerening the essential-
ness of music. Mr. Edison's reply is recog-
nized as an important contribution to the liter-
ature of music. It is as follows:
" 'Mere existence demands nothing but food,
drink, clothing and shelter. But when you at-
tempt to raise existence to a higher plane you
have to nourish the brain as well as the body.
I don't think there is any sane person who
would say that books are unessential to the
maintenance of our civilization in America.
Yet, after its school days, probably less than
one-fourth of our population reads with serious
purpose. Music is more essential than litera-
ture, for the very simple reason that music
is capable of releasing in practically every
human mind enlightening and ennobling
thoughts that literature evokes in only the most
erudite minds.
" 'Music, next to religion, is the mind's great-
est solace, and also its greatest inspiration.
The history of the world shows that lofty as-
pirations find vent in music, and that music, in
turn, helps to inspire such aspirations in others.' "
NOW THE C. L. MARSHALL CO., INC.
Ohio Sales Co., Inc., Changes Name at Meeting
of Stockholders in Detroit
Detroit, Mich., February 4. — At a recent meet-
ing of the stockholders of the Ohio Sales Co.,
Inc., the corporation name was changed to C. L.
Marshall Co., Inc., an increase of capital stock
approved, and C. L. Marshall & Co.'s interests
in Michigan combined with ours.
The Ohio Sales Co., Inc., are distributors of
the Sonora machine and Emerson record in the
State of Ohio and the Marshall Co. distributors
of the same lines in Michigan. The general
office of the company will remain at Detroit,
with branch office and distribution points at
Cleveland and Columbus. Both companies 'have
been under the supervision of C. L. Marshall
for the past several years and the combining
of these two concerns, handling the same lines
and under the same management, will result in
a stronger and more efficient organization, and
Sonora and Emerson dealers throughout Ohio
and Michigan are assured of the best service.
OPEN NEW YORK OFFICES
The Franklin Phonograph Co., of Philadel-
phia, Pa , have announced the opening of New
York offices of the company at 253 West Forty-
second street, New York City, under the man-
agement of William Rashall. The territory to
be served from New York will be New York
States, New England and Northern New Jersey.
I
—how are you fixed
on Eddie Cantor Records?
A DEALER told us the other day that Eddie's name was all wrong.
His experience was that Eddie traveled at a pace much faster than a
"canter." Said he could hardly keep up with the demand for Eddie
Cantor-Emerson song hits.
Same with Arthur Fields and Kaufman Brothers — it's hard to keep
stocked on these exclusive Emerson stars, so great is the demand for the
Emerson records featuring their "good stuff."
The following Emerson numbers are selling fast. Look over the list and
order any numbers on which you may be short:
No. 10102
No. 10119
No. 10105
No. 1071
No. 1094
No. 10109
No. 10110
No. 10103
Emerson Record Sales Company, Inc.
Exclusive Distributors of Emerson Standard 10-inch
Gold Seal Records in the Metropolitan Territory
6 West 48th Street, New York City
I
February 15, 1920
THE TALKING MACHINE WORLD
1%
Anew
femctt!
74
THE TALKING MACHINE WORLD
February 15. 1920
VIOL&PHQNE
PHONOGRAPH NEEDLES
EACH NEEDLE WILL PLAY 10 RECORDS
' c-jjU^J i-.-.tiS53
CZmi2E3 CHECHES tE^0
£O.CH NEEDLE W\\_l_ F> LAY 1 O RECORDS
The Best Talking Machine Needle on the Market
PACKED IN COUNTER SALESMEN
50 Needles to a box and they retail at 10 cents per box.
60 boxes to a package, $6.00. This package costs you $3.90 net.
Your profit is $2.10 and your customer gets a needle that will give satisfaction.
THE FRED. GRETSCH MANUFACTURING COMPANY
60 Broadway Manufacturers of Musical Instruments BROOKLYN, N. Y
Canadian Wholesale Agent, H. A. BEM1STER, 10 Victoria Street, Montreal, Can.
Western Distributor: WALTER S. GRAY, 530 Chronicle Building, San Francisco. Cal.
THE MUSIC HALL AS AN APPROPRIATE WAR MEMORIAL
Suggestion of John L. Gately, President of the Gately-Haire Co., Albany, N. Y., That War
Memorials Should Take the Permanent Form of Music Halls Is Meeting With a Great Deal of Favor
Many people throughout this country have
been considering for some time and are still
considering just what form their war memorial
should fake. Some cities have already chosen
a music hall as the most fitting memorial and
this plan has so many good points that we be-
lieve the trade would be interested in the plan
recently offered by John L. Gately, president
of the Gately-Haire Co., Albany, N. Y. In
outlining his plan Air. Gately said:
"As this country recovers from its activities
of war, among the features of reconstruction
and recognition work are general plans for suit-
able memorials of the nation's support and
sacrifice so generously and freely given in this
great struggle. Instead of monuments the
American people are planning community cen-
ter buildings, music halls, libraries and such
structures. The Albany Music Hall is being
largely favored, and where there is no such
structure this is one of the most practical and
worthy for patriotic and memorial expression.
Such a structure has long been needed in Al-
bany and could be easily and properly main-
tained. Our prosperous, progressive and
thoughtful people could build no more endur-
ing and beneficial monument. In addition to
the disbursement of the War Chest Fund suf-
ficient encouragement for such action will un-
doubtedly be forthcoming through1 public sub-
scription in order that an adequate site for
such a building and the completion thereof be
assured.
"There is no such hall in Troy, Albany or
Schenectady sufficiently equipped or properly
constructed permitting of the housing of a
great public or private occasion. In fact, I
might add that such a structure does not exist
within a radius of 100 miles of the Capital City,
with the possible exception of Convention Hall
at Saratoga.
"The musical industry is an index to the
great and general prosperity of this country,
as is evidenced by the fact that everybody with-
out exception loves music. Music and art are
exploited by all progressive cities. Thus far,
unfortunately, the leading city of the Capital
district does not boast of a musical institution.
PHONOGRAPH CASES
Reinforced 3 ply veneer
THE STANDARD CASE
for Talking Machine and Records
and
Plywood
Cases
ARE SYNONYMOUS
For 1 0 years phono-
graphs have traveled in
plywood cases and have
reached destination in
perfect condition.
Our capacity and ex-
perience in manufactur-
ing insure your getting
good service and well
made cases.
Let us figure on your
requirements.
PLYWOOD CORPORATION
GOLDSBORO, N. C.
Mill* in Va„ N. C, and S. C.
Chicago Office, 111 Monroe St.
"There is to-day in process of construction
or organization an institution to be known as
the Capital Concert Bureau, an organization
that will bring all of the musical events of na-
tional importance obtainable to this city. As
soon as the plan is launched it will undoubtedly
meet with great public approval, but it cannot
expand in accord-
ance with antici-
pation unless suit-
able quarters are
available, which,
according to in-
vestigation, do not
exist at this time.
"A large public
gathering place
which could be put
at the disposal of
all veteran organi-
zations for recrea-
tional and fraternal
purposes, as well
as all public events
o f importance,
would make an
ideal memorial and
John L. Gately a practical struc-
ture, adding materially to the prestige of the
Capital City.
"That the theatre and opera are cultural insti-
tutions and essential educational factors in
modern progress without which no people can
do and get the best intellectual development and
inspiration; that theatres and operas must be
still more popularized and the best of them
(Continued on page 75)
What More Can You Ask
All the features that go to make a talking
machine Profitably Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."
Wa.tch.iiNj iKc Music Come Our
Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offlcei Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG
CHICAGO ATLANTA, SA.
February 15, 1920
THE TALKING MACHINE WORLD
75
Oh, What a Jazz is the Ted Lewis Jazz
Band's "0"! A-2844.
Columbia Graphophone Co
NEW YORK
ERECT MUSIC HALLS AS MEMORIALS
(Continued from page 74)
brought within the reach of the public in gen-
eral cannot be denied.
"The city should maintain this institution, and
if it were conducted under the supervision of a
committee appointed for such purposes the sur-
plus receipts derived therefrom could be util-
ized for municipal or free musical events.
"In view of the agreement that the music
hall is a public necessity and one of the most
ambitious enterprises yet attempted in this sec-
tion it would attract much attention to the city
of Albany. This edifice should profitably carry
itself with fixed charges through rental.
"Some cities have decided on music halls as
memorials and some on auditoriums. A music
hall seems peculiarly appropriate for a memo-
.rial, as it suggests peace and harmony and the
democratization that was the fundamental prin-
ciple for which all of our heroes and the entire
loyal citizenship of America 'carried on' in the
World War. Furthermore, a music hall would
give enjoyment to all the people of the city; it
would stimulate business by bringing conven-
tions to Albany, and it would promote civic
spirit by furnishing a community center.
"Among the cities that have already adopted
such a plan are Lowell, Mass.; Spokane, Wash.;
Dubuque, Iowa; Texarkana, Tex., and numer-
ous others. Lowell will have a memorial audi-
torium that will cost $1,000,000, Spokane will
have one that will seat 15,000, Dubuque's will
cost $500,000. In every case the money has
been raised by popular subscription.
"The value of a memorial music hall in Al-
bany for promoting an interest in music and
for providing good music for the people can
hardly be overestimated," said Mr. Gately. "The
Mayor of New York City has announced pub-
licly his interest in music for the people, and it
is to be expected that this interest will result
in the co-operation of city officials in having
music programs carried out in the schools and
in various public institutions as planned. The
full co-operation of the city can only be ex-
pected if those directly interested in music show
the proper energy.
"The educational and cultural force exercised
by music becomes more apparent every day.
As a factor in school life it is recognized by the
most eminent pedagogues as an absolute es-
sential, while in the studios of teachers of
singing it has assumed a place that may be
termed indispensable by reason of its value in
illustrating the vocal methods of singers Of
international fame.
"There is a most significant development in
connection with the cultural power of music.
It has brought joy into the homes of count-
less millions in all walks of life, who have
been enabled to get a new conception of life,
thanks to the wonderful power for good which
music weaves over the mind."
BIG VOLUME OF RECORD SALES BY INDIANAPOLIS TRADE
This Was One of the Notable Features of the Month's Business — Many Interesting News Hap-
penings That Reflect the Progress of the Industry in This Section of Indiana
Indianapolis, Ind., February 2. — The out-
standing feature of the January business among
local talking machine dealers was the unusual
volume of record sales. Some dealers reported
that in machine sales they exceeded January
last year, but all of them emphasized the record
business. The Kipp Phonograph Co., Edison
distributors, has sold its Edison shop to the
Adsit Music Co. F. C. Adsit, who is well
known among the music trade, having been con-
nected with several piano manufacturing con-
cerns, is pleased with the business prospects in
Indianapolis. The personnel of the shop re-
mains the same, A. H. Snyder continuing as
manager. The Edison shop gave a special
concert in its concert hall to the public Thurs-
day afternoon, featuring Fred Hillebrand, who
appeared here recently in "Take It From Me."
January business started in so well at Wide-
ner's Grafonola Shops, Inc., that W. G. Wilson,
manager, was forced to postpone his plans for
remodeling. E. D. Follin visited Mr. Wilson
during the week.
A new card system for record stock keeping
has been installed by the Indianapolis Talking
Machine Co., Victor dealers. Miss Lorena
Moore has joined the record sales force of the
company. W. H. Paige, Victor dealer at Terre
Haute, Ind., visited Carl Anderson, manager of
the Indianapolis company, while on the trail
of some Victor records. Mr. Paige reported
business at Terre Haute good. Mrs. Browning,
in charge of the educational department of
(Continued on page 76)
Two Well-known Words:
Co-operation
Service
We can tell you the real meaning of these
overworked terms, for our organization
specializes on co-operation and service to
Victor Dealers
ECLIPSE MUSICAL CO., Cleveland, Ohio
Victor Wholesale Exclusively
76
THE TALKING MACHINE WORLD
February 15, 1920
BIG RECORD SALES IN INDIANAPOLIS
(Continued from page 75)
the company, has been meeting with much suc-
cess in giving Yictrola concerts at the noon
hour at large industrial plants in the city.
Mrs. J. Ellison Fish, manager of the talking
machine department of the Pearson Piano Co.,
reported a brisk record business. The A. M.
Club of the department will give a Valentine
dance for the store employes February 9.
C. P. Herdman, manager of the talking ma-
chine department of the Baldwin Piano Co.
store, in reporting January business ahead of
last year, said that 1920 was getting a fine
start.
George Standke, manager of the Brunswick
Shop, said that the Brunswick records were
the "quickest 'over' thing I have ever seen in
my life." Mr. Standke pointed out that the
Brunswick machine owners had long been wait-
ing for Brunswick records and it took little ad-
vertising to ring them in.
The Starr Piano Co., T. H. Bracken, man-
ager, has been featuring the Starr phonograph
in window displays. Mr. Bracken looks for
MICA
"A Million A Year"
WHAT'S YOUR SHARE OF
DIAPHRAGMS OF BEAUTY
— Phonographically Speaking — They Talk for Themselves —
Manufactured for over ten years for the larger consumers by the
INTERNATIONAL MICA COMPANY
Factory and f 37th & Brandywine Sts. Mines, Executive < 1228 Filbert St
Sales Dept.'( W. Philadelphia, Pa. Amelia Co., Va. Dept. (Philadelphia, Pa!
Send for samples and quotations now and eliminate your diaphragm difficulties
Immediate delivery of imall quantities can be made in the following districts.
SAN FRANCISCO. CALIF.— WALTER S. GRAY
CHICAGO. ILL.— LAKESIDE SUPPLY COMPANY MONTREAL, CAN.— ARTHUR K. KEMPTON
the heavy demand for Starr machines to con-
tinue during the entire year.
E. R. Eskew. manager of the Pathe Shop,
said that 1920 business was getting a fine start,
and that if it keeps up as it has started — and
he believes it will — the year should prove a
breaker of all past records.
The Fuller-Ryde Music Co. has been carry-
ing on a well-conducted newspaper advertising
0 Square
turn
% Position of the reproducer for
c h an qinq needle — turned up from
either plauinq position does not
interfere u?ith lowering cabinet lid
e SCOTFORD Tonearm and
=j Superior Universal Reproducer
I, ~\E ATTRIBUTE a large part of our success
\Xs to the improuement in our machine from the
first Scotford Tonearm received from you. VJe are
positively satisfied, and our. only fear is that in the
face of the multitude of competition temporarily on
the market you may try in some u>ay to cheapen to
meet this. DOTl'T DO 1T1 The writer has been
connected with "tone" all his life — and you haue it"
Frank D. Perry. — Hudson, Rew Ijork
Cfhe Scotford Ob-nearm and Superior Universal Repro-
ducer will not be cheapened. IPe knou? that the field is
amplu filled with Tonearms and Reproducers that sell on
price. IPe are seruing that better class of trade which is
building on qualitu. <Theu appreciate the fact that onlu
those who build the Phonograph as an Instrument of Tflusic
will suruiue the tests of time.
Tlickel Qold
Sample Set with Black Composition Diaphragm S8.50 $u>.50
Extra Reproducer unth mica Diaphragm . . . 5.75 6.75
Prepaid anuu>here. on receipt of price. Submitted on approval, subiect to
return n»ithin a reasonable time; in u?hich euent the full phce mill be refunded
Quantity Prices on Application
Barnhart Brothers & Spindler
makers oj Superior
Specialties (or Phonoqraphs
TTlonroe and Throop Streets
Chicago. Illinois
I
campaign on the Yictrola line. C. B. Ryde is
a believer in conducting business on high-
grade lines and is opposed to any mud-slinging
tactics that sometimes are used by overzealous
salesmen. Mr. Ryde is a Victor booster through
and through.
The Carlin Music Co. will move into new
quarters at 143 East Washington street, March -
1, where it will have a three-story building.
Frank Carlin said that the new location would
enable the company to enlarge its phonograph
department.
A heavy demand for Victor machines was re-
ported by H. E. Whitman, of the Circle Talking
Machine Shop.
Sonora talking machines continue to enjoy a
brisk sale at the Sonora department of Charles
Mayer & Co., Ernest Arthur, manager, reports.
Dalion machines, which built up a nice busi-
ness in this city during the holiday rush, are
gaining steadily in popularity, according to F.
W. Fromm, of the Baldwin-Miller Co.. distrib-
utors.
Both machine and record sales featured the
January business at the Victor department of
Taylor's, Miss Minnie Springer, manager, re-
ported.
Frank Butteweiler, manager of the Bruns-
wick-Balke-Collender Co., visited the Chicago
headquarters of his company during the week.
Mr. Butteweiler is ever after Brunswick ma-
chines, which his dealers are crying for. and
this is his chief worry.
Following the return of Ben Brown, manager,
and F. H. Barteaux, dictaphone sales manager,
to Indianapolis from the Columbia convention
in New York, a luncheon was given employes
of the Indianapolis wholesale branch of the
Columbia company- at the Lincoln Hotel, at
which Mr. Brown and Mr. Barteaux related the
proceedings at the convention and discussed
the outlook for 1920 business.
The monthly meeting of the Columbia deal-
ers was held at the Lincoln Hotel, January 27.
Mr. Brown, T. B. Xiles, assistant manager,
and George L. Schuetz. Robert D. Duffy and
John Henderson. Columbia traveling representa-
tives, attended the dealers' convention at Chi-
cago, January 21-22.
A. C. Hoffer, who was a salesman for the
Baldwin Piano Co. in the St. Louis district
for ten years, has organized the A. C. Hoffer
Music Co., at Yincennes. Ind., and is handling
the Columbia line exclusively. The company,
which was incorporated, numbers some of the
leading business men of the city among its
stockholders and directors.
The Amplifone Co. has received inquiries
concerning the Amplifone from all parts of the
world in response to its recent advertisement
in The World. Steps are now under way for
selling the Amplifone in Great Britain, from
which several inquiries have come, as soon as
the patent rights are secured.
TAKES ON THE REQINA LINE
B. X. DeFrance, of Ellwood City, Pa., the
enterprising druggist, has put in a complete
line of Regina phonographs and Operaphont!
records. He has equipped his storeroom with
Reed record demonstrating booths and Recti
record racks. This storeroom is of the most
modern equipment for the convenience of'thr
trade and is verv attractive.
February 15, 1920
THE TALKING MACHINE WORLD
77
Model 105— Price $105
No. 200— $100
Model 175— Price $175
THE MOST WONDERFUL TALKING MACHINE OF THE PRESENT AGE
AT THE PRICE. AN INSTRUMENT OF SUPREME
VALUE, TONE AND QUALITY
The CLEARTONE has become very popular because of its quality, splendid value
and the advertising sales campaign that now stands in back of it. DEALERS!
Watch us grow — write for our agency and grow with us.
= LATEST 84-PAGE CATALOG NOW READY !
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
78
THE TALKING MACHINE WORLD
February 15, 1920
NEEDLES
SPEAKS FOR ITSELF
SAPPHIRES DIAMONDS
SPECIAL OPPORTUNITY
Sell Highest Grade Needles Packed in Envelopes with Your Own
Imprint. We Are Getting 50 Million Per Month — All Live
Dealers Are with Us — Send for Samples and Particulars
Opera Needles
are made to our own specifications.
They are highly-polished, nickel-plated
needles.
A glance at a sample will convince you that they
are the finest finished needle on the market.
You can be assured of the quality by sending
for free samples.
We are the largest jobbers of Needles
and Sapphires in the world
We have just placed a contract for Six Hundred
Million Opera Needles;
If our needles do not prove to be as represented
we will refund your money.
Prices as follows:
10,000 lots, 45c. per M 100,000 lots, 40c. per M
1,000,000 lots, 35c. per M 5,000,000 lots, 32c. per M
We beg to announce to the trade that we now have ready for
immediate delivery in any quantity
CLEARTONE NEEDLES
We offer same at the following prices:
10,000 to 1,000,000 Lots
Million Lots and over -
fLEARTONF
NEEDLES *™
NEEDLES
LOUD
50c. per M
45c. per M
Prices subject to revision without notice
We are the Original Headquarters for Genuine
Imported Cleartone Sapphires and Diamonds
Sapphire Balls
Dozen Lots, 1 8 Cents Each.
Hundred Lots, 1 5 Cents Each.
Thousand Lots, 1 3 cents Each.
Sapphire Points
Dozen Lots, 20 Cents Each.
Hundred Lots, 16 Cents Each.
Thousand Lots, 1 4 Cents Each.
Genuine Diamonds
Dozen Lots, $1.75 Each.
Hundred Lots, $1.50 Each.
Thousand Lots, $1.40 Each.
SPECIAL PRICES ON LARGER QUANTITIES
Latest 84-Page Catalog Now Ready!
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
February 15, 1920
THE TALKING MACHINE WORLD
79
SPEAKS FOR ITSELF
Motors, Sundries and Supplies
STOP! LOOK! READ!
Something new for Lucky 13!
We are now manufacturing our
own motor, and can offer imme-
diate deliveries in any quantity.
Send for samples — you can't
go wrong.
This is the best buy on the
motor market to-day.
Half Dozen, $9.75 Each.
Dozen, $9.00 Each.
100 Lots, $8.50 Each.
1000 Lots, $8.00 Each.
Bevel-gear wind; plays seven
10-inch records without re- wine
ing. Complete with all parts in-
cluding 12-inch turn table.
CLEARTONE MOTOR NO. 11
SPECIALS FOR MOTOR, TONEARM, REPRODUCER AND CABINET MANUFACTURERS
Cast-iron Turn Tables in any quantity at the right
price. Felts in Discs or Squares, 1 0 and 1 2-inch, all-
wool.
Mica, first and second quality, clear, in any size.
Main springs and governor springs to fit any motor
Tone modifier rods.
Continuous hinges.
Cover Supports.
Your inquiries will have our best attention.
MOTORS
No. 1, double-spring, 10-ineh turntable,
plays 2 10-inch records 53.75
No. 2, double-spring, 10-inch turntable,
plays 3 10-inch records, $4.00, with
12-inch turntable 4.25
No. 9, double-spring, 12-inch turntable,
plays 3 10-inch records, castiron frame 7.85
No. 3, double-spring, 12-inch turntable,
plays 4 10-inch records, castiron frame 9.85
No. 11, double-spring, 12-inch turntable,
plays 7 10-inch records, castiron frame,
bevel gear wind 9.75
TONE ARMS AND
REPRODUCERS
( Play All Records )
No. 2 Per set $1.75
No. 3 Per set 1.95
SUNDRY DEPARTMENT
No. 4 Per set 4.00
No. 6 Per set 3.75
No. 7 Per set 3.75
No. 9 Per set 2.95
Sonora tone arm with a reproducer to fit
MAIN SPRINGS
No. 00, % in., 8 ft 29c
No. 01, % in., 9 ft 25c
No. 02, % in., 7 ft 25c
No. 1, % in., 10 ft 39c
No. 01A, % in., 10 ft 49c
No. 2, 13-16 in., 10 ft 39c
No. 3, % in., 11 ft 49c
No. 4, 1 in., 10 ft 49c
No. 5, 1 in., 11 ft., heavy 69c
No. 6 Wi in., 11 ft 99c
No. 7, 1 in., 25 gauge, 15 ft 89c
We also carry other size main springs to fit
Victor, Columbia and all other motors at
nominal prices.
Special prices on springs in large quantities.
RECORDS— COLUMBIA
10-inch double disc records, 35c each; 12-in.,
60c each.
We also manufacture special machine parts,
such as worm gears, stampings, or any screw
machine parts for motor ; reproducer and part
manufacturers.
Special quotations given to quantity buyers
in Canada and other export points.
Write for our 84-page catalog, the only one
of its kind in America, illustrating 33 different
styles of talking machines and over 500 differ-
ent phonographic parts.
LUCKY 13 PHONOGRAPH CO.
46 East Twelfth Street
New York
80
THE TALKING MACHINE WORLD
February 15, 1920
In Your Arms" and "Just Like a Gypsy"
are both songs by Nora Bayes. That's
enough reason for ordering big. A-6138.
Columbia Graphophone Co
NEW YORK
UNIQUE SELLING PLAN TESTED OUT IN SAN FRANCISCO
N. F. Milnor, Manager of Columbia Co.'s San Francisco Branch, Introduces "Selling by the Set
Only" in Presenting Art Hickman Records — Plan Proves a Decided Success
San Francisco, Cal., February 5. — The Columbia were recorded exclusively for the Columbia li-
dealers of this city participated in a unique sales brary. Under a novel sales plan, originated by
Art Hickman's Orchestra, Which Records for Columbia Co.
plan recently, incidental to the introduction of the leading dealers of the Columbia branch at
Art Hickman's Orchestra dance records, which San Francisco, a convention of dealers and rep-
resentatives was gathered together previous to
the releases of the Hickman records. Art Hick-
man himself with his orchestra attended. A
banquet was held and the enthusiasm of every
dealer in this city was at a high water mark.
Based on the fact that the Art Hickman rec-
ords would meet with a heart}- reception from
every dance enthusiast and that practically
every native of San Francisco would want these
records, the dealers attending the convention
agreed that the Art Hickman dance records,
four in number, would be "sold by the set
only."
The plan was tremendously successful, and
every Columbia dealer in San Francisco re-
ported that he had closed the biggest day of
record sales in its history. Scores of thousands
of Hickman records were ordered, wrapped up
in sets of four, displayed in every dealer's win-
dow and sold. The "getting-together" of the
dealers resulted in stimulating enthusiasm as
well as sales. The following telegram was sent
to Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., by I. L. Valen-
tine, representing the Columbia dealers in San
Francisco:
"The Columbia dealers of San Francisco and
vicinity take this opportunity of expressing to
you their appreciation of the Columbia Grapho-
phone Co., and for Mr. Milnor's efforts in put-
ting over the Art Hickman dance records. We
have partaken of your excellent repast, danced
to Mr. Hickman's wonderful music and leave
with the honest-to-goodness feeling that to-
morrow will bring forth greater success for
you and yours."
Kansas City. Missouri
ExrWelyWholesale
Vicbolas ami Victor Recoafe
February 15, 1920
THE TALKING MACHINE WORLD
81
)UT it up to
Doehler to
Die -Cast it
THE WORLD'S
THE best material is in them, whether white metal,
aluminum or brass.
The most skilled workmanship is used to make them,
fostered by years of service to the most exacting trade
of the country — automobile, talking machine, elec-
trical and general industrial appliance makers — a blue
list of American Manufacturers.
The most exacting emergency staff guides their manu-
facture, and they are made by
LARGEST MANUFACTURERS OF DIE CASTTMGS
hler tm-cssmm (ft
MAIN OFFICE AND EASTERN PLANT
BROOKLYN, N.Y.
CENTRAL PLANT
TOLEDO, OHIO.
SALES OFFICES IN ALL PRINCIPAL CITIES
WESTERN PLANT
CHICAGO, ILL
D.D.C.-27
PENNINGTON TALKS AT HARVARD
Addresses Students at Harvard School of Busi-
ness Administration — Visits Boston
Frank K. Pennington, assistant general sales
manager of the Columbia Graphophone Co., left
New York last week to address the 250 stu-
dents of the Harvard School of Business Ad-
ministration at Harvard University, Cambridge,
Mass. Mr. Pennington, who is well known in
general business circles, had been invited to ad-
dress the members of this class, and his sub-
ject, "The Young Man in Business and What
He Needs for Success," was enthusiastically re-
ceived by the students. Before returning to his
desk, Mr. Pennington visited the Boston branch
of the Columbia Co., where Manager Mann fur-
nished him with sales totals for January whicn
broke all previous records.
GEIER & BLUHIM
TROY, N. Y.
Samples of the G & B Reproducers
are now ready.
Don't order your supply until you
have seen and heard our Sound
Boxes. Unsurpassed sweetness in
Tone. First class workmanship and
material. Remarkable low price on
large quantities.
Let us quote pou on
DIE CASTINGS
AUTOMATIC MACHINE
WORK
NICKEL AND GOLD PLAT-
ING—ASSEMBLING
. We can save you money
GEIER & BLUHM
TROY, N. Y.
COMMENT ON TRADE CONDITIONS
New York Evening Post Presents Some Inter-
esting Facts Regarding Existing Conditions
in the Talking Machine Industry
Canadian and South American markets are the
most important, although this country is send-
ing machines and supplies to Europe and the
Far East in large quantities. The superiority of
American machines, it is believed, will be recog-
nized long after Germany and other competing
nations enter the field, and a great permanent
export business is felt to be assured.
"An important market is being developed in
the Far East. In many Eastern countries there
is no printed scale of music, and songs must be
carried by memory. Sheet music is unknown.
Many of these people are very musical and the
talking machine finds a ready sale. It has been
found necessary by one firm to establish a fac-
tory to assemble and. distribute the parts."
The information published in the daily news-
papers regarding details of the talking machine
business, and for that matter the music in-
dustry in general, quite frequently is not based
on actual facts.
The following comments on conditions in the
talking machine trade, as published in the New
York Evening Post recently, are particularly
interesting, therefore, as they are more or less
accurate. The Post said:
"The production of talking machines, like that
of automobiles, is far behind the demand. One
of the' manufacturers has carried over $165,000,-
000 worth of unfilled orders into 1920. Only a
small proportion of this country's production
was shipped abroad last year and therefore but a
fraction of the foreign demand was met. Ameri-
can manufacturers have fallen heir to the Ger-
man trade and in large measure to that of
England and Switzerland, the principal pro-
ducers before the war.
"So great is the demand in Canada that one
American manufacturer has just taken over an
ammunition and aeroplane plant comprising
235,000 square feet of floor space to be used
entirely for manufacturing machines and rec-
ords. Another large exporter has acquired a
plant covering 500,000 square feet in Baltimore,
where 6,000 workmen will be employed. The
Miss Hobson of the Stewart Talking Machine
Co. assisted Miss Blanche Woodey, Supervisor
of Music, Anderson, Ind., in planning and put-
ting into execution a circulating library of Vic-
tor records in the ten city schools of Anderson.
These constructive courses in Music Apprecia-
tion are being established throughout Indiana.
—
THE REAL LEADER"
in the envelope world today. That's US! You'll
admit it too when you've investigated our special
proposition for Victor dealers only. New designs
each month; new lists of records each month;
"sudden" deliveries. Clip the coupon on Page 45
or write for samples and circular to
LU-FRANC SALES SERVICE
1202 Dime Bank Building Detroit
THE TALKING MACHINE WORLD February 15, 1920
The Booth Felt Company, Inc.
Mechanical Felt Products
Turntable Felts Motor Felt Washers
Motor Brake Felts
Needle Rest Felts Cabinet Strip Felt
We carry a large stock of well assorted merchandise
which insures prompt deliveries.
If interested in Velour or Velveteen Discs
we can supply them.
FACTORIES
BROOKLYN, N. Y. CHICAGO, ILL.
463-473 Nineteenth Street 732 Sherman Street
82
"VICTOR DAY" IN NEW ORLEANS
Prominent Retailers Guests of Philip Werlein,
Ltd., Who Listen to Interesting Addresses by
H. A. fieach of the Victor Co. and Others
New Orleans, La., February 3. — Southern Vic-
tor dealers held a "Victor Day" here last month
when fifty or sixty retailers met as guests of
the wholesale department of Philip Werlein,
Ltd., wholesale distributors of the Victor line.
A one-day session was held and speeches were
made by men prominent in the talking machine
trade and by officials of the Victor Co. J. D.
Moore, manager of the wholesale department of
the Werlein house, was general chairman of
the day and presided at the opening session in
the Ampico Hall. The welcome address was
given by President Parham Werlein and re-
sponse was made by Benj. Hammond, of Bir-
mingham. Speeches by Mr. Moore on "Funda-
mental Principles of a Successful Victor Re-
tailer," and F. E. Mahoney, president of the
Southern Victor Retailers' Association, on "The
Purpose of the Association," concluded the
morning session.
Luncheon was served in Kolb's Cafe and was
followed by an address on "The Future of New
Orleans and Its Natural Resources," by Walter
Parker, general manager of the New Orleans
Association of Commerce.
The afternoon session was given over to the
Victor retailers and the chief event of the day
was an address by H. A. Beach, of the Victor
Talking Machine Co. In the evening a ban-
quet was held in the Cafe de la Louisiane at
which several impromptu speeches and excellent
musical features made it a pleasant evening.
The day before the convention was held the
Executive Board of the Southern Victor Re-
tailers' Association had a meeting and remained
here for the gathering on the following day.
The Executive Board consists of the following
members: F. E. Mahoney, chairman, Chatta-
nooga, Tenn.; Benjamin Hammond, Birming-
ham, Ala.; W. H. Cummings, Hunstville, Ala.;
LeRoy Webb, Atlanta, Ga., and W. F. Brice,
Charlotte, N. C.
Many companies were represented at the con-
vention, among them being Victor Talking Ma-
chine Co., Camden, N. J., H. A. Beach, A. H.
Levy and Wm. P. Berry; Rhodes-Mahoney Fur-
niture Co., Chattanooga, F. E. Mahoney; Clark
& Jones Piano Co., Birmingham, Benj. Ham-
mond; Leroy Webb & Co., Atlanta, Ga., Leroy
Webb; Cummings Furniture & Hardware Co.,
Huntsville, W. H. Cummings; Association of
Commerce, New Orleans, Walter Parker, gen-
eral manager; Bry-Block Merc. Co., Memphis,
Jack Hofheinz; O. K. Houck Piano Co., Mem-
phis, W. T. Sutherland; J. Goldsmith & Sons
Co., Memphis, S. Bleustein; Southern Photo-
Material Co., Atlanta, Ga., J. F. Neece; Williams-
Guttenberger Music Co., Macon, Ga., R. H.
Williams.
Ellis Sarphie, McComb, Miss.; Rice Furniture
Co., Jackson, Miss., M. D. Feld and Ben. Martin;
Rice & Cq., Vicksburg, Miss., H. E. Rice; Laurei
Furniture Co., Laurel, Miss., A. D. Peden; A.
Gressett Music House, Meridian, Miss., J. B.
Gressett; T. P. Dulion Merc. Co., Biloxi, Miss.,
W. V. Joyce; L. B. Divelbiss, Columbus, Miss.;
The Southern, Columbia, Miss., W. S. Boone;
John McGarth & Sons, Brookhaven, Miss., Miss
Winnie Bell McGrath; Parker-Gardner Co.,
Charlotte, N. C, Mr. Bryce; Crowell-Gifford Co.,
Port Arthur, Texas, F. E. Gifford; Bush & Gerts
Piano Co., Dallas, Texas, B. W. Gratigny; H. V.
Beasley Music Co., Texarkana, Texas, T. M.
Blewster; Gulf Furniture & Carpet Co., Orange,
Texas, C. Douglas; Matthewson-Pelz Jewelry
Co., Marshall, Texas, K. D. Jernigan; Cart-
wright of Clarksdale, Clarksd'ale, Miss., J. M.
Cartwright; City Drug Store, DeRidder, La., F.
W. Raggio; Eckels' Pharmacy, Crowley, La.,
G. M. Eckels; Smith's Music Store, Lake
Charles, La., J. S. Smith; V. B. Richard, Jen-
nings, La.; Pincus & Murphy, Alexandria, La.,
Mr. and Mrs. Murphy.
Hutchinson Bros., Shreveport, La., Jim Mc-
Cann, Tom Cook and Tom Bryson; Maison
Blanche Co., New Orleans, La., Edgar Newman
and B. G. Powell; Ashton Music Co., New Or-
leans, La., P. T. Ashton; Dugan Piano Co., New
Orleans, La., J. V. Dugan; Collins Piano Co.,
New Orleans, La., E. W. Wilson, Jr.; Philip
Werlein, Ltd., New Orleans, La., Parham Wer-
lein, president; Paul S. Felder, secretary and
treasurer; J. D. Moore, manager wholesale Vic-
tor department; Miss Delery and P. M. Harris.
NEW DEVICE VERY POPULAR
The Acme Engineering & Mfg. Co., of Chi-
cago, 111., is meeting with very pleasing success
with a new device which it recently introduced,
consisting of a holder for jewel needles. This
little device, which is a suitable receptacle for
Edison, Pathe and other high priced needles,
enables the talking machine owner to take
proper care of these needles, without danger of
losing, misplacing or breaking them.
These little nickel or gold plated holders are
made with felt bases, so that they will not
scratch the cabinet motor board when set
loosely inside the cover, but they have proven
so popular that a number of manufacturers are
now mounting them permanently on their ma-
chines.
The Talking Machine World, New York, February 15, 1920
"IF IT PERTAINS TO A PHONOGRAPH WE HAVE IT"
THE mysto multi-playing needle
Each Needle Guaranteed to Play 10 Records
THIS IS THE NEEDLE YOU HAVE BEEN WAIT-
ING FOR. :: IT GIVES YOU LARGE PROFITS.
DISPLAY THE CARTON. MYSTO NEEDLES SELL THEMSELVES
Write for Quotations
Amalgamated Phonograph Accessories Corporation
56 Bleecker Street " " * pertains to a "hono^h we have il" NEW YORK
February IS, 1920
THE TALKING MACHINE WORLD
The Trade In Boston And New England
JOHN H. WILSON, MANAGER, 324 WASHINGTON STREET, BOSTON, MASS.
Steinert Service Serves
M. STEINERT & SONS CO.
35 ARCH ST.
BOSTON
WHOLESALE HEADQUARTERS
With our newly completed service depart-
ment, a reality and a model for the good
of the retailer, we are prepared to offer
valuable ideas to our retailers to help resell
such goods as are now obtainable.
Boston, Mass., February 1. — January business
everywhere appears to have been rather larger
than was looked for. The month saw a few
important changes as well as the opening up of
a few new establishments. All this is a healthy
indication of the growth of the talking machine
business and means for one thing, at least, that
provision must be made for bigger production
at the factories. Salesmen and women are find-
ing it easier than ever before to sell records in
particular; there is not that long-drawn-out de-
lay in picking out numbers that once obtained;
people seem to know more quickly what they
want; there is no longer the playing over several
times of a piece; often the merest start on a
record is sufficient and the number is taken.
All the houses are finding an enormous demand
for the new "Dardanella" number, and it is diffi-
cult for any record factory whose line is repre-
sented in this city to furnish this number, so
quickly are the instalments exhausted.
A Great Bill-Board Campaign
Music and prohibition — that is the text that
has led Harry Spencer, head of Kraft, Bates &
Spencer, Inc., to take a most novel initiative,
arguing from the premises that with the advent
of constitutional prohibition the public would
take a more active interest in music, that
there would be a gradual (or is it rapid?)
shifting of interest from one to the other
sphere. Mr. Spencer bethought himself of
the bill-board idea to advertise the Brunswick
proposition, so he entered into a contract with
Donnelly, the biggest bill-poster in Boston, to
take the spaces heretofore used by the liquor
interests, and presto! already one sees con-
spicuous signs of the Brunswick where formerly
passers-by saw beer or ale or whiskey adver-
tisements. The initial contract with Donnelly
called for 144,000 square feet of bill-board space
in Greater Boston and the first boards to be
taken have been those along the railroad lines.
Therefore, as one traverses to and from Boston
via the main arteries of travel he is confronted
by arguments touching "Music in the Home,"
with further arguments as to the merits of the
Brunswick as the desirable medium to supply
the need. Mr. Spencer reports that the January
business in the Brunswick proposition was un-
usually large and that the supply of the Bruns-
wick records, out only a few weeks, cannot be-
gin to keep up with the demand.
E. M. Wheatley at the Vocalion Helm
One of the most important changes in the
local warerooms within the past month has been
in the management of the Vocalion in Boyls-
ton street, referred to in The World last month,
where Mr. Hindley has been succeeded by E.
M. Wheatley, for the past four years manager
of the retail Vocalion department at Aeolian
Hall, New York. Mr. Wheatley, who is already
on the scene, will not only have charge of the
retail store here, but will also be in charge of
the wholesale end of the business for the New
England territory. Mr. Wheatley has brought
with him to Boston John F. Leavy and Ray-
mond H. Clarke, who already are finding their
new environment quite to their liking. Mr.
Wheatley has already found high favor among
the employes of the Vocalion headquarters, who
are discovering him to be a thoroughly likable,
fair-minded man who believes in co-operation
and team work when it comes to pushing the
business of the Vocalion.
F. S. Horning Co. Open New Quarters
After much delay for which the new concern
was in no sense to blame, the F. S. Horning
Co., Inc., opened up for business a few days
ago and made a most encouraging start. The
location, as already noted in previous issues, is
at 22 Boylston street, near Washington street.
The decorative scheme of the interior is in
French grey in classic design. The record de-
partment is at the left as one enters, while down
both sides of a broad lobby are ample and well-
furnished booths. In a mezzanine story at the
rear are the private offices, from which a full
view is had of the entire establishment. Here
Mr. Horning has his desk and here, too, he wel-
comes his friends, many of whom have dropped
in these past few days to extend congratulations.
Friends, too, remembered the new store with
(Continued on page 86)
"New England Service for
New England Dealers"
rooD
SERVICE
is always char-
acteristic of
good business.
Without one
the other does
not exist.
"T^ASTERN Service specializes in New
England and has one chief aim — to help
Victor merchants put over the best year in 1920.
The Eastern Talking Machine Co.
VICTOR WHOLESALERS
85 Essex Street BOSTON
84
THE TALKING MACHINE WORLD
February 15, 1920
Fifty Years of Needle Making
jUIFTY years ago, Walter H. Bagshaw started in
a modest way to manufacture needles at
Lowell, Mass. His thorough knowledge of
needle-making created a product that won
universal approval. After a long, useful life, Walter
H. Bagshaw passed away, eighteen years ago.
His hard work laid the foundation for the Bagshaw
institution of today, which not only enjoys the repu-
tation of being the original manufacturers of steel talk-
ing machine needles, but has the added distinction of
being the largest makers in the world.
So, in celebrating this Golden Anniversary, it is
fitting to attest to the members of this important indus-
try our appreciation for their co-operation.
It is indeed an achievement — 50 years of continuous
service — and our policies for the future, embracing as
they do, Bagshaw Service, quality of product, and
economy in price, are in line with the requirements of
the talking machine trade for the best needles.
W. H. BAGSHAW CO.
LOWELL, MASS.
Established 1 870 Incorporated 1917
KT '.A
-4
February 15, 1920
THE TALKING MACHINE WORLD 85
86
THE TALKING MACHINE WORLD
February 15, 192u
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 83)
floral offerings, which added much to the at-
tractiveness of the interior on the opening day.
Donald L. Macdonald, who was connected with
the Hallet & Davis Co. before and after the late
war, wherein he saw gallant service, is one of
the attaches of the new establishment.
Musical Supply & Equipment Co. Forces Meet
The Musical Supply & Equipment Co. has
found business so large that it has not been
easy to give the dealers all the goods they would
like to have, and for this reason Manager Burke
has hesitated to sign up any new connections.
The company's local representation held a busi-
ness conference at the Copley Square Hotel the
middle of the month. Manager Burke presided
and there was an informing talk given by J. C.
Morris, the president of the company, who came
over on purpose to get in close touch with Man-
ager Burke's staff, all of whom, by the bye, are
doing their share to boost the interests of the
Sonora and the other products which the com-
pany handles.
J. E. Burke Assistant Treasurer
It is good news that Manager Burke's brother,
J. E. Burke, has been made assistant treasurer
of the Musical Supply & Equipment Co., and
C. J. McKinnon the company's sales manager
for the Emerson records and the rolls that the
house carries. Manager Burke left today for
New York to attend the music show.
Plan, to Increase Beacon Co. Production
A change has been announced in the per-
sonnel of the Beacon Phonograph Co. The new
partnership consists of Richard M. Nelson and
Chester W. Johnson. Arrangements are now
nearing completion for the formation of a large
corporation to increase the Beacon Co.'s pro-
duction facilities. The company maintains a
suite of offices in the Garden Building, 248
Beacon street.
Conference of Columbia Dealers
There was a large conference of Columbia
dealers throughout New England at Jordan
Hall the middle of January, the plans for which
Manager Fred E. Mann very carefully mapped
out. In the deliberations the branch managers
of Boston, New Haven, Conn., and Portland,
Me., participated. Many business problems were
PERFECTION BEARING TONE ARMS
PERFECTION FLEXI-TONE REPRODUCERS
Manufacturers
Jobbers-
Dealers—
The Perfection Flexitone reproducer No. 7 attached
to the Perfection ball-bearing tone arm No. 4 plays
all lateral cut records on all types of Edison Disc
Machines. Made in nickel and 24 carat gold fin-'
ish, extra fine quality disc.
These reproducers and tone arms are the very finest made, mechanically — reproducing as
the records were recorded in the recording room — Clarity of sound with great volume.
WRITE FOR. QUANTITY PRICES
Manufactured by
New England Talking Machine Co.
Largest Manufacturers of Phonograph Accessories
16-18 BEACH STREET BOSTON, MASS.
Pacific Coast Distributor: WALTER S. CRAY
942 Market St., San Francisco, Cal.
Phoenix Trading Co., 1265 Broadway, New York
Eastern and Export Office
intimately discussed and the affair was consid-
ered one of the most constructively helpful of
any similar gatherings ever held. At this dealers'
The SPIRIT ol SERVICE
prevails throughout our
ORGANIZATION
CRESSEY & ALLEN
Victor Distributors
PORTLAND MAINE
conference, which was attended by about 200,
H. L. Tuers, manager of the dealers' service
department, gave a talk on "The Model Shop,"
illustrating his address with a replica of the
device in question, which is to be installed in the
new Columbia headquarters. It is planned to
hold these dealers' meetings quarterly.
At a managerial conference of Columbia men
there were some inspiring talks by George W.
Hopkins, general sales manager; R. F. Bolton,
sales manager of the International record de-
partment; R. F. Benz, in charge of the record
department of the general sales organization,
and H. L. Tuers, manager of the dealers' service
department. Both managers and salesmen who
were privileged to participate in this conference
found the occasion one peculiarly helpful.
Takes Charge of Dictaphone Department
One of the new arrivals at the Columbia head-
quarters is Samuel Quincy Adams McClure, who
is to be salesmanager of the Boston branch of
the Dictaphone department, succeeding C. A.
Emerson, resigned. Mr. McClure comes here
from Akron, O., where he was manager of a
branch.
Attended Music Show in New York
There was quite a party of the Steinert Co.'s
representatives in New York last week, all of
(Continued on page 88)
Bead for Descriptive Circular
Demonstration Booths
and Record Cases
IN STOCK OR TO ORDER *
FRANK B. CURRY
72-74 Dodham St. Boston, Mass.
JAQUITH MACHINERY BUREAU, Inc.
Designers and Builders of
SPECIAL MACHINERY
Mechanical and Electrical Devices
Designed, Developed and Patented
Correspondence with Talking Machine Industry invited
77-79 North Washington St., Boston, Mass.
February 15, 1920
THE TALKING MACHINE WORLD
.37
ill
II
Hi
i
imi
I
Hill
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if
III
I
?
Selling Brunswick Phonographs
For You
|\/TELODY made real! Amazing tones of ex-
AV1 quisite quality and purity ! Use these terms
if you want to describe the Brunswick Phono-
graph. Then prove them by demonstration
and comparison.
METHOD OF REPRODUCTION
The essential laws in artistic tonal reproduction
are reinforced by the recording and reproducing
processes of the Brunswick Phonograph. The
musical work appears, develops and perpetuates
itself like a living being. Its Method of Repro-
duction consists of the Ultona and the Tone
Amplifier. The former plays all records at their
best. The latter is the violin principle, all-wood
throat that permits tone waves to vibrate and
expand properly.
PHONOGRAPHS AND RE COR
KRAFT, BATES & SPENCER, Inc., 156 Boylston Street, Boston, Mass.
NEW ENGLAND DISTRIBUTORS
Tonofone Victrolene Motrolas Steel Needles Jewel Points Albums Record Brushes Khaki Covers
88
THE TALKING MACHINE WORLD
February 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 86)
whom went over for the Music Show. From
Boston went Alexander Steinert, head of the
house, and his son, Robert Steinert, who is in
charge of the Victor department of the com-
pany's business. Then there were Jerome
Murphy and J. T. Sayward, of the Boylston
street headquarters, and from the New Haven,
Conn., and Providence, R. I., Steinert stores
there went Rudolph and Albert Steinert.
Toward the middle of the month Kenneth C.
Reed, the Steinert Co.'s wholesale manager of
the Victor, plans to go over to the factory, and
later Robert Steinert hopes to make a trip
there. Incidentally it is of interest that the
newly-equipped service department of the Arch
street Victor headquarters is proving of the
greatest value to the company's clientele.
To Handle the Empire Talking Machine
Two new dealers that the New England Piano
& Phonograph Co. have signed up with as rep-
resentatives of the Empire machine are John
Murphy at Framingham and Harold Johnson at
Newburyport. A branch store for the distri-
bution of the Empire has been opened up in
East Boston and this will be in charge of M.
Rocci.
Kraft, Bates & Spencer Officers
• The annual meeting of Kraft, Bates & Spen-
cer, Inc., was held toward the latter part of
January and the officers elected were the follow-
ing-named: President, Caleb Spencer; vice-
president, Frank S. Spencer; treasurer and secre-
tary, Harry L. Spencer.
C. A. Peck Becomes Manager
The Barite Talking Machine Co., at the corner
of Boylston and Church streets, has a new man-
ager in the person of C. A. Peck, who has come
East from Cincinnati, O., where he was in
charge of the talking machine department of
the McAlpine store. Several years ago, before
going West, Mr. Peck was with the Oliver Dit-
son Co.'s Victor department.
H. W. Berry Co. Enlarges Business
An enlargement of his talking machine quar-
ters has become absolutely necessary for the
establishment conducted by Henry W. Berry
Co. in Central Square, Cambridge, where busi-
ness has been going by leaps and bounds. The
talking machine department is conducted by
Miss Minerva M- Clark. The 1919 increase in
business is reported to have been 300 per cent
over the previous year and Manager Saltman
of the Berry company says he intends to make
an even bigger showing this year.
Lectures at Harvard
F. K. Pennington, assistant sales manager for
the Columbia, was in Boston toward the latter
part of January, having come over on the in-
vitation of the Harvard Graduate School of
Business Administration, before which body he
lectured on the 25th inst. While in town he was
able to enjoy some of Manager Fred E. Mann's
oft-exercised hospitality.
Anxiously Awaiting More Stock
Manager Herbert Shoemaker's complaint
when he was seen a while ago was that the
Eastern Talking Machine Co. was experiencing
difficulty in getting goods and in discussing the
situation he said: "From all we learn from the
Victor Co. we can look for a big increase in
output in the next six months; that sounds en-
couraging, but I'm from Missouri 1" Mr. Shoe-
maker is expecting to get over to the Victor
factory some time this month.
"Billy" Fitzgerald in the Retail Field
"Billy" Fitzgerald, who is widely known in the
Victor trade, has gone into the retail business
and has opened headquarters on the second
floor of the Studio Building at the corner of
Tremont and Bromfield streets. He is carrying
a full line of Victor machines and records and
accessories.
G. F. Baldelli Married
G. Frank Baldelli, manager of the Victor de-
partment of the Boylston street establishment
of the M. Steinert & Sons Co., was married in
January to Miss Madge Whiting Vose. Mr.
Baldelli and his bride spent their honeymoon
MICA
DIAPHRAGMS
Watson Brothers, Inc.
170 PURCHASE ST.
BOSTON .... MASS.
at Atlantic City, and have now established their
home at Arlington Heights.
Leaves for Birmingham
E. J. Silliman, who has been in charge of the
record department of the Boston branch of the
Columbia, has gone to Birmingham, Ala.
Frederick H. Silliman, vice-president and gen-
eral manager of the Pardee, Ellenberger Co.,
Inc., went over to New York the latter part of
January to meet his son, Horace Silliman, who
has returned from Europe, where he had been
for several weeks on a business trip.
Vermont Dealer Tells of Business Growth
H. G. Pollard, manager of the United Talking
Machine Co., at Portland, Vt., was a recent
visitor to Boston and he reported his 1919 busi-
ness as tremendously increased over that of
1918, and he says that he is making preparations
to show another large increase this 1920. He
is now operating two large trucks to look after
the business in the outlying territory and he is
having the able assistance of his son, George
Pollard.
Titus Heads Jordan Marsh Department
The large talking machine department at the
Jordan Marsh Co.'s store is now in charge of
William E. Titus, who has just come on the
scene. Mr. Titus is a live wire and he is plan-
ning to build this department up to an enviable
place among the city's department establish-
ments.
TO TALKING MACHINE DEALERS!
All talking machine dealers who recognize the value of
having a line of fast selling Records in connection with
their business are asked to communicate with us at once.
The exceptional facilities we enjoy in connection with the
general distribution of Pathe Records make it possible for
us to offer advantages and a character of service that are
next to impossible to obtain at this time.
Hallet & Davis Piano Co
146 BOYLSTON STREET, BOSTON, MASS.
New York Office: Hallet & Davis Bldg., 18 East 42d Street
Exclusive Distributors for New England States
and General Distributors for the United States
for Pathe Phonographs and Pathe Records.
February 15, 1920
THE TALKING MACHINE WORLD
89
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 88)
Disc Record, Player Roll and Sheet Music
Cabinets. The Best in the_Market
See Display Ad in This Issue
mm
Standard of Quality to preserve the Records
See Display Ad in This Issue
Send your orders for both these lines to
L. W. HOUGH, 20Sudbury St., Boston, Mass.
New England Representative
Arranges for Large Empire Deliveries
; Charles G. Faux, head of the New England
Piano & Talking Machine Co., has returned
from Chicago where he went to arrange about
bigger deliveries of Empire machines, for which
this house has the New England distributing
agency. On his trip West Mr. Faux was accom-
panied by Louis Cohen, who is also associated
with the house.
Opens Columbia Department
The Summerfield Co. has opened up an ex-
tensive Columbia department which is in charge
of H. M. Gipe. The business in Columbia goods
has grown by leaps and bounds.
Open Store on Bromfield Street
The Lenox Jewelry Co. has just opened a
large retail store on Bromfield street near Wash-
ington street, where a large portion of the place
is given over to carrying the Pathe line of
talking machines. In one window is a display
of a number of choice models.
Attended National Music Show
A. J. Cullen, who recently came here from
Chicago to associate
himself with the Pathe
department of the Hal-
let & Davis house as
sales manager of this
important department,
was in New York last
week attending the Mu-
sic Show. With him
was R. E. Briggs from
the Boston quarters.
Manager Ainslie reports
the demand for Pathe
in the local field as very
large, and there is diffi-
culty in supplying deal-
ers with all the goods
A. J. Cullen they are calling for.
The situation, however, is steadily improving.
Takes Charge in Boston
Edward Ginsberg, who has had a valuable
experience with various high-class bouses and
has traveled for several large factories, has
come to Boston to assume the New England
management of Brown, McManus & Co., which
has opened headquarters on the third floor of
41 West street. The local department plans to
carry a full line of talking machines and Lyric
records, Connorized music rolls, True-Point
needles and Violatone needles and general ac-
cessories. Manager Ginsberg contemplates, as
soon as possible, assembling an aggressive
sales force and putting some good men into
the field.
N
INSTALL MANY NEW EOUIPMENTS
Boston, Mass., February 2. — Frank B. Curry, of
this city, manufacturer of the Curry sound-
proof demonstration booth and fixtures has in-
stalled a large number of demonstration booths
and complete equipments in music warerooms
through New England during the past few
months. Mr. Curry has just received a con-
tract from the Columbia Graphophone Co. to
install his booths and fixtures at their Boston
headquarters.
The model demonstration booth and record
rack equipment installed in the Steinert ware-
rooms on Arch street is attracting much com-
ment from visiting dealers.
GARDNER'S TEMPLE OF MUSIC OPENS PHONE TALK ON GRAMOPHONE
Handsome Establishment at 379 Essex street,
Lawrence, Mass., Devoted to Talking Ma-
chines and Other Musical Instruments — Tells
Story of Progress and Accomplishments
Message Is Recorded and Then Is Reproduced
With Great Clarity
Lawrence, Mass., February 9. — Just three years
after he had placed on sale his first Victrola at
his drug store in a residential section of this
city, Fred W. Gardner opened up in the heart
of the business district at 379 Essex street
one of the finest and most modernly equipped
music stores to be found anywhere in the State.
Such progress has been due to Mr. Gardner's
keen sense of understanding his public and
knowing just what they want in the way of
music. It had long been Mr. Gardner's ambi-
tion, as he studied the gradual progress of the
people toward a greater love of music, to furnish
them with a real music store. This he now
has been able to do, and the success that he has
met with has been phenomenal; in fact, the
business is growing so fast that already he is
planning to enlarge and the street floor which
will include twenty-two sound-proof booths will
be devoted to Victrolas, records and Sonoras
and other musical instruments. Thus is Mr.
Gardner's Temple of Music forging ahead.
A remarkable step in the science of recording
and reproducing sounds by electricity has been
achieved by Major Lionel Guest, brother of the
Coalition whip in the House of Commons, and
Capt. H. O. Merriman, a Canadian electrical
engineer, according to a dispatch from Lon-
don, England.
A representative of the Daily Mail dictated
a message into a portable telephone receiver
temporarily placed in the drawing room of
Major Guest's house. At the other end of the
wire, in another room, was a recorder which
automatically inscribed the message on a gramo-
phone record. In a few seconds the record was
placed in the gramophone and the message was
repeated with great clarity.
CONGRATULATED ON WINNING PRIZE
PORTSMOUTH STORE REMODELED
Portsmouth, N. H., February 1. — The Hassett
Music. Shop in this city has just remodeled its
fine store and installed six booths constructed
in Colonial bungalow style, which are exceed-
ingly attractive. Mr. Hassett, Jr., conducts the
talking machine department, which specializes
in Edison and Victor goods.
Worcester, Mass., February 1. — The many
friends of Mrs. R. M. Galbraith of this city are
congratulating her on her success in winning a
$75 bonus prize for showing the largest increase
in the year's sales in any department of the C.
T. Sherer Co. in this city. Mrs. Galbraith is one
of the important factors in the talking machine
department of this house; in fact she is its man-
ager, and her success in disposing of Columbia
and Victor goods brought her this much-coveted
prize. Here's hoping that Mrs. Galbraith will
be equally successful during 1920.
W. J. BAGSHAW CONVALESCENT
Lowell, Mass., February 2. — W. J. Bagshaw,
of the W. H. Bagshaw Co., talking machine
needle manufacturers of this city, is recovering
nicely from a serious attack of pneumonia. His
many friends throughout the trade will be glad
to hear of his rapid recovery and that he is ex-
pected to be at his accustomed post at a very
early date.
DARDANELLA ON THREE RECORDS
Recognizing the fact that "Dardanella" is one
of the greatest "hits" of the past five years, the
Emerson Phonograph Co. decided to give its
dealers a diversity of recordings of this popular
selection, and accordingly there are now listed
in the Emerson catalog three "Dardanella" se-
lections. One of these records is a fox-trot,
played by Sanford's famous orchestra, an ex-
clusive Emerson organization; another version
consists of a baritone solo by Arthur Fields,
now exclusive Emerson artist, and the third
record is a fox-trot played by the Plantation
Jazz Orchestra, a new and exclusive Emerson
orchestra that is attaining wide popularity.
J. C. Roush, of the Standard Talking Machine
Co., accompanied by Mrs. Roush and their son
and daughter, left recently for Sea Breeze
Florida, where they will remain the balance 'of
the Winter, returning to Pittsburgh in the early
Spring.
Lansing Khaki Moving Covers
Despite the obstacles that have arisen during the
past year have maintained their high standard of
QUALITY
The Quality of the LANSING cover has given it leadership in the field
No. 3 Carrying
Strap Shown in
Cut
These covers are made of Government Khaki,
interlined with heavy felt in Grade A, or cotton
in Grade B, fleece lined, quilted and properly
manufactured under the personal supervision of
E. H. Lansing, the originator of the Talking
Machine Cover for protection in moving. Made
in two grades.
Write for prices and
descriptive catalogue
E. H. LANSING
611 Washington St., BOSTON
San Francisco Representative: WALTER S. GRAY
942 Market Street
PHOENIX TRADING COMPANY
1265-69 Broadway, New York
90
THE TALKING MACHINE WORLD
February IS, 1920
^tttoergal Display ors— Talking Machine and Music Trade
No. 516. Triangular Revolving
Counter Music Rack. Height 41
inches, base 15$4 inches. Consists
of 15 pockets, 5 on each side, with
3 signs on top, 2 popular and 1
classical. Will hold 225 sheets of
music, 15 in each pocket. Elec-
trically welded and finished in dou-
ble baked ebony enamel. Shipped
knocked down. Weight crated
30 lbs.
No. 504. Universal Hanger
Frame for one monthly
record sheet. Constructed of
steel channel frame, electric
welded, with pulp board
filler. Double baked ebony
finish, chain at top. Weight
crated, 5 lbs. each.
BIRMINGHAM, ALA.
Birmingham Talking Machine Company
BOSTON, MASS.
Brown, McManus Company
Oliver Dttson Company
Eastern Talking Machine Company
Henderson. F. C.
Phonograph Supply Company
Stelnert & Sons Company. M.
BUFFALO, N. Y.
Andrewi. W. D. & C. N.
Buffalo Talking Machine Company
BURLINGTON, VT.
American Phonograph Company
CAM DEN, N. J.
Victor Talking Machine Company
No. 501. Universal Record Pis-
playor, for your window. Holds
two 12-inch records and three 10-
inch. Constructed of Bessemer steel
wire, cast-iron base and sheet steel
discs, preventing record from warp-
ing. Entire Displayor finished in
double baked ebony enamel. Weight
crated, 18 lbs. each. Height, 40
inches. Span of base, 10 inches,
adjustable, and records can be
raised or lowered.
No. 563-No. 563A. Universal Stock Record Rack.
Something new that will fill a long-felt want.
Display your stock records along your wail so
that each record is visible at a glance, quickly
disposing of all slow-moving records or featuring
to-day's best selling records. Constructed of 7
channel steel pockets lM-inches deep. Electrically
welded together and finished in double baked
ebony enamel. Each pocket will accommodate
12 records or 84 in all. Titles all visible with
sign on top. Simply fasten a shelf on bottom,
place rack on top and fasten with two screws.
Height 58 inches.
Ask for Catalogue
Order Through Your Distributer
Distributers Handling Our Complete Line
CHICAGO, ILL.
Butler Bros.
Chicago Talking Machine Company
Empire Talking Machine Company
Rudolph Wurlitzer Company
CINCINNATI, OHIO
Rudolph Wurlitzer Company
CLEVELAND, OHIO
Cleveland Talking Machine Company
DALLAS, TEXAS
Harbour. Longmire Company
Sanger Bros.
ELM I RA, N. Y.
Elmira Arms Company
HOUSTON, TEXAS
The Talking Machine Company of Texas
INDIANAPOLIS. IND.
Stewart Talking Machine Company
KANSAS CITY, MO.
Jenkins Sons' Music Co., J. W.
The Phonograph Company
Schmelzer Arms Company
MILWAUKEE. WIS.
Badger Talking Machine Company
Yahr & Lange Drug Company
MINNEAPOLIS. MINN.
Beckwlth, O'Neill Company
NEWARK. N. J.
Colungs & Price Company
NEW HAVEN. CONN.
Horton. Gallo Creamer Company
Plaza Music Company
NEW ORLEANS, LA.
Worleln, Ltd.. Phillip
Diamond Phonograph Company
NEW YORK CITY. N. Y.
The Aeolian Company
Brown, McManus Company
Cabinet & Accessories Company
Century Music Publishing Company
Umbersal Jftxture Corporation
Crown Music Company
Columbia Graphophone Company
Ditson & Company, Chas. H.
Enterprise Music Supply Company
Knickerbocker Talking Machine Company
New York Talking Machine Company
0G D EN, UTAH
Proudflt Sporting Goods Company
OKLAHOMA CITY, OKLA.
Alexander Drug Company
Harbour, Longmire Phonograph Company
OMAHA, NEBR.
Hospe Company, A.
Mickel Bros. Company
PHILADELPHIA, PA.
Emerson Company
Girard Phonograph Company
Grafonola Shop, Inc.
Penn Phonograph Company
PITTSBURGH. PA.
Buehn Phonograph Company
Emerson Company
Frederick Piano Company, W. F.
Reed Company, Inc.
Standard Talking Machine Company
PORTLAND, ME.
Cressey & Allen
PORTLAND. ORE.
Sherman, Clay & Company
RICHMOND, IND.
Starr Piano Company
RICHMOND, VA.
The Corley Company
Crafts Starr Phonograph Company
Haynes & Company, C. J.
Roundtree Cherry Corporation
SALT LAKE CITY, UTAH
Columbia Stores Company
The John Elliott Clark Company
SAN FRANCISCO. CAL.
Sherman, Clay & Company
133
No. 503. Universal Bulletin
Easel, for the display of one
monthly record list. Can be
tilted at any angle. Steel
channel frame with pulp
board filler. Weight, 5 lbs.
each, size 13 x 36, legs 4
inches longer, double baked
ebony finish.
SEATTLE. WASH.
Sherman, Clay & Company
ST. LOUIS. MO.
Associated Furniture Manufacturers
ST. PAUL. MINN.
Dyer & Bro., W. J.
SYRACUSE, N. Y.
Andrews Company, \V. D.
TORONTO. CANADA
His Master's Voice, Ltd.
WASHINGTON. D. C.
Cohen & Hughes. Inc.
Droop & Sons, E. F.
Rogers Company, Robert C.
WHEELING. W. VA.
Hillman Phonograph Company
R. W. Tyler Company
WINNIPEG, CANADA
Western Gramophone Company
WEST 23rd STREET
n;ew Y^ORK
February IS, 1920
THE TALKING MACHINE WORLD
91
GREAT RECORD DEMAND PREVAILS IN MILWAUKEE TRADE
Receipts from All Sources Insufficient to Meet Requirements of Public — Machine Shortage Still
Prevails — Conditions in All Branches of Business Most Satisfactory and Optimism Reigns
Milwaukee, Wis., February 9. — Retail talking
machine business during January and so far
in February has been of a most encouraging
nature, and while manufacturers are improving
their deliveries to wholesalers, who, in turn,
are in better position to supply dealers, the
demand continues to be so active that the situ-
ation shows no marked change. Even at the
increased rate of deliveries it is believed that
several months will be required to make the
supply equal to requirements.
Since dealers find that the relatively small
supply of instruments virtually sells itself, a
majority have continued to take vigorous
measures to sustain volume by pushing sales of
records. This idea is not new and has been
employed for the greater part of six months,
or since instruments became so scarce that it
was necessary to seek other means of prevent-
ing any decline in store volume. Nevertheless,
there never was a better time to put record
business into the foreground, with a great many
new owners of instruments having been created
in recent months who require to be supplied.
A demand for records already has been
created which is taxing the ability of dealers
to fill. Under the active prosecution of record
business now going on, it is believed that what-
ever progress manufacturers can make in the
next few months to increase the output of
records will be hardly sufficient to compensate
for increased demand. So far the shortage of
records now existing for nearly a year has not
been relieved; in fact, the inadequacy of supplies
is as outstanding as ever, even with records
being delivered in larger quantities than at any
time since midsummer.
It is apparent from a study of local trade con-
ditions' that most dealers are not unmindful of
the fact that sooner or later the supply of in-
struments as well as records is going to be much
larger than it has ever been, while the demand
may eventually decline to a certain extent. While
the prospect for an equalization of supply and
demand is not an immediate one, the foresighted
dealers are looking forward to the day when
this may become" a fact. A great many retailers
therefore are not overlooking any opportunities
to build up business at a time when they have
no difficulty in selling everything on hand.
Why Break Records?
Just File Them!
That is if you have the wonderful Record filing sys-
tem which is a feature of
The Marvelous MAG NO LA
Wa.tcKir\J tKe Music Come Out
This is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
The jobbing trade in this city, which handled
the great bulk of retail requirements throughout
Wisconsin and Upper Michigan, still has com-
plaint to offer over the shortage of stocks, but
at the same time reports from the larger houses
are to the effect that improvement has set in and
in this respect 'they are in a more favorable posi-
tion than for many months.
" "We have not yet been able to obtain all the
instruments our dealers ask us for, but the Vic-
tor factories are making good headway in bring-
ing production upward," said Harry A. Gold-
smith, secretary of the Badger Talking Machine
Co., distributors of the Victor. "Back orders
still amount to a very considerable volume, but
we are slowly getting to the point where we
will be able to handle current orders without
the delays which have been the rule for a long
time. Just now we have to contend with a rail-
road traffic situation that is unquestionably the
most severe in our experience. There seems
to be hope of improvement within thirty or
sixty days, if not alone for the reason that
the carriers are going back into the charge of
their owners, but because the exigencies of Win-
ter operation will be removed. The severe
Winter and its unusually early beginning, un-
doubtedly contributed much toward making the
situation very bad."
The extraordinary efforts which the Thomas
A. Edison industries have been making in the
direction of increasing production are beginning
to tell in improved deliveries in this territory.
The Phonograph Co., of Wisconsin, is able to
give its dealers a much greater percentage of
instruments than since early Fall, and so much
improvement has been noted that it is again
feasible to consider applications for dealer fran-
chises in new and old territory.
The Yahr & Lange Drug Co., distributor of
the Sonora in Wisconsin and Northern Mich-
igan, likewise has a more encouraging report
to make than since the early part of 1919. The
Sonora business of this house is as large, if not
larger, than that of any talking machine- job-
ber in the United States. Its dealer organiza-
tion has increased so fast that every improve-
ment in production effected by the Sonora
factory is immediately offset by the requisitions
of old and new dealers. President Fred E.
Yahr is hopeful that conditions will continue to
improve so that the large volume of back or-
ders will eventually be ironed out.
Charles J. Orth, wholesale distributor of the
Puritan in Wisconsin and Upper Michigan,
says business is "mighty good." His traveling
men are sending splendid reports from the field
and backing these up with a very large volume
of business for immediate and future delivery.
The Columbia Grafonola and Columbia rec-
ords continue to make a strong and effective- bid
for trade in Milwaukee and vicinity, according
to A. G. Kunde, 516 Grand avenue, jobber for
Milwaukee county and a leading retailer in the
city. In view of the continued shortage of ma-
chines, Columbia dealers are still engaged in a
campaign to maximize record sales, with the re-
sult that there now is little to choose between
instruments and records in the matter of ade-
quate supply.
The talking machine trade was duly recog-
nized in the selection of officers for 1920 by the
Milwaukee Association of Music Industries at
the recent annual meeting. Leslie C. Parker,
president and general manager of the Badger
Victrola Shop, 425 Grand avenue, was elected
vice-president. He has been a member of the
board of directors since the association was
organized, and served as chairman of the talk-
ing machine dealers' committee, which handles
matters appertaining only to phonograph affairs
as distinguished from strictly piano matters.
Harry M. Hahn, sales manager of the musical
instrument department of the Yahr & Lange
Drug Co., was elected secretary. The new presi-
(Continued on page 921)
BUY YOUR
ACCESSORIES
Ml From One Source
Edison Sapphire Point
Pathe Sapphire Ball
Edison Diamond Point
Genuine Diamond
and
Sapphire Needles
You should always carry
a stock of these needles, be-
cause there is a steady sale
for them.'
It is important to know
that the needles you handle
are accurate and uniform.
You are assured of this in
our product.
Can be supplied as fol-
lows:
Pathe Loud Tone
Pathe Half Tone
Edison Loud Tone
Edison Half Tone
There is a big demand for
genuine Diamond Point
Needles also. You can buy
them from us at very at-
tractive prices.
Note to Manufacturers:
Your dealers will appre-
ciate your including with,
each machine a set of Sap-
phire Needles. It makes a
good talking point.
Write for Prices
aSS!LNQiiiiiaiin|acte<s^GBsaa»«
Plaza music Co.
18 WEST* 20™ STREET
NEW YORK
92
THE TALKING MACHINE WORLD
February 15, 1920
PERSONAL SERVICE
The members of our Company are always available and
will gladly see you personally or write you at any time we
can possibly serve you.
Why not communicate at once with us?
EXCLUSIVELY WHOLESALE
BADGER TALKING-MACHINE CO. iSHssf^st
VICTOR DISTRIBUTORS
records is now ready for the trade. The new
record is lateral, and the first list comprises both
standard and popular selections. "Dardanella,"
one of the biggest dance hits of recent years,
is included in the first list of Arrow records.
The company will be in position to make im-
portant announcements regarding its sales and
merchandising campaign in the near future, and
in the meantime it has received applications for
jobbing franchises from prominent concerns
throughout the country.
BIG RECORD TRADE IN MILWAUKEE
(Continued from page 91)
dent is Paul F. Netzow, treasurer and general
manager of the Waltham Piano Co. William
R. Winter, a prominent retail piano man, who
distributes the Orola in Wisconsin, was re-
elected treasurer.
The Music Shop, 312 Grand avenue, estab-
lished about four years ago by the Hoeffler
Piano Mfg. Co., as a retail outlet, featuring the
Starr and Columbia as well as Gennett and Co-
lumbia records, has been consolidated with the
Hoeffler house, at 304 West Water street. The
fixtures, furniture and stock were moved to
the headquarters building on February 1. The
reason for the move is that the Grand avenue
store has been taken over by a large shoe con-
cern.
Articles of incorporation have been filed in
behalf of the Manny Mfg. Co., of Milwaukee.
The capital stock is $10,000 and1 the purpose is
to manufacture and deal in talking machines,
musical accessories and supplies. F. A. Otto,
James F. Dumez and Edmund C. Rosenberg ap-
pear as incorporators.
The sixth of a series of monthly social parties
for employes given by the Badger Victrola Shop,
425 Grand avenue, will be held Wednesday eve-
ning. February 18. The January party was in
the form of a costume ball. The women wore
hoop skirts and poke bonnets and the men
were attired as in ye olden day. These affairs
have done much to maintain the most cordial
relations between the Badger workers and the
house, and their success is especially gratifying
to President L. C. Parker, at whose instance the
series was inaugurated last August.
Samuel Dalin, a prominent retail jeweler of
West Allis, suburb of Milwaukee, who has been
retailing the Victor for the past year, has re-
turned from an extensive Eastern trip, during
which he inspected the Victor factories at Cam-
den and also visited some of the larger Vic-
trola shops to gain ideas for a new store which
he will erect next Spring. The new -building
will be used for the general enlargement of the
business, but the entire second floor will be
equipped as a Victrola department, which Mr.
Dalin plans to make one of the most unique
and attractive in the Middle West.
APPOINTED "SUPREME" JOBBERS
Ziegler, Baker & Johnson Now Handling
"Supreme" Line in Metropolitan Territory —
Will Start Aggressive Sales Campaign
INTRODUCE ARROW RECORDS
Arrow Phonograph Corp. Has First List Ready
for Trade — Important Plans for Future
It was announced this week that the Arrow
Phonograph Corp. has been incorporated and
will succeed the Liberty Phonograph Co. of New
York and Cleveland. The Arrow Phonograph
Corp. has laboratories in New York City at
16 West Thirty-ninth street, under the direction
of F. W. Matthews, and the first list of Arrow
The Lanski Co., of Chicago, 111., manufac-
turers of Supreme phonographs, has appointed
Ziegler, Baker & Johnson, 100 Chambers street.
New York City, distributors for this line of
talking machines in the metropolitan territory.
The new jobbers have already received their
first machines and, judging from the enthusias-
tic reception accorded this product by the local
dealers, the Supreme talking machine will be
well represented in this section.
Ziegler, Baker & Johnson, who are distribu-
tors for Okeh records in metropolitan district,
are well known to the local trade, the firm con-
sisting of Louis Ziegler, George A. Baker and
John Johnson. They have been remarkably suc-
cessful in developing business for Okeh records,
and their wide acquaintance with the dealers in
this territory has been an important factor in
placing this firm in the front ranks of the metro-
politan distributors.
According to their present plans, Ziegler,
Baker & Johnson will institute an aggressive
campaign in behalf of the Supreme talking ma-
chines and in addition to their own efforts in
behalf of this line will appoint several salesmen
who will co-operate with the dealers and assist
them in merchandising these phonographs.
L
Phonograph Manufacturers
Improve the Tone Quality — Increase your SALES
WITH THE
Diamond » L
L
Hub-Back Reproducer and Tapered Bore Tone Arm
Scientifically Synchronized
Reproducer. Hub Back
_ Palenl Pending ■
Rim Diameter 2fi'
Scientifically Designed
Manufactured and Carefully Tested
with Highest Skilled Workmanship
Executive Offices
372 East 149th Street
Nickel-Plated.'Highly PolUhed or Dull Gold Plated
Cone Bearing Standard Length, oVi- inches
Adjustable Stylus
Master Products of the Lawson Organization
Musical Tone Experts, Famous Over 40 Years
Phone, Call or Write for Quotations On Large or Small Quantities
LAWSON PIANO CO.
NEW YORK
Reasonably Priced
Prompt Delivery
Satisfaction Guaranteed
Factory
2572 Park Avenue
February 15, 1920
THE TALKING MACHINE WORLD
93
Phonographs
AND RECORDS
"Supreme in Quality"
Our Model B Machine is still conceded
to be the Greatest Value Ever Offered
in a Phonograph Retailing at its Price.
MONTHLY EMPIRE
RECORD CATALOG
Mahogany, Oak or
Walnut
Ask for our Handsome Catalog
and Liberal Dealer Proposition
Dealers will find the improved Empire records are
of exceptionally good quality and every number in
our lists will be ready sellers. See^ list of March
records in the record bulletin of this paper. We
offer liberal discounts on records, enabling dealers
to realize handsome profits on their sales.
r0m
FMPIRETAtKlNGMACHINECO.
*^'> John H. Steinmetz, President
429 South Wabash Avenue, Chicago, 111.
94
THE TALKING MACHINE WORLD
February 15, 1920
We have picked a
Winner for you in
OKEH RECORDS have met with phenomenal success
-but it is a success that is well deserved, for this Record
line is undoubtedly the fastest selling line on the market.
The latest song and dance hits are released promptly
and the tone quality of
Records
is recognized everywhere. Our facilities for serving you
are unsurpassed, and we know how to assist you in de-
veloping Record business.
Drop us a line for further details
PHILADELPHIA SHOW CASE COMPANY
127 North 13th Street
PHILADELPHIA, PENNSYLVANIA
Pittsburgh Branch : 2002 Jenkins Arcade Building
February IS, 1920
THE TALKING MACHINE WORLD
95
The Trade In Philadelphia And Locality
Philadelphia, Pa., February 8. — "Confidence"
is the watchword of the Philadelphia talking
machine trade. It is exhibited in so many
different ways that it cannot be mistaken. It is
to be found among all the Victor dealers. It
is true that stocks have not been coming
through from the factory in January as had
been anticipated, but the company have been
compelled, temporarily, to slow up on account
of the scarcity of lumber, but they assure their
jobbers that the hold-up is only temporary. And
even at that many, many more Victor machines
came through the past January than came
through a year ago.
What is true of the Victor also is true of
the Brunswick, of the Columbia, of the Sonora,
of the Edison, of the Cheney and many more
of the great names in talking machines. All
the firms handling these goods are short to-
day, but they are not going to be short long,
for "confidence" is holding them at the expec-
tancy point, and they have the assurance from
their factories that in a very short time there
are going to be all the machines that the job-
bers will desire to satisfy their trade.
New Houses Make Their Debut
An interesting evidence of the presence of
"confidence" is shown in the three large talking
machine houses that are about to invade Chest-
nut street. The Talking Machine Co., at present
at 143 South Broad street, are preparing a fine
series of talking machine parlors at 1225 Chest-
nut street; the Victory Music Store Co. have
just opened warerooms at 1025 Chestnut street,
and the Philadelphia Talking Machine Co. are
about finishing the largest talking machine ware-
rooms, conducted by an individual firm, in this
city on Chestnut street above Eighth.
The Talking Machine Co. have a chain of
stores in this city and are one of our most
The greatest combination in the Musical Industry
for the dealer to acquire permanent prestige and
success.
VICTROLAS AND VICTOR RECORDS
Q. R. S." PLAYER ROLLS
WEYMANN "KEYSTONE STATE" String Musical
Instruments and specialties bearing the "W. & S." label.
Dealers in placing orders with us for their requirements have the
advantage in obtaining from all three departments in one delivery
goods that are unquestionably superior and best known to the
entire industry.
If you have not received our special stock list and order blank, write us
Manufacturers
and Wholesale
Distributors
WEYMAHH
1108 Chestnut Street
Philadelphia, Pa.
Established 1864
successful firms. The Victory Music Store Co.
have a chain of stores all over the country, but
this is the first invasion of Philadelphia. They
are next door to the George W. Huver Piano
Co., and aside from talking machines they will
handle everything musical: pianos, sheet music,
small musical instruments, musical merchandise,
etc. Just what machines they will handle is not
announced, other than that their stock will in-
(Conlinued on page 96)
Caruso's Greatest Record
Incomparable to the Victor Sales Record
possible this year for the dealer who is actively
engaged in merchandising intelligently and
intensively the Victor Product.
The helpful and creative strength of this
organization will be utilized in a still greater
and bigger way in aiding our dealers to realize
A NEW VOLUME VICTOR SALES RECORD
THE LOUIS BUEHN COMPANY
of PHILADELPHIA
96
THE TALKING MACHINE WORLD
February 15, 1920
Scranton doesn't need the wine
to have a wonderful time—
Beethoven has no monopoly on the heart strings of Scranton, Pa
" You'd be Surprised " to see the following Eddie Cantor has there!
Not that Eddie gets there very often in person. But his records
do— the records he sings for the Emerson Phonograph Company.
Emerson hits are hitting on all "cylinders" in Scranton— and
throughout Eastern Pennsylvania generally.
Surprising? Not at all. The most sought-after artists and
musical combinations are recording for Emerson.
Our business, as Emerson distributors in this territory, is to see that
Emerson dealers receive the service to which they are entitled.
How about the latest Emersons ?
Fmereon Philadelphia Co.
Parkway Building
BROAD and CHERRY Streets -:■ PHILADELPHIA, PA.
Distributors of EMERSON RECORDS
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95)
elude Pathe, the Carola and the Melotone, but
they will feature the Emerson records exclu-
sively. The Philadelphia Talking Machine Co.
are at present located at 412 Market street. At
their new Chestnut street store they will have
wonderful opportunities to display talking ma-
chines and records on account of the width and
the depth of the store and two of the largest
and finest display windows along Chestnut
street in possession of any business firm.
There are a number of other new firms going
to start here in a short time, and many desir-
able corners, formerly occupied by saloons, will
be converted into a more elevated line of busi-
ness— the talking machine.
Victor Dogs in Great Demand
The Penn Phonograph Co. have been enjoy-
ing a very good January business in both Victor
machines and records, and the month has also
been most productive for them in the sale of
their miniature Victor dogs. Firms who have
ordered 500 and upward of these dogs in Janu-
ary have been James T. Loughlin, New York
City; J. B. Russo, Brooklyn, N. Y. ; The Grand
Piano Co., of Roanoke, Va.; J. A. A. Sohns,
Walden, N. Y.; Frank Cordts, Hoboken, N. J.;
Seligman & Co., Tamaqua, Pa., and H. Rosen-
feld, Mt. Holly, N. J.
Among the recent Penn visitors were Howard
Shartle, of the Cleveland Talking Machine Co.,
Cleveland, Ohio; A. R. Boone, general manager
of the Talking Machine Co., of Birmingham,
Ala., who is a distributor of the Penn Victor
dogs in his district, and T. Hayes Harmon, of
Chambersburg, Pa.
T. W. Barnhill, of the Penn Co., was away
from the office for a week during the month on
account of illness. At the latter end of the
present month he and Mrs. Barnhill expect to
go as far West as the Pacific Coast on a
pleasure trip, in which a little business will be
done on the way home. They will be gone about
six weeks. E. E. Hippie, of the road force, was
also home sick for about two weeks, but is again
calling on his trade.
Pathe Business Expands
The Pathe business in this district for Janu-
ary was very fine, wholesale and retail, but
especially wholesale with the Pathe Shop, al-
though the retail business picked up consider-
ably as the month advanced. Proprietor Walter
L. Eckhardt, toward the end of the month, ac-
companied by the president of the Pathe, E. E.
Widman, went to Nashville, Tenn., to attend a
jobbers' convention that was held there, and
from Nashville went to Indianapolis. They also
visited a number of Pathe jobbers in the va-
rious cities.
Mr. Eckhardt states that his firm is preparing
for a very big February. Assistant Manager
THE NEW SERIES SOLOTONE
The first of the New Series Solotones a
factory. These phonographs are distinguish
rich tone qualities. Cabinets are built with fi
mouldings, legs and trim of solid mahogan
great depth, and evidences most careful ha
New Series Solotones are designed to s
so well built and finished that they will stand
live of price.
We will welcome an opportunity to ser
deliveries to the customer's store by motor tr
Philadelphia.
re now coming from our newest and largest
ed both for exceptional cabinet work and for
ve ply, three-quarter-inch paneling and with
y, walnut or oak. The soft satin finish is of
nd work.
atisfy the best trade, and we know they are
inspection beside any phonograph irrespec-
ve well established dealers, and will make
uck to points within trucking distance of
SOLOTONE MANUFACTURING CO.
Executive Offices and Shorvrooms
1727 Chestnut St., Philadelphia, Pa.
Factories at
Philadelphia, Pa., and Lititz, Pa.
February 15, 1920
THE TALKING MACHINE WORLD
97
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96)
Tay says: "We find that the majority of our
dealers are going into a very extensive cam-
paign, which they expect to carry on from the
first of February to the first of June, and, con-
sequently, we are anticipating an overwhelming
volume of Pathe publicity during the ensuing
months. Merchandise is coming in in a very
satisfactory manner, and we have been com-
pelled in January to make several additions to
our office force to help us handle the business.
We have been favored with visits from a great
many of our dealers during the past month,
including W. R. Jeannette, of Mt. Olive, North
Carolina; Mr. Bernstein, of the Bernstein Fur-
niture Co., of Cumberland, Maryland, and
William Challenger, of Nanticoke, Pa."
Harry Weymann to Florida
Harry Weymann, of H. A. Weymann & Son,
accompanied by Mrs. Weymann, is about to
start for Palm Beach and Miami, Florida, to be
gone about a month or six weeks, and Mr. Wey-
mann says he may extend his trip to Cuba, as
that seems to be the proper thing to do at
present. "The outlook in the talking machine
department of our business," says Mr. Wey-
mann, "is most encouraging, but whether the
supply will be equal to the extraordinary de-
mand, at least within the next six months, is
uncertain, but 1920, without a doubt, will be the
banner year for the sale of musical instruments."
Girard Co. Entertains Edison Dealers
The Girard Phonograph Co. gave all the
Edison dealers in this district a dinner at the
Bingham House in January, which was presided
over by R. B. Cope, the head of the Girard Co.
Blake Discusses Trade Conditions
Mr. Blake, the big Edison dealer at Eleventh
and Walnut streets, reports that business has
been fine with him, and that they doubled last
January in spite of all handicaps. They have
been getting in quite a number of phonographs,
but not nearly as many as they could have used.
They have also been getting Cheney machines
in slowly, but the Columbia and Franklin ship-
ments helped them nicely. John A. Usher, who
looked after the Edison interests at the Wana-
maker store, has left that employ and has
joined the forces of Mr. Blake.
William Keech Heads New Store
At the Sonora offices they tell me that they
are looking for good shipments of machines in
February, as the factory has promised them that
they were getting ready to speed up very shortly.
William Keech, who has been connected with
the jobbing firm of the Sonora here, has re-
signed to accept the position of manager of the
Sonora retail store in this city, which has just
moved to its new quarters at 1626 Chestnut
street. This retail firm has taken the name,
the Elite Phonograph Co. W. E. Bagley has
taken Mr. Keech's place at the jobbing head-
quarters.
Some Columbia Changes
Some switching around has been going on at
the Columbia jobbing department here. C. R.
Dunlop, an old employe of the Columbia, has
been placed in charge of the record service, and
to be associated in his department, in charge of
foreign record service, a new man has been
brought over from New York, M. Mager, who
has been in the retail business in New York City
for a number of years.
Todd Enlarging His Quarters
B. B. Todd, who has two Victor and Sonora
shops here and sells pianos, has enjoyed a very
good business in January, and he believes that
in a very short time he is going to be able to
get all the machines he will require. He is about
to begin the rebuilding of the first and second
floors of his store, 1306 Arch street, and they
will be made to conform with the third floor,
recently completed and photographed.
Mapping Out Dusonto Campaign
Mr. Heath, at his Dusonto offices in the
Transportation Building, is laying extensive
plans for a vigorous 1920 campaign, which will
not alone be devoted to the Dusonto, but he will
lay special stress in his campaign on the selling
of the Okeh records, especially the. new lateral
cut. Mr. Heath says these records are meeting
with great demand in this territory, so much so
that he has been obliged to spend much time in
New York to arrange for express and freight
deliveries of records in order to keep his already
large trade supplied. D. C. Taber, who was
formerly an associate of Mr. Heath at the Co-
lumbia, has been very active in the establish-
ment of a number of new accounts.
Budget of News Brieflets
Fred Kramer, of Allentown, Pa., is still fur-
ther adding space to his fine talking machine
warerooms in that city, and is particularly in-
creasing his facilities for the handling of
records.
J. R. Wilson, 929 North Broad street, has just
opened a branch talking machine store at Fifty-
second and Girard avenue.
George W. Huver, the piano and talking ma-
chine man at 1027 Chestnut street, has utilized
the Penn Victor dogs for one of the most attrac-
tive window displays along Chestnut street that
the writer has seen in a long time.
The Toledo Talking Machine Co. have been
added to the list of Penn Victor distributors.
Special arrangements to this effect were
recently made when Charles Womeldorff, the
president of the company, personally visited
this city.
The talking machine business formerly con-
ducted by Oscar Billings, at Collingswood, N.
J , has been purchased by E. J. Gorman, who
has purchased a new building and will have the
finest talking machine warerooms at this point.
"Dardanella" Makes Great Sensation
There has never been another such exhibi-
tion of the popularity of a record as has been
the case here with the Emerson's "Dardanella,"
the Emerson Philadelphia Co. being just simply
flooded with orders for these records. There
are several features of the Emerson "Darda-
nella" which have made it especially popular, and
(Continued on page 98)
Read what COLLIER'S WEEKLY says about
the Victor Trade-Mark
"The Victor Talking Machine's design, 'His Master's Voice,' has become
a household word, and the quaint little fox-terrier at attention before the
horn is familiar to more Americans than any of the World's great master-
pieces."— Collier's Weekly-
Mr. Victor Dealer — it is up to you to place a Victor Dog in every home. Order the Penn-
Victor dog from one of the distributors listed here.
DISTRIBUTORS
Atlanta, Ga Elyea Co.
Baltimore, Md Cohen & Hughes.
B. P. Droop & Sons Co., Inc.
Birmingham, Ala Talking Machine Co.
Boston, Mass Oliver Ditson Co.
Eastern Talking Machine Co.
The M. Steinert & Sons Co.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, III Chicago Talking Machine Co.
Cleveland, Ohio Cleveland Talking Machine Co.
The Eclipse Musical Co.
Denver, Colo The Knight-Campbell Music Co.
Honolulu, T. H Bergstrom Music Co.. Ltd.
Indianapolis, Ind Stewart Talking Machine Co.
Jacksonville. Fla Florida Talking Machine Co.
Kansas City, Mo..- J. W. Jenkins Music Co.
Milwaukee. Wis Badger Talking Machine Co.
Minneapolis, Minn Beckwith-O'Neill Co.
Mobile, Ala Wm. H. Beynalds.
New Haven, Conn The Horton-Gallo-Creamer Co.
Newark. N. J Collings & Price Co.
New Orleans, La Philip Werlein, Ltd.
New York City C. Bruno & Son. Inc.
Knickerbocker Talking Machine Co.
New York Talking Machine Co.
Ormes. Inc.
Pittsburgh. Pa W. F. Frederick Piano Co.
Portland, Me Cressey & Allen, Inc.
San Francisco, Cal Walter S. Gray.
Toledo, 0 Toledo Talking Machine Co.
Washington, D. C Cohen & Hughes.
E. F. Droop & Sons Co.
Kobt. C. Rogers Co.
Dealer* not served by any of these distributors will be sold direct by us or we will charge
through your preferred distributor if so requested.
PENN PHONOGRAPH CO., Inc.
913 Arch Street, Wholesale Exclusively
Philadelphia
98
THE TALKING MACHINE WORLD
February 15, 1920
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 97)
at the Emerson offices at the Parkway Building,
Mr. Fox says that it has been a riot with the
dealers in the effort to keep them supplied.
Mr. Fox sa3's: "I have never before seen such
a demand for a record. It has been demon-
strated by the highest authorities that the Emer-
son is one of the favorites, and all the best
stores in our district are simply swamping us
with orders and we are doing everything pos-
sible to get the records to them. But when the
orders read 'Send us all you can spare' it is
easily seen how impossible is our task."
Mr. Fox tells me an interesting little story
about the "Dardanella" record. A few days ago
he decided that he was going to give every one
of his employes a "Dardanella" record as a pres-
ent, and when he went to carry this project into
operation, to his amazement, each one of his
employes had already purchased a "Dardanella."
Plan Big Eddie Cantor Week
The Emerson Philadelphia Co. are planning
a gala week here when Eddie Cantor comes to
town, and already they are making elaborate
preparations for a real busy "Cantor Week."
Oscar W. Ray, the Emerson district manager,
was in Philadelphia recently, also Mr. Shire, of
the executive offices of the Emerson. They
were personally accompanied by Mr. Fox, call-
ing on all the Emerson dealers here to impart
to them anything they might want to know —
especially as to advance information as to what
the Emerson Co. is contemplating.
Mr. Fox says that while in New York several
days recently, the Emerson Co. imparted to him
some of their plans for 1920, and it would cer-
tainh- surprise the trade were they to be re-
vealed. M. Guth, manager of the credit depart-
ment of the Emerson, was here for several days
last week. Willaim D. Neff, the local sales man-
ager of the Emerson Philadelphia Co., is doing
wonderful business' in Eastern Pennsylvania.
Mr. Diamond, whom the firm was fortunate in
securing for their credit department, is holding
down his position in a splendid way, says Mr.
Fox, and Joseph Wexler, whom every Emerson
dealer in this section knows well, is a conscien-
I
1
I
I
The Franklin
A PHONOGRAPH OF DISTINCTION
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'iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiin
The Franklin is already
classed among the lead-
ers in the phonograph
field both as to musical
worth, cabinet design
and finish and is so
priced as to be within
the reach of all music
lovers.
Order a sample and con-
vince yourself.
«iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii!iiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiii.
vniiiMiiiiiiiiiiiiiiuiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
The Franklin
Is Different
FRANKLIN PI
H COMPANY
INCORPORATED
PHILADELPHIA, PA.
I Oth and Columbia Ave.
NEW YORK OFFICE — 253 West 42nd St., New York City
WM. RASHALL. Manager
1
|
i
i
tious worker and deserves the success he is
enjoying, is also a comment by Manager Fox.
WITLIN CO. LEASE LARGE QUARTERS
New Company, Headed by Ben Witlin, Will
Open in Philadelphia on March 1
Philadelphia, Pa., ' February 2. — The Witlin
Musical Instrument Co., recently formed in this
city, has leased large salesrooms and office space
in the Press Building, Chestnut and Eighth
Ben Witlin
streets. This new firm will start operations on
or about March 1 and has been appointed dis-
tributors of Starr phonographs and Gennett
records, covering the territory of Eastern Penn-
sylvania, New Jersey, Delaware and Maryland.
Ben Witlin, the head of this new organization,
is well known throughout the talking machine
industry and was for many years connected with
the Victor Co. as resident representative in this
city. Mr. Witlin has been more recently con-
nected with the Collings & Price Co., Victor
distributors of Newark, N. J. Mr. Witlin's
thorough knowledge of the field and wide ac-
quaintance throughout the territory which is
covered in his new field of operations will be of
estimable value to him.
NEW DISTRIBUTORS APPOINTED
Philadelphia, Pa., February 9. — The Buffalo
Talking Machine Co., Buffalo, N. Y.; W. J.
Walz Co., El Paso, Tex., and H. A. Weymann
& Son, Inc., Philadelphia, Pa., have been added
to the list of distributors for the Penn-Victor
dog, made by the Penn Phonograph Co.
NEEDLES
WE MANUFACTURE
Diamond needles for Edison
Sapphire needles for Edison
Sapphire needles for Pathe
in stock ready for delivery
MERMOD & CO., 874 Broadway, N. Y.
The Talking Machine World, New York, February 15
Re co
The Record of Superior Quality
Sj^OO
DANCE RECORDS that are like an orchestra!
That clarity and volume and that "pep"!
INSTRUMENTAL MUSIC with the delicate over-
tones of the original performance!
VOCAL RECORDS that actually give the in-
dividual timbre and color of the singer's voice !
A new standard has been set for record music.
We invite comparison.
Instant success met the Okeh Record. The most
critical buying public in the world has recog-
nized it.
General Phonograph Corporation
OTTO HEINEMAN, President
Factories: NEWARK, N. J.; ELYRIA, O.; PUTNAM, CONN.; SPRINGFIELD, MASS.; KITCHENER, ONT.
BRANCHES: CHICAGO, SAN FRANCISCO, TORONTO, CANADA
World's Largest Makers of Phonograph Mechanisms
February 15, 1920
THE TALKING MACHINE WORLD
99
THE
Portroia
Pat.
Fend.
OPEN VIEW
PLAYS ALL RECORDS
CLOSED VIEW
MADE LIKE AN ELEGANT
TRAVELING CASE
13K X 13^' X INCHES
The Phonograph of Value
Double Spring Motor Universal T one-Arm
Record Compartment
For Home Use For Outings
Leatherette covered case made of resonant wood, with
leather handle, complete nickel trimmings and needle
carrier. Finished inside in maroon leather effect with
silk grille.
TONE EQUAL TO ALL HIGH GRADE
PHONOGRAPHS
EVERY MACHINE GUARANTEED SATISFACTORY
DEALERS, ORDER FROM YOUR NEAREST
DISTRIBUTOR— A PROFITABLE
PROPOSITION FOR YOU:
WADE TALKING MACHINE CO.
14 N. Michigan Avenue, Chicago, 111.
TIMES SQUARE AUTO & SUPPLY CO.
12th St. and Michigan Avenue, Chicago, 111.
S. J. STONE & CO., Beloit, Wis.
A. G. KUNDE CO.
516 Grand Avenue, Milwaukee, Wis.
TRI-STATE SALES CO.
218 East 10th Street, Kansas City, Mo.
NATIONAL PHONOGRAPH SUPPLY CO.
411 Shukert Bldg., Kansas City, Mo.
Distributors, make connections now to handle this very
popular machine in your district
PORTABLE PHONOGRAPH COMPANY
RESERVE BANK BUILDING, KANSAS CITY, MO.
P. A. WARE BECOMES SALES MANAGER
VICTOR SALESMANSHIP CLASSES
Win Approval of Victor Dealers and Sales
Force Throughout the Country
Applications are coming in from all over the
country, from Victor dealers and their sales
forces, for enrollment in the 1920 classes in Vic-
tor salesmanship now being conducted at the
Victor Talking Machine Co.'s laboratory in
Camden, N. J.
The first class of the year began on February
2 and will continue for two weeks. It is for
men only. At the end of its term there will be
a women's class, continuing for the same period.
At the end of a week's interval a second men's
class will begin, to be followed by a women';
class in similar manner. Students are already
"booked in" until the end of March and reserva-
tions are now being made for classes after that
date.
The success of these classes has been im-
mediate. In every case the final test of the
value — the increased selling power of those who
took them — was demonstrated out of hand. Re-
tailers themselves who attended the course
tested out the results "at the booth," as did their
salespeople, to their own perfect satisfaction —
and more. Wholesalers have been sending sev-
eral representatives in some cases, one declaring
he would have a student in every class so long
as classes continued or until his entire staff had
taken the course.
The classes were intensely practical in char-
acter, the students being kept rigorously at
work throughout the two weeks of the course.
The Radder Vending Machine Co., Seneca
Falls, N. Y., has been incorporated in Albany
with capital stock of $75,000 for the purpose of
manufacturing and dealing in musical instru-
ments and vending machines. Those interested
are H. Goodnough, H. H. and O. C. Radder of
Watertown.
Well-known Victor Man Takes Charge of the
Sales End of the Putnam-Page Co., Inc.,
Peoria — Widely Known and Esteemed
The appointment of P. A. Ware as sales man-
ager of Putnam-Page Co., Inc., Peoria, 111., will
be of interest to many Victor people through-
out the country because of his wide connection
with Victor affairs through his position as as-
sistant manager of the traveling department of
the Victor Talking Machine Co. Mr. Ware had
charge of field men in sales promotion work
west of Ohio for the Victor Co., which posi-
P. A. Ware
tion he resigns to take up his. work with the
Peoria wholesaler.
As a member of the traveling staff of the
Victor Co. Mr. Ware covered Ohio and later
several Southern States. He was afterward
transferred into Missouri and Kansas, and on
his appointment to an assistant managership at
the home office was given charge of develop-
ment work in the West and Southwest. He is
well known among distributors and dealers and
has established a close association with men
who have gone out of the Victor Co. into dis-
tributors' organizations, because of the im-
portant part he has taken in training men in
the university of Victor knowledge conducted
under the able leadership of Harry A. Beach at
the Victor factory.
In his connection with Putnam-Page Co. he
will have charge of sales and will give consid-
erable attention to dealer promotion. The gen-
eral management of the Putnam-Page Co. will
continue under the efficient direction of Fred
H. Putnam, president of that organization, and
the advent of Mr. Ware into the Putnam-Page
fold will not change the personnel of the Put-
nam-Page Co. excepting as an addition to this
already important and well-organized unit of
Victor distribution.
The Cable Piano Co. has purchased the entire
piano, player and talking machine stock of the
Eggleston Music House, Champaign, 111.
HAAG RECORD FILES
Give your customers an opportunity to buy a real record file. A
slight pressure on the key hands you the record from non-binding
compartments.
PRICES NET TO DEALERS
Model "A" (As shown in cut) $11.25
" "B" (Same, without ejector keys) 10.25
" ..(.•> (i\ia<le especially for Edison Model A-100) 17.50
14 "D" (Same, without ejector keys) 10.50
it (|."its \nto drawers of Edison Lahoratory Models) 6.50
" "F-100" (Upright Cabinet. Holds 100 of any reeord. With ejecting keys) 45.00
" "<i" (Made in Rouge or Natural for Edison Chalet Model) 24.00
Write for Complete Catalogue
Distributed Exclusively by
Manufactured ExcUisiVely by BLAKE & BURKART
HAAG & BISSEX ZtT^lCr^
PHILADELPHIA, PA. Philadelphia, pa.
100
THE TALKING MACHINE WORLD
February IS, 1920
Bill Shakespeare used to say,
speaking of Emerson Records:
The hit's the thing with which to
make your Dayton product ring!
Times haven't changed.
Emerson Records still play on
all cash registers.
If you wish representation,
get in touch at once with our
New York or Chicago Office
Remrds
Emereon Phonograph Company^
NEW YORK CHICAGO
3 West 35th Street 7 East Jackson Blvd.
February 15, 1920
THE TALKING MACHINE WORLD
101
Father O'Flynn and Haste to the Wedding" and
Keel-Row and Money Musk," both accordion solos
by Patrick J. Scanlon, are the kind of Irish jig and
Highland fling that nobody can resist. A-2837.
Columbia Graphophone Co.
NEW YORK
COLUMBIA BRANCH TO MOVE
Local Wholesale Branch of Columbia Co.
Leases Building on Sixth Avenue — Will Have
150 Per Cent More Space in New Home
Lambert Friedl, manager of the local whole-
sale branch of the Columbia Graphophone Co.,
announced this week that arrangements had
been completed whereby this branch will occupy
the five-story building formerly known as the
O'Neill-Adams department store annex at
Twentieth street and Sixth avenue, New York.
According to present plans, the company will
take possession of its new home about June 1
and in the meantime extensive alterations are
being .made which will make this building one
of the largest and best equipped wholesale talk-
ing machine establishments in the country.
For several years past the local wholesale
branch of the Columbia Graphophone Co. has
been located at 55 Warren street, where it occu-
pied a four-story building, but the business has
grown so rapidly during the past year that these
quarters were found far inadequate and Mr.
Friedl instituted a search for a new home about
six months ago. In its new building the Co-
lumbia branch will have at its disposal 60,000
square feet of space, representing an increase
of 150 per cent over its present quarters.
One of the features of the building will be
the installation of a model shop and every de-
partment will be given ample facilities and max-
imum conveniences. Plans are now being drawn
for each floor and Mr. Friedl is giving personal
supervision to the installation of labor saving
devices which will enable his organization to
give Columbia dealers 100 per cent co-opera-
tion and service.
The rapid growth of Columbia business in
metropolitan territory has been one of the out-
standing features of the local wholesale trade.
Under Mr. Friedl's able direction the business
has increased by leaps and bounds, and the Jan-
uary sales far out-distanced any January in the
history of the branch. Mr. Friedl has instructed
the members of his staff to work in close co-
operation with the dealers and the steady
growth and popularity of Columbia product in
this territory is a tribute to the policies and
systems instituted by Mr. Friedl and carried out
so efficiently by his co-workers.
NEW FACTORY SITE FOR CRAFTS CO.
Manufacturers of Crafts and Ludlow Phono-
graphs Purchase Site on Which New Factory
Will Be Erected at Once in Richmond
Richmond, Va., February 6. — The A. J. Crafts
Piano Co., manufacturers of the Crafts and Lud-
low phonograph, have recently purchased a new
factory site occupying approximately one-half
of a city block, upon which they will locate
their new factory. Three buildings now
occupy this ground, which will be altered to suit
their specific purposes, and there is also a lum-
ber yard. It is expected that the new plant
will be in operation in about ninety days.
QUALITY PLUS SERVICE
The KENT
Attachment No. 1
to play lateral-cut records only on
the Edison Disc Phonograph
Patented March 2. 191 5
Tone Arms and Sound Boxes.
Attachments for Edison Machines.
Attachment* for Victor Machines.
Attachments for Columbia Machines.
Sapphire and Diamond Points.
Material and workmanship
guaranteed.
Money back if not satisfied.
Our trade mark is your
protection.
JiENC
Registered in U S Pat Office
KENT PRODUCTS
" Win their way
By their play "
The KENT
Master Adapter
to play any make of disc record on
the Edison Disc Phonograph
Made under Patent No. 1,130,298
Position when playing lateral-cut record
F. C. KENT COMPANY
Manufacturers of
Mulberry and
Chestnut Sts.
PHONOGRAPH ACCESSORIES new ark. n i
. U. S. A.
102
THE TALKING MACHINE WORLD
February 15, 1920
Trade Mark
Registration
Applied for
Suggest the Idea of Making
Records Last Forever By Using
B & H FIBRE NEEDLES
YOU can add a dollar or so to every sale if you use
the B & H "Fibre Needle System."
The cheaper, popular-melody discs take care of
themselves, so far as selling is concerned. Nobody
wants them to last forever.
But many hesitate about buying the costly operatic
selections through fear of too great a risk. And so the
Fibre Needle idea will prove a highly welcome sug-
gestion. Purse-strings loosen like magic.
The New Year is a mighty good time to put this
plan into operation. Suppose you try it. And please
note its effect on the sales on your larger-profit records.
B & H Fibre Mfg. Co
33-35 W. Kinzie Street, Chicago
February 15, 1920
THE TALKING MACHINE WORLD
103
milium
■in
■mil.
iiiiiiiiiiiuii'
Featuring the Musical Possibilities of the
Talking Machine
By William Braid White I
[Note: — This is the 43d of a series of articles on
the general subject of the musical possibilities of the
talking machine. The aim of the series is to develop
these possibilities from all angles, thus opening up fields
for sales expansion neglected, wholly or in part. — Editor.]
THE SUBJECT OF TONE
It is not the first time I have said that the
element of tone, pure and simple, is, if not a
controlling, at least a most important factor
in the choice of a talking machine. The buyer
may not know much about tone in the tech-
nical, scientific or even artistic sense; but at
least it is certain that there is a substantial
agreement among nearly all civilized peoples
of the Western world as to what constitutes
agreeable and desirable tone quality. One can
go further by saying that, although very few
could tell in what good tone quality consists,
nearly everybody can say that a certain specific
specimen of the same is, or is not, agreeable.
That faculty of discrimination at least seems
to be an universal possession of the race.
Now, the talking machine is to the prospec-
tive buyer one thing, and to the seller usually
quite another. It is not a matter of the cost,
the discounts, the production or the shipments
to the former. To him or to her it is a mat-
ter of the enjoyment which is anticipated from
possession and use of the instrument. This
enjoyment cannot be analyzed as accurately,
perhaps, as one should wish; but nothing is
more certain than that it is almost entirely
composed of the more or less vague pleasure
which is derived from the hearing of music
rendered in agreeable and soothing tone qual-
ity. Mellow and soothing tone is the basis of
most of the pleasure one derives from the
talking machine. Of this there is no doubt.
Tone vs. Rhythm
Of course, there is the appeal of the 'dance.
The music which is employed just now to ac-
company dancing is not built on tone quality,
but on rhythm. But every merchant knows
that he would sell very few talking machines
on this appeal alone. Nothing is more para-
doxical in appearance, yet nothing is more cer-
tain than that the very persons who are dancers
and jazz-fans of the first order will, every so
often, insist upon hearing the most croony and
sentimental music. They may not want it all
the time; but when they do want it, they want
it bad.
The merchant, then, will recognize the prime
importance of developing this natural desire in
every legitimate way. He will, for instance,
see the importance of dealing only in machines
which are noted for their good tone, and in
records which are developed accordingly.
There are, however, many sides to such a simple
rule of conduct, and some consideration of them
will be most valuable.
The Machine's Part
To what extent is the talking machine itself
responsible for the tone quality of the music
which it emits? To answer this question in-
volves treading on the tails of many contro-
verted questions. But I shall try to say what '
must be said without hurting anyone's feelings.
Those who have followed carefully the prog-
ress of the talking machine, and are in the
habit of listening critically to such instruments,
are aware that marked differences ' in quality
are to be detected among them. When the
same record is successively tried on a number
of machines of different makes, it is certain
that there will be more or less wide differences
of musical effect. There are several reasons
for this. It is not possible now to go into de-
tail as to the complex acoustical problems in-
volved; but it is sufficient to remark that upon
the size and material of the sound box, of the
needle, of the tone arm and of the amplifier,
depend all the differences between good and bad
reproduction. It is entirely wrong to suppose
that substantial perfection in the reproduction
of music has been attained, or is likely to be
attained for some time to come. There are a
thousand and one problems clamoring for solu-
tion. At almost any time somebody may hit
upon a new and better way of doing things.
No such discovery indeed is likely to revolu-
tionize the business, but the point is that we
are not yet in a completely settled state in re-
gard to these matters. The merchant has prin-
cipally to consider the buying of machines which
do not err on the side of roughness or other im-
perfection in tone. When he has found such a
machine, let him stick to it closer than a' brother.
Likewise, in the present state of the industry,
he will be very well advised if he changes his
lines as seldom as possible; certainly never un-
less he is satisfied that the change is really for
the better. It is tone the people really want,
and tone .is what we must sell them.
"The Finest Built" Only
That means many things. Especially it means
that little machines, skimped in this or that de-
tail of construction, are not the machines to
which one can afford to tie up. You cannot get
good tone save from a generously built machine
which contains the very best of everything and
the worst of no thing. If the mechanical basis
of sound reproduction should be altered to any
degree of importance, the entire aspect of things
would probably be changed. But at the moment
it is clear that there is no way of getting a good
tone-quality out of any but a thoroughly high-
grade machine, as that term is understood at
present. I am not at all sure that the present
system of sound box and tone arm is acoustically
the best possible, but while it continues to be
standard you may be sure that only the finest-
built machine will give good tone.
The merchant will therefore be well advised
if he concentrates his efforts on selling high-
grade goods and if he so devises his selling
methods that the tonal properties of these ma-
chines shall be displayed to the best advantage.
Accessories to Tone
There are on the market already many im-
provements in needles and other accessories
which are intended to promote the cause of good
tone. All these the merchant will be wise to
test, for it is undeniable that some, at least, of
them have definite advantages. If the sale of
a good machine can be assisted in such a way
as this, the opportunity should not be passed
by. If a machine which is causing complaint
can be turned into a satisfactory dispenser of
tone by the application of some new needle or
other accessory, then the merchant would be
foolish not to recommend the latter. In a word,
seeing that the essential point is to sell tone,
the wise merchant will not disdain any acces-
sory, no matter how humble, that will assist him.
The surroundings of the machines and the
circumstances in which they are to be demon-
strated have before now formed the subject of
discussion in this series. I hope some day to
add to the contributions along these lines.
Records
I should, however, like to say a word or two
on one topic which is often discussed without
much result. It is often asked whether certain
makes of record fit best certain makes of ma-
chine. To this the answer is that, except in the
case of records made especially for one make of
machine and intended deliberately to develop
their tone quality on these only, there should
be no variation whatever as between makes.
The machines should be built to subserve the
requirements of all makers of records. All
record-making is rapidly approaching a stand-
ard. It is recognized that the reproducing means
are as nearly as possible identical and that the
great differences which exist in respect of tone
quality depend on extraneous considerations.
All records will give good tone if the machine
on which they are used is not in itself defective
in some way or other.
It is, then, tone which the merchant is to sell;
not machinery, but tone. As he recognizes this
fact ever more clearly, he will concentrate his
efforts on the artistic side of his merchandising.
No. 100 Sound Box
unth. Tlo. 100 Tonearm
Tension Sprmq with
Exterior Adjustment
Tlo 100 Sound Box.
until Tlo. 200 Tonearm
Tension Spring
Concealed
Assemble IJour Oum Equipment
1] ")E 01DN the Dies for producing the Die Cast parts C PECIAL Connections can be produced for adapting
of the aboue Sound Box and Tonearm designs, and ^ any make of Sound Box to these Tonearms. Prices on
furnish Die Castings to large users at no expense for Dies 1 application. Samples sent prepaid upon deposit of $ 1.50
Die Casting
Department
Barnhart Brothers & Spmdler
TUonroe & Throop Streets
CH1CAQO
104
THE TALKING MACHINE WORLD
February 15, 1920
y
o
4
nnHE beauty of Unico Equipment is
obvious and its efficiency is proved by
the fact that 40 per cent of our busi-
ness is in re-orders from satisfied users.
Everybody is aware of the phenomenal de-
mand for talking machines and records.
To meet this demand the manufacturers
have once more available stocks and are
in position to make shipments. Your own
store facilities are the third side of the tri-
angle and you should lose no time in per-
fecting them.
Unico Installation will do it for you. It
utilizes to the fullest extent your floor space,
displays your stock to best advantage, and
makes for smooth, rapid service, saving
your employes' time and your customers'
patience.
Ask us to send you our latest booklet,
"Musical Merchandising;" it contains full
information regarding Unico Installations.
VICTOR TALKING MACHINE S
VICTOR RECORDS AND SUPPLIES
EXCLUSIVELY
Ootober 10, 1919
R, C, Smith, Pres.,
Unit Construction Co.,
58th St. & Graye Ave.,
Philadelphia, Pa.
Dear Ur. Smith:
Today, your Mr, Lewis baa finished the
installation of the firBt floor store at #177 Tromont
Street, In our aooeptance of the completion of your
oontraot, we wish to add that we are very muoh pleaeed,
not only with the work of your Mr. Lewie, but with the
gentlemanly, oourteous, and pleasing manner in which he
has carried himself at all times while working with us
in our store.
Te also take thle opportunity to expreee
our full appreciation of your Mr. Boish's efforts in
our behalf. With the work now oompleted ae originally
planned by him, namely: your Installation with the finish-
ing of our present walls end oelllng to harmonise with
eame, our place is, indeed, a beeutlful store.
organization.
We congratulate you upon having auoh oapable
With very beet regards,
(wis-
CAD/R
Very truly yours,
THE EASTE^fi TALXUO MACHIHE CO.
Send us today dimensions of
your floor space. Plans
and estimates will be sub-
mitted promptly without cost.
UNIT CONSTRUCTION COMHYNY
Unico Con-
struction is
Patented
NEW YORK
299 Madison Ave.
Corner 41*-' St.
BOSTON
85 Essex Street
Ravjburn Clark Smith. President
58- Street £■ Grays Ave.
PH I LAD BLPH IA
CHICAGO
Lyon & . Heal y-
Bu 1 1 d i ng
SAN FRANCISCO
HolbrooW Bu i ldin£
Unico
Designs are
Patented
I
February 15, 1920
THE TALKING MACHINE WORLD
105
TWIN CITY DEALERS HAVE EXHIBITS
Several Concerns Maintain Displays at the Au-
tomotive Show and Get Results — Stock Short-
age Is Still in Evidence — News of Month
Minneapolis and St. Paul, Minn., February 5.
— Many of the talking machine dealers of the
Twin Cities took advantage of the great pub-
licity opportunities offered by the Twin Cities
Automotive Show early this month to make
talking machine displays. As the show drew
upward of 200,000 people, each person well sup-
plied with money, it may be inferred that the
exhibitors in other than automobile lines did
not show in vain.
The Minnesota Talking Machine Co. showed
a complete line of Edison goods. The Golden
Rule store of St. Paul showed the Victor and
the Cheney lines. The Emporium of St. Paul
showed the Columbia and Aeolian lines. Dyer
& Bro., St. Paul, showed as full a line of Vic-
trolas as the booth space and the Du-Ary Show
would permit. The Cable Piano Co. showed
Victrolas and the Cable piano factory products.
M. L. McGinnis & Co. showed! the Starr line.
G. Sommers & Co. had an extensive line of
Pathe instruments-. Among other exhibitors
and talking machines noted in a somewhat hasty
tour of the big show were the following: Far-
well, Ozmun, Kirk & Co., St. Paul, several styles
of Farwell phonographs: The Nightingale, the
Arwall, the Puritan phonographs, the Multitone.
General trade conditions have been highly sat-
isfactory to the majority of the dealers in the
Twin- City territory. The people have been
buying with unusual eagerness and have been
particularly interested in records. Many of the
dealers are showing apprehension already that
they will not get enough machines to help out
their customers, but the jobbers and distributors
so far have been able to pacify their patrons to
some extent.
The jobbing situation in the Northwest prob-
ably is as well illustrated by the experience of
W. L. Sprague, Northwestern manager for the
Columbia Go. Nearly a year ago he obtained
control of a fine five-story building in the high-
class jobbing district of Minneapolis, as a gen-
eral distributing headquarters for the Northwest.
Up to date there had not been a representative
stock of Columbias in the place.
"We have tried to carry a fair sample line,"
explained Mr. Sprague, "but what can a man
do when an old dealer, loyal and true, almost
gets down on his knees and begs for a machine
lllllllllllllllllllllllllllllllllllllllllllllllll
which he sees? He knows it's a sample and
about the only instrument in the house, but he
must have it or lose a nice sale. Well, there is
only one thing for a man who is not made of
flint to do, and that is to tell him to take the
machine away. But we have all kinds of assur-
ances that efforts will be made to accumulate
a nice reserve stock in Minneapolis. Our Janu-
ary, 1920, totals were just about 100 per cent
above the fine January, 1919, totals, and it may
be more than a job to build a reserve stock."
George A. Mairs, head of the Victrola depart-
ment of W. J. Dyer & Bro., went to the Con-
ventions in New York partly to escape the
clamorous importunities of the Victrola dealers
throughout the Northwest and partly to lay the
Northwestern situation before the Victor mag-
nates. The house could have done a monster
business in Victor goods and could have held
the field with the aid of the other old-time
phonograph houses against the swarms of new
machines that have been dumped upon the Twin
City market.
Beautiful big billboards extolling the Sonora
phonographs recently have been reared at vari-
ous strategic points in Minneapolis through
Sewell D. Andrews, of the Minneapolis Drug
Co., general distributors. Mr. Andrews states
that he has such hopeful advices from the fac-
tory headquarters that he is encouraged to be-
gin to open some new accounts, applications for
which are numerous.
NEW PATHE DISTRIBUTORS
F. P. May Co. to Cover Washington as Whole-
sale Representative of Noted House
The F. P. May Hardware Co., Washington,
D. C, have become the new distributors of
the Pathe phonograph and records. The estab-
lishment is one of the largest and best equipped
in the capital city and will cover the phono-
graph field thoroughly. This is one of the
many new and important acquisitions recently
announced by the Pathe Co.
L. A. Murray, formerly of the Murray Co.,
Davenport, la., has purchased the Victor stock
of the Tri-City Piano Co. and opened a mag-
nificent exclusive Victor store. The store is in
the heart of the shopping district and measures
30 feet by 120 feet. Unico booths are arranged
along one side of the store with the records
and service counter along the opposite side.
The trimmings' are in cream and mahogany and
the store is covered with green velvet carpet.
I Paper Specialties j
| Whatever your demands may be for envelopes, paper, |
| record envelopes and any other specialties made |
| of paper, H. G. Neu & Go. are at all times |
1 ready to make immediate deliveries of material |
| suitable to your request. j
| Specializing on the needs of talking machine manufac- |
| turers and dealers, this company believes that it |
| is well prepared to meet your individual demands §
| at any time. |
| Our slogan "If It's of Paper, We Have It," completely |
| evidences our ability to fill your requirements.
I H. G. NEU & CO. I
1 108 Worth Street New York City %
BUY YOUR
a ACCESSORIES
Mil From One Source
YOUR ADVERTISEMENT
WILL BE PRINTED
IN THIS SPACE
Record Delivery
Envelopes
The advertising possibili-
ties of Delivery Envelopes,
in helping to dispose of Rec-
ords and other merchandise,
are already an established
and proven fact.
These can be furnished
plain or with an elaborate
or simple imprint that will
help to present your records
in your customers' homes in
the most attractive and
profitable way.
Our envelopes are made
of 50-lb. Kraft stock.
Our prices are very low
now. Paper is advancing,
however, and it will pay you
to anticipate your wants and
put in a liberal supply at
once.
Write for Samples
and Prices
0
I
o
I
0
PLAZA MUSIC CO.
18 WEST« 201* STREET
NEW YORK
THE TALKING MACHINE WORLD
BACK UP THOSE
RECORDS
The Great Brunswick Company with its enormous resources
has given Brunswick Dealers a wonderful asset and an
opportunity for unlimited profit in the New Brunswick Record
All that is necessary to make the record an immediate and overwhelm-
ing success is that the dealers get behind it and do their share in
making it known. Every Brunswick dealer should devote his window
space unreservedly and in the most efficient way to achieve this end.
Brunswick Company has done its share by putting within the dealers'
reach a crackerjack window display service.
"WINDOW DISPLAY SERVICE"
This display service will easily pay for itself in actual business many
times over. It ties up each month with the Brunswick national ad-
vertising campaign, and focuses the "selling punch" right on the
dealer's shop. No Brunswick dealer can afford to miss a trick in start-
ing out on the record selling game. Attractive window dressing is a
dominant factor in record selling success.
February set sent free as an intro- Multi-color cut-outs made by one
duction. Only $2.50 a month for of the greatest art advertising con-
this service ; $30 for the whole year. cerns in the country.
BRUNSWICK-BALKE-COLLENDER CO.
Advertising Department , 623 South Wabash Avenue, Chicago, III.
February 15, 1920
THE TALKING MACHINE WORLD
107
MORE PHONOGRAPH SALES
IN 1920
IF YOU HANDLE THE
CHORISTER
PERFECT
TONE
AND
MECHANISM
SUPERB
CABINET
WORKMANSHIP
mm
"LEADER OF THEM ALL"
Have we told you about our new amplifying chamber?
WRITE NOW FOR
PRICES AND ILLUSTRATIONS
CHORISTER PHONOGRAPH CO.
336-38 WEST 63rd I STREET
CHICAGO
TELEPHONE ENGLEWOOD 1979
V0CALI0N JOBBING FIELD IS BROADENED IN CINCINNATI
Aeolian Co. Plans Expansion in Ohio and Wisconsin — Edison Dealers Hold Important Confer-
ence— Wuriitzer Tells of Victor Shipments — Columbia Dealers Meet — Trade Is Booming
Cincinnati, O., February 6. — Talking machine
dealers and retailers have gone through an in-
teresting January, editing the books for the
benefit of the stockholders, the State and na-
tional coffers and receiving assurances from
their factory connections of better supplies. In
the latter respect there has been a marked
change, most of the houses reporting receipt
of stock above what was expected.
The Aeolian Co. has so enlarged its Vocalion
factory that it has decided to enter the jobbing
field on a rather extensive scale, branch depart-
ments having been authorized in this city and
St. Louis. The local wholesale department will
include southern Ohio, eastern Indiana, Ken-
tucky and Tennessee. West Virginia, which be-
longs to the Aeolian's local district, was not in-
cluded in the present Vocalion arrangement.
There is sufficient storage space available at the
store on West Fourth street, Cincinnati, to take
care of the immediate needs of the wholesale
department of the Vocalion.
A. T. Doty, formerly with the Emerald Co.,
Birmingham, Ala., well versed in the talking
machine field, will be one of the travelers for
the Cincinnati branch.
Charles L. Byars, four years at the head of
the Vocalion department in Cincinnati, has re-
signed in order to enter the life insurance field.
He was made the recipient of an interesting
offer and under the circumstances C. H. DeVine,
general manager of the local house, found it
necessary to accept his resignation. The berth
will remain unfilled for the time being.
The dealers' conference of Edison representa-
tives, held in Cincinnati last month, under the
auspices of the Phonograph Co., brought to-
gether merchants from many parts of the Mid-
dle West. The business as well as the social
program was in charge of Manager Oelman. of
the Cincinnati district. He told of the com-
pany's plans for better business in ■■ 1920.
Among those present were: C. Henlein, Alms &
Doepke Co.; J. H. Rist, Geo. P. Gross Co.; W.
G. Woodmansee, Woodmansee Piano Co.; Mr.
and Mrs. Frentzel, Frentzel Piano Co., of Cin-
cinnati, O.; Louis Burkart, Newport, Ky. ; Ed-
win Burkart, Covington, Ky. ; C. H. Goody-
koontz, Bluefield, W. Va.; Mr. and Mrs. A. B.
Simpson, Hillsboro, O.; Miss Rawlings, Owens-
boro, Ky.; Mr. and Mrs. E. J. Stevens, Middle-
town, O.; Mr. and Mrs. E. C. Earhart, Frank-
lin, O.; Riley I. Miller, College Corner, O.;
Joe E. Case, Logan, O.; A. D. Kirk, Winchester,
O.; Messrs. Sawhill and Dolbeer, Springfield,
O.; E. A. Young, Lancaster, O.; L. I. King,
Morehouse-Martens Co., Columbus, O.; Geo.
Tifft, Radebaugh-Tifft Co., Columbus, O.; F. R.
F'ollis, Rike-Kumler Co., Dayton, O.; E. Dohse,
Niehaus & Dohse Co., Dayton, O.; Chas. Spring,
Eaton, O.; Warren Spring, Eaton, O.; D. John,
Lima, O.; A. B. Kohler, St. Marys, O.; Chas. H.
Hutchison, Ripley, O.; R. A. McKee, Charles-
ton, W. Va.; J. O. Smucker, Bellefontaine, O.;
M. N. Billings, Chillicothe, O.; Mr. Thompson,
Oak Hill, W. Va.; Ferd Imfeld, Hamilton, O.;
L. Oberdorfer, Paris, Ky. ; L. C. Smith, Monti-
cello, Ky.; Geo. C. Kiefer, Piqua, O.; S. Mc-
Lemore, London, Ky.; J. A. Beatty, Xenia, O.;
E. A. Searls, Huntington, W. Va.; Jake Wilson,
Fordsville, Ky.; A. E. Jay, Blanchester, O.; D.
W. Cowman, Greenfield, O.
Chas. J. Stone, of the Columbia international
record department of New York, is spending
several weeks with the local Columbia branch,
giving particular attention to the needs of the
dealers in foreign records.
Among the visitors to the local Columbia
branch during the past few weeks were E.
Riker, Reiley, O.; H. E. Katzenmeyer, the Par-
lor Drug Shop, Blanchester, O.; A. B. Simpson,
Hillsboro, O.; N. P. Kerns, Chillicothe, O.; Ben
F. Steinle, Pleasant Hill, O.; Geo. W. Hunter, of
Hunter's Music House, Dayton, O.; Mr. Bang-
ham, of Bangham & Gallimore, Wilmington, O.
A. E'. Marcum, who has been a member of the
local Dictaphone sales force for some time, has
been appointed manager, succeeding R. B. Fos-
ter, who resigned. Mr. Marcum is an ex-serv-
ice man, having served overseas with an engi-
neer's regiment.
Victor shipments have been above the average
during January, T. Sigman , manager of the
talking machine department of The Rudolph
Wurlitzer Co., reporting: "Victrola and record
orders reached our office in larger quantities than
ever before, for all dealers are anxiously await-
ing the time when goods will be available in
quantities equal to the demand and have placed
their orders accordingly. The desire for more
goods is only natural, for many sales are still
pending, awaiting the arrival of the larger and
(Continued on page 110)
ipneon
L/e
1 *Ae
'neompara.
A tone that is ineffably
exquisite — not phonographic
STEADILY INCREASING
PRODUCTION ASSURES
DELIVERIES.
Model
THE DELPHEON COMPANY
Bay City, Michigan
The Delpheon Sales Co., 25 Church St., New^York
Rosen Phono. Sales Co., 28 Court Square, Boston, Mass.
Walter Verhalen, 703 Bush Building, Dallas, Texas
108
THE TALKING MACHINE WORLD
February 15, 1920
QUALITY LEADERS IN THE CABINET FIELD
Style 71. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
33% in. Top 17*4 x 17^ in.
Holds 168 12-in. Records.
For Victrolas IV-A and VI-A:
Columbia No 25 and No. 35.
Style 24. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Ma-
hogany has Mahogany front door;
Oak has Quartered Oak front door.
Height 33 in. Top 17 x 17 in.
Holds 168 12-inch Records.
For Victrolas IV-A and VI-A; Co-
lumbia No. 15, No. 25, No. 35.
Style 72.— Golden Oak, Fumed
Oak, Weathered Oak. Height 34
in. Top 1654 x 20 in. Holds 180
12-in. Records. Made specially for
Victrola VlII-A. Top has coun-
tersunk holes to accommodate rub-
ber bumpers on machine.
Style 86. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height 30 in. Top
19J$ x 22$£ in. Holds 96 12-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 50.
Prompt deliveries on all orders. Write
for Illustrated Catalog of complete line
Style 79. — Mahogany, Golden Oak, Fumed Oak, Weath-
ered Oak. Height 34 in. Top 195$ x 225$ in. Holds
96 12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50; Pathe No. 50.
Style 32. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height 30 in. Top
24 x 20 in. Holds 126 12-in. Records.
For Victrolas VIII-A and IX-A; Columbia
No. 50; Pathe No. 50, and smaller ma-
chines.
The Geo. A. Long
CabinetCompany
HANOVER, PA.
Style 76— Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Mahog-
any has Mahogany front door; Oak has
Quartered Oak front door. Height 34
in. Top 19U x 22X in. Holds 98 12-
in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 50.
Style 77. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
34 in. Top 1»J< x 22tf in. Holds 96
12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 50.
Style 77. — Shows cabinet equipped with
top moulding to be used only in con-
nection with Victrola IX-A.
I
February IS, 1920
THE TALKING MACHINE WORLD
109
ill
CABLE ADDRESS
"LONGFURC0"
WESTERN UNION CODE
December 6 , 1919
IMPORTANT .
To our Customers and the Trade:
Sometime ago a New York dealer ordered from us one of
our talking machine cabinets. It was the first and the only order
we have ever received from him. Soon thereafter, we were notified
that he had been sued for infringement of the Beecroft patent No.
1,244,944, dated October 30, 1917. We at once instructed our
attorney to take charge of the defense of the suit, and the custo-
mer has been, and will be, put to no expense in the matter.
Wo are advised by competent counsel that we have an
irrevocable license to manufacture and sell this cabinet , and the
patentee has no claim, either in law or equity, against this
company, or any of its customers.
We therefore notify you that we will stand back of you in
any dealings with this company, and that we will defend any suit
for infringement which may be brought against you.
If any intimidation by or on behalf of the patentee is
resorted to, we wish you would notify us, and we will take legal
action to have the patentee enjoined.
Courteously yours ,
THE GEO. A. LONG- CABINET COMPANY.
110
THE TALKING MACHINE WORLD
February 15, 1920
V0CALI0N JOBBING FIELD GROWS
(Continued from page 107)
higher priced Victrolas which were sold in De-
cember. Man>- out-of-town dealers visited our
store and were very optimistic about the Vic-
trola and record situation for 1920."
Lester Detrick, recently placed in charge of
the' record department of the Starr Co.'s Cin-
cinnati branch, made his debut at the annual
dinner of the retail organization which took
place last Tuesday evening. The gathering, fol-
lowed by a theatre party, brought out the entire
selling force together.
A get-together meeting of Columbia dealers
was held at the Hotel Grand recently, at which
time a dinner was served and an interesting and
instructive program rendered. E. B. Shiddell,
of the sales department, was toastmaster and
in charge of the meeting, and talks were given
by F. F. Dawson, manager, and Miss Nina
Legge, of the educational department. Mr. Daw-
son outlined the Columbia plans for 1920 and
so far as the}' concerned Cincinnati dealers, and
his story of the plans to take care of increasing
output met with much applause.
Miss Legge gave a practical demonstration
of her work in school rooms. She pretended
that the gathering was a class of High School
students and put up to the audience the same
questions on music appreciation as she would
to a class of High School students.
Monthly sales meetings have been held dur-
ing the last two weeks in Lexington, Ky., Hunt-
ington, W. Va., Dayton, Ohio, and Columbus,
Ohio. At the Columbus meeting the entire sales
department of the Cincinnati branch attended,
including Manager F. F. Dawson and Assist-
ant Manager N. B. Smith; Salesmen E. B. Shid-
dell, C. E. Kraner and T. D. Bright, who were
en route to Pittsburgh for a district convention
of Columbia salespeople and dealers. This con-
vention was held Tuesday, January 20, at the
William Penn Hotel, Pittsburgh, Pa., and was
presided over by Manager S. H. Nichols, of the
Pittsburgh branch.
General Sales Manager Geo. W. Hopkins,
Dealer Service Manager H. L. Tuers, Record
Sales Manager O. F. Benz, International Sales
Manager R. F. Bolton were present from the
New York headquarters. Dinner was served to
the dealers that evening. Illustrated talks were
given by Messrs. O. F. Benz and H. L. Tuers,
which were greatly enjoyed.
DEATH OF WALTER P. PHILLIPS
Well-Known Newspaper Man Passes Away —
Identified With Columbia Co. for 15 Years
CARDINAL IN CONSOLE MODEL
Newark, O., February 4. — An important an-
nouncement emanates from the Cardinal Phono-
graph Co., of this city, that they will shortly
produce the Cardinal phonograph in a Console
model. The Cardinal catalog, now being is-
sued, contains a correction in prices. The slight
increase in rates is announced as effective from
January 1, 1920. This company plans to shortly
embark upon a national advertising campaign.
NEW VENEER CONCERN
Olympia, Wash., February 4. — The Pacific
Veneer Co. has been recently organized in this
city for the cutting of Pacific Coast soft wood
and hardwood veneers, crossbanding, core stock
for built-up panels, plywood, etc. The plant
will be in operation by February 15 and will
be equipped with the latest improved designs
of veneer machinery, all the machinery being
operated by electric motors.
EXHIBIT AT ANNUAL TOY SHOW
The Garford Mfg. Co., Elyria, O., which is a
division of the General Phonograph Corp.. has a
very attractive display at the Annual Toy Show-
now being held at the Hotel Breslin, New York.
There are featured at this display several models
of toy phonographs which have achieved con-
siderable popularity during the past year.
Homer Stephens, sales manager of the Gar-
ford Mfg. Co., who is well known in toy circles
throughout the country, is in charge of the
exhibit.
Walter P. Phillips, who 'was prominently
identified with the Columbia Graphophone Co.
for more than fifteen years, died at his home,
Oak Bluffs, Mass., on February 1st. Mr.
Phillips, who was 73 years of age at the time
of his death, had lived in Bridgeport, Conn.,
and Oak Bluffs since the death of his wife, six
years ago.
Walter P. Phillips was born in Grafton,
Mass., in 1846, and had a long and successful
career in the newspaper business. He was edi-
tor-in-chief of the "Providence Herald" and in
1872 joined the reportorial staff of the "New
York Sun." In 1875 the Associated Press put
him in charge of its Washington bureau, and
seven years later he returned to New York as
general manager of the United Press. During
his connection with that organization its growth
was remarkable.
Mr. Phillips then joined the forces of the Co-
lumbia Graphophone Co., and for a number of
years was manager of the printing and adver-
tising division at the headquarters of the fac-
tory, Bridgeport, Conn. His work in this im-
portant post won favorable recognition from
the trade throughout the country, and his many
years of experience in the newspaper field were
reflected in the effectiveness and practical value
of the publicity matter prepared under his di-
rection.
Mr. Phillips was the author of the ''Phillips
Code," the medium which makes it possible for
al! press associations to carry such a volume of
news over their wires, increasing the carrying
capacity- of their wires over 200%, and at the
same time decreasing the strain on the oper-
ators a like amount.
Mr. Phillips was the only surviving 1877 mem-
ber of the Lotos Club of New York and was
also a member of Corinthian Lodge, F. & A. M.,
of Bridgeport, Conn.
REAL MERIT WINS
HIGHEST QUALITY
MOTORS
Universal Tone Arms
THE
HAS IT
REG. U. S. PAT. OFF.
PLAYS ALL
RECORDS
PERFECTLY
RECORDIONS make
friends easily by their
wonderful tone and
stay sold on account of
the unchallenged qual-
ity.
OUR
MOTOR TRUCK DELIVERY
is QUICK and SAFE and has many
other advantages. We therefore espe-
cially invite Dealers from GREATER
NEW YORK and adjacent territories
to write for the Latest Booklet and
Prices or to call and see the
1920 MODELS now on Exhibition
at the newly-renovated
office of the
Columbia Mantel Co., Inc.
Leonard and Devoe Sts., Brooklyn, N. Y.
Within walking Distance from Williamsburg Bridge Plaza
■
RECORDIONS are
selling fast. We have
but recently enlarged
our factory floor space
and shall do so again.
There's a Good Reason.
BE A LIVE WIRE— BE THE FIRST RECORDION DEALER IN YOUR VICINITY
February IS, 1920
THE TALKING MACHINE WORLD
!
They All
Follow the Leader
Have you noticed how many makers who formerly consid-
ered themselves leaders in the phonograph industry are now fol-
owing the leadership of the Windsor Console Phonograph ?
The success of the Windsor Console Phonograph seems to
have inspired these makers to accord the Windsor the most sin-
cere form of flattery.
When we decided to make phonographs we did not try to
copy or imitate the cabinets of some other maker, but we origi-
nated a cabinet of our own, the Windsor Console Phonograph,
patented November 9, 1915, and September 24, 1918.
The acknowledged leader of all phonographs, "The Windsor,"
is sold direct from the factory to the dealer, no jobber's profit to
pay.
We invite progressive dealers to consider the Windsor when
making their plans for the coming year.
An attractive catalogue on request to dealers only.
ly f DRNlTURt ~0 v
r/?°U AVE. CHICNG ,
^ESTABLISHED 1855:-
/ LJSI,0FIW»WIMDS0R PHONOGRAPH CABINET PATENTS'
112
THE TALKING MACHINE WORLD
February IS. 1920
wmm MMMSMM MB tim$MW
: Mr@3S.SSI EffiTOHOKJ WE* wholesale distributors
Buffalo Means Business
WONDERFUL business for all of us with the splendid new Lateral Cut OkeH
Records. Played on the MASTER-TONE they form the winning com-
bination. The last word m the faithful reproduction of real TONE BEAUTY.
THE ACID TEST — THE ONE POINT VITAL TO SUCCESS
TONE
The Record is placed on the turn-table of the in-
strument. There comes the little familiar pause as
the needle is lowered into the first groove. You arc
tense, alert, all-critical. You really expect to be dis-
appointed again, as you have been before — when
much was promised.
ave only to shut your eyes and just - LISTEN"
ABSOLUTE SATISFACTION AT LAST. Per-
fect Harmony. Not even the slightest suggestion
of the mechanical intrudes to mar the moment. Gone
the familiar nasal
the distressing needle scratch-
shrillness-
-all gone.
The first note is played — you relax INSTANTLY
—sigh contentedly — sink back into complete absorp-
tion and enjoyment. Oblivious to all else.
JUST MUSIC ITSELF— That's the OKEH REC-
ORD played on the MASTER-TONE!
TRULY "The Winning Combination "
February IS, 1920
THE TALKING MACHINE WORLD
113
MANY IMPORTANT HAPPENINGS IN PITTSBURGH TRADE
Record Sales Constitute Basis of Association Debate — C. C. Miller Co.'s Very Complete Whole-
sale Department — Conference of the Columbia Forces — Reed Record Booths in Favor
Pittsburgh, Pa., February 6. — More than the
usual interest was manifested in the January
meeting of the Talking Machine Dealers' Asso-
ciation, which was held at the Hotel Chatham,
January 27, with a large turnout of the mem-
bers. The usual dinner was held preceding
the business session. J. H. Phillips was in
the chair and A. R. Meyers recorded the min-
utes. One of the principal features of the
meeting was a debate which proved both en-
tertaining and profitable. The subject for dis-
cussion was "Resolved, That it is better busi-
ness policy to sell a large quantity of records
with a talking machine than a small quantity."
Upholding the affirmative side were John
Henk, of the Columbia Music Co., Grafonola
dealers, and John Fischer, of the C. C. Mellor
Co., Victor distributors. Supporting the nega-
tive side were Clark Wright and Leo Half.
Both sides made some excellent points and the
arguments they adduced in favor of their re-
spective sides were forcible and logical. The
judges of the debate were Wallace Russell,
Louis Schairer and W. A. Kulp. By a slight
majority of points the decision was made in
favor of the affirmative speakers. The debate
was highly enjoyable and also brought out the
fact that the association has some excellent
speakers.
Another important question that came up
was that relative to asking the record jobbers
for better terms on records. It was the con-
sensus of opinion that in view of the real in-
creased overhead expense of the various retail
dealers they are entitled to some consideration
in the matter of lower costs when it comes
to purchasing records. It was decided to name
three committees, one each to visit the Vic-
tor, Columbia and Edison jobbers with a _view
of holding a conference on the matter and
endeavoring to secure concessions. They will
report at the next meeting of the association.
Rosenbaum Co. Has the Pathe Line
Formal announcement has been made by the
Rosenbaum Co., one of the largest department
stores in the country, of the addition of the
Pathephone and Pathe records to their talk-
ing machine department. A full line of art
models as well as the regular Pathe line have
been installed. P. W. Kline, manager of the
department, stated that the indications point
to a big run on the Pathe line.
Expects Enormous Emerson Trade
Emerson records are having a remarkable
sale according to Jacob Hirsh, the active head
of the Emerson Sales Co., with offices in the
Jenkins Arcade. He stated that the demand
was far above the ability 'of the ' Pittsburgh
office to fill satisfactorily and that many of the
dealers were eager to make connections for the
Emerson line. Mr. Hirsh is confident that 1920
trade will far eclipse that of 1919, which was
a record breaker as far as the Pittsburgh dis-
trict was concerned.
C. C. Mellor Co. New Wholesale Department
The wholesale Victor department of the C.
C. Mellor Co. has been moved to the new
location on the corner of Perm avenue and
Twelfth street, within a block of the Pennsyl-
vania railroad station. Victor dealers will find
in the new location every facility for the
marketing of Victrolas and Victor records. The
Model Victor salesroom on the first floor is
an admirable addition to the new plant and
reflects much credit on John Fischer, the man-
ager, and his corps of assistants.
Expand Talking Machine Department
With a view to extending talking machine ac-
tivities on a broad basis, the Henricks Piano
Co., Brunswick dealers, have made room on
the first floor for a number of ' demonstration
booths. The Victor, Columbia, Brunswick and
Operaphone records are handled.
Marked increase in trade is predicted by H.
Milton Miller, of the Smith, Kline & French Co.,
Sonora distributors, and also representatives
of the Philadelphia Show Case Co., L'Artiste
phonograph distributors. Mr. Miller said "The
outlook for spring trade is excellent from the
viewpoint of the Sonora dealer and there is
every indication that the merchandise output
will be larger and more promptly sent to the
dealers." Mr. Miller is also the distributor
for the Okeh records and stated they were
having a ready sale, the great difficulty being
to secure an ample stock.
Columbia Officials in Town
An important event in talking machine
circles the past month was the conference and
banquet held under the auspices of the Pitts-
burgh branch of the Columbia Graphophone Co.,
Tuesday, January 20. Over 200 Columbia deal-
ers turned out at the dealers' meeting and
banquet and it proved a most inspiring event
from the viewpoint of the Columbia boosters.
The large banquet hall was elaborately deco-
rated and the diners presented a pleasing sight.
They were seated at tables at which six and
eight persons were grouped and this added to
the social side of the dinner, inasmuch as it
gave ample opportunity for the Columbia deal-
ers to get acquainted with each other.
George W. Hopkins, general sales manager;
O. F. Benz, manager of record sales; R. F.
Bolton, manager of international records, and
H. L. Tuers, manager of the service department,
all from the general executive offices in New
York, were present and were warmly received
by the Columbia dealers who were highly pleased
at the opportunity to see and hear the "big
men" of the Columbia family. The visitors gave
the dealers one of the most comprehensive and
complete programs for 1920 ever conceived,
which revealed the wonderful opportunities for
(Continued on page 114)
We Build PHONOGRAPHS to an Ideal—
At a Price That Will Appeal!
We won't say we build the best as we do not deal in superlatives (there's too much competition in that line)
but when it comes to Phonographs, well — we will leave it to your judgement as a connoisseur and business man.
"WE DO CLAIM SUPERIORITY
WHEN IT COMES TO SERVICE"
Three big plants operating continuously give us an out-
put that enables us to supply some of America's biggest
jobbers promptly.
THREE LARGE
— ADDRESS —
GENERAL SALES
CORPORATION
1520 Buffum St.
MILWAUKEE, WIS.
Retailers — We have a jobber in your terri'
tory who can supply you over night with
big value phonographs at a liberal discount.
6 Models— Retail Prices $85 to $200
FACTOK1ES
OWNING AND OPERATING
General Mfg. Corporation
Recordeon Phonograph Co.
Heaney'Schwab Billiard Mfg. Co.
Makers of Billiard Tables Since 1882
PLAYS
ALL RECORDS
CORRECTLY
114
THE TALKING MACHINE WORLD
February 15. 1920
Crystal Edge MICA Diaphragms
THE STANDARD OF QUALITY AND SERVICE
PHONOGRAPH APPLIANCE CO. 109-113 West Broadway, New York
HAPPENINGS IN PITTSBURGH TRADE
(Continued from page 113)
the development of the phonograph business.
It was pointed out that the Columbia Grapho-
phone Co. has spared no expense and effort in
its exhaustive plans for advertising, service,
production of Columbia records and Grafonolas.
The production of records is now 100 per cent
more than it was a few months ago, and it is
expected to make another 100 per cent in-
crease within a few months.
S. H. Nichols, manager of the Pittsburgh
branch, acted as toastmaster and complimented
the dealers on their successful business during
the trying years just past and urged their con-
tinued co-operation for 1920, which he predicted
would be the biggest in the history of the
phone business. Visiting managers from other
branches included J. L. DuBreuil, of Cleveland,
and F. F. Dawson, of Cincinnati. Mr. Bolton
spoke on the sales plan for the green labeled
novelty records, all of which were recorded in
the London, England, laboratory, and offers a
large catalog of new records embracing all
languages.
Mr. Benz said the tremendous demand has
taxed the factory's output for records. He
showed a definite plan to the dealer how to sell
records in stock, how to tie-up with the Co-
lumbia national advertising, which for 1920 will
be double that of 1919. Mr. Tuers illustrated
with a lantern and screen how to lay out a
model Grafonola shop and how to present Co-
lumbia products in the most attractive, settings.
The final and biggest message of the eve-
ning was given by George W. Hopkins, who
took the dealers off their feet in his enthus-
iastic talk on service. "We have your hands,
we have your brains, and we now want what
we cannot buy — your hearts and your love for
the Columbia Co." He gave astounding figures
indicating the advertising program for 1920,
and said the number of sales messages to all
people for 1920 would be 7,919,500,000 which
would reach 45,500,000 people, in other words,
every other person of the United States.
The guests were entertained by artists from
the Waterson-Berlin-Snyder Co., music pub-
lishers, and by the William Penn Hotel or-
chestra. Practically all Columbia dealers in the
city territory were present, also dealers from
Altoona, Johnstown, Indiana, Greensburg, Du-
Bois, Vandergrift, Tarentum, Belle Vernon,
Beaver Falls, Kittanning, Canonsburg, Mones-
sen, Farrell, Sharon, Butler, Meyersdale, Bea-
verdale, Irwin, Brookville, Corry, Erie, Marietta,
Pa.; Youngstown and Fairmont, Ohio; Mason-
ville and Wheeling, W. Va.
Added to the roster of Pittsburgh talking
machine dealers is the Emerson Shop, which is
located at 3531 Forbes street, in charge of R.
S. Munsell. The arrangement of the storeroom
shows considerable thought for the convenience
of customers. The Reed record demonstrating
booths and Reed record racks play an impor-
tant part in the Emerson Shop equipment.
Joseph Cvetic, who has been with the Reed
Co., Inc., of this city, since its organization, be-
ginning his activities in their shipping depart-
ment, has risen to the rank of salesman and is
now a member of the Reed selling staff. Mr.
Cvetic has started out on his maiden trip
throughout southwestern Ohio, covering Cin-
cinnati and Columbus.
Mr. McMillan, of Jones & McMillan, the hus-
tling dealer of Beaver County, visited the offices
of the \<ccd Co., Inc., last week. He reports
business "very brisk" in the Beaver Valley.
W. K. Baxter, manager of the Fischer Music
House, Toledo, O. (which has been established
forty-three years), a very personal friend of
W. H. Reed, Jr., of the Reed Co., Inc., has
been the victim of Dan Cupid's dart. He was
married on January 20. He spent his honey-
moon in Pittsburgh and New York and visited
the Music Show.
James L. Old, of the Reed Co., Inc., started
on his regular trip throughout northwestern
Ohio, taking in Cleveland and Toledo. Keep
an eye open for him.
Mr. and Mrs. W. H. Hill, the up-to-date
jeweler of Punxsutawney, Pa., visited the offices
of the Reed Co., Inc., recently.
George P. Semmer, of the sales organization
of the Reed Co., Inc., started out on his regu-
lar Eastern trip (taking in Wilkes-Barre, Scran-
ton and Philadelphia.
Frank Gennett, secretary of the Starr Phono-
graph Co., of Richmond, Ind., was a caller at
the Pittsburgh offices. He reported a brisk
trade in the Starr talking machines and Gennett
records.
The Boyd Phonograph & Music Co., of Ard-
more, was incorporated at Oklahoma City, Okla.,
last week with a capital of $10,000. Those in-
terested are Homer L. Boyd, C. W. Rolins and
J. A. Bodovitz.
Natural Voice Phonograph Co.
ONEIDA, N.Y.
Style 8S-S
Natural Voice is a splendid line
of Talking Machines which will
appeal instantly to your patrons.
In fact, Natural Voice is as per-
fect as money can make it,
and is worthy of its name and
guarantee.
Natural Voice is the most re-
markable musical instrument
now before the public. For a
full line of machines and price
list, inquire
Natural Voice Phonograph Co.
ONEIDA, N. Y.
February 15, 1920
THE TALKING MACHINE WORLD
IIS
<lA Home Delight
to Ear and Eye
Winning Its
Market on Merit
HE Modernola, with its wonderful ear and eye
appeal, meets with enthusiasm everywhere.
Dealer enthusiasm is surpassed only by the en-
thusiasm of prospective purchasers of individual
instruments.
If the long used phrase, "It sells itself" was ever
justified, it certainly is in the case of The Modernola.
The Modernola is a circular instrument of indi-
vidual type and refinement. Artistic to a maximum
degree, its indescribable beauty is further enhanced
by a rich, colorful lamp shade, which is detachable.
In conception, in construction, in finish, here's a
high-grade musical instrument and home ornament.
It's winning its market on merit — selling wher-
ever shown. Sales rights are becoming more val-
uable with each passing month. The Modernola
has wonderful possibilities. Make inquiry — write
— right now.
Solid Woods, not Veneers
Eastern
Representative
GEO. SEIFFERT
45 West 34th St.
NEW YORK CITY
Monolith Bldg.
Suite 1210-1212
Phones —
Greeley 2Q78
22QI
THE MODERNOLA
JOHNSTOWN. PA.
116
THE TALKING MACHINE WORLD
February 15, 1920
Artiste
TH
ARTIST IN REALITY
Sells on its Tone and Looks
Dealers find little resistance in making sales of the L'Artiste
Phonograph. A demonstration is all that is needed to prove
to any prospective buyer that it is an incomparable musical
instrument. Its tone is so pure and free from the usual
distracting surface noises that music lovers will instantly
recognize its magical powers of reproduction.
The beautiful appearance of every L'Artiste model convinces
the eye. Greater refinement, finish and attention to every
detail can not be found in instruments selling at L'Artiste
prices.
With a satisfactory margin of profit on these easy-to-sell
phonographs, there is every reason why the L'Artiste selling
franchise is a desirable one.
Nine Attractive Models in Upright and Console Styles.
GRAND RAPIDS PHONOGRAPH COMPANY
GRAND RAPIDS, MICHIGAN
THE PHILADELPHIA SHOW CASE COMPANY
123 North 13th Street Eastern Distributors
Philadelphia Bush Terminal Bldg.— 128 West 42nd Street, New York
2002 Jenkins Arcade
Pittsburgh
February 15, 1920
THE TALKING MACHINE WORLD
117
NO AFTER-HOLIDAY TRADE SLUMP FOUND IN ST, LOUIS
Talking Machine Houses Still Find That Demand Keeps Ahead of Available Supplies of Both
Machines and Records — Various Departments Being Enlarged — Some Trade Happenings
St. Louis, Mo., February 8. — The talking ma-
chine business in this city is going forward on
its triumphant way, hampered only by the con-
tinuing scarcity of machines and records. There
is improvement in this regard and plenty of
promises of greater improvement as the year
advances. Taking the good augury of the pres-
ent improvement and giving full value to the
plenitude of promises, everybody expects the
year to be the greatest which the business has
ever known in this locality. The scarcity con-
tinues to be greatest in the higher grades of
the standard makes. ' The fifty-seven varieties
continue to make hay while the sunshine of
opportunity lasts. Many of the larger stores
have now more or less equipped themselves
with the newer brands, because they must have
something to sell, and having them to sell they
naturally advertise them. The result is that the
new brands have all the best of the newspaper
spotlight. Dealers say that although they do
not claim that these machines are as good as
the standard makes, the people are buying
them and seem to be satisfied with them.
Phenomenal is about the only word that de-
scribes the record business since Christmas.
The people are buying records as they never
did before. They are so anxious to get the
new records that they are solving the demon-
stration question which the dealers have been
trying to solve and not succeeding very well.
Dealers say that from one-half to two-thirds of
the record sales are made now without playing,
and this is not at the suggestion of the sales-
men, but at the wish of the purchasers. They
simply come and say what they want and get
it and carry it away.
Miss L. Merritt, manager of the talking ma-
chine department of the Scruggs, Vandervoort &
Barney Dry Goods Co., has noticed this partic-
ularly since the new Vandervoort auditorium was
opened recently. Victor recitals have been given
almost every day and this has obviated playing
for customers to a great extent, but the change
in the buying habits of the people is not due
entirely to that. Miss Merritt says that many
order from the published announcements of
numbers to be played at the recitals, concluding
that the records are good or they would not be
played at a recital. Fully two-thirds of the
sales are now made without playing, Miss Mer-
ritt says.
Nearly all of the sales are for cash, too, Miss
Merritt says. Seven years ago, when she went
with the department, cash sales were rare. Now
the cash sales are greater than the charge sales.
More machines were sold for cash last year in
her department than ever before, and none was
sold on terms extending longer than ninety days.
It used to be as high as eighteen, twenty and
twenty-four months.
The basement talking machine department at
the Vandervoort store, where popular records
are sold, has proved such a success that booths
are to be installed. It is in charge of Miss Ida
Kayser, who was promoted from the main de-
partment. Small, portable machines also are
sold in the basement department.
Manager McKenna, of the Columbia whole-
sale department, says the demand for period
machines is greater than can be supplied, not-
withstanding that a greater number is being
received than ever before. The prices range from
$300 to $2,100, with the best demand ranging
from $300 to $700. The January machine busi-
ness was better than that of the corresponding
month last year. The demand for records is
phenomenal, he says. Generally speaking, both
the machines and records are coming through
better than they did last year, but the supply
is still inadequate. Manager McKenna is ar-
ranging another meeting of Columbia dealers, to
be held at the Hotel Statler in about two weeks,
at which he expects to have some of the East-
ern officials of the company as guests of honor
and speakers.
Mark Silverstone, president of the Silverstone
Music Co., says that all goods are coming
through better and gains are being made on
accumulated orders. Carload shipments of ma-
chines remain in the house only long enough
to be reconsigned to dealers. Mr. Silverstone
has just returned from the Edison Disc Job-
bers' Association meeting at New York. He
has prepared a unique testimonial which is to be
presented by the jobbers to Mr. Edison on his
seventy-third birthday. In the center of a card
20 by 24 inches in size is a photograph of Mr.
Edison, placed between the figures seven and
three. The latter are made up of photographs
of the forty jobbers. The message of congratu-
lation is as follows: "We, the above officers
and members of the Edison Disc Jobbers' Asso-
ciation, extend to you our felicitation and con-
gratulation on this, the seventy-third anniver-
sary of your birth. We trust a Divine Provi-
dence will permit you to remain among us, con-
tributing your generous efforts for the welfare
of humanity."
C. R. Salmo, city salesman, and Miss Gib-
bons, assistant bookkeeper, of the Columbia
wholesale department, have been confined to
their homes for a week with influenza, but both
have recovered.
George W. Hopkins, general sales manager of
the Columbia Co., stopped in St. Louis on his
way East from Kansas City. H. L. Tuers, man-
ager of the dealers' service department, and
Robert Bolton, manager of the international
record department, stopped in St. Louis en route
from Dallas, Tex., to New York.
Miss Rosie Rosenblatt, of the Vandervoort
talking machine department, is to be married
soon to a Chicago man. She has been with
the department several years.
Frank Augustine, formerly with the Thiebes
Piano Co. and the Wurlitzer Co., has been
placed in charge of the talking machine depart-
ment of the P. A. Starck Piano Co.
J. W. Medairy, manager of the Stix, Baer &
Fuller Dry Goods Co. talking machine depart-
ment, went to New York to attend the national
conventions. He planned to also visit Chicago,
Philadelphia and Washington and the Victor
factory at Camden, N. J., and the Edison fac-
tory at East Orange. He expects to be in his
new department at the store by about July 1. It
will be much larger than ever before and there
will be about thirty demonstration booths.
G. C. Foster has joined the sales staff of the
B. Nugent & Bro.'s Columbia talking machine
department.
Manager J. F. Ditzell, of the Famous & Barr
Co. talking machine department, says that owing
to the great demand and the scant supply his de-
partment has a smaller supply of records now
than at any time since he has been in charge
of it.. He does not believe that the high prices
of pianos have anything to do with the increas-
ing demand for talking machines. Each instru-
ment, he says, goes on its own merits. He
beh'eves that the talking machine demand is
just beginning and that in five years it will be
doubled. Improvement in the quality of the
records during the past year has strengthened
the demand, he says.
The Koerber-Brenner Music Co., distributor
for the Victor, say that goods are coming much
be-tter than before the holidays and predict that
before long the demands of all dealers will be
met with reasonable promptness.
E. C. Rauth, manager of the Koerber-Bren-
ner Music Co., has been appointed to represent
the talking machine interests on the music and
musical instrument subdivision of the Chamber
of Commerce for the current year. •
Goebel Bros., Hackensack, N. J., have co-
operated with capital stock of $25,000, to manu-
facture and deal in phonographs, etc. The
incorporators are Fred W. Goebel and O. F.
Goebel, of Maywood, N. J., and F. E. Herna,
of Little Ferry, N. J.
The
Fundamental
Factor of a
Successful
Service
is
Personal
Co-operation
C. BRUNO & SON
INCORPORATED
Victor Distributors to the Dealer Only
351-353 Fourth Avenue NEW YORK
WE DO NOT RETAIL
118
THE TALKING MACHINE WORLD
February 15, 1920
international
®alks
Every one of our Dealers make money when
they sell our Emerson Foreign Records in
$0llStf)
Stalian
J|el)rew=5etmgfj
Siofjerman
&us&tan
canbmafcuan
pamstfj
INDUSTRIAL ACTIVITY IN BUFFALO
Various Plants Very Active and Great Volume
of Wages Helps to Fill the Coffers of Talking
Machine Dealers — T. Amesbury Goold Married
Every Music Dealer in the country has a
public that buys only the Best — and the
"best" lies right in our
premier Catalogue
of.
#ranrj <0pera
©rcrjostral
panb
selections by exclusive INTERNATIONAL artists—
by artists who sing and play in your locality — by
trie Best
. ...miwliI i.ii.i-.. . Mi...: i: ,'i ,': j :']M;- .. i;:;,i, ;.;i;iii:kii!:Jiiuiii,ii".ai iiiMii.iiuii.iiu. " .... j —i..,. .1 ai. :: :.. u
We are also
Bomesttc Sc Jforngn
of
The Needle you will always use
when you use it ONCE
an<
(glotie Jilustc Kolte
Both Word and Instrumental.
"HITS WHEN THEY ARE HITS'*
<£mer£on
International
Inc.
1780
Proabtoap
iieto ©orb
Buffalo, N. Y., February 3. — Even with a threat-
ened epidemic of the "flu" and a temperature
that shows very little tendency to climb, the
prosperous condition of Buffalo's talking ma-
chine trade continues. The merchants see many
signs of good times these days. Local indus-
trial plants are advertising for many more men
and "increased production" is their watchword.
Concerns of various other kinds are putting on
extra men and pay rolls are steadily increasing.
Many large industrial plants are flocking to the
city. Thousands of new homes will be erected
in Buffalo and vicinity and these will increase
the field for talking machines. The talking ma-
chine merchants say that they will see this year
what they long hoped for — a city coming into
its own. A summary of their opinions is that
the talking machine trade in this territory will
be lively throughout the entire present year.
The marriage of T. Amesbury Goold, of Goold
Bros., Victor dealers, to Miss Hazel Smith, of
this city, took place recently at the Church
of the Ascension. As a tribute to this popular
couple a delightful dinner was given in Goold
Bros', store in the evening, a few hours after
the wedding. Believing that the marriage cere-
mony would not take place until a few days
later, friends who assembled at the store ar-
ranged a kitchen shower and dinner for the
pair. There was a profusion of gifts, many
good wishes, fine music and other elaborate
features. Of course, the big surprise of the even-
ing came when Mr. Goold modestly announced
that the wedding had not been delayed but had
really taken place that afternoon. The guests
soon recovered from their surprise and then
heaped "oceans of congratulations" upon the
heads of the happy bride and bridegroom. The
party was continued with extra enthusiasm and
Mr. and Mrs. Goold stepped forward and bowed
their acknowledgments. The newlyweds later
visited the Xational Music Show in New York
and thence continued their honeymoon journey
to Porto Rico.
Martin Kaeppel and F. E.- Russell are attend-
ing the Victor Co.'s salesmanship school. Mr.
Russell is manager of J. N. Adam & Co.'s Vic-
trola department.
Among other Buffalonians who attended the
Music Show in New York were George Goold.
Mr. Armstrong and E. H. Williams, of the Goold
Bros.' store; William M. Daniels, Mr. and Mrs.
Albert Koenig, W. D. and C. N. Andrews,
Albert Stettenbenz, Albert Schwegler, F. E.
Russell and others.
I. Samuel, of Sayre, Pa., has bought the Vic-
tor stock of P. J. Weber of that place.
Philip Froess, of Froess Bros., Victor dealers
of Erie, Pa., died recently at a Buffalo hospital,
where he had been a patient for a few days. Mr.
Froess had suffered a nervous breakdown and
was accompanied to this city by his brother.
Jacob. The deceased merchant belonged to a
family of prominent piano makers, formerly
connected with the Colby Piano Co.. of Erie.
He was born in that city.
H. G. Towne. former manager of the Loud
Co.'s Victrola department, has joined the sales
force of Goold Bros.
At the Pure Food Show at the Broadway
Auditorium, from February 2 to 14. the Hoffman
Piano Co. had a special display of Sonora and
Brunswick machines. R. E. Smith had charge
of the booth. Many thousand persons attended
the exhibition and the Hoffman Co. received con-
siderable advertising and a long list of pros-
pects during the show period.
Charles J. Hereth, of 397 East Genesee street,
reports receiving a good supply of New Edi-
sons. which are commanding a ready sale.
The William Hengerer Co.. Victor dealers,
has increased its general business threefold in
the past year, according to Edward Hengerer.
president.
February 15, 1920
THE TALKING MACHINE WORLD
119
The NEW IMPROVED
Repeater- Stop
"A positive Automatic Combination
STOP and Repeater for the
Phonograph Record'*
The STOP is Absolutely Positive
It can be regulated to repeat a record once — twice — three times or to repeat indefi-
nitely. Nothing like it on the market — when it comes to a stop the needle is
automatically lifted OFF the record, thus eliminating all possible chances of
scratching or destroying expensive records. It places the needle automatically upon
the exact starting point on the record. It does this more gracefully and gently
than the human hand.
To the Dealers and Jobbers:
Can you not realize the enor-
mous selling possibility of this
device ? The wise ones will stock
up— NOW.
To the Manufacturers:
You should readily appreciate the ad-
vantage of adopting the Repeater-Stop
as a part of your product — thus enhanc-
ing its present talking points and in-
creasing your sales hundredfold.
Can be attached by anyone — fits 90 per cent, of all makes — each one is guaranteed
for one year — protected by basic patents
For further details write
THE REPEATER - STOP CO.
Executive Offices:
115 South Dearborn Street V CHICAGO, ILL., U. S. A.
120
THE TALKING MACHINE WORLD
February 15, 1920
The Cheney Acoustic
Throat gathers tones
and releases them
under perfect and
calculated control.
A portrait of The Cheney — in oils
IT is this, portrait which appears this month in the Cheney National
advertising. Beautiful as it is, it can scarcely reflect the real beauty
which we have built into Cheney cabinets.
It suggests indirectly the wonderful improvements which The Cheney
effects in the reproduction of music. Acoustic inventions, applied
for the first time to phonographs, give The Cheney a purity and
mellow richness in its renditions, which are not duplicated.
Leading dealers throughout the country have been so impressed by
Cheney quality and Cheney advertising that they have placed The
Cheney upon their floors.
CHENEY TALKING MACHINE COMPANY, CHICAGO
February 15, 1920
THE TALKING MACHINE WORLD
121
EMERSON PHONOGRAPH CO.'S NEW HOME IN NEW YORK
Company Will Occupy Five-Story Building at 206 Fifth Avenue — New Home Will House All
Departments — Growth of Business Necessitated Expansion
The Emerson Phonograph Co. announced this
week that arrangements have been completed
whereby the company secures possession of the
entire building at 206 Fifth avenue, New York.
The New Emerson Building
This building, which faces Madison Square
Park, is located between Twenty-fifth and
Twenty-sixth streets and has entrances both on
Fifth avenue and Broadway.
It is the intention of the Emerson Phono-
graph Co. to take possession of its new home
about March 1st, and all departments of the
organization will be located in this building.
The executive offices of the company are now
established at 3 West Thirty-fifth street, New
York, but the Emerson business has grown so
rapidly in the past year that these quarters have
been found inadequate, and the executive officers
of the company decided to secure an entire build-
ing, in order to give the various departments
ample facilities for expected growth and ex-
pansion in the future.
According to present plans, there will be
housed in the building at 206 Fifth avenue the
executive and sales offices, the recording labora-
tories, the advertising department, the dealer
service department and all other incidental de-
partments. Plans have been approved which
will give every department sufficient working
space, and as this building has five floors every
division of the business will have ample facili-
ties to co-operate to excellent advantage with
the Emerson clientele. The location of the new
home is ideal, as this building is easily acces-
sible to all modes of travel, and with entrances
on Fifth avenue and Broadway it will afford the
Emerson Phonograph Co. maximum conve-
niences. It is in the heart of New York's busi-
ness section.
Incidentally, it may be mentioned that the
Emerson Phonograph Co. has achieved record-
breaking sales totals the past few months, and
the latest supplements have been received with
enthusiasm by dealers everywhere. The com-
pany's mammoth advertising campaign, which
was inaugurated some time ago, is producing
splendid results, and Emerson jobbers and deal-
ers are giving the company 100% co-operation
in developing the unlimited sales possibilities
for Emerson records in all sections of the
country.
OPEN OFFICESJN NEW YORK
Philadelphia Show Case Co. Now Located in
the Bush Terminal Sales Building
ACTIVE PARAMOUNT DISTRIBUTORS
E. R. Godfrey & Sons Co. Given Exclusive
Rights for Five States — Announce Large Ad-
vertising Campaign for the Paramount
The Philadelphia Show Case Co., 127 North
Thirteenth street, Philadelphia, Pa., has opened
attractive New York offices in the Bush Ter-
minal Sales Building at 130 West Forty-second
street, New York City. The Philadelphia Show
Case Co. are distributors for the L' Artiste line
of talking machines manufactured by the Grand
Kapids Phonograph Co., Grand Rapids, Mich.,
and Okeh records.
MUSIC AND RECORD
CARRYING CASES
Made of embossed fiber, reinforced with
metal and hard fiber. Brassed nickeled
catches and loops, metal covered handle.
Record size.... 3x12^x12^", No. 204
Sheet Music Size 3x11 x 15", No. 203
Write for Prices and latest catalogue
J. D. HUNT MFG. CO.
Matt. & Davidson Sts. Indianapolis, Indiana
Manufacturers of all kinds of Musical
Instrument Cases and Covers
With the announcement of the new Para-
mount talking machine comes the word that E.
R. Godfrey & Sons Co., of Milwaukee, Wis.,
have taken on the exclusive jobbing rights for
both Paramount talking machines and records
for the States of Wisconsin, Illinois, Iowa, In-
diana and Michigan, and already have their men
in the field appointing dealers.
The House of Godfrey is one of the leading
wholesale firms of the Cream City and some
eight months ago entered the talking machine
field on an extensive basis. One entire floor of
their large warehouse has been given over to
the storage of Paramount talking machines. A
very extensive record department has been in-
stalled in their main building, as the demand
for Paramount records1 has exceeded all expec-
tations. The most modern equipment has been
installed, so that every order can be shipped the
same day as received.
The first Paramount advertisements, of one
of the largest advertising campaigns ever con-
ducted in the leading farm journals of their ter-
ritory, have already appeared, and in conjunc-
tion with this campaign are announced some
new and novel dealers' aids. This advertising
campaign will run throughout the year. Mr.
Wantz and Mr. Hayes, who are in charge of this
department, state that dealers are commenting
very favorably on the quality of the Paramount
products and Godfrey's one-day-service plan.
Both are very enthusiastic the way contracts
and inquiries are coming in, stating that Messrs.
V. L. Kelly, E. A. Zind, D. J. Godfrey, H S.
Boehmer, A. A. Wiserski and E. S. Berner all
report business booming in their respective, ter-
ritories.
Disc Record
Manufacturers
ATTENTION
If you are not satisfied with
your product.
If some part of the manu-
facture needs perfection.
Let me help you.
I was the pioneer to intro-
duce the present disc record
into Europe in 1 90 1 . Suc-
cessful factories were erect-
ed in England, France,
Spain, Germany, Austria,
and Brazil under my man-
agement. I know the record
business from A to Z, and
can correct any process that
you are weak in.
The present system of per-
manent masters was per-
fected in my laboratories in
1904 and has never been
improved upon.
The double sided record
was my patent and brought
out in 1903.
If you want the best to be
had in recording machines;
if you want the latest devel-
opment in pressing records
from shells; if you want in-
creased record production
in power - driven presses
— I can help you.
Complete installations
taken charge of
F. M. PRESC0TT
RIVERDALE, N. J.
Phone
No. 2 Pompton Lakes
N. J.
Telegrams
Prescott, Pompton Lakes
N. J.
122
THE TALKING MACHINE WORLD
February 15. 1920
ANNOUNCES PLANS FOR 1920
PLAZA
BUY YOUR
ACCESSORIES
'Mil From One Source
RECORD
CLEANERS
Great Advertising Medium
A good serviceable Rec-
ord Cleaner with your im-
print is the greatest means
of keeping your name con-
stantly before your custom-
ers.
These Cleaners are made
of velvet and the backs of
grained leather on which
your advertisement or ad-
dress is embossed in gold.
These Cleaners are al-
ways left in a prominent
place — consequently, your
customers will always re-
member you.
Besides, they are a source
of profit that you can easily
obtain.
Three Styles
Write for Prices
PLAZA MUSIC CO.
18 WEST- 20 1* STREET
NEW YORK
Samuel Lanski, President of Lanski Co., Chi-
cago, Gives Interesting Discussion of Com-
pany's Plans — Factory Equipped to Produce
45,000 Talking Machines This Year
An interesting announcement regarding the
plans of the Lanski Co., Chicago, was made this
week by Samuel Lanski, president and general
manager of the company, who visited New York
for the purpose of attending the Music Show
and to place large orders for motors, tone arms
and sound boxes. Mr. Lanski returned to Chi-
cago a few days ago, after successfully consum-
mating several important deals, and after ap-
pointing Ziegler, Baker & Johnson New York
distributors for the "Supreme" phonographs,
manufactured by his company.
In a chat with The World, regarding his plans
for the coming year, Mr. Lanski said: "When I
left Chicago we had definitely completed our
arrangements whereby our entire factory, con-
sisting of 75,000 square feet, will be devoted
exclusively to the production of 'Supreme'
phonographs. This plant is equipped with the
most modern and up-to-date machinery that we
could secure, and we are building our cabinets
complete, from the raw product to the finished
cabinet.
"During the past few months a corps of effi-
ciency experts have been given full sway at
our plant, and they have installed time and la-
bor saving devices in every department. Their
suggestions and ideas are being carefully fol-
lowed out, and we have the definite assurances
of our factory executives that our production
for 1920 will be 45,000 machines. We intend to
make quality and value the paramount consider-
ations in the manufacture of our machine, and
will concentrate upon the production of three
upright and three console models. We have sev-
eral important deals now pending whereby our
line will be handled by successful and well-
known jobbers in the leading trade centers."
The Lanski Co. although a newcomer in the
talking machine field, is well known to mer-
chandising and financial interests throughout the
West. The executives of the company have
won wide recognition in business circles for
their executive ability, and they have entered
upon their talking machine activities with the
thought of giving their clientele maximum serv-
ice and co-operation.
TO MAKE TOUR OF CANADA
P. W. Simon, publicity agent, announces the
itinerary for the Canadian tour of the famous
Victor artists, known as the Peerless Record
Makers, which, he says, from the interest shown
by the men with whom he has made arrange-
ments in the following cities, will prove to be a
success in every way. ' The itinerary includes
Ottawa. Imperial Theatre, March 1st: St. Cath-
erine's, Grand Opera House. March 2nd: Hamil-
ton, Grand Opera House, March 3rd: London,
Majestic, March 4th: Toronto, Massey Hal!,
March 5th; Montreal, St. Denis Theatre. March
6th. Mr. Simon also announces they will appear
in Baltimore, Md., February 21st. The follow-
ing artists are members of the concert company:
Billy Murray, Henry Burr, Albert Campbell,
Fred Van Eps, John Meyer, Monroe Silver,
Frank Croxton and Frank Banta.
IMPORTANT SALE TO 'PHONE CO.
The New York Telephone Co. recently made
a purchase, endorsed by the Western Electric
Co., whereby the Mandel phonograph will be
placed in all the rest rooms in the telephone
exchanges of the States of New York and New
Jersey which this company operates. The Man-
del Manufacturing Co., Inc., naturally take great
pride in having had their instrument chosen
for this important role. The sale was effected
by Ben Redler, New York wholesale1 representa-
tive of the Mandel line, who makes his head-
quarters at the Pennsylvania Hotel.
The Melodia
STYLE F
Size 20yi x 22 inches; height 48% inches;
automatic stop; tone modifier; floating horn;
powerful silent double spring motor.
Retail Price
$160.00
Surprisingly
Liberal
Discounts
The full floating horn made
of highest grade spruce not
merely produces a sweet,
singing tone but is easy to
demonstrate as a big feature
'"MELODIA"
quality and construction.
Record shelves are spacious
— a ccommodating 150
records.
The "MELODIA" 1 ine is
one of quality throughout.
Agencies for the complete
line are going fast.
Write
THE MELODIA CO.
Troy - - Ohio
TALKING MACHINE WORLD
Cardinal
A higher standard of quality and appear-
ance is so obvious in all Cardinal instru-
ments and the prices so moderate that
they are far outselling all others wher-
ever they are handled. Cardinal Phono-
graphs on your floor will enable you to
meet both the price and cabinet prefer-
ences of your trade and result in greater
sales for you.
Cardinal representation pays big.
With prompt deliveries, real sell-
ing points, a liberal sales policy
and hearty co-operation from us,
it is an ideal proposition. Drop
us a card — today — for further
information.
THE CARDINAL
PHONOGRAPH CO.
Newark Ohio
Factories, Zanesville., Ohio
124
THE TALKING MACHINE WORLD
February 15, 1920
Arrow Phonograph Corporation
SUCCESSORS TO
LIBERTY PHONOGRAPH CORPORATION
ANNOUNCE
Arrow Lateral Records
Manufactured Under Our Own New Process
PATENTS PENDING
(Light Cavalry Overture. .. .Arrow Military Band
501 1
[The Crusader March Arrow Military Band
(At the Jazz Band Ball Futurist Jazz Band
502 J
(Bluin' the Blues Futurist Jazz Band
(Slim Trombone Futurist Jazz Band
503-1
(My Lovin' Eskimo Futurist Jazz Band
( Lassus Trombone Futurist Jazz Band
504 1
J^Beale Street Blues Futurist Jazz Band
{Dardanella LaSalle Dance Orchestra
That Naughty Waltz. ... LaSalle Dance Orchestra
(My Wild Irish Rose — Tenor Chas. Hart
506 j
(Golden Gate— Duet Burr-Campbell
(Mother Machree — Tenor Henry Burr
507J
I Carolina Sunshine — Baritone Elliot Shaw
(0! What a Pal Was Mary— Tenor. .Chas. Hart
508 J I'm Like a Ship Without a Sail— Duet,
[ Hart-Shaw
(Asleep in the Deep — Basso W. Glenn
509 J
(_ Davy Jones' Locker — Basso W. Glenn
{You're My Gal — Duet Bernard-Hare
-
See Old Man Moon Smile — Duet. .Bernard -Hare
{I Don't Want the Doctor — Baritone J. Kaufman
Chasin' the Blues — Baritone Al. Bernard
{Bedouin Love Song — Basso W. Glenn
Rocked in the Cradle of the Deep — Basso.
W. Glenn
505
DARDANELLA
COUPLED WITH
THAT NAUGHTY WALTZ
Two Extraordinary Hits On One Record
Arrow Records are made with a lateral groove formed by an entirely new
method, carrying the most minute sound qualities to a degree of accuracy
hitherto unattained by any of the older processes.
Arrow Phonograph Corporation
LABORATORY
16-18 W. 39th Street, NEW YORK
EXECUTIVE OFFICES
1836 Euclid Ave., CLEVELAND
-J
February IS, 1920
THE TALKING MACHINE WORLD
125
DEVELOPING VICTOR RECORD SELLING IN CLEVELAND
Cleveland Talking Machine Co. Conducting Classes for Training of Salesmen Employed in
Local Talking Machine Stores — Much Interest Displayed in the New Move
Cleveland, O., February 6. — "Don't sell your
customers — satisfy them." So admonished Miss
Grazella Puliver to her class. And the T. M.
World man, who had entered the classroom by
mistake and who had not yet recovered from
his surprise at the sight of so many attractive
young ladies gathered together, at once decided
then and there that he'd stay and hear the rest
of it.
Briefly, it was all about how record sales-
Salesmanship Class of Cleveland Talking Machine Co
women and salesmen can, by knowing what
they are selling in operatic and other better-
class goods, dispose of them in a better way
and more often.
It has always been the idea of Howard J.
Shartle, head of the Cleveland Talking Ma-
chine Co., to develop a higher type of record
salesmanship through a thorough knowledge of
the Victor catalog and the music recorded by
Victor artists. So Mr. Shartle engaged the
services of Miss Puliver, who had learned all
about the Victrola and what it meant to music
from Mrs. Clark and the- school at Camden,
and offered the opportunity to each of the re-
tailers in Cleveland to send a part of their
sales force to the school.
The number desiring to enter was so large
that it was necessary to admit but two-thirds
of each force to the classes running at present.
Each of the two classes convene three times
a week for a session of two hours and a half.
There are ten lessons in the course.
By watching Miss Puliver's teaching methods
it is easy to see that it is her aim to give her
students an education to make them fit to sell
what is distinctly an art product. It is her
assumption that the vocation of "better record-
selling" requires a knowledge of operas or ora-
torios and symphonies as well as the love-
songs which comprise such a large part of the
Victor catalog.
"We are studying," said Miss Puliver, "the
operas — 'Carmen,' 'Traviata,' 'Faust' and 'Mar-
tha.' There are a number of very fine selec-
tions from these operas which are neglected by
salespeople, partly because they are not ac-
quainted with them
and their beauties,
and,, therefore, do not
push them and be-
cause the public is not
acquainted with them
and is not made so by
the dealers. Then, too,
record salespeople fre-
quently fail to take
advantage of the in-
terest that can. be
made to surround the
recording artist, the
opera itself, the com-
poser or the thought
upon which the selec-
tion is based. Time
and time again I have
seen one record saleswoman sell an operatic se-
lection which another of the sales force had
failed to sell to the same customer, simply be-
cause the second saleswoman was able to inter-
est the buyer in the sentiment of the piece, and
sentiment is one of the easiest roads to travel.
"We are also teaching the merits of the vari-
ous instruments, their characteristics and how
they bring out "certain of the beauties of the
composition. The students rapidly learn to dis-
tinguish the various wood winds, the brasses,
and the strings, and all this knowledge results
not merely in an intimate acquaintance with
the records themselves, but also instills into
the salesman or saleswoman a feeling of confi-
dence and easy assurance that is a strong fac-
tor in a sales talk. Buyers in any line prefer
to be waited upon by a salesman who knows
his business fully. They desire assistance that
is expert and it is this thing which Mr. Shartle
is endeavoring to provide dealers with.
"Emphasis is laid upon the wealth of knowl-
edge to be obtained by a careful reading of the
advertising material provided by the Victor. Co.,
and by the Cleveland Talking Machine Co.
Wherever possible, the students will be shown
where to find definite knowledge concerning
records used in the class.
"Talks on salesmanship, the approach to a
customer, the satisfying of that customer's
needs, and the methods of building a lasting
clientele will be interpolated through the course.
Mr. Shartle is taking personal supervision of
this, which is enough to those who know him
to guarantee some big results. The interest
of the students is best evidenced by the fact
that every day they bring a lot of written ques-
tions to school and these are taken up in class.
Here is a pile of them now" — and Miss Pullive.r
pointed to a sheaf of paper lying upon her
desk which demonstrated that her pupils are
wideawake to the value of this campaign for
improved selling methods.
ISSUE ATTRACTIVE POSTER
Emerson Advertising Department Features Eddie
Cantor — Comedian Popular in Chicago
The advertising department of the Emerson
Phonograph Co. has just issued an artistic poster
featuring a new record by Eddie Cantor, the fa-
mous comedian, who records exclusively for the
Emerson library. This new Eddie Cantor record
presents the following popular hits: "Give Me
the Sultan's Harem" and "When it Comes to
Loving the Girls." The poster, which is de-
signed in many colors, has already made its ap-
pearance in the windows of Emerson dealers
in metropolitan territory, and it serves to attract
the attention of passersby to excellent ad-
vantage.
The executive offices of the Emerson Phono-
graph Co. were advised recently that Eddie
Cantor had achieved phenomenal success in Chi-
cago, where the "Ziegfeld Follies" are now play-
ing.. . As the star of the "Follies," Eddie Cantor
is known to theatregoers everywhere, and Emer-
son dealers are featuring the fact that this pop-
ular artist recently signed a five years' contract
to record exclusively for the Emerson library.
DEATH OF MRS. G. C. JELL
G. C. Jell, manager of the recording labora-
tory of the Columbia Graphophone Co., 102'
W. Thirty-eighth street, New York, is receiv-
ing the sympathy of his many friends in the
trade upon the death of his wife, Mrs. Aileen
Shea Jell, who passed away recently at her
residence, 141 East Forty-fourth street, New
York. Mrs. Jell, who was only thirty-three
years of age at the time of her death, had been
prominent in social circles in her former home,
Memphis, Tenn. She is survived by a baby girl,
two years old.
A Motor of Superior Quality — No. 10
Silent Running Silent Winding
Immediate Deliveries in Large and Small Quantities
Read the Specifications and Order — NOW
Beveled gear noiseless winding.
New ratchet device that prevents
clicking.
Bakelite intermediate gear — abso-
lutely silent.
Plays five 10-inch or three 12-inch
records at one winding.
Cast iron nickeled frame.
Powerful, durable, compact, ac-
cessible.
Built especially for the highest-
grade machines.
Guaranteed in every minutest
detail.
The perfection of mechanical
genius as applied to the phono-
graph motor.
No.r10
Ask for Specifications on No. 12 and 22
BUTTERFLY PHONOGRAPH MOTOR CORP. 243 W. 17th St., New York
126
THE TALKING MACHINE WORLD
February 15, 1920
ilj|IWiini!!lllll!ll!l!l|ljl!lli!lll!ll!llll!IIIII!l
mum i iiiiiiiiiiiiini ii in ii iiiiiiiiii iiiiiiiiiiiiiiiuiiii
A FORECAST
By J. NEWCOMB BLACKMAN
The successful merchant must continually forecast the
future and shape his business policy accordingly.
Optimism is always necessary, but should be tempered
by enough pessimism to produce conservatism.
A conservative policy is the safest one for the Victor
Trade today.
New manufacturers of Talking Machines and Records
are extremely optimistic if they think they can appropriate
patent rights and fill the excess demand for Victor Product
with goods of unknown value and quality.
Victor Dealers will show extreme pessimism if they
lose faith in the Victor Company's determination and
ability to maintain Victor Supremacy in 1920, through
greatly increased production and vigorous prosecution of
infringers.
I forecast for 1920 an overproduction of competing
products, followed by a heavy casualty list among manu-
facturers and dealers of the "mushroom" or "toadstool"
variety.
A conservative forecast for the Victor Trade, I believe,
justifies a policy of sacrificing temporary profits for future
prosperity. I believe a general reaction, following the
present world inflation, is inevitable, and then the permanent
demand for, and value of, Victor Products will be fully
demonstrated. Then Victor machines and Records will be
like American money — still supreme.
Think it over, Mr. Victor Dealer !
81 Reade
VICTOR DISTRIBUTORS
Talking Machine Co.
JT. Near Church St. New York
Near Church St.
EXCLUSIVELY WHOLESALE
February 15, 1920
THE TALKING MACHINE WORLD
127
PATHE DEALERS FORM ASSOCIATION
New Body Formed as Result of Convention
Held in Nashville, Tenn., Recently— W. O.
Broyles of Birmingham Made President
Nashville, Tenn., February 6. — A Pathe
Dealers' Association, composed of the men who
sell Pathe phonographs from the Gray & Dud-
Icy office, was formed Thursday morning as a
result of the Pathe convention which was in
session here for two days last week.
W. O. Broyles of the Broyles Furniture Co.
of Birmingham was made president. Other offi-
cers elected were: first vice-president, J. W.
Cook of the Cook Furniture Co. of Mt. Pleas-
ant; second vice-president, M. B. Botts, of the
Buler Drug Co. of Sheffield, Ala.; secretary-
treasurer, Jeff Martin, of the Martin Drug Co.
of Pulaski.
The object of the new organization is to give
Pathe dealers an opportunity to exchange ideas
for their mutual benefit and the promotion of
sales. The association will meet once or twice
a year.
A demonstration of the manner in which
Pathe machines are sold was interestingly given
by W. L. Eckhardt of the Interstate Phono-
graph Co. of Philadelphia and W. V. Pylant of
Petersburg. Mr. Eckhardt assumed the role
of salesman and Mr. Pylant was his customer.
The psychology of selling talking machines was
fully shown amidst much merriment from those
in attendance.
Those making addresses which were purely
technical, were as follows: O. M. Kiess, field
supervisor of the Pathe Freres Phonograph Co.;
James Watters, secretary of the company; L.
M. Willis, of the Unit Construction Co. of
Philadelphia, and B. E. Hill, manager of the
mail order department of Gray & Dudley.
Demonstrations of Pathe screen advertising
were given at the afternoon session by Thomas
Crockett, manager of the Gray & Dudley Pathe
department.
BELIEVES IN TRADE PAPERS
The Lucky 13 Phonograph Co., New York,
is a firm believer in trade paper publicity and
has been a consistent advertiser in The Talk-
ing Machine World for a number of years.
David B. Bartelstone, head of this company,
encourages his dealers to read the trade papers,
impressing upon them that every issue con-
tains informative and valuable hints on the
profitable merchandising- talking machine prod-
ucts. On every piece of literature forwarded to
his trade, Mr. Bartelstone suggests that the
dealers read and study the company's trade
paper advertising and thus become acquainted
with the true importance of the trade paper
ii! this industry.
WILL SELL ONLY TO WHOLESALERS
An important announcement has been issued
from the headquarters of the Brilliantone Steel
Needle Co., New York City, regarding their
method of distribution. This company has built
up a tremendous business among dealers
throughout the entire United States and Canada.
Its. business has reached such proportions that,
in order to provide the maximum of service,
they have announced that hereafter they will
sell only to wholesalers who will, in turn, pro-
vide service to Brilliantone dealers.
DOING WELL WITH LONG CABINETS
Boston, Mass., February 7. — L. W. Hough, New
England representative for the Long cabinets
and Peerless record albums, has completed a very
satisfactory year and states that every indica-
tion points to a good 1920. Mr. Hough has car-
ried the Long cabinets for six years in his terri-
tory. Wide distribution throughout New Eng-
land may be attributed to his efforts. Mr.
Hough reports that production of Long cabi-
nets is speeding up and he has now reached the
point where he can make prompt delivery.
21 147
21 149
31133
6IHI
51126
MARCH, 1920
POPULAR VOCAL SELECTIONS
j Dardanella (Fisher-Bernard-Black) Tenor Duet. Orch. Acc Campbell & Burr
(l Never Knew (Janis-Berlin) Orch. Acc Harry McClaskey, Tenor
i When My Baby Smiles (Berlin) Orch. Acc Ernest Hare, Baritone
loh! (Gay- Johnson) Orch. Acc i Ernest Hare. Baritone
< How Sorry You'll Be (Wait'll You See) (Kalmar-Ruby) Orch. Acc,
\ Billy Murray, Tenor
*When You're Alone (West-Spencer) Male Quartet, Orch. Acc. .Shannon Four
(You're a Million Miles From Nowhere (Lewis- Young-Donaldson), Orch Acc,
■s Sam Ash, Tenor
'Venetian Moon (Kahn-Goldberg-Magini), Orch Acc Sterling Trio
i Hand in Hand Again (Egan-Whiting), Tenor Duet. Orch Acc,
) Lewis James and Chas. Hart
I We Must Have a Song To Remember (Green-Stept), Orch Acc,
^ Peerless Quartet
DANCE
/•I'm So Sympathetic, from "The Litlle Blue Devil" (Carroll). Fox-trot.
J Conlin's Society Orch
i Bo-La-Bo (Fairman) Medley One-step. Intro: "Give Me the Sultan's
Harem Conlin's Society Orch.
(That Naughty Waltz (Levy)— Waltz Conlin's Society Orch.
-.Come Along to Honeymoon Town, from "Honeymoon Town" (Felix G.
I Rice)— Medley One-step. Intro.: "Tip-Toe". Conlin's Society Orch.
(I Might Be Your Once-in-a- While, from "Angel Fatfe" (Herbert) —
V Medley Fox-trot, Intro.: "Call It a Day" Novelty Dance Orch.
) I Left My Door Open and My Daddy Walked Out (Berlin)— Medley
I. Fox-trot. Intro.: "Nobody Knows and Nobody Cares". .Brown's Dance Orch.
HAWAIIAN
(Just Like the Rose (Cool-Terriss-Bridges) Vocal Refrain by Robert Bruce,
i . .. ... , . . Honolulu Hawaiian Orch.
( Estudiantina (Waldteufel) — Waltz Operaphone Novelty Orch.
STANDARD VOCAL
i Song of the Chimes (Worell) Orch. Acc Rose Collins, Contralto
(The Sweetest Story Ever Told (Stults) Orch. Acc. . .Francis Miller, Contralto
INSTRUMENTAL
( Valse Classique (Dabney). Adapted from "Humoresque" by Dvorak Xylo-
■I phone Solo. Orch. Acc Geo Green
(Stop Time (Green)— One-step. Xylophone Solo. Orch. Acc ...Geo. Green
The Merry Wives of Windsor (Nicelai) Overture, Part I.,
Operaphone Concert Orch.
The Merry Wives of Windsor (Nicelai) Overture. Part II.,
Operaphone Concert Orch. .
6
OPERAPHONE CO inc., LONG ISLAND CITY, N.^T.
24 NEW TITLES EVERY MONTH
Operaphone Records Play on AH Talking
Machines Without Attachments
New York City
Philadelphia, Pa.
Pittsburgh, Pa.
Chicago, 111.
Selma, Alabama
OPERAPHONE DISTRIBUTORS:
BROWN-McMANUS & CO.,
SUPPLEE-BIDDLE HARDWARE CO.
REED CO., Inc.
OPERAPHONE SALES CO.,
SOUTHERN SUPERTONE CO.,
51 East 42nd St.
237 5th Ave.
190 No. State St.
Write for Your Nearest Distributor
OPERAPHONE CO., Inc., Long Island City, N. Y.
128
THE TALKING MACHINE WORLD
.* ■_
February 15, 1920
GREAT VOLUME OF BUSINESS REPORTED IN KANSAS CITY
No Drop in Demand for Both Machines and Records— Richards & Conover Co. Going After
Hardware Trade — Portable Phonograph Co. in Kansas City— Columbia Dealers Convene
Kansas City, Mo., February 2— The talk-
ing machine and record business for the month
of January has been exceptionally good in Kan-
sas City and this territory according to reports
of the retailers and jobbers. Factory branches
declare that the month has been one of the
heaviest in the demand for records and this
is not wholly attributable to the fact that the
number of machines in use increased tremen-
dously during the holidays.
One of the smaller retailers declared that the
record business displayed the unusual increase
due largely to his efforts of increasing the de-
mand for records through a direct mail cam-
paign to his customers. Seemingly a number
of dealers overlook this feature and endeavor to
make their appeal to the customer entirely
through the newspaper advertising.
The Richards & Conover Hardware Co., job-
ber of Vitanola talking machines and Okeh
records, made an especial appeal to its custom-
ers during a recent convention of hardware and
implement dealers of the Southwest territory.
The company is making a direct campaign to
this trade and, according to Ray Cusack, mana-
ger of the company, a large portion of these
dealers also handle lines of sporting goods and
the talking machines and records fall directly
in line with their trade and merchandise. It
is also true that the hardware and sporting
goods dealers often have the most attractive
and the most up-to-date stores in the territory.
According to Mr. Cusack, the business, which
is practically new with the concern, bids fair
to become one of its leading departments for
the coming year. Mr. Cusack is training a
corps of salesmen for this line of the business.
During the convention J. L. Replogle, who was
recently made field manager of the Vitanola Co.,
and H. L. Coombs, sales manager of the Okeh
records of the Chicago office, visited the con-
vention and addressed the new jobbers' sales
organization as well as the dealers who were
in convention at the time.
The Portable Phonograph Co. of Chicago re-
Display Room of Richards & Conover Co.
Left to Right: H. L. Coombs, Ray Cusack and J. L. Replogle
cently moved its plant to Kansas City and is
preparing for business here. The Portable
Phonograph Co. is manufacturing a small in-
strument weighing about fourteen pounds that
plays all makes of records and is complete with
Group of Richards & Conover Salesmen
a carrying case which is particularly attractive
to camping and traveling and outing parties.
C. E. Dodson is general manager of the com-
pany and announces that he expects to have his
organization completed and ready for business
early this month.
The Columbia dealers held a one-day conven-
tion at the Baltimore Hotel, this city, on Janu-
ary 23. The meeting was in charge of E. A.
McMurty, manager of the local branch of the
company. George W. Hopkins, general sales
manager of the company, and H. L. Tuers, O. F.
Benz and R. F. Bolton, all of New York, were
in attendance and the principal speakers at the
meeting. Mr. McKenna, manager of the St.
Louis office, and Mr. Sprague, manager of the
Minneapolis branch, attended the convention
with their entire sales force, and members of
the local branch were called in for the confer-
ence and convention and together with the deal-
ers from Kansas, Missouri, Arkansas and Okla-
homa brought the total attendance close to
three hundred. The Leo Feist Co., through its
Kansas City office, furnished with its trio a musi-
cal program for the convention and the ban-
quet which was held in the evening. The com-
pany also presented Oscar Seagle, the Columbia
artist to the dealers in person. He scored an
emphatic success with those present.
Mr. Hopkins was the principal speaker at
the convention. His message was briefly as
follows: "The present tremendous growth in
advertising is not a temporary thing due to
crumble should hard times approach in Ameri-
can business. With the coming of the great na-
tional advertising campaigns and the increased
demand for advertised goods, sane business men
are realizing as never before the necessity of
advertising their products if success is to be
attained. The purpose of advertising is good,
because it makes quality paramount. By mak-
ing standardization of product possible, it re-
duces the variety of brands a manufacturer pro-
duces and has a tendency, through increasing
sales, to reduce the price while increasing the
quality of goods. Advertising is improving, be-
coming more scientific, and business methods
are reflecting this increased efficiency."
The E. B. Guild Music Co. recently announced
the handling of the Magnola machine, a Chi-
cago product of much celebrity, in connection
with its other lines.
The
Five New Models
of the
STODART
PHONOGRAPH
Exhibited at the
Hotel Commodore
New York Feb. 2—7
were
A Music Week Sensation
Send for Descriptive
Literature and full
information about this
wonderful machine
STODART PHONOGRAPH CO., Inc.
Geo. H. Beverly, Gen'l Mgr.
119 West 42d Street -:- NEW YORK
February 15, 1920
THE TALKING MACHINE WORLD
130
THE TALKING MACHINE WORLD
February
15, 1920
i- 5
66
and
doW many packages of
VICTOR NEEDLES?
99
ON'T overlook this source
of income.
Victor Needles are made to reproduce
Victor Records perfectly. During the war
your customers had to accept substitutes.
You can now secure reasonable quantities
of Victor Needles.
Sell several packages to every customer.
Individual sales are small, but your Victor
Needle sales for the entire year amount to a
figure worth while. Don't ever let your
customer get away without suggesting
Victor Needles.
NEW TORK
TAL/ItING
MACHINES
COMPANT
CHICAGO
TALKING
machine:
cojmpant
119 West 40 - Street 12 North Michigan Ave
February 15, 1920
THE TALKING MACHINE WORLD
131
FROM OUR
Edward Van Harlingen Eugene F. Carey
William Braid White Arthur E. Nealy
A. Snyder
CHICAGO
HEADQUARTERS
World Office
Republic BIdg., 209 South State St., Chicago
Telephone: Wabash 5774
Chicago, III., February 7. — The month has
witnessed the steady maintenance of retail de-
mand. The usual after-holiday slump has been
totally lacking this year. This applies both to
records and to talking machines.
As was predicted by the trade in general pre-
vious to the holidays, depleted retail stocks
have been the chief concern of merchants. The
situation was acute before and during the holi-
days and is equally so now. In fact, manufac-
turers and jobbers seem to have made stupen-
dous efforts in the way of deliveries before the
holidays and are now compelled to make up
stock again. In other words, the assembling
departments were unusually active finishing up
all available cabinets before the holidays and
now, because of their greatly reduced stocks
in the millrooms and elsewhere, require more
time to get back to normal output.
The lumber and car situations have not tended
to ease the difficulties confronting the talking
machine manufacturers, although the first few
weeks of the new year brought some relief in
these two important factors. Chicago, it is
well known, is the great lumber mart of the
country, and local lumber men are as well, if
not better, posted than any others in the coun-
try concerning the present status of the lum-
ber market.
These men say that the supply is scarce and
can be obtained only through the placing of
orders far in advance. Much wet weather has
created a serious condition in the Southern
lumber lands. These are running short of logs.
Dry, hard ground is necessary for the cutting of
timber in the South, and all during the present
season wet weather is reported to have pre-
vailed. Wherefore the shortage and the conse-
quent increase in the cost of the available lum-
ber supply.
Perhaps quite a number of the talking ma-
chine manufacturers of the Middle West have
a very complete stock on hand, and have placed
orders far enough back to take care of their
needs for some time to come, but' this does not
affect price increases in lumber to-day. Lumber
is merely one of the many items now on the
manufacturers' cost list which will force early
price changes. In view of the present price
increase announcements by certain concerns
and contemplated increases by others, these
facts cited in particular instances of the lum-
ber industry are well worth the consideration
of talking machine men.
Regarding the car situation: A recent news-
paper article has the following to say: "That
the railroads are in urgent need of rails appears
in the definite closing of about 250,000 tons
in the Chicago district on which rolling will
begin at once. In addition to this, orders for
between 100,000 and 150,000 tons have been
tentatively placed at Chicago, and other orders
for over 100,000 "tons will be closed shortly.
The car shortage is making trouble. Output
of iron and steel would be larger if coal and
coke deliveries kept pace with the increase of
coal production."
From the above report we can look only into
the future for an easing of the railroad diffi-
culty. Taking these facts into consideration,
the dealer who fails to stock his merchandise
as soon as possible can have only himself to
blame if at the end of another prosperous year
he finds that other and still greater difficulties
have combined to put him into an even more
difficult position.
Attractive Window Exhibits
One of the best talking machine windows of
the month was that of the Chicago Talking Ma-
chine Shop, prepared after the model of some
recent national advertising of the Victor Co.
A miniature opera stage was set in the window
of this store with tiny figures of prominent opera
stars in prominent roles. The scene was most
ingeniously prepared, with a staircase and bal-
cony from which the artists were supposed to
be singing. "With a Victor in your home, the
stage is set for the world's greatest music" was
the message which greeted passers-by from a
placard. The lighting effect was admirable and
crowds blocked the space around the window at
all times of the day.
Enlarge Brunswick Offices
The talking machine department of the
Brunswick-Balke-Collender Co. is to be located
hereafter on the third floor of their building
at 629 South Wabash avenue. The necessity
for increased space has been evident for some
time past on account of the remarkable growth
of their talking machine business.
Upon the third floor will be located the of*
rices of the Brunswick-Balke-Collender Co.'s
chief executives, as well as the executives of
the talking machine department. The entire
front and .south sides of this floor will be
used for executive offices. There will be three
or four demonstrating booths towards the rear
and an elaborately furnished dealers' reception
room in the southwest corner, facing upon
Wabash. Two rooms for experimental purposes
will be located in the rear of the third floor.
Construction of the offices and demonstration
rooms is now going on. All will be of fire-
proof construction and ventilated by a special
blower system. It is expected that the new
offices will be ready by March.
Visit Vitanola Salon
During the period of the furniture exhibit in
Chicago the Vitanola Talking Machine Co. en-
tertained its trade at the Vitanola salon in the
Blackstone Hotel, where the several Vitanola
models were exhibited. Hundreds of Vitanola
dealers were present during the course of the
month and many prominent Vitanola jobbers
were there as well.
A few of the more prominent Vitanola dis-
tributors who came to Chicago were: Messrs.
Hall, Hulmes and Snyder, of the Abernathy Fur-
niture Co., Kansas City, Mo.; D. L. O'Connor,
of the Standard Phonograph & Accessories Co.,
Dallas, Tex.; Messrs. Jones and Courney, of
Memphis Furniture Mfg Co., Memphis, Tenn.;
Mr. Couch, of Little Rock Furniture Mfg. Co.,
- Little Rock, Ark.; Mr. Rider, of New Orleans
■ Furniture Mfg. Co., New Orleans, La.; Mr. Mil-
ler, of Oklahoma Furniture Mfg. Co., Oklahoma
City, Okla.; Messrs. McDonald and Gable, of
McDonald Bros. Co., Minneapolis; Dewitt
Jones, of E. H. Jones Piano Co., Des Moines,
Iowa.
A feature of the exhibit which attracted par-
ticular attention was the new Vitanola tone arm
and reproducer, which met with instant un-
qualified and favorable response on the part of
all who inspected it.
"All Vitanolas will be equipped with the new
tone arm just as soon as it can be produced in
sufficiently large quantities," said Samuel S.
Schiff, vice-president and general manager of
(Continued on page 133)
THE "WADE" FIBRE NEEDLE CUTTER
Albany, N. Y.
Baltimore, Md.
Bangor, Me. . . .
Birmingham, Ala.
Boston, Mass.
Brooklyn, N. Y.
Buffalo, N. Y. ..
Burlington, Vt. . .
Butte, Mont
Chicago, 111
Cincinnati, Ohio
Cleveland, Ohio .
DEALERS : ORDER AT ONCE
. . .Oately-Hnire Co., Tnc.
...Cohen & Hughes.
E. F. Droop & Sons Co
H. R. Eisenbrandt Sons,
Inc.
. . .Andrews Music House.
...Talking Machine Co.
...Oliver Ditson Co.
Eastern Talking Machine
Co.
M. Steinert & Sons Co.
Iver Johnson Sporting
Goods Co.
Phonograph Supply Co.
American Talking Ma-
chine Co.
G. T. Williams Co.
W. D. & C. N. Andrews.
Buffalo Talking Machine
Co., Inc.
American Phono Co.
Orton Bros.
...Chicago Talking Machine
Co.
Lyon & Healy.
Rudolph Wnrlitzer Co.
Brunswick-Balke-Col-
lender Co.
Empire Talking Machine
Co.
Tonk Bros.
Wade Talking Machine
Co.
Rudolph Wurlitzer Co.
Fritzseh Phono Co.
Collister & Sayle Co.
Eclipse Musical Co.
FOR IMMEDIATE DELIVERY FROM ANY OF THE
Dallas, Texas Sanger Bros.
Denver, Colo Knight Campbell Music
Co.
Des Moines, Iowa Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Grand Rapids, Mich...Chas. W. Kalder.
Houston, Texas Thos. Goggan & Bro.
Talk. Mach. Co. of Tex.
Indianapolis, Ind Stewart Talking Machine
Co.
Jacksonville, Fla Florida Talking Machine
Co.
Kalamazoo, Mich Fischer's Music Shop.
Kansas City, Mo J. W. Jenkins' Sons Mu-
sic Co.
Schmelzer Arms Co.
Lincoln. Neb Ross P. Curtice Co.
Los Angeles, Cal Sherman. Clay & Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine
Co.
„ Yahr & Ti.msre Drug Co.
Kesselmnn & O'DriscoIl Co.
Minneapolis, Minn. ... Beckwitli O'Neill Co.
Mobile. Ala Wm. H. Bevnalds.
Newark, N. J Pollings & Price Co.
New Haven. Conn. ...Horton Oallo-Creamer Co.
New Orleans, La Phillip Werlein. Ltd.
New York, N. Y Blackman Talking Ma-
chine Co.
Emanuel Blout.
C. Bruno & Son. Tnc.
Charles H. Ditson & Co.
Knickerbocker Talking
Machine Co.
Lnnday Bros.. Tnc.
N. Y. Talking Machine
Co.
FOLLOWING DISTRIBUTORS
New York, N. Y..
Omaha, Neb
Peoria, III
Philadelphia, Pa.
Pittsburg, Pa.
Portland, Me. .
Portland, Ore.
Providence, R. I.
Richmond, Va. . .
Rochester, N. Y. . .
Salt Lake City, Utah
Shenandoah, Iowa
Sioux Falls, S. D.
-South Bend, Ind. . .
St. Louis, Mo
St. Paul, Minn
Syracuse, N. Y. . . .
Toledo, Ohio
Washington, D. C.
.Ormes, Inc.
Silas E. Pearsall Co.
Plaza Music Co.
Musical Inst. Sales Co.
Cabinet & Accessories Co.
.A. Hospe Co.
.Putnam Page Co.
. Louis Buehn Co., Inc.
The Talking Machine Co.
.Standard Talking Machine
Co.
World Music Co.
.Cressey & Allen, Inc.
.Pacific Accessory & Sup-
ply Co.
.J. Samuels & Bro., Inc.
.The Corley Co., Inc.
W. D. Moses & Co.
.E. J. Chapman.
The Talking Machine Co.
Sibley, Lindsay & Curr Co.
.Consolidated Music Co.
John Elliott Clark Co.
Strevell Paterson Hdw.
Co.
.Henry Field Seed Co.
.Talking Mach. Exchange.
.Elbel Bros.
.Koerber Brenner Music
Co.
.W. J. Dyer & Bro.
G. Summers & Co.
. W. D. Andrews.
.Toledo Talk. Mach. Co.
. Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
S. Kann & Sons Co.
WADE & WADE, 3807 Lake Park Ave., Chicago, 111.
132
THE TALKING MACHINE WORLD
Febkuaky IS, 1920
The New Lyon & Healy
Wholesale Warehouse
717-725 South Desplaines Street
CHICAGO
Our enlarged facilities enable us to
carry, at all times, an extensive stock
of Victrolas, Victrola Records, Fibre
Needles, Fibre Needle Cutters, and
Victrola Supplies of all kinds. Prompt
shipments are assured
Only ten minutes from
freight terminals
Victrola Distributors
CHICAGO
February 15, 1920
THE TALKING MACHINE WORLD
133
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 131)
the Vitanola Talking Machine Co. "This, how-
ever," continued Mr. Schiff, "is only one of
several factors responsible for the Vitanola tone,
the underlying secret of which is the Vitanola
tone filter, a combination of sound reproducer
and carrying device by means of which foreign
noises are eliminated."
Add Sales People
Lionel Tompkins, manager of the Victrola
department of the Cable Company, returned a
short time ago from a two weeks' visit to the
Victor factory in Camden, N. J. He stated that
the talking machine department of the Cable
Company has added more sales people in the
expectation of another year of even larger busi-
ness. Two more booths have been added also.
Build Model Booth
H. R. Mirick, Chicago representative of the
Unit Construction Co., has built a model Unit
Construction Co. booth in their wholesale of-
fices in the Lyon & Healy Building for the
inspection of dealers who contemplate install-
ing this equipment. The booth is six by six
feet, which is one of the most popular sizes.
Rayburn Clark Smith, president and treasurer
of the Unit Construction Co., was a visitor to
the Chicago office last month. Talking machine
jobbers are urging' the installation of more
equipment by their dealers more forcibly than
ever before," said Mr. Smith. "There is an
even a greater spirit of optimism this year than
last, and the prospects are wonderful. Dealers
who know by experience last fall that they
had insufficient means for handling holiday
trade should not neglect the present opportunity
for improving their equipment." Mr. Smith,
before returning to his headquarters, will travel
through points in the Mid-West and East.
Emersons Selling Big
F. W. Clement, manager of the Chicago
Emerson office, has the following to say re-
garding last month's business. "There has not
been the least falling down in orders," he said.
"Eddie Cantor, in particular, has gone big
wherever he has been heard of. The fame of
the 'Follies' does not stop at Chicago. The
sale of his records are famed far outside of the
city. One of our records in particular has had
a phenomenal sale from the very day it was
issued, late in January. This is 'Dardanella,'
played by Sanford's Orchestra. We started to
make deliveries on this particular number on the
26th of January, and personally, I have never
seen anything to beat it."
"We have had to increase the price of some
of our records to one dollar," he said, "but this
has proven no hindrance at all to dealers' sales.
People realize that a dollar is not too large
a price for a record, and to them it makes
practically no difference whether they pay 90
cents or a dollar."
Charles J. Woodard, traveling representative
of the Chicago Emerson branch, is at present
coaching dealers in northern Wisconsin and
Minnesota. He is carrying on some very excel-
lent dealer service by getting right into the
various stores selling Emerson . records and go-
ing out with salesmen in their solicitation of
customers. A number of dealers in northern
Wisconsin and Minnesota have been benefitted
by his work.
Brunswick Price Increase
The Brunswick-Balke-Collender Co. recently
mailed out to their dealers a notice of new
prices as follows: No. 7, $115; No. 107, $125;
No. 110, $150; No. 112, $200; No. 117, $250; No.
120, $285; No. 122, $310; No. 127, $325; No. 135,
mahogany, $400; No. 135, burled walnut, $425;
No. 135, mahogany, electric motor, $450; No.
135, burled walnut, electric motor, $475.
All talking machines shipped by this company
to their dealers on and after February 15 will
be billed at these prices. All dealers were in-
formed that they will be permitted on the 15th
of February to raise the retail price on all in-
struments in stock to conform with the new list.
There will be some changes in models. The
No. 107 is to replace the present No. 7 as soon
as the stock of No. 7 has been depleted. The
No. 107 is equipped with the Brunswick oval
tone modifier and the new design grill. The
motor is to be a stronger and heavier double-
spring drive. The No. 127 and No. 135 is to
be equipped with the new Brunswick four-spring
double drive motor. Electric machines are to
be equipped with the Roberts improved non-
fluctuating electric motor.
"Every dealer knows why these prices have
been increased," says H. B. Bibb. "We are very
much in hopes that the present rise in costs of
labor and materials will reach a maximum be-
fore long."
The Brunswick-Balke-Collender Co. exhibited
their new models at the New York Show in the
Grand Central Palace, where P. L. Deutsch, A.
J. Kendrick, M. Nystrom were in attendance.
Schoenwald With Columbia
Harry Schoenwald, well-known to the talk-
ing machine and piano trade of the Mid-West,
has joined the city sales force of the Columbia
Graphophone Co. Mr. Schoenwald is in charge
of the Loop accounts. He has an extended ac-
quaintance dating back from 1915 with the
music trade, which will undoubtedly be valu-
able to him from his present position. He
first was assistant to Arthur Boland, manager
of the Grafonola Shop on Michigan avenue. In
1916 he was assistant buyer and retail manager
of the talking machine department of the Fair-
department store. In 1917 he was wholesale rep-
resentative of the Hobart M. Cable Co., La-
Porte, Ind. In September, 1917, he enlisted in
the Quartermaster's Reserve Corps of the
United States Army and was in France nine-
teen months as a commissioned officer.
Buy Cabinet Concern
The Federal Phonograph Parts Co. have
bought out the National Fixture & Cabinet Co.,
located at 1458 to 1464 West Kinzie street. The
interest and the stock of this concern has been
acquired by the Federal Phonograph Parts Co.
(Continued on page 134)
Your Account With Us
au
Lateral
Cut
Lateral
Cut
= Records
Will Be an Insurance Policy Against
EMPTY RECORD SHELVES LOSS OF CUSTOMERS
LOSS OF PROFITS
Record Dealers Reach the Acme of Wisdom
WHEN THEY STOCK UP WITH POPULAR HITS ON
No Waiting for Delayed Shipments When You Order From Us
MAGNOLA TALKING MACHINE COMPANY
711 Milwaukee Avenue otto schulz, President CHICAGO, ILL.
134
THE TALKING MACHINE WORLD
February 15, 1920
NEWMAN BROS. PHONOGRAPHS
No. 2
Unusually pleasing in tonal qualities as well as in appearance.
Finish: Walnut, Mahogany, Oak Height: 50 inches.
Plays five 1 0-inch records. Noiseless in winding. Plays all records. Automatic stop.
Tone Modifier. Other special features we shall be pleased to point out.
You will be pleasantly satisfied with our line of phonographs.
For your convenience and because of increased business, we have opened an office
and display rooms in the FINE ARTS BUILDING, CHICAGO.
N^mmatt Urns- (En*
Makers of Newman Bros. Pianos, Players and Phonographs
ESTABLISHED 1871
OFFICES AND DISPLAY ROOMS : THE FINE ARTS BUILDING
410 SOUTH MICHIGAN BOULEVARD
CHICAGO
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 133)
in order to permit of increased expansion bf
their talking machine business. It gives them
greatly increased space and now permits them
to start doing a special order business for con-
cerns desiring their own instruments.
The Federal Phonograph Farts Co. will shortly
come out with two new types of models, which
will go by the names of Hallmark and White-
house. These two types have been constructed
in both upright and console types.
A Remarkable Booklet
The announcement made in the columns of
this paper some time ago of the Vitanola's pub-
lication, "Making a Phonograph Department
Pay," hardly did the little booklet justice. It
seems that dealers all over the country have
been writing in to the Vitanola Co. compliment-
ing them upon it. The booklet is remarkably
well illustrated and written and is of direct
benefit to dealers. Those who have not yet
received copies, or who have not a sufficient
supply on hand, ought to secure them imme-
diately. They will be found interesting.
Equip New Horn
E. H. Stafford Mfg. Co. announces that its
most recent improvement and addition to Staf-
ford instruments is a new horn. The principle
of this is smoothness in the reflection of tone
just before the latter enters the amplifying
chamber. At the point of tone deflection, in-
stead of having a small quarter-inch or half-inch
wood stock, the Stafford Co. is equipping its
horns with solid blocks of wood, hollowed out
to conform at one end with the passage which
leads from the tone arm and at the other end
to the passage of the amplifier.
"Flu" Hits Trade
As if the coal strike and other troubles that
have confronted the Chicago trade during the
past few months were not enough, "Flu" liad to
have its little say in the curtailment of produc-
tion. Scarcely a factory in the city but was
hit more or less by the latest epidemic. Among
those affected has been the B & H Fibre Mfg.
Co., which had quite a percentage of its em-
ployes away from work during a short period.
The disease seems to have spent its force, how-
ever, and things are again back at normal.
Meeting With Much Success
The machines produced by the Melodia
Phonograph Co., at their factory, 400 North San-
gamon street, this city, are meeting with such
success that their makers are seriously consid-
ering the abandonment of the business of mis-
cellaneous parts making, which has hitherto
taken up some of their time. Among the fea-
tures of the Melodia which have attracted the
most attention has been the use of spruce for
building the amplifying chamber. AH models
of Melodia are now being built with this con-
struction. One of the results claimed for the
use of this wood and the particular shape* of
the horn which accompanies it is said to be that
the. sound appears to proceed from a point di-
rectly in front of the machine. The volume of
tone given out is very great and the makers say
that in small rooms it is advisable to use the
tone modulator, which is fitted to each ma-
chine. By means of this ingenious device the
tone can be graduated from the loudest to the
very faintest whisper. The Melodia factory is
equipped with all the latest types of modern
woodworking machinery. Individual electric
drive is used throughout the machine room. A
new catalog is being prepared and will be ready
for the trade at an early date.
Perfect "Blood Mute"
Burr Blood, inventor of the "Blood" tone
arm and reproducer, has brought out what will
be known as the "Blood mute," which will
form an integral part of the 1920 "Blood" tone
arm and reproducer, to be ready for the trade
about February 15. This "mute" is built into
the reproducer and functions in such a way that
the length of the vibrations can be minutely
regulated, so that the volume of tone can be
cut down to a softness and clearness that is
remarkable. This is done without in any way
changing the character of the tone, at the same
time retaining the full quality of the "Blood"
reproducer. So sensitive is this device that at
a slight turn of a thumb screw the tone can be
instantly regulated to any volume.
"Eddie" Cantor Made Every Kind of a Hit
"Ain't he just too grand for anything?" said
the big blonde woman in the fur coat, as she
gave Eddie Cantor, of the
Follies, the "double o."
"Why, I thought after
hearing his voice on the
Emerson records that he
was a great big fellow,
but just look at him;
ain't he cute?"
And "Eddie," who was
busy shaking hands with
a flock of Cicero chick-
ens, overheard the last
remark and began edging
toward the door. It all
happened down at the
Kimball music store at
Cicero, last week, while
"Eddie" was on a "hand-
shaking tour" with F. W. Clement, manager of
the Chicago branch of the Emerson Co.; Mr.
Wilbur, a representative of Leo Feist, and a
representative of The Talking Machine World.
In following the dictates of the powers that
be at the Emerson home office, the above-men-
tioned party started out to call on all Emerson
dealers in Chicago, the purpose being to intro-
duce "Eddie" without his makeup to local lovers
of modern melody.
"Eddie," you know, has been singing for the
(Continued on page 137)
Eddie After Hand-
shaking Bout
I TRANSFER NAME-PLATES J
I I
1 We make the Transfer Name - Plates and Trade-Marks for |
1} the largest talking machine manufacturers in this country and • |
$ for dealers in every state. |
| YOUR NAME, Mr. Dealer, on every machine brings the owner |
« back to you or records and his friends to you for a machine. M
| ' . §
K< Samples, Suggestions and Sketches Furnished Free $
I THE ME YERCORD -COMPANY, CHICAGO |
Largest Manuiacturers of iC^OlVf /\ IV I A Transfer Name-Plates |
_ _ _ • . _ ' A ; I
CiSiSuii '"n't au iiii fiii iu'i >*u» iij. iuHu'i iui Tn'i \\h \ui Tij. \ui ii 'ii »"u Tui iu?jQj iiii \\h Th< lUiTifi X\u aft v u ,<i» *:£ ?.u ~\u T,.u'i\ji\'.ii\\.u it^ft-i, jjj "'^ jMj jBrajj ijji ft'- Bjr55 lilt flwTi!. iij/i^
February 15, 1920
THE TALKING MACHINE WORLD
135
"A Phonograph is no better than its Motor"
RED
SEAL
Worthy of any high-class Manufac-
turer's consideration is the
ROEMER RED SEAL MOTOR
-N Exclusive Feature of the ROEMER RED SEAL
MOTOR, assuring Strength and Durability, is the One-piece
Die-cast Frame, the only one of its kind on the market today.
This, together with its other Exclusive Features, such as the
tapered Jeweler's Rod, Adjustable, Ball-bearing, Perfectly
Rigid Turntable Shaft; Bindless Hollow Spindle, True-cut
Die-cast Phosphor-bronze Intermediate Gear; Swedish Steel
Springs; Steel Motor Plate; One-piece Cam-stop and Regu-
lator; makes the ROEMER RED SEAL MOTORS, as we
said before, worthy of any High-class Talking Machine Man-
ufacturer's consideration. Will play 4 ten-inch Records on
one winding — NOISELESSLY!!
Write Today for Further Information
ROEMER MANUFACTURING CO.
1916-1920 West Lake Street
Chicago, Illinois
136
THE TALKING MACHINE WORLD
February 15, 1920
HIAWATHA
THE Models we shall put out during
A 1 920 will in no essential differ from
the very successful Hiawathas of 1919.
The 1920 line comprises five models.
They are built and sold on the one basis
of Quality ; the basis on which Hiawatha
prestige and commercial success have
been founded.
HIAWATHA PHONOGRAPH COMPANY
Offices 209 South State Street, CHICAGO
February 15, 1920
THE TALKING MACHINE WORLD
137
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 134)
Emerson Co. for some time now, and his latest
numbers are "You'd Be Surprised," "Come On
and Play Wiz Me," "All the Boys Love Mary,"
"You Don't Need the Wine to Have a Wonder-
ful Time," and a number of other songs now
on Emerson song records which have been sell-
ing like hot cakes.
It is not at all surprising that after "Eddie's"
visit to a number of stores, like the Roseland
Talking Machine Co., the Avanola Music Shop,
the Freeman Music Store, Schmidt Mfg. Co. and
many others, the call for Cantor records came in
stronger than ever. So between his fame as an
Emerson artist and his fame as a footlight
favorite "Eddie" is getting a stand-in with the
populace of Chicago that will be worth a million
dollars a minute before very long. "Now I
know," said the fat lady, "it is not exactly the
melody of the boy's voice that charms; it's the
way he puts it over."
P. S. After this handshaking expedition
"Eddie" wrapped up what was left of his hands
and went home.
The Brunswick Dinner and "Smoker"
A Brunswick dinner and "smoker" was given
at the Hotel Pennsylvania in New York on
Thursday evening, February 5, for all Bruns-
wick dealers and salesmen attending the Music
Show. Rumor says it was "some" event.
New Concern Enters the Field
The LaSalle Hardware Mfg. Co. is one of
the latest incorporated concerns to enter the
talking machine field and has a capital of ten
thousand dollars paid in. This company also
owns and controls the "Loop" Plating Works,
which is the only place of its kind within the
Loop proper. This company has already be-
gun operations and it believes that it will
be able to meet a very large demand. This
company is located at 332 S. LaSalle street,
and its workshops are equipped with the best
modern stamping, boring and plating devices.
Besides being secretary and treasurer of this
company, Mr. Sellek is also president of the
J. E. ROBINSON
ESTABLISHED 1879
M, J, DECKER
TEL. HARRISON 420
Robinson The Plater
S ?)fofers fo ffw frado • — - £
B frj — - \&oCd our tSpeciatfj; yd
500 W. VAN BUREN STREET
Chicago
The Largest Job Plating concern in the
Middle West. Let us figure on your
requirements for the coming year.
We guarantee you satisfactory work
and immediate delivery. Send us sam-
ples of your work. Let us quote you
prices. No order too large or too small
for us to handle.
Lacro Illuminating Co., distributors of high-
class electric fixtures.
New Automatic Cover Balance
D. W. Sellek, who for the past eleven years
has been chief efficiency expert for one of the
largest automobile concerns in Chicago, and
inventor of numerous automobile appliances, is
now connected with the LaSalle Hardware
Mfg. Co., who will manufacture three types
of his newly invented automatic cover balance.
It is claimed by the manufacturers that these
new cover balances will do away with all warp-
ing and other trouble.
Exhibited at National Music Show
W. C. Fricke, president of the Lakeside Sup-
ply Co., attended the National Music Show in
New York and looked after the Lakeside ex-
hibit at the Grand Central Palace. This com-
pany is now connected with two new factories
{Continued on page 140)
COVER BALANCE No. 1
Two Patents Dec. 9, 1919— One Patent Dec. 12, 1916, and
Others Applied for
Chicago Hinged Cover Support
and Balance Company
TELEPHONE PROSPECT 250
2242-44 W. 69th St.- CHICAGO, ILL.
READ THIS
A cover balance is not a piece of hardware that can be applied to a
talking machine cover in most any way and work fairly well. Ow-
ing to the different sizes and weights of covers and the different
ways of making cabinets the sizes of springs and direction of pull
must vary so it becomes a problem in engineering to design a sup-
port which will act properly on your machine.
We furnish diagrams and if you are a manufacturer and will give
us the proper information: —
We will design a balance which we guarantee will work satisfactor-
ily on your machine.
We will furnish you a sample to try.
We will furnish a blue print showing how to apply correctly — AT
NO COST TO YOU!
When a balance is applied at one side, as it is in most cases, there
is a tendency to warp or twist the cover so it will stand open on
one corner.
We have overcome this trouble so that if our support is applied ac-
cording to our blue prints
OUR BALANCE WILL NOT WARP THE COVER
NOTICE OUR TOP CONNECTION, WHICH ADJUSTS ITSELF
TO ANY BEVEL WITHOUT BENDING!
138
THE TALKING MACHINE WORLD
February 15, 1920
u.
Music Rolls
Talking Machine Jobbers and Dealers
i.
2.
3.
4.
5.
Nine out of every ten pianos sold are Player-Pianos.
205,000 Player-P ianos were sold in the first ten
months of 1919. This is 25,000 more than were
sold in a similar period in 1918.
Mill ions of Player Rolls are sold every year.
Most Player-Piano owners are talking machine
prospects.
U. S. Music Rolls are staple, are sold at a bigger
profit than records, and without demonstrating.
Word Rolls
$1.00
U. S. Word Rolls contain both the music and
words, so that the latest hits may be sung as
well as played.
Hand Played These Rolls are musically the same as the
SOc. Word Rolls, but the words are not printed.
Regular Made from master rolls by the most compe-
60c. to $1.50 tent artists, and including all forms of musical
compositions.
February 15, 1920
THE TALKING MACHINE WORLD
139
The Only Complete Line
Selling U. S. Music Rolls Through
Talking Machine Jobbers and Dealers
Practical and Profitable Because —
1.
2.
3.
4.
5.
6.
Small Investment Required.
Established Market.
Large Volume of Business.
Small Variety Carried.
No Selling Expense.
Quick Turnover.
Why It Will Pay Jobbers and Dealers
To Sell U. 5. Music Rolls
1.
2.
3.
4.
Intensively and Extensively Advertised.
Service — 48 Hour Shipments of All
Goods Ordered.
Intelligent Co-operation.
More Than 1 5 Years' Exclusive Player-
Music Roll Manufacturing Experience.
Focus your sales efforts on a line that
is 100% salable and 100% available.
Music Rolls Become Staple.
Some conspicuous successes have been won in a short time, in the
distribution of player piano rolls, by wholesalers of phonographs and
supplies. Last week a new department of this character showed for
its Eastern owner several hundred retail accounts exclusively granted
to his line and he said he would be asleep if he did not push it over a
thousand before the new year. A Middle Western supply house that
employs a man to call upon many dealers in the rural district with
records alone added music rolls to his stock in trade with a gain of
over $900 weekly to the business from that source, without a cent ad-
ditional investment to get it. For some months a single brand of
-oils has sold phenomenally in all the Eastern wholesale houses of a
record line.
The jobber's margin in player rolls is very substantial, particular-
ly in view of the fact that he is almost certain to be subjected to no
missionary expense in the bargain. A definite consumer demand has
been created both by the national sale of player pianos and the na-
tional advertising and the store-display services of the music roll
houses. Player rolls are universal; any player piano plays all the
parchment on the market.
The staple character that these influences have given to the
music roll sells it by name on demand, without demonstration. This
is the reason why talking machine dealers, who are daily getting
farther and farther away from even unnecessary record demonstra-
ins, buy and sell player piano music.
Reprint of editorial in Oct. 8th issue of the
Phonograph and Talking Machine Weekly
U. S. MUSIC COMPANY
CHICAGO
Manufacturers
U. S. A.
G. SOMMERS & CO.
PARK SQUARE. - - ST. PAUL
IRWIN PAPER COMPANY
MAINE AND THIRD STREETS,
DISTRIBUTED BY
OKEH RECORD DISTRIBUTING CO.
MINN. 97 FORT STREET. W. DETROIT, MICH.
LUCKY 13 PHONOGRAPH CO.
QUINCY, ILL 46 E. 12th STREET. .... NEW YORK, N. Y
WALTER S. GRAY CO.
942 MARKET STREET SAN FRANCISCO, CAL.
140
THE TALKING MACHINE WORLD
February 15, 1920
Blood
Tone Arm and
Reproducer
WE HAVE SAID: "It Is Tone That Sells!"
and the volume of business flowing in to us from Manufacturers all oyer
the country proves that we are right. BLOOD equipment on a talking
machine effects a tonal improvement which cannot be duplicated by any
other means.
That is why the BLOOD TONE ARM AND REPRODUCERS are steadily making'their way.
The Jewel Phonoparts Co. 59 East Van Buren St- Chicago» I1L
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 137)
for producing high-class cabinets. The new
connection gives them control of three of the
biggest woodworking plants in the city. The
"Ten-M-Needle" is now being jobbed by this
company, the manufacturers of it being the
Baker-Smith Co., San Francisco.
Vitanola Expansion in Various Ways
At a recent meeting of the directors and stock-
holders of the Saginaw Table & Cabinet Co., of
Saginaw, Mich., Samuel S. Schiff, vice-president
and general manager of the Vitanola Talking
Machine Co., was elected to the vice-presidency
o) the Saginaw concern. M. C. Schiff, who is
president of the Vitanola Co., was re-elected
president of the Saginaw Table & Cabinet Co.
Other officers re-elected were August Miessler,
vice-president and treasurer, and John F.
Fleishman, secretary.
The Vitanola Talking Machine Co. is deter-
mined not to make the same mistake that the
Government made in building the Chicago Post
Office. When work was commenced on this
building it was thought that it would prove
ample in space for many years thereafter, but
by the time the building was completed the
business of the Chicago Post Office had in-
creased so greatly that its capacity was already
far too small.
When the Vitanola Co. decided about a year
ago to erect a huge addition to their Cicero
plant it was estimated that the building contem-
plated would give the company ample pro-
duction to meet the demand up until at least
1922. Since then the company has taken over
the plant of the Saginaw Table & Cabinet Co.
and now finds that even with this greatly in-
creased output the demand will exceed the pres-
ent limit of their production. Therefore, while
Ihey are building they intend to build big and
have decided to double the number of floors that
they originailly planned to erect at Cicero. The
company is also building an addition to the
present Saginaw, Mich., plant.
J. Lewis Replogle, formerly resident sales
representative of the Vitanola Talking Machine
Co. for Oklahoma, Arkansas, Kansas and Mis-
souri, who has his headquarters at Kansas City,
has been promoted to field manager, with head-
quarters at Chicago. Mr. Replogle, who is one
of the best-informed talking machine men in
the country, will have charge of the field work
(Continued on page 142)
Repair Parts
For All and Every Motor
That Was Ever Manufactured
We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.
Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.
Expert repairing on all makes of phonographs
and motors.
®
INCORPORA TED UNDER THE
LA WS OF ILLINOIS
SUCCESSOR
Standard Talking Machtn* Co.
Vn.lt J Talking Machine C*.
Harmony Talking Macninm Co.
O'Noitt- Jamil Co.
A ratine Co.
UghVjrade lalRmoMrtctunes^Disc Records,
Telking Machine Supplies, Etc
227-229 W. Washington St., Chicago, 111.
February IS, 1920
THE TALKING MACHINE WORLD
141
5*
In Your Store It Will Do This:
First — ATTRACT customers by its very novelty.
Second — PLEASE customers by its pure artistry of design.
Third — SURPRISE customers by its ingenious method of operation.
Fourth — APPEAL to customers by reason of its usefulness.
And last and more important of all
The "FAIRY"
Phonograph Lamp
ASTONISHES and DELIGHTS by reason of its mellow, voluminous tone, due to a newly patented sound ampli-
fying chamber radically differing from the conventional designs, constructed of correctly jointed and suspended WOOD.
Electrically operated and equipped with a specially designed invisible switch, regulator and tone modifier.
No matter how high-grade the instruments you handle, the "FAIRY" phonograph lamp, musically and artistically,
is equal to the best.
The best testimonial to our product is the fact that sales of the "FAIRY" have required our maximum output ever
since its appearance in 1918.
ENDLESS-GRAPH MANUFACTURING COMPANY
4200-02 W. Adams Street, Chicago, 111.
142
THE TALKING MACHINE WORLD
February 15, 1920
YES, THIS IS
QUALITY FIRST
THE PERFECT EDISON ATTACHMENT
WE CAN PROVE IT— IF YOU WILL SAY —
"Send sample on approval" or ask your jobber
Retail Price, Nickel Plated, $8.50 Highest Grade Gold Plating $12.50
The New ORO-TONE Safety Point Steel Needle Now Ready
Sample Thousand 60 Cents
Mfrs. of highest grade tone arms, reproducers, attachments for phono-
graphs for playing all records. Diamond and jewel point needles, motors,
supplies, etc.
ILLUSTRATION SHOWS THE ORO-TONE ATTACHED
Successors to COMBINATION ATTACHMENT CO.
1808-10 IRVING PARK BOULEVARD, CHICAGO, ILL.
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 140)
in connection with matters affecting the com-
pany's policy for distribution, which recently
was revised to meet existing conditions of the
industry.
Liberal bonuses were distributed by the Vitan-
ola Talking Machine Co. to all of the employes
of the Chicago, Cicero, 111., and Saginaw, Mich.,
plants. In presenting the payment, a slip ex-
plaining the spirit of the distribution was given
to each employe, which read: "In appreciation
of the loyal service rendered, we take pleasure
in presenting you with the enclosed bonus.
Naturally, it is a matter of gratification to the
officers of our company to feel that each and
every employe is devoting his and her best ef-
forts to the interests of the organization. In
the measure that such loyal co-operation on the
part of our employes increases the prosperity
of the company, so will we be inclined in future
years to share such prosperity with you."
Cole & Dunas Bulletin
The January Bargain Bulletin issued by the
Cole & Dunas Music Co. to their dealers has
called forth many favorable comments from
the trade. It is a sixteen-page booklet cover-
ing all of the accessories sold in the talking ma-
chine store and profusely illustrated. The new
baby grand phonograph, listed on page thirteen,
seems to have created somewhat of a sensation.
This machine, retailing at a price from $8 to
$10, has sold exceedingly well.
Two other items listed in the book that are
worthy of particular mention are their No. 79
accessory assortment and their list of U. S.
player rolls. A large stock of these rolls has
been stocked at their quarters in the Commercial
Building, enabling them to make immediate
shipment.
The latest addition to the Cole & Dunas line
— not, however listed in their January Bargain
Bulletin — is a line of talking machine record-
racks and booths. "We realize the problem,"
said Mr. Dunas, "that dealers now are confront-
ing in the enlargement of their store capacities.
In order to give our dealers immediate service
on this score we have added this new line. We
are also taking over the agency for th'e distri-
bution of fixtures, hangers, etc., for use in retail
talking machine establishments. We have also
taken over in co-operation with another Eastern
concern a glove factory in which we intend
to make moving covers for talking machines,
which will enable one man to carry an instru-
ment without danger of damaging it."
United States Rolls Sell Big
From the United States Music Co. comes word
that January and the first part of February have
witnessed an unprecedented demand by the talk-
ing machine trade for United States music rolls.
(Continued on page 144)
Now Is The Time
to present these new — out-first
Records
to your patrons. Get in touch with us at once. Here is a lateral cut quality record
with a definite service behind it.
Records
IDodcIa
Okeh Records have made an
instantaneous success and you
should share in these benefits.
Records
WHOLESALE DISTRIBUTOR!
12-20 NORTH MICHIGAN AVENUE, CHICAGO
February 15, 1920
THE TALKING MACHINE WORLD
143
The Ferro Sound Box is adjusted in one
second for playing lateral or vertical cut
records, as shown in these illustrations
Ferro Phonograph Parts
Make Better Phonographs
Phonograph Manufacturers and Assemblers Who Want the Best in Tone-
Faithful and Accurate Reproductions of All Makes of Records — Will
Welcome This Opportunity. Write or Wire To-day — Now! About
The Ferro Tone Arm and Reproducer-Patented Nov. 25, 1919
The first announcement of
this new and better sound-
producing unit has brought
hundreds of requests for
samples. Some of the larger
talking machine makers have
decided on the FERRO tone
arm and sound box. And if
YOU want better results,
more satisfied customers —
more commendation of your
phonographs — you will in-
vestigate immediately.
Now is the time to make
reservations for your 1920
requirements. Write or
wire for a sample. State
quantities you may need.
Do it to-day !
The
FERRO STOP
The Best and Most Efficient
Automatic Stop Made
Made to fit all tone arms. Just
the kind of automatic stop that
manufacturers, assemblers and
jobbers of talking machines have
long waited for. It stops where
you want it to stop.
The FERRO-STOP does not look
like an auxiliary attachment —
but is made a component part
of the phonograph itself.
The FERRO-STOP used in con-
junction with the FERRO tone
arm and sound box makes an
invincible combination that will
increase the value of any talking
machine.
CHICAGO FERROTYPE CO.,
Phono Parts Division
1455 West Congress Street, Chicago, 111.
144
THE TALKING MACHINE WORLD
February 15, 1920
Cabinets to Order
In Quantity Lots
Increased manufacturing facilities, due to the acquiring of the
National Cabinet & Fixture Co., now enable the
FEDERAL PHONOGRAPH PARTS CO.
MANUFACTURERS OF THE HALL-MARK AND WHITE-HOUSE QUALITY PHONOGRAPHS
to take orders for quality cabinets or complete phonographs in upright or console models,
of either their own or special designs. Write for further information
FEDERAL PHONOGRAPH PARTS CO.
FACTORY ADDRESS OFFICE ADDRESS
1458-1464 W. KINZIE STREET. TEL. HAYMARKET 168. 8 SO. DEARBORN STREET. TEL. CENTRAL 2025.
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 142)
The many popular hits listed by this concern
have found ready sale in the establishments of
dealers throughout the country and have be-
come valuable additions to their regular busi-
ness. The latest list of hand-played and word
rolls recently mailed to the trade contains some
of the ^very latest musical successes of the day.
Brunswick Service
In January the Brunswick-Balke-Collender Co.
mailed out to their dealers a large folder show-
ing a new line of Brunswick devices for trimming
the windows of Brunswick dealers, and announc-
ing a new selling campaign now being inaugu-
rated. Show cards, easels, pictorial cutouts in
cardboard and so forth, all of which are tied up
with the Brunswick February advertising, are
pictured in the folder. The service includes
both talking machine publicity and Brunswick
record advertising. The February list was
mailed to dealers without cost, but the regular
service henceforth will cost dealers $2.50 per
month. An exhibit of the Brunswick service ap-
pears at their Wabash avenue headquarters on
the main floor in the record department. Says
H. B. Bibbs: "Dealers are seizing upon this serv-
ice with avidity. In combination with our ma-
chines and records it makes a decided hit and
is of immediate benefit to the dealer." In speak-
ing of the excellent sale of the first issue of
Brunswick records, Mr. Bibbs felt called upon to
mention in particular their number "Darda-
nella," of which many, and exceedingly large,
shipments have been made to all parts of the
country.
New Acme Factory
The Acme Engineering & Mfg. Co., manufac-
turers of the Acme speed indicator, used by
talking machine manufacturers and dealers in
the manufacture and repair of instruments, will
move on March 1 into the new building at 355
Union Park Court, Chicago. At present they
are located at 1622 Fulton street, but the expan-
sion of their business has made necessary the
change of location. Approximately $50,000 is
being spent by this concern in new equipment
with which to manufacture its Acme speed indi-
cator and other lines.
Mid-West Columbia Dealers Meet
A distinguished gathering of Columbia dealers
from five states, Illinois, Iowa, Wisconsin, Mich-
igan and Indiana assembled at the Congress
Hotel on the afternoon of January 22, and held
one of the largest meetings of Columbia dealers
ever held in the Middle West. The Gold Room
of the Congress was filled to capacity with an
imposing and enthusiastic assemblage when the
meeting was opened by Manager Kenneth Mills,
of the Chicago branch of the Columbia Graph-
ophone Co. Mr. Mills, who has only recently
(Continued on page 146)
THE PHOENIX
"A better phonograph for less money"
Plays all disc records with unusual clearness, richness and
beauty of tone.
Convertible tone arm. No extra attachments necessary.
Cabinets attractive in design and highly finished.
Efficient motors. We guarantee satisfaction.
Retail Price
$175.00
Height 48 inches
Width 193^ inches
Depth 223^ inches
Finish: Mahogany, Golden Oak
and Fumed Oak.
Large Record Space.
DEALERS NOTE
A good buy means good business. As a result the satisfaction
of your customers spells S-U-C-C-E-S-S. Why let dollars
pass your door when by becoming the sales agent for the
"Phoenix" you will receive the lion's share of the phonograph
business in your vicinity? Join the Phoenix family for big
and profitable results.
We allow 5% discount for cash in full with the order, or net
C.O.D., 10% to accompany order.
Write today for prices and further particulars to
PHOENIX PHONOGRAPH CO.
2504-06 W. Van Buren Street CHICAGO, ILLS.
February IS, 1920
THE TALKING MACHINE WORLD
145
UNIVERSAL
The Motor You Will Eventually Adopt
ALL
UNIVERSAL MOTORS
ARE
PERFECT IN MECHANISM
All Universal Motors are
Perfectly Geared — run and
wind noiselessly and main-
tain an even tempo.
Universal Motor "A-5"
The Universal Speed Regulator
The Universal Turn Table
Manufacturers of
MOTORS
TONE ARMS
AUTOMATIC STOPS
NEEDLE CUPS
. NEEDLE CUP COVERS
NEEDLE RESTS
Samples and Prices on Request
Universal Motor "A-6"
Universal Stamping and Manufacturing Co.
Chicago, 111.
Main Offices and Factory
1917 to 1925 So. Western Avenue
NOTE: The Universal Stamping and Manufacturing Co. has established an
EASTERN DIVISION AT WILLI AMSPORT, PA.
146
THE TALKING MACHINE WORLD
February 15, 1920
An Output of
More Than 100,000
Cabinets for Jobbers and Assemblers
I will furnish any style cabinet worth while,
ranging in price from $22.50 up to $45.00. A few
of my special models, as illustrated, range in price
from $25.00 to $42.50 in mahogany, golden oak
and solid American walnut. A big special of a
48" cabinet in genuine solid American walnut,
a $1 50 style phonograph, cabinets only, at $42.50.
Samples of these cabinets will be sent to well-
rated jobbers and assemblers who will buy in lots
of one hundred or more.
We will furnish you motors, any style you desig-
nate, and tone arms, in your cabinets, with your
trade mark, at a very small cost.
The Rich Tone Phonograph will be furnished
complete to jobbers and big operators at a guar-
anteed saving
of 20%.
Write for samples and full particulars
To NAT KAWIN, Director of Sales for the
Great Eastern Manufacturers' Co. Associated Factories
316 South Wabash Avenue, Chicago, 111.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 144)
come to Chicago from New York, opened his
address by welcoming the dealers and followed
this up by giving to the dealers definite figures
showing the wonderful advance made by the Co-
lumbia Co. in the year 1919, telling of accom-
plishments even beyond the expectations of the
enthusiastic crowd of boosters gathered at the
meeting. He also spoke of the extent of the
wonderful advertising campaign that has already
been inaugurated for 1920, a campaign that far
outshines anything so far accomplished by this
organization.
Mr. Mills was followed by Miss Nora Bayes,
who, in her own inimitable style, won her way
to the hearts of all present, and was given a
wonderful ovation.
Addresses were made by S. E. Lind, manager
of the Detroit branch of the Columbia Co., and
Ben L. Brown, manager of its Indianapolis
branch, the subject of both addresses being ex-
clusive representation.
These were followed by Van and Schenck,
who strayed away from "The Follies" long
enough to give their Columbia friends a very-
happy quarter of an hour.
R. F. Bolton, manager of the international
record department of the Columbia Co., of New
York, spoke most interestingly on foreign rec-
ords, making clear the enormous possibilities in
this field, and laying out some wonderful sales
plans for the coming year.
An illustrated talk on record sales was given
by O. F. Benz, manager of the Columbia record
department, New York. Information given out
by Mr. Benz as to the wonderful progress of
Columbia records in the past year was enthu-
siastically received.
H. L. Tuers, of New York, manager of the
dealers' service department of the Columbia
Co., and probably the greatest authority to-day
on retail phonograph shops, gave a most inter-
esting illustrated talk on arrangement of a
Grafonola shop, giving a practical outline of
the best way in which to conduct such a shop.
Bert Williams one-stepped over from a re-
hearsal of "The Follies" long enough to become
acquainted with the Columbia dealers present,
and to keep them laughing, in his own inimi-
table way, for a full fifteen minutes.
The meeting was closed by a stirring speech
by Geo. W. Hopkins, general sales manager of
the Columbia Co., who outlined the details of
the wonderful advertising campaign for the year
1920, and who filled his talk with one practical
sales suggestion after another that were most
enthusiastically received by Columbia dealers.
"Guesswork Won't Do"
The ACME allows a test with the
drag of the needle throughout the
length of the record.
The
Acme Speed Indicator
— is precision made.
— clears the tone aim.
— locates motor
troubles.
— registers 78 and 80
"The repairman's stethoscope." revolutions.
Made by
Acme Engineering & Mfg. Co.
1622 Fulton Street CHICAGO
WE ILLUSTRATE THE
"Handy" Dome Clamp
Quick action for clamping domes and
frames on Talking Machine Cabinets
Write for Catalogue of clamping machines for
Cases and for all purposes.
VENEER PRESSES AND CLAMPS
HANDY MFG. CO.
27 E. Madison St., Chicago, III.
AMBEROLA SERVICE
As the Edison Cylinder
products are not controlled
by zone system, dealers
anywhere can take ad-
vantage of LYONS'
SERVICE, which is ef-
ficient, skilled, and up-to-
date.
Contrary to the general
impression, the cylinder
line IS NOT A THING
OF THE PAST. It is ab-
solutely the best value of-
fered the public today.
J. I. LYONS
17 W. Lake St. Chicago
February 15, 1920
THE TALKING MACHINE WORLD
147
? ? ?
WHY
Mr. Dealer
Are Your Com-
petitors Selling
So Many
Phono-Grands
? ? ?
Simply Because'They
Know That
PHONO-GRAND
Fills a Long Felt Want
This little compact combina-
tion of a splendid Phonograph
and an electrically controlled
Reproducing Piano is just the
thing for ice cream parlors,
restaurants, cafes, etc. It fits
in nicely and takes up no more
room than an ordinary talking
machine.
Want particulars? Write today
J. P. Seeburg Piano Co.
419 W. Erie St. Chicago, III.
FROM OUR CHICAGO HEADQUARTERS
(Continued from page 146)
The reception given Mr. Hopkins, who is well
known to the dealers through his work, al-
though he had not previously had the opportu-
nity of meeting the Chicago dealers personally,
was unique in its enthusiasm and all are hoping
for his early return.
A. J. Bell, of the wholesale record department
of the Columbia Co.'s Chicago office, entertained
the assembly of dealers in a most timely man-
ner. At the time of this meeting the advance
records of "Dardanella" had just been received
in Chicago, and, although the dealers knew noth-
ing about the selection at this time, they re-
ceived it with great applause. Mr. Bell not
only played "Dardanella" on a Grafonola, but
showed the dealers what a great dance number
it was by dancing with Miss Qualey, of the
New York Columbia office. The impromptu en-
tertainment thus put on was greatly appreciated
by everyone present.
C. L. Morey With Rothschild
C. L. Morey is the new manager of the music
department of the L. M. Rothschild department
store, one of the biggest of its kind in the loop.
C. L. Morey
Mr. Morey became active with the Rothschild
Co. shortly after his resignation as loop sales-
man for the Chicago branch of the Columbia
Graphophone Co.
Change Bent Name
Charles M. Bent, president of the Music
Shop, which was recently incorporated to take
over the business of the Victrola department of
the G. P. Bent store on Wabash avenue, has
completed arrangements for a reorganization. A
large new sign, bearing the legend, "The Music
Shop," has been hung outside the store. The
first floor and basement are used for talking ma-
chine demonstration purposes. The record de-
partment is located on the lefthand immediately
as you enter the store, in a position highly con-
venient to customers. The basement has been
chosen as the demonstration room because it
has been found much handier for customers to
walk down into the basement than to walk up-
stairs.
Right here enters a question of psychology
(Continued on page 148)
Make a Record Salesman
out of every repairman.
Equip him with an AU-
TOMATIC CASE,
carrying records to dem-
onstrateon yourcustom-
ers' talking - machines.
Leatherette and Full
Leather finish.
Dealers, jobbers write for prices
AUTOMATIC CONTAINER CO.
29 So. La Salle St. CHICAGO
Announcing the
New 1920 /fx**
*/ MANUFACTURED BY
PlAYERPHONE TALKING MACHINE CO.
*KffiSS?* CHICAGO. »?£&™u.
For tone, quality and beauty, Play-
erphone stands in a class by itself.
Eleven models of original and beauti-
ful design. Plays all makes of records
perfectly.
Merchants who are looking for a
thoroughly high-grade phonograph
with original and exclusive features
at the right price will do well to
communicate with us directly or with
any of our jobbers mentioned below.
Berry, Demoville & Co.,
Nashville, Tenn.
John B. Bond, Little Rock, Ark.
Chapman Drug Co.,
Knoxville, Tenn.
Clawson & Wilson, Buffalo, N. Y.
Day Drug Co., Akron, Ohio.
Des Moines Drug Co.,
Des Moines, Iowa.
L. S. DuBois Drug Co.,
Paducah, Ky.
Hornick, More & Porterfield,
Sioux City, Iowa.
Reid Lawson, Inc.
Birmingham, Ala.
Chas. Leich & Co., Evansville, Ind.
A. C. McClurg & Co.,
352 E. Ohio St., Chicago, 111.
Oklahoma Book Co.,
Oklahoma City, Okla.
Orchard & Wilhelm Co.,
Omaha, Neb.
Twin City Talking Machine Co.,
Uhrichsville, Ohio.
Van Vleet-Mansfield Drug Co.,
Memphis, Tenn.
Waco Drug Co., Waco, Texas.
H. W. Williams & Co.,
Fort Worth, Texas.
SOME DESIRABLE JOBBING
TERRITORY STILL OPEN
Manufactured by
PLAYERPHONE TALKING MACHINE
COMPANY
338-352 N. Kedzie Ave.,
Chicago, 111.
148
THE TALKING MACHINE WORLD
February 15, 1920
rTTirTI A W rp^myf-i a try <zk m MAKES SOUND REPRODUCTION AS
FEDERAL TONE ARM Natural as Life
■ i ■ 1 1 1 ! ! I : r ■ ■ 1 1 . i : : ■ 1 1 . ■ : I ' ! : I ■ i ■ 1 1 1 : 1 1 ; I : I ; 1 1 : 1 : 1 1 : 1 : 1 ! 1 1 ! 1 1 : 1 F 1 1 : i M : ■ L 1 1 ' 1 1 : 1 K 1 1 1 ! ■ ! 1 : 1 1 i I : - 1 1 1 1 m ! ! i i . i : : : I : I l 1 : 1 1 ] I : I l 1 1 1 : 1 1 ] 1 1 1 ■ I ! I r 1 1 : 1 ' 1 1 : ! m ■ I ■ 1 1 : 1 - 1 : 1 r I u I m 1 1 1 1 1 ■ I r I r 1 1 ■ 1 1 1 ; - 1 1 ■ : I ■. i i 1 1 - 1 : : : i ! : i ■ . i : . : : i i i ! : ■ ■ : i ■ i ■ ■ i : 1 1 : ■ I ■ e ■ : : 1 : 1 1 1 1 : 1 1 : 1 : i : : ! 1 1 : ■ i ■ I ■ ; 1 1 . 1 1 . 1 . i ■ i i ■ 1 1 ■ : ■ : i : ; i . ! I : - 1 . 1 ' i : 1 : 1 1 ■ i ! : : 1 1 1 1 1
A LOUD, clear, natural tone — the very
best selling argument for any phono-
graph— is what you can offer your custom-
ers if you equip your phonograph with the
FEDERAL TONE ARM. It is beautifully
designed and blends well with any cabinet.
It is well built; will give long satisfactory
service under all conditions.
Write for Prices and Descriptive Circular.
Plays
AH Records
Telephone Central 2025
Federal Phonograph Parts Co., 8 South Dearborn street, Chicago
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 147)
which will interest all talking machine manu-
facturers. It is a well-known fact and one em-
phasized in a recent issue of the American
Magazine by the head of the United Retail Cigar
Stores Co. that customers will walk down into
a basement to purchase things where they will
not walk upstairs or take an elevator. Appar-
ently they do not stop to figure that they have
to walk back.
Sales Double for Year
: The sales of the Brunswick-Balke-Collender
Co. for 1919 showed figures double those of the
previous year. The 1919 sales reached a total
of $25,000,000, as against $12,416,000 a year ago.
Estimates based on the January business indi-
cate that the sales for 1920 will run close to
$45,000,000. This, of course, includes their vari-
ous lines of manufacture, not only talking ma-
chines and records.
The company reports its output is largely
oversold in all departments. To take care of its
expanding business five new factories for the
manufacture of Brunswick phonographs and
records have been purchased, and it is reported
that ground will be broken next spring for a
large addition to the tire manufacturing plant
at Muskegon, giving it a capacity of 5,000 tires
daily.
Marries in France
H. J. McFarland, Jr., vice-president of the
Music Shop, was the principal actor in a little
romance recently pulled off in Paris. The girl
in question was Miss Frances Ryan, of Chicago,
who has been studying at the University of the
Sorbonne in Paris. Mr. McFarland had known
Miss Ryan for ten or twelve years before she
went overseas. He grew tired of waiting for
her to come back and decided all of a sudden
on the 4th of Janu'ary to. go to Paris. Now
comes word that he is coming home, and that the
lady has ceased studying and is coming home
with him.
G. P. Ellis Goes South
G. P. Ellis, of the Chicago Talking Machine
Co., went to Miami, Fla., on the 12th of Febru-
ary, where he will spend about six weeks re-
cuperating his health. Mr. Ellis, it will be re-
membered, has been indisposed ever since
Thanksgiving time, but it is now reported that
he is recovering fast.
E. K. Tremblett, Chicago Talking Machine
Co., traveler for Ohio, Wisconsin and Illinois,
has also been confined with a slight illness for a
short time.
Miss Agnes McGary, of the Chicago Talking
Machine Co., has been ill with influenza, but
has now returned to work.
To Job Player Rolls
The Wade Talking Machine Co., jobbers of
(Continued on page 150)
YOU WILL NEED
Good Phonographs
in
1920
Colonial"
Competition and a more discriminating
public demand them
The policy of the
E. H. STAFFORD MFG. CO.
in its 30 years of furniture manufacturing has always been
that of permanency of sales. Every STAFFORD instru-
ment sold means another. Write us now as to your needs
this year.
STARTING IN JANUARY 1st WE WILL BE ABLE
TO MAKE IMMEDIATE DELIVERIES
E.H.STAFFORD MFG.CO.,218 S.Wabash Ave.,Chicago,III.
February 15, 1920
THE TALKING MACHINE WORLD
149
Represent the finest recordings of the most
popular song and dance hits before the
public today.
Every record is marketed with the assurance
that it will meet with a ready sale, for
are noteworthy in their tone quality and
musical perfection.
Our sales plan is designed
to give you service and
co-operation and help you
sell records.
Have \ou Seen the Latest Okeh Lists?
CONSOLIDATED TALKING MACHINE GO.
227-229 WEST WASHINGTON STREET, CHICAGO, ILL.
150
THE TALKING MACHINE WORLD
February 15, 1920
SILENCE!
The dealer will be agreeably surprised at the
quietness of the IRONCLAD Enclosed Motor.
No noise. No trouble. No kicks. No complaints.
No dissatisfied customers.
Everything just right. A smooth-running, effi-
cient motor.
All vital parts enclosed in a cast iron case. All
wearing points operative in oil when desired.
Now supplied in six sizes, with playing capacities
of three to twelve records respectively.
No. 1 Tone Arm, Improved Model
A large, beautiful arm. Adaptable sound
box, suitable for playing any make of record.
Note the throw-back feature leaving both
hands free for insertion of needle.
Samples, nickel finish, $3.75 each.
Write for descriptive circulars
and special quotations
Cherington Mfg. Co.
Waukegan, Illinois
CANADIAN FACTORY
IRONCLAD MOTOR CO.
ARTHUR K. KEMPTON, Manager
718-720 Drummond St., Montreal.
The IRONCLAD Enclosed Motor
Chicago Office
108 W. Lake Street
New York Office
51 East 42nd Street
D R. Doctorow, Eastern Rep.
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 148)
talking machines, supplies and accessories, will
in the immediate future take on a line of player
rolls. A definite formal announcement of .this
latest acquisition will be made to Wade dealers
during the month of February. From his retail
experience in the past Mr. Wade believes that
player rolls provide a profitable side line for a
talking machine dealer which can be handled
without any detrimental effects to his talk-
ing machine business proper.
Shortly before the music trade conventions
started in New York Mr. Wade left Chicago
for the Eastern metropolis, where he expects to
see many of the old friends and acquaintances
which he has known in his long years in the
music industry.
A Poem
A Brunswick dealer in particularly urgent
need of Brunswick instruments, feeling at one
and the same time the pressure of business and
the inspiration of the Muse, has written the
following to H. B. Bibbs, of the Brunswick-
Balke-Collender Co. Mr. Bibbs thought so
much of the poetical effusion that he has had
it framed and placed on his desk, so that other
visiting Brunswick dealers who think they are
being misused because they are not getting
enough instruments can read it:
Once a hustling Brunswick dealer
Up and died and went below,
Where he opened up a Brunswick shop;
Which showed he wasn't slow.
When his friends asked, "How is business?"
His reply was, "Well,
'Twould be fine could I get Brunswicks,
But I can't — that's why it's hell!"
Who wrote it? R. W. Hitchcock, of Welling-
ton, Kan., is guilty.
Six Best Sellers
The six best Victor sellers for the month are:
"Isle of Golden Dreams" and "Dardanella";
"Fluffy Ruffles" and "Poor Little Butterfly Is a
Fly Gal Now"; "Bells of St. Mary's" and "Dream-
ing Alone in Twilight"; "Where the Lanterns
Glow" and "Taxi"; "I'm Like a Ship Without a
Sail" and "Let the Rest of the World Go By."
The six best Columbia sellers are: "Still Un-
decided" and "When I Look in His Face";
"Assembly March" and "Fire Drill Gallop"; "I
Gave Her That" and "Don't Take Advantage of
My Good Nature"; "Bye-Lo" and "I'll Always
Be, Waiting for You"; "William Tell Overture,
Parts One and Two"; "William Tell Overture,
Parts Three and Four."
The six best Emerson sellers are: "When It
Comes to Loving the Girls, I'm Away Ahead of
the Times" and "Give Me the Sultan's Harem";
"Fast Asleep in Poppyland" and "Myra"; "The
Concourse March" and "Let Me Dream"; "Come
On and Play With Me" and "All the Boys Love
{Continued on page 152)
CThe Superior Lid Support
Y A Spring Balance that Does Tlot IDarp the Lid
Tlo Pull on the Lid when Doom
J{ mere touch of the finger lifts or closes the lid,
which stops at any point desired
Sample~-Ilickel 75c— Qold $1.00
Prepaid anuiphere upon receipt of price. Submitted on approval, subject to return
u?ithm a reasonable time, in which euent the full price will be refunded
Quanlily Prices Quoted on Application
Bamhart Brothers & Spindler
nionroe and Trtroop Streets, Chicago, Illinois
Patented
December 19Z9
BDiiAiAiniiiniTi mTimiiTnniiTnTnfTnn ii rnnnrnnnnrriTTniTTiniiTnTTii
mrnrnie
February 15, 1920
THE TALKING MACHINE WORLD
151
The
fill
1 ;•>'■
mm
Model No. 17
$180
Model No.
$200
18
t*Aoe: mark «=^G"
OF INTEREST TO EVERY
PIANO DEALER
OUR 1920 LINE
The Strongest Line of Phonographs on the Market
The 1920 MANDEL line embodies bigger talking machine values than any
other phonograph on the market today. The new MANDEL triple spring motor
is the last word in phonograph motors. Runs and winds noiselessly. The
new MANDEL patented reproducer plays records with a tone volume that is
unexcelled.
Low retail selling prices, liberal discounts and terms to dealers, and guarantee
of satisfaction to every ultimate purchaser, are three good reasons why you should
investigate our proposition without delay.
The new art portfolio illustrating the complete MANDEL line for 1920
is now ready for distribution. Write for your copy today. With it we will
include our confidential proposition to dealers.
More than 3,500 dealers are now selling MANDEL phonographs. Your
territory may be available.
MANDEL MANUFACTURING CO., Inc.
General Offices, 501-511 So. Laflin Street
CHICAGO, ILLINOIS
On Display at the Pennsylvania Hotel
Room 687, New York City
F. S. Harmon & Co., Northwestern Distributors. Tacoma, Seattle, Spokane, Portland.
Harle-Haas Co., Nebraska Distributors. Address, Council Bluffs, la.
Wichita Wholesale Furniture Co., Kansas Distributors. Address, Wichita, Kansas.
Harding-Kirk Co., Distributors for Utah and Eastern Idaho, Salt Lake City, Utah.
New Orleans Chair Co., New Orleans, La.
; I m r i
■¥ f
Am
Nodel No
$165
Model No 14
$100
Nodel No 15
$125
Model No 3
$150
152
THE TALKING MACHINE WORLD
February 15, 1920
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 150)
Mary"; "Dardanella" and "Oh! Oh!"; "Nobody
Knows" and "You'd Be Surprised."
The six best Edison sellers are: "L'Arlesienne"
and "The Deluge"; "From the Land of the Sky-
Blue Water" and "Erminie"; "Fluffy Ruffles"
and "Tears"; "Geo" and "'Waltz Memories";
"Second Hungarian Rhapsodie, Parts One and
Two"; "Second Hungarian Rhapsodie, Part
Three and Pastorale."
The six best Brunswick sellers are: "Dar-
danella" and "Fast Asleep in Poppyland"; "My
Cuban Dream" and "La, La, Lucille"; "Tulip
Time" and "I Might Be Your Once-in-aWhile";
"Oh, What a Pal Was Mary" and "Mandy"; "My
Cairo Love" and "Saxaphobia" ; "Karavan" and
"Romance."
The six best Okeh sellers are: "Dardanella"
and "Oh! Oh!"; "I Am Climbing Mountains"
and "Let the Rest of the World Go By"; "In
Your Arms" and "Pretty Little Rainbow"; "In
the Streets of Cairo" and "Peter Pumpkin
Eater"; "I Want a Daddy to Rock Me to
Sleep" and "He'd Say, Oo, La, La, Wee, Wee";
"You Ain't Heard Nothing Yet" and "Waiting
for the Tide to Turn."
Mandel Show Booth
A feature which attracted considerable atten-
tion at the recent furniture show of Chicago
was a solid brick booth constructed in the Man-
del Mfg. Co.'s space in the Exposition Building
at 1319 South Michigan boulevard. The Man-
del Co. have leased this space for a period of
two years, and have built the booth so that the
visiting dealers may hear the Mandel undis-
turbed b3r exterior scenes.
Install Unico Booths
Chase & West of Des Moines, la., have placed
orders for an additional Unico installation
which will give them twelve demonstrating
rooms and a thirty-eight foot service counter.
In addition to this they have increased their
working force to fourteen and will be able to
take care of their growing business in talking
machines and records.
ROEMER MFG. CO. INCORPORATES
Roemer Red Seal. The frame is a one-piece
die casting, an exclusive feature said to assure
strength and durability, and this motor also
C. F. Baer, Formerly Assistant Manager Colum-
bia Chicago Branch, Is President of This Or-
ganization— To Manufacture Motors
Chicago, III., February 3. — C. F. Baer, who since
1900 has been connected with the Chicago
branch of the Columbia Co., has resigned his
position to become president of the Roemer
Mfg. Co., 1916 W. Lake street, this city, which
has just been incorporated for $100,000 for the
C. F. Baer
purpose of manufacturing talking machine mo-
tors. The new motor will be known as the
Arthur Roemer
includes many other interesting and exclusive
features, such as a tapered bearing turntable
shaft of jewelers' rod steel construction and in-
termediate gear of phospor bronze mounted on
a hollow spindle, which is said to prevent
grinding, two sixteen-foot high-grade Swedish
steel springs of 38 per cent carbon and 14 per
cent tungsten and a one-piece cam-stop and
regulator. The manufacturers of this motor
guarantee it to play four or more ten-inch rec-
ords with one winding. Simplicity of construc-
tion is another feature, and it contains only
sixteen parts, of which only six are gears.
President Baer became associated with the
Chicago branch of the Columbia Co. as journal
clerk in 1900 and was with them continuously
(Continued on page 154)
Our Set No. 79C, containing 79 Salable Accessory Items
Listed in Our Latest Bargain Bulletin
OUR
ALBUMS
PHONOGRAPHS
MOTORS
DELIVERY ENVELOPES
STEEL
NEEDLES
TONE ARMS
RECORDS
GENUI
NE DIAMOND POINTS
CABINET HARDWARE
RECORD CLEANERS
SAPPH
IRE NEEDLES
RECORD LITES
LINE
SPEEDOMETERS
BELL-
HOOD NEEDLES
AUTOMATIC STOPS
U. S. MUSIC ROLLS
WALL*
KANE NEEDLES
REPEATOGRAPHS
VIOLINS AND BOWS
FIBRE
NEEDLE CUTTERS
DEMONSTRATING BOOTHS
STRING INSTRUMENTS
MOVIN
G COVERS
RECORD RACKS
SUPPLIES
EFFICIENCY COUNTERS
AN OUTFIT THAT PAYS YOU
Our bulletin lists many sets containing
merchandise grouped in a manner which
makes it easy for you to order. It is replete
with money-making opportunities for the
wide-awake dealers.
Only those items that have proven their
worth by actual sales are listed therein. In
each issue new items are listed and through
our bulletins we keep our dealers posted as
to the newest inventions and practical im-
provements in the phonograph field..
"OUR AIM IS TO SERVE"
We want to help you in every way pos-
sible. If there is any information that you
may wish us to give regarding merchandise
— fixtures for your store — advertising —
anything — write us. Let us act as an in-
formation bureau for you. Call on us when
in Chicago, too.
SERVICE is our MOTTO.
SEND FOR OUR BULLETIN
The fact that thousands of dealers have
requested that we send them our bulletins
regularly convincingly shows that these
periodicals are filling a real dealer need. Let
our bulletin be your buying guide.
SEND FOR THE BULLETIN.
COLE & DUNAS MUSIC CO., Inc.
54 West Lake Street
Chicago
February 15, 1920
THE TALKING MACHINE WORLD
153
The Sign of a Good Shop
DID YOU GET YOURS?
chnofone, has no equal
NO OTHER IS LIKE IT
IT HAS SET A NEW STANDARD
Plays All Records,
2R All Machines
Plays 50 Records
g^Plays them Right
Gets All the Tones
Not the Scratch
or 10c
ABOVE IS PHOTOGRAPHIC REDUCTION OF 11x15 IN. ART POSTER IN 5 COLORS
EMBOSSED ON HEAVY BOARD WITH EASEL BACK AND CORD HANGER
FURNISHED FREE TO DEALERS WHO SELL TONOFONE NEEDLES
EASTERN AND EXPORT REPRESENTATIVES
EMERSON INTERNATIONAL, INC.
1780 BROADWAY, at 57th STREET
NEW YORK CITY
PHONE, CIRCLE 3822
WRITE FOR FULL PARTICULARS
AND NAME OF NEAREST
DISTRIBUTOR
INVENTORS AND SOLE MANUFACTURERS
R. C. WADE CO.
110 SOUTH WABASH AVENUE
CHICAGO
PHONE RANDOLPH 2045
154
THE TALKING MACHINE WORLD
February 15. 1920
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 152)
up to the time of his resignation, having worked
himself up from the aforesaid position to that
of district manager.
In commenting upon old days of the talking
machine business, Mr. Baer remarked that he
can well remember the time when a dealer's
business amounting to $2,000 per month was
considered exceptionally big and that in the
old days it was considered proper to market
goods only through canvassers and a few retail
stores. At one time in his career, Mr. Baer
had 150 canvassers working for him, and it was
customary for each canvasser to take a sample
machine out; for example, one running at about
$50; secure an instalment lease for first pay-
ment, and, when the deal was closed, to duck
back to headquarters for another sample. This
method was discontinued in 1907 and the busi-
ness has since grown from a handful of dealers
to one of the great industries of the country.
The other officers of the company are A.
Rhein, secretary and treasurer, and Arthur
Roemer, vice-president, who is the inventor of
this new motor. Their new plant on West
Lake street is up to date in every particular
and is fully equipped with a complete assort-
ment of automatic machinery, such as is nec-
essary in the manufacture of talking machine
motors. The working plans of the factory are
such that the motors are begun at one par-
ticular place in the factory and travel in a
continuous line until they reach the shipping
room, where they are packed and sent to their
destination. There will be no lost motion in
the assembling.
Mr. Roemer is well known throughout the
Western industry as a mechanical engineer,
having been for years superintendent of many
of the largest metal-working plants in" the coun-
try. He at one time was in charge of the me-
chanical division of the Midvale Steel Co., of
Pennsylvania. A little over a year ago he be-
came interested in talking machine motors and
the result was the development of the present
Red Seal motor, which is thoroughly secured
by United States patents.
Equip Your Phonographs With
Perfect Automatic Brakes
Samples
$1.00 Eacb
Catb with order
State make
of tone arm Died
Also made
with long
brake shoe
for 1 inch
offset
Patented Auj. 28. '17
Simple construction and easily attached.
Made in four styles to fit any make of tone arm.
Write for attract is; quantity price
PERFECT AUTOMATIC BRAKE CO.
Room 400, 425 S. Wabash Are., Chicago
THE ELEMENT OF BUSINESS PERMANENCY
By JEFFREY SCHIFF, Secretary, Vitanola Talking Machine Co., Chicago
Conditions prevailing in the talking machine
industry are abnormal. For months there have
been more customers than there have been in-
struments. Dealers everywhere, good and bad,
have been able to dispose of their stocks with-
out difficulty. Demand can be compared to an
overflow of water. If its volume is too great
in one place it flows to another. It first travels
the natural courses where live dealers attract
it; then, when it gets too great for these, it
rolls on to find lodgment where the indifferent
dealers await it. Good and bad, the live and
the dead, all share in the prosperity.
But when the tide rolls back, then we see
the course of demand pursuing its natural chan-
nels again, the live and legitimate dealer get-
ting the business and the other type holding an
empty bag. I do not mean to infer that the
present volume of business is going to subside
— by no means — but with every manufacturer
making stupendous efforts to catch up with or-
ders, enlarging, building additions, etc., some
time in the near or distant future the manufac-
turers are going to put the supply on a par with
demand. Then it behooves the dealer who has
his own best interests at heart to take into con-
sideration the following points:
1. — Are you, and have you in the past repre-
sented your goods to be what they actually are?
Have you sold a $100 machine as a $100 ma-
chine, a $200 machine as a $200 machine, and
not claimed that a $100 machine was a $150
machine, etc.? In selling customers, have you
stuck to arguments of merit, making compari-
sons only where comparisons arose on the part
of the customer, giving your price and pointing
out its value — not claiming that it was a reduc-
tion from another price?
2. — Has your advertising been right? Have
you resorted to wild and misleading appeals in
order to get customers into your store? A
legitimate line of sales arguments inside the
store is useless unless the arguments used
outside the store are legitimate also. Has your
copy been of a nature to inspire confidence,
building up prestige rather than destroying it?
Has it been of a volume in proportion to your
capacity and clientele? Over-advertising is bad,
but under-advertising is worse. Most failures
are to be classed with the latter, not with the
former. Publicity is your means not only of
drawing customers to your store, but also of
creating customers — arousing in the general
public a desire for talking machines.
3. — Have you co-operated with your jobber
or manufacturer in the sales campaigns launched
by them? Have you used your manufacturer's
service to good advantage and obtained from it
the greatest benefit possible? In other words,
have you impressed your clientele with the fact
that you are "alive," which can be done easiest
and most effectively and most economically by
utilizing manufacturers' service to the fullest
extent?
4. — Have you built up an efficient sales per-
sonnel? Do they maintain the standard set by
the quality of your merchandise and by your
advertising? Without efficiency in this particu-
lar branch of your business, all the good will
gained through other means is destroyed. By
efficiency is meant not only ability to induce
customers to buy. but the ability to please as
well. The atmosphere of a store is dependent
entirely upon the salespeople in it; if they are
bright, cheerful, smiling at all times, acting as
though their work was a pleasure, and the
slightest wish of a customer to be met instantly
and cheerfully, then customers will look forward
to a visit at your store with a sincere sense of
pleasure. There is always a certain amount of
inertia to be overcome in a purchase of any
kind, and nothing will go so far towards at-
taining this end as a feeling of intimacy and
familiarity between customer and salesperson.
These are the four essentials to business per-
manency. Are you lacking in any one of them?
The present prosperous condition of the trade
offers you an unexcelled opportunity to correct
your mistakes and give your business the good
will in your community that means continued
future success.
The F. A. Starr Co., Camden, N. J., has been
incorporated with capital stock of $125,000, for
the purpose of manufacturing talking machines.
Fhondgrapli
Company
4ooNSandamonSt7
aobllL
Marinuzzi
One of the world's greatest
orchestra leaders says :
"I am exceedingly pleased to find that the
'Melodia' is a splendid instrument, such
as is destined to a great future.
"I have played it, using many different
records, from the ones reproducing the
wonderful voice of Enrico Caruso,
to those of Hawaiian guitars.
"I leel delighted in recommending
it to lovers of musical art, knowing
that the "Melrdia' will become pop-
ular and renowned -is its merits indi-
cate it should be "
"MEL0DIA"
The instrument with a future
Wonderful amplifying chamber
For full description catalogue and
prices write to
THE MELODIA PHONO-
GRAPH COMPANY
400 No. Sangamon St.
Chicago, 111.
Phone. Haymarket 3833
February 15, 1920
THE TALKING MACHINE WORLD
155
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 154)
SOME THOUGHTS ON MECHANICAL MUSIC
By R. KRASBERG, President, Krasberg Engineering & Mfg. Corp.
There is music as an art and there is music
as a science. One can be said to create the
music, the other to re-create or preserve and
reproduce it.
In the creation or rendition of music there is
little progress to record. The human voice
seems to have reached the limit of perfection.
The same may be said of musical instruments,
for they can only express, with mechanical lim-
itations, the feelings of the artist or composer,
and this they have done for centuries.
To acquire the ability to amuse or entertain
with original music of voice or instrument re-
quires years of work and patience, and after
much expenditure of time and effort a critical
audience may condemn. The result is — only
the fittest survive and mediocre rendition of
music is no longer tolerated in human society.
It is due to the advancement of musical me-
chanics that music has been popularized on the
one hand and has placed a premium on artistic
performance on the other. The progress of the
talking machine in the past few years ranks with
that of moving pictures, and it is still moving
by leaps and bounds.
The war rediscovered music. It placed music
on a practical basis. It was demonstrated that
music had a definite place and value — that, after
all, it was a commodity as necessary for the
well-being of man as food and clothing.
How can a man contemplate these things
without seeing the immense future of music —
particularly that form concerned with the pre-
servation and reproduction of music. I have just
read an advertisement urging the installation of
pipe organs in private homes and architects are
asked to provide for them in their plans and
specifications.
But while we can't all have pipe organs we
can at least have talking machines. The surface
of the talking machine industry has only been
scratched. Bringing home the new record will
aiways be classed with the thrills that come
once in a lifetime, and the hand of opportunity
is reaching out to him who can capitalize his
selling and merchandising abilities and profit by
the taste and love for music which seem to have
touched every human being of the present day.
C. G. STEGER ON PRICE INCREASES
President of Steger & Sons Announces No In-
creases During Year — Deplores Present In-
creasing Costs, Which Affect All Materials
Chicago, III., February 7. — C. G. Steger, presi-
dent of Steger & Sons Piano Manufacturing Co.,
states that he believes prices of musical instru-
ments are now high enough, and, for the good
of the trade and the nation, should go no higher.
In order to cope with the present cost of living,
the Steger institution has taken steps to prevent
any increases in the price of its products during
1920. Whenever possible his company will re-
duce prices by increasing facilities and develop-
ing output, thereby lowering manufacturing
costs. This reduction in the cost of manufacture
is planned to absorb practically all necessary
increases in the costs of supplies, material and
labor, while maintaining the same standard of
quality.
"The public will not stand for perpetual in-
creases in price," says Mr. Steger, "and although
many manufacturers announced new price
schedules on January 1, the officers of our com-
pany have decided not to do so. Industrial
leaders feel that prices have reached their apex.
Everyone knows that in many instances they
are unreasonably high. The public will not be
willing to go on forever paying any price named
by the manufacturer. The shortage of goods in
various lines at present has induced buyers
to pay exorbitant prices — but this condition
eventually will change. Every effort should be
made to eradicate the vicious circle of rising
costs.
"By planning purchases carefully and obtain-
ing supplies far in advance many economies can
be effected. We do not intend to be misled by
the prevailing fever on the part of some busi-
ness men to go the limit in gouging the pub-
lic. A fair profit is all that any manufacturer
or merchant should receive — and the policy of
profiteering is certain to be disastrous in the
long run.
"I have often heard people specifically men-
tion houses in different lines of manufacture that
have tried to be fair in their prices (notwith-
standing the pressure brought to bear upon them
through rising costs of material and labor) and
it is clear to me that the public intends to re-
member in the future those manufacturers and
merchants who do not greedily take advantage
of the present situation.
"The music industry is still confronted with
constantly increasing cost affecting all the ma-
terials of musical instrument manufacture. These
advances range from 12 per cent to 43 per cent,
and in addition there is an extreme scarcity of
supplies for making pianos, players and talking
machines. In every respect there appears to be
little change in the conditions which have pre-
vailed during the past two years. The demand
for musical instruments from dealers is very
great. Fully appreciating that condition, the
officers of the Steger institution intend to absorb
the advances in the cost of manufacture through
enlarged manufacturing facilities and increased
output.
"In certain other industries it has been dis-
covered that there is a general tendency among
(Continued on page 156)
DRYING EQUIPMENTS
-L-/ DESIGNED and MANUFACTURED byV_7
DRYING SYSTEMS incCHXCAGOUSA
OUR INSTALLATIONS
ARE DRYING OVER
5,000
CABINETS PER DAY
A POSITIVE GUARANTEE
COVERS EACH AND
EVERY INSTALLATION
A FEW OF OUR USERS:
Victor Talking Machine Co.
Brunswick-Balke-
Collender Co. (4 plants)
Forest City Phonograph Co.
Perkins Phonograph Co.
World Phonograph Co.
General Mfg. Corp.
M. Schulz Co.
Starr Piano Co.
Address
No. 322 No. Michigan Ave.
Chicago, III.
The users of our drying equipments are licensed under and protected
by the Grosvenor Process Patent, U.S. Patent No. 1,1 86,477, which
thoroughly covers the only practical varnish-drying process in existence
Send for
Descriptive Bulletin
156
THE TALKING MACHINE WORLD
February 15, 1920
HARPONOLA
The Phonograph with the
GOLDEN VOICE
The Harponola tonal chambers of al-
luringly beautiful and ideally resonant
golden spruce represent the first big im-
provement in phonograph design devel-
oped within the past two years
When the grille of a Harponola is re-
moved the average customer thrills with
approval as the golden interior breaks on
his vision.
The rich tone, the superb general ap-
pearance and finish, the thoroughly high-
grade mechanical equipment — all combine
to make HARPONOLA one of the quick-
est selling and most desirable of lines.
The dealer who wants the most profit-
able independent record finds our Okeh
Records exceptionally satisfactory. We
job them on advantageous terms.
Harponola Cabinets are built by the
Mersman Brandts Brothers in a separate
up-to-date factory.
THE
HARPONOLA
COMPANY
Edmund Brandts, Sales Manager
CELINA, OHIO
C. Q. STEGER ON PRICE INCREASES
(Continued from page 155)
buyers to hold off until conditions moderate
themselves.
"If the manufacturer continues to saddle his
advancing costs upon the dealer and if the dealer
in turn passes them on to the retail buyer, it is
merely a question of how many more increases
the retail buyer will stand. Personally, I am
sure that no wise buyer is willing or eager to
accept any more increases. It does not pay to
kill the goose that lays the golden egg. and it is
not judicious for a manufacturer or merchant
to become too grasping. No person likes to
pay more than the fair value of an article and
no American, particularly, wants to be "held
up." The price situation has reached a critical
point and it is time for industrial leaders to
concentrate their efforts with all the powers at
their command to check and reduce the high
cost of living. By giving good value, and by
taking only a reasonable profit, the manufacturer
and merchant will extend to the public fair
treatment and in that way do much to counter-
act the growing danger of unrest that emanates
from the vicious circle of rising costs. Further-
more they will contribute more effectively to the
future prosperitj- of the country.
"Regardless of what other concerns may do
in 1920, no further advances in selling prices
will be announced by the Steger institution.
Additional factories will be built to increase our
facilities and develop their efficiency. Existing
costs will be stabilized and whenever possible,
lowered, without reducing quality— and at every
opportunity we will endeavor to bring about a
reduction in the prices of pianos and talking
machines."
Excerpts from the above statements by Mr.
Steger were printed in the Chicago Herald &
Examiner of Wednesday. January 21. in an
article commending his stand.
NEW COLUMBIA RECORD CATALOG
500-Page Book Emphasizes Scope of Columbia
Record Library — A Valuable Publication At-
tractively Compiled and Printed
The latest edition of the record catalog issued
regularly by the Columbia Graphophone Co.,
New York, is now in the hands of the trade, and
the attractive appearance of this new publica-
tion has been commented upon by Columbia rep-
resentatives everywhere. The general style of
compilation and arrangement introduced last
year has been followed out in this new book,
and every convenience is afforded the dealers
in the efficient use of the publication.
The new catalog contains all Columbia rec-
ords listed up to and including September. 1919.
It is divided into six parts; part one being a
list of all artists making Columbia records;
part two is a complete list of all Columbia
records and_ artists, arranged alphabetically, ac-
cording to the title of the song and the name of
the artist; part three is a tinted section con-
taining a partial list of grand opera and con-
cert selections; part four is a classified list of
selected Columbia records; part five lists educa-
tional records for school and home, and part
six gives a list of gems and novelties from Co-
lumbia catalogs of foreign language records.
This Columbia record catalog containing 500
pages, constitutes a concrete indication of the
tremendous strides achieved by the Columbia Co.
during the past few years. Every type of mu-
sic is represented in the pages of this book, and
the artists who are featured are recognized as
leaders in their respective fields of endeavor.
The Columbia recording laboratories have been
frequently congratulated upon the phenomenal
progress attained by Columbia records, and this
500-page catalog visualizes and emphasizes the
efforts that have been made by this department
under the able direction of Edward M. Burns,
vice-president of the company and his efficient
corps of co-workers.
Part three, the tinted section giving a partial
list of grand opera and concert selections by
famous operatic and concert artists, introduces a
number of artists whose renown and prestige are
becoming more pronounced day by day. Among
these are Charles Hackett, the famous tenor of
the Metropolitan Opera Co.. who records ex-
clusively for the Columbia library. Rosa Pon-
selle. celebrated soprano of the Metropolitan
Opera Co., and another exclusive Columbia ar-
tist. Toscha Seidel. violinist, Riccardo Strac-
ciari. Hipolito Lazaro, Josef Hofmann and many
others, all exclusive Columbia artists.
ADOPTS LIBERAL EXCHANGE PLAN
Ansell, Bishop & Turner, Inc.. Washington,
D. C, have adopted a liberal exchange plan.
This house offers to exchange any Victrola pur-
chased in its store within six months of the date
of purchase for a higher priced model. The full
purchase price will be allowed on the machine
turned in. In case the sale was made on the
installment pian. the full amount paid on the
lower priced Victrola is credited on the better
model at any time within the six months.
Write us on Cabinets and
Finished Machines.
New line for 1920.
Improved sound chamber
reproducing superbly.
a b b
Full line of Hardware Supplies,
Tone Arms, Motors.
Lakeside Supply Co., Inc.
Telephone Harrison 3840
416 So. Dearborn St. Chicago, 111.
February 15, 1920
THE TALKING MACHINE WORLD
157
SHEER beauty of tone has &iven the Bush & Lane Phonograph
its hi&h rank in the world of music. There may be phonographs
which are higher in price, but none which excel the Bush & Lane
in faithful reproduction of music. Made in the same factory that
produces Bush & Lane Pianos and Cecilian Player-Pianos, this
phonograph is a worthy member of a "family" of perfect musical
instruments. bush & lane piano company, Holland, mich.
BUSH & LANE
158
THE TALKING MACHINE WORLD
February 15,
1920
Edison Amberola Message No. 3
It is said that there are more than
300 phonographs and talking ma-
chines of disc type on to-day's market.
There is only one cylinder phono-
graph on the market, and that is
Thomas A. Edison's Diamond
Amberola.
The only place where you can
hear a cylinder phonograph is at an
Edison Amberola Dealer's store.
Go hear it.
THOMAS A. EDISON, Inc.
AMBEROLA DEPARTMENT
ORANGE, N. J.
February 15, 1920
THE TALKING MACHINE WORLD
159
NEW VICTOR WHOLESALE ORGANIZATION IN CINCINNATI
William T. Haddon, C. H. North and A. H. Bates Join Forces and Will Utilize Their Wide Ex-
perience in the Trade in New Enterprise — Most Modern Quarters to Be Provided
The formation of a company that will take an
important part in the distribution of Victor
merchandise in Ohio, surrounding the city of
Cincinnati and nearby States, is under way and
the three leading figures in the enterprise are
William T. Haddon, C. H. North and A. H.
Bates, all men of wide experience in the Victor
business.
That this triumvirate will form an effective
Victor distributing unit with headquarters in
Cincinnati is now a certainty, and the work of
equipping it as a modern Victrola and Victor
record distributing establishment is rapidly go-
ing forward. The name of their company
will be announced as soon as the organization
formalities are completed.
It is a significant fact that each member of
the new firm has had considerable experience
William T. Haddon
in the traveling department of the Victor Talk-
ing Machine Co. in addition to a general knowl-
edge such as can be only acquired through an
extended connection with the Victor factory.
All of them are well known in the industry at
large.
Mr. Haddon has been in the talking machine
business practically all of his commercial life,
he having been originally connected with the
Universal Talking Machine Co. and later be-
came identified with the statistical department
of the Victor Co. For a time he was connected
with the traveling department, from which work
he was transferred to the executive office of
R. L. Freeman, former secretary of the Victor
Co., who is now also director of distribution.
He later returned to the traveling department
as an assistant manager, which position he re-
signed to enter the navy during the recent
World War. On his return he became a part
of the record ordering department of the Victor
C. H. North
Co., which work he leaves to become head of
the new distributing organization.
Mr. North traveled extensively through the
West and far West as a representative of the
Victor traveling department in his early days
with the company, and in the year 1912 he be-
came assistant manager of the then contract
department, in which position he came in close
contact with the trade throughout the country.
In 1917 he transferred to the legal department,
following the profession of his earlier adoption
along specialized lines of Victor work, which
he leaves to join the new company.
Mr. Bates is one of the best known men
among retail merchandisers in the talking ma-
chine business, having been manager of the
talking machine department of the Wanamaker
store in Philadelphia since April, 1916, which
position he resigns to join the new firm.
Previous to taking charge of the Wanamaker
store, which, under his direction as an exclusive
Victor store became a show place for visiting
talking machine dealers in Philadelphia as an
example of the best in modern equipment and
practice, Mr. Bates traveled for the Victor Co.
in Eastern Pennsylvania, Michigan, South Jer-
sey and Greater New York. In the latter city
he acquired an enviable reputation for his work
in building up Victor dealers through sales
A. H. Bates
promotion. His appointment as manager of the
Wanamaker talking machine department was in
recognition of his success in sales promotion
work.
D. L. O'CONNOR'S IMPORTANT POST
Prominent Vitanola Distributor for Texas
Elected Chairman of State Finance Com-
mittee of Music Dealers' Association of Texas
Dallas, Texas, February 7. — D. L. O'Connor,
head of the Standard Phonograph & Accessories
Co., of Dallas. Tex., Vitanola distributors for
this State, has been elected chairman of the
State Finance Committee of the recently or-
ganized Music Dealers Association of Texas.
The first convention of the new association
will be held at Waco in March. Mr. O'Connor
was in Chicago during the furniture exhibit,
and while there arranged for $500,000 worth of
Vitanolas for his company. He is very optim-
istic over the business outlook for 1920.
CANADIAN BANK USES THE WORLD
Montreal, Can., February 7. — The Canadian
Bank of Commerce takes the Talking Machine
World for reference and clipping purposes.
The Canadian Bank of Commerce is one of
the largest institutions in Canada, with
branches throughout the Dominion.
160
THE TALKING MACHINE WORLD
February 15, 1920
Whatever the Future Holds
for others, the dealer who has anchored his business firmly to
WIDDICOMB QUALITY and CONSISTENCY
will know that he is safe; and will feel the
confidence which springs from
such knowledge.
A FINISHED
P R.ODUC T
is distinctly a quality Instrument
calculated to enhance the reputa-
tion of reliable merchants whose
clientele is made up of discrim-
inating music lovers.
Made for the dealer who wants
bigger, better value, more substan-
tial profits and a steady flow of
come-back sales.
The
Widdicomb
Franchise
is a passport to the
most exclusive
trade.
ililllllllllllllllill
■IIIIH
PHONOGRAPH DIVISION
i The Widdicomb Furniture Co.
Grand Rapids, Michigan
WIDDICOMB No. 12
February 15, 1920
THE TALKING MACHINE WORLD
It's no moonshine to say that "The Moon
Shines on the Moonshine" and "Some-
body," a Bert Williams coupling, will bring
big receipts. A-2849.
Columbia Graphophone Co.
NEW YORK
NATIONAL TRADE CONVENTIONS HELD IN NEW YORK CITY
Annual Sessions of Music Industries Chamber of Commerce and Allied Associations Held During
First Week of This Month — Chamber of Commerce Budget for Year Fixed at $100,000 and
Plans Made for Widespread Development of Its Work — What Other Associations Did
During the week of February 2-7 in New York
there were held the annual conventions of the
Music Industries Chamber of Commerce and a
number of the national associations affiliated
with that central body and representing differ-
ent divisions of the music industry, these asso-
ciations including the National Piano Manufac-
turers' Association, the National Association of
Music Merchants, the National Musical Mer-
chandise Association, National Music Roll Man-
ufacturers' Association, the Music Publishers'
Association of the United States and other or-
ganizations. At the same time there was held
at Grand Central Palace the National Music
Show, which is treated of in other pages of
The World this month.
The proceedings of the Music Industries
Chamber of Commerce are of particular interest
to the talking machine trade, inasmuch as the
Victor Talking Machine Co. and the Columbia
Graphophone Co., Thomas A. Edison, Inc.,
Pathe Freres Phonograph Co., the Sonora Pho-
nograph Sales Co. and other manufacturers, are
affiliated with that body as individual members,
while the National Association of Talking Ma-
chine Jobbers has recently joined the central
body as division member.
The convention of the Chamber was largely
devoted to a discussion for plans for enlarging
materially the scope of its work. As is already
known, it numbers among its bureaus the Na--
tional Bureau for the Advancement of Music,
which was largely instrumental in bringing
about the holding of the successful Music Week
in New York. There is also maintained a Bet-
ter Business Bureau, now in Milwaukee, but to
be moved to New York. This Bureau has to do
with misleading and fraudulent advertising and
sales plans in the trade, investigates talking
machine, as well as piano advertising, and has
already accomplished much for the benefit of
the legitimate and straightforward merchant by
putting a stop to a number of questionable prac-
tices.
The program laid down by the Chamber of
Commerce for the coming year is a most elabo-
rate one and will result in the establishment
of new bureaus and departments, including one
covering trade service for dealers, another to
take care of export questions and others of equal
importance. To carry on this work there has
been passed a budget for $100,000, and Alfred
L. Smith, for several years manager of the In-
dustrial Bureau of the Merchants' Association
in New York, has been made general manager
of the Chamber of Commerce with full author-
ity to organize it as it should be organized.
There were a number of talking machine man-
ufacturers and jobbers in attendance at the
Music Show,, but none of them attended the
Chamber of Commerce meeting in an official
capacity.
Talking machine men were also interested in
the proceedings of the National Association of
Music Merchants, which organization was en-
larged some time ago to take in talking ma-
chine dealers and retailers of musical goods
generally. The great majority of music mer-
chants are dealers in talking machines of one
make or another andi some of them stand high
as wholesalers and jobbers.
The proceedings at the Merchants' Conven-
tion, particularly the papers read and addresses
made on the hiring of salesmen, the making of
collections and other important matters, were
of direct interest to all dealers in musical in-
struments. One of the features of the conven-
tion was the presentation by J. Henry Smythe,
Jr., who is known to the talking machine trade,
of a resolution appealing to the Methodist
Church, as well as churches of other denomi-
nations, to lift the ban on dancing of the proper
sort. The resolution was adopted unanimously
and should prove particularly interesting to
talking machine men just now, owing to the
great popularity of dance records.
Among the talking machine men in and about
the Commodore during the conventions were:
George E. Mickel, Omaha, president; Thomas
F. Greene, New York, vice-president, and Ar-
thur A. Trostler, secretary of the National As-
sociation of Talking Machine Jobbers.
ADD DEMONSTRATION ROOM
The George A. Mullin Co., of Cedar Rapids,
la., have just installed an additional demonstra-
ting room, making six, and have built a ten-foot
rack to accommodate their records. Mr. Wal-
ter, the manager, together with Miss Ashby and
Miss Gatens, conducts this progressive talking
machine department.
Model 137
Sona-Tone
Plays every make of record
without extra attachments! An
achievement in tone perfection.
Wonderfully built. Moder-
ately priced. And yielding a
margin of profit beyond the
average.
Ready for immediate delivery.
For better music, better enter-
tainment, you can provide no
finer instrument for your cus-
tomers than Sona-Tone — the
proven phonograph. Write
for details.
MODEL 137 (as illustra-
ted) — Solid mahogany .
Needle cup. Indicator.
No .16 M eisselbach motor .
Universal sound box.
Supreme tone arm. List,
$137. Complete specifi-
cations on request.
Sona-Tone Phonograph, Inc.
Executive Offices :
World Tower Building
110-112 West 40th Street
NEW
YORK
Demonstration Rooms :
Bush Terminal Sales Bldg.
132 West 42d Street
162
THE TALKING MACHINE WORLD
February IS, 1920
ASSOCIATION ACTIVITIES IN CLEVELAND "TALKER" TRADE
Annual Dinner of Talking Machine Dealers February 19 to Be Followed by Gathering of Music
Trade Association February 24 — Merging of Lakewood Music Co. With Euclid Music Co. —
Marshall Drug Co. to Cater to Women — New House Organ of Eclipse Musical Co. — Other News
Cleveland, O., February 5. — The annual din-
ner and meeting of the Talking Machine Dealers'
Association of Northern Ohio is scheduled for
the evening of February 19 and plans are being
made to make the event the biggest one the as-
sociation members have ever held.
The annual gathering of the Cleveland Music
Trades Association will be held on February 24.
G. M. Ott is chairman and Walter S. Raeder,
Harlan H. Hart, Harry J. Wamelink and Rex C.
Hyre are members of a committee appointed by
A. B. Smith, president of the organization, to
complete plans for this mid-winter event, when
the officers recently elected will be installed.
These officers are: President, George M. Ott,
president of the G. M. Ott Piano Manufacturing
Co.; vice-president, Charles K. Bennett, general
manager of the Eclipse Musical Co. and head of
the talking machine men's organization during
1918; secretary-treasurer, Walter S. Raeder,
head of the Harmony Music Shoppe Co. He
succeeds "Tony," A. L. Maresh, who has been
secretary for seven years.
Under the new arrangement Rex C. Hyre,
secretary of the Piano Merchants' Association
of Ohio, will become ad censor of the Cleveland
organization. Mr. Maresh has been doing this
work, but it was considered best to have one ad
censor, and, as Mr. Hyre's office is in Cleveland
and he is assistant secretary of the Cleveland
piano men's organization and attorney for the
same, he was picked for the dual role.
Mr. Hyre has served as assistant secretary
for several years and is making special efforts
to clean up the bad advertising in the musical
instrument trade throughout the state.
About a dozen Cleveland piano, player-piano
and talking machine dealers journeyed recently
to New York to attend the big National Music
Show. The visitors included Harlan H. Hart,
manager of the May Co.'s musical instrument sec-
tion; G. M. Ott; A. B. Smith, head of the A. B.
Smith Piano Co., Akron, and retiring president
of the Cleveland Music Trades Association; M.
O. Mattlin, head of the Home Piano Co.; Otto
Muehlhauser, of the Muehlhauser Brothers
Piano Co.; A. L. Maresh, of the A. L. Maresh
Co.; Harry J. Wamelink; Walter S. Raeder,
Charles K. Bennett; Herman Wolfe, head of the
Wolfe Music Co. and president of the Talking
Machine Dealers' Association of Northern Ohio.
Henry Dreher, of the B. Dreher's Sons Co.,
is spending his mid-winter outing in the South
and Pacific Coast and his plans are not known.
The Cleveland delegation will join that from
Pittsburgh and all will go on the same train. M.
V. DeForeest, of Sharon, Pa., is looking after
the Clevelanders in this respect and has written
to the effect that a big delegation is expected
from Cleveland.
Among other matters of general interest dur-
ing the annual meeting of the Cleveland piano
men. who elected Mr. Ott their association
president for 1920, was the adoption of an
amendment to the constitution providing that
$5.00 of the membership dues paid in shall go
to the state organization. The current dues of
the Cleveland association were fixed at $15 a
year.
The biggest event of the kind announced since
the first of the year was the merging of the
Lakewood Music Co., Detroit and Hurd avenues,
Lakewood, and the Euclid Music Co., 10602-04
Euclid avenue, bringing two high-class estab-
lishments situated in opposite "ends" of Greater
Cleveland under one management. The direc-
tors of the two concerns elected A. W. Witter
vice-president and general manager of the
merger concern and he is now at the Camden,
N. J., factory of the Victor Talking Machine
Co. trying to rush orders for merchandise. The
object of the merger, as announced by the offi-
cers of the two companies, is to combine the
purchasing power of two stores, maintain ex-
perts to give information about talking machine
record numbers and otherwise improve the
service of each store. Sales and purchasing
activities of the two places are to be combined
under Mr. Witter, who is well and favorably
known to the musical instrument trade of the
city. The two stores feature Victrolas and rec-
ords. The Euclid Music Store enjoys a fine
trade, drawn from the upper shopping, theatre
and hotel section of Euclid avenue, on the East
Side, and is near the University Circle, the
Western Reserve University, Case School of
Applied Science and .other educational institu-
tions.
A big specialty shop for women is to be
opened by the Marshall Drug Co. in the Euclid-
17th Co.'s new building now being erected at
East Fourteenth street and Euclid avenue. This
building will house a new theatre erected for
the Klaw-Erlanger shows and a Loew motion
picture house of 4,000 seating capacity. The
Pathe talking machine will be among the fea-
tures of the new shop for women. The Fischer
Co., Cleveland, distributors in Pathe instru-
ments, will conduct the Talking Machine Shoppe.
This novel departure of the Marshall Drug
Co., which operates over twenty high-class retail
stores, will be in the midst of the city's theatre,
department store and hotel section. About $90,-
000 will be spent in fitting up the women's store.
Women's wearing apparel will be featured, as
will jewelry, "knick-knacks," and there will be a
cafe for women shoppers and rest room. The
basement will have a high-class soda grille.
Brunswick records are making a hit. The first
announcements of the Brunswick-Balke-Collen-
der Co., to the effect that the concern would add
talking machine records to its varied line of
manufactured products, was well received by the
trade, because most dealers know that nothing
but the best possible records will be made. The
Lleveland branch of the firm, in Huron road, is
constantly adding to its list of dealers in Bruns-
wick talking machines and, now that records
are to be included, an expansion in business is
anticipated. The May Co. is one of the biggest
dealers in Brunswick machines in this section
of the country.
Clevelanders who love to hear John McCor-
mack sing were disappointed Sunday, February
1. He came here to sing in the new Masonic
Temple auditorium. The advance sale of seats
filled the hall, but Saturday night J. V. Gallagher,
of Cleveland, announced Mr. McCormack was
ill at his hotel with acute bronchitis.
"The Total Eclipse" — this is the name of a
new house organ just launched by the Eclipse
Musical Co., distributors and retailers of the
Victor Talking Machine Co. This publica-
tion is edited by Dave B. Miller, who is
publicity man for the Cleveland-Cadillac Co. and
the Eclipse concern, both of which are headed
by T. H. Towell. The new house organ is
printed on fine book paper and is profusely
illustrated with a front page picture of Eldridge
R. Johnson, president of the Victor Talking Ma-
chine Co. Interior scenes from the Wolfe Music
Co., the L. Meier & Son, Cleveland, and Drake
& Moninger, Alliance, O., Victor dealers, are
shown. The store of L. Meier & Son is given
much prominence along with a story of L. Meier,
headed "A Victor Merchant Who Dreamed and
Watched His Wonderful Dream Come True."
The paper's mission is set forth as follows:
"Service has become one of the biggest factors
in any business today. The concern that sells
merchandise to its customers and ends the deal
when the goods are delivered and payment is
made, is out of tune with present-day mer-
chandising.
"Just so it is in our dealings with you. Of
course, we are in business to sell your mer-
chandise, but there is a bigger and broader idea
behind every sale of goods — an idea which
means to help you dispose of that merchandise
to your customers.
"We are serving other masters than greed,
and through our exclusive service department
we can see greater opportunities than ever be-
fore for the advancement of Victor trade in
your territory, and making your store stand
out above all others in the merchandising of
Victrolas and Victor records.
"Our service department is a new idea in the
wholesale business. It is unique in that it is the
only one in existence that we know of. It is
only a few months old, but the success it has
attained in those few months, and the favor in
which it is held among large wholesalers
throughout the country, justify our judgment
in establishing it.
"The idea was conceived by Chas. K. Ben-
nett. He felt that, while some of our dealers
realized the value of proper window and store
(Continued on page 164)
"Take Your Music With You"
"CIROLA," the only PORTABLE Phonograph without sound
chamber; has twin spring motor; highly nickeled metal parts;
is finished like a Piano; built like a Battleship; folds like a suit-
case: weighs 16 lbs.; plays all records better because the good
fresh air is its sound amplifier; and we will give $10,000.00 for
any Cabinet Phonograph at $100.00 that will produce a larger
voilume of tone. Write for our proposition quickly. Enterprising
dealers everywhere are rapidly stocking these Spring and Summer
Whirlwinds.
Size: 6" x 6" x 12"
203-04 Colonial Trust Bldg.
PROMPT DELIVERIES
CIROLA DISTRIBUTING CO., Inc.
PHILADELPHIA, PENNA., LT. S.
February 15, 1920
THE TALKING MACHINE WORLD
163
More Sales
— Less Effort
Two highly important factors enter into
the success of any music dealer's store.
One is appearance — the other is service.
Unsightly, inefficient partitions used as Booths, built-in
shelving and old counters are not only repulsive but invite
a disorderly arrangement of the store room, and you cannot
give service.
Without system there cannot be service. Reed Booths,
Racks and Efficiency Counters are a complete equipment
which is not only adding to the appearance of hundreds of
progressive music dealers' stores, but increasing their sales
as well.
REED
Glhe 'Music
Booths are beautifully designed in Plain and Period patterns,
with plain or beveled plate glass as desired. They are made
in standardized three-foot sections, put together by bedlock
arrangement, making them simple to install and easily taken
apart. There are no nails used in the installation of the
Reed Booths.
The Reed Efficiency Counter is to the music dealer what
the kitchen cabinet is to the modern housewife — a place for
everything and everything in its place. It provides in 15
square feet of floor space articles which are too often found
in all nooks and corners of the store room. Truly, it is a
real efficiency counter.
The Reed Record Rack is of beautiful construction, having
fifty compartments of a total holding capacity of 1,250
records. This rack can also be used for player rolls with
a holding capacity of 300 rolls.
Can you afford to be without any portion of this equipment ?
Our planning department is at your service. Send us a
diagram of your floor space and we will gladly submit
sketch showing Booth and equipment in your store, to-
gether with cost of installation.
Write for descriptive literature.
THE REED COMPANY /NC
237 FIFTH AVE., PITTSBURGH, PA.
300 *>$g*o* i
INSTALLATION of Reed Sectional Rec-
1 ord Demonstrating Booths and Record
Racks recently installed at the Emerson
Shop, Forbes and Meyran Avenues, Pitts-
burgh, Pennsylvania
164
THE TALKING MACHINE WORLD
February 15, 1920
PLAZA
ACTIVITIES IN CLEVELAND TRADE
(Continued from page 162)
BUY YOUR
ACCESSORIES
Mil From One Source
RECORD STOCK
ENVELOPES
This is another of the
many items we can supply
to you at attractive prices.
Records should always be
kept in stock envelopes to
prevent scratching and dam-
age.
These envelopes are made
of heavy glazed green Kraft
paper that affords the nec-
essary protection.
Supplement Mailing
Envelopes and
Corrugated Board
It is well for you to know
that we can supply these
two items also.
You will find that it pays
to concentrate your pur-
chases for this and all other
phonographic merchandise
with PLAZA.
Write for Samples
and Prices.
1
4
display, a great majority did not know how to
make the most of such display or were not in
position to undertake the job if they knew how."
The officers of the Eclipse Musical Co. are:
President, T. H. Towell; vice-president, P. J.
Towell; secretary-treasurer and general man-
ager, Charles K. Bennett; sales manager, E. B.
Lyons; service manager, George W. Savage;
traveling representative, Earle Poling.
Miss Ethel Volk is in charge of the big phono-
graph record room of the Wolfe Music Co., this
city. The firm has space for 20,000 records at
one time. Mis9 Volk was formerly manager of
similar departments at the May Co. and the
Sherman, Clay & Co., Los Angeles. She is
known in the trade as one of the best posted
Victor managers in Cleveland.
Talking machine sale prospects for February,
according to dealers, are splendid. Cleveland
has fewer labor troubles at present than former-
ly and business conditions appear more settled.
The prevalence of influenza is affecting retail
business. Hundreds of people are confinecKto
their homes by the disease. The city health
authorities thus far have taken no steps to cur-
tail business hours of department stores or re-
strict crowds in theatres, hotels, restaurants and
picture shows. A year ago stores were com-
pelled to close two hours ahead of regular clos-
ing time and shoppers found much business was
lost.
Owing to the fuel shortage the local fuel
committee has placed an embargo on car lot
movements of freight in the Cleveland switching
terminal district. This applies to everything ex-
cept foods, coal and coke, petroleum products,
news print paper, government and railway sup-
plies. Talking machine dealers are unable to
obtain merchandise in big lots and receipts and
shipments of heavy merchandise are almost
blocked to a standstill. The embargo has been
in effect ten days and is resulting in a big handi-
cap. Factories are unable to obtain raw ma-
terial. The coal shortage has reached an acute
stage in the city and nearby industrial centers.
THE BIRTH OF THE "OKEH RECORD"
Excellent House Organ Just Issued by the Gen-
eral Phonograph Corp. for Its Employes —
Filled With Interesting News
The "Okeh Record," a new house organ pub-
lished in the interests of the employes of the
General Phonograph Corp. and its various man-
ufacturing and sales divisions, made its appear-
ance this week, and has already gained the en-
thusiastic approval of the company's forces. The
publication is bright and snappy, containing in-
teresting items regarding the activities of the
various divisions, together with pithy and hu-
morous paragraphs anent the personal hobbies
and propensities of the individual members of
the organization.
Otto Heineman, president of the General
Phonograph Corp. extends a message of wel-
come and good cheer to his fellow workers
through the medium of this house organ. In
this message Mr. Heineman said: "Through
these columns of the 'Okeh Record' I wish to
introduce myself personally to each and every-
one of you. At last I feel that I can speak to
you in a real, get-together spirit. By means of
this house organ, I wish to extend my hand
to you all, as a token of thanks for your un-
tiring efforts in the past and as a token of sin-
cere friendship and admiration for you as a
fellow worker."
The name of the editor of the "Okeh Record"
has not yet been divulged, but he and his as-
sociate editors deserve to be congratulated upon
the production of a house organ that cannot
fail to promote good fellowship and camaraderie.
If the first number is any criterion for future
issues this publication will be awaited with
keen interest by every member of the General
Phonograph Corp. organization everywhere. Tt
is a splendid beginning for a worthy undertaking-
STARR PIANO CO. IN NASHVILLE
Arranges to Open a Wholesale Distributing
Branch for Its Products in That City
Nashville, Tenn., February 7. — The Starr Piano
Co., Richmond, Ind., has arranged to open a
new wholesale branch at 240 Fifth avenue north,
this city, with Hugh M. Light, formerly man-
ager of the local retail store, as district man-
ager. Both pianos and Starr phonographs, to-
gether with Gennett records, will be distributed.
Elmer S. and Monn Lethin have purchased
the building at 1514 Sixth avenue, Moline, 111.,
in which they have conducted a music and sport-
ing goods store for the past five years.
ANNOUNCEMENT
THE HOFFAY TALKING
MACHINE CO., Inc.
have moved from 3 West 29th St.
to quarters of greatly
increased size at
14 Thomas St., New York
METZLER & CO. (1909) Ltd.
ESTABLISHED 1788
40, 41, 42 and 43 Great Marlborough Street and
33. 35, 37 and 37 and 39 Foubert's Place
LONDON, W., ENGLAND
SOLE DISTRIBUTORS FOR
GREAT BRITAIN AND IRELAND
HOFFAY AIRTIGHT MACHINES
and ACCESSORIES
Sole Distributors of the
Hoffay Airtight
— a really wonder-
ful machine —
for the States of Utah, Idaho,
Nevada, Montana, Wyoming,
and Colorado.
Geo. A. Lowe Co.
Ogden, Utah
We Assure the Trade Best Service
Send Your Orders for
HOFFAY PRODUCTS
WILLS & PAT0N, Pty., Ltd.
Sole Agents for Australia
265 Collins Street
MELBOURNE, AUSTRALIA
also
7 Quadrant
LAUNCESTON. TASMANIA
DISTRIBUTORS OF
HOFFAY PRODUCTS
Southern California
Music Company
Established 1880
332-334 S. Broadway, Los Angeles, Cal.
Other Stores Pasadena, Riverside, San Diego
PLAZA MUSIC CO.
18 WEST- 20 1* STREET
NEW YORK
February 15, 1920
THE TALKING MACHINE WORLD
165
CABINET FACTORY
Hartzell Walnut—
Standard for 40 Years
Hartzell Mills-
Known for Efficiency
HARTZELL WALNUT LUMBER MILLS
WE are in a position to make the finest of Cabinets for houses
who want to handle quality goods and whose business arrange-
ments are based on facts and integrity.
In addition to figuring on Cabinet contracts we are able to deliver
appreciable quantities of Cabinets all ready for installation of motors,
etc. These are now available.
We cannot— we do not attempt to — show the quality of our goods
in the accompanying photos. We will show it, however, to visitors
to our plant.
We Are Walnut Experts
For 35 years we have
specialized in Wal-
nut from the log to
the finished product
and in that time the
name "Hartzell" has
come to be synony-
mous with the best
in bringing out the
beauties of that
wood.
We, ourselves,
make everything -
Veneers, Cross-
Bandings, Panels
and all that goes into
the finished product.
Our plant is cele-
brated throughout the U.S. for its equipment
and organization. We know exactly our
costs and our capacities.
Correspondence Invited
GEO.W. HARTZELL
PIQUA OHIO
166
THE TALKING MACHINE WORLD
February 15, 1920
An Opportunity for Dealers
The PURITAN
Phonograph literally
"speaks for itself."
There is a richness
and purity in the re-
production, quite
different from other
instruments, that in-
variably pleases the
listener.
The most critical
music-lovers declare
that such smoothness,
clearness and volume
of tone have never
been produced by or-
dinary phonographs.
THE REPRODUCER
A new type of sound-box and tone arm give
absolutely free horizontal and vertical movement,
enabling the needle to receive ALL THE IMPULSES
from the corrugations of the record. The faintest
recorded sounds are faithfully transmitted to the ear.
The mechanism is very sensitive to record vibrations,
and is the result of long experiment.
The great clearness of tone in the PURITAN is
produced by the
LONG WOOD HORN
This is an exclusive, patented feature, and
CANNOT BE USED BY ANY OTHER MANU-
FACTURER.
The PURITAN HORN is a rectangular channel
representing an organ-pipe, extending from the tone
arm to the bottom of cabinet. It has only one bend
(see illustration).
THIS IS THE MOST EFFECTIVE
AMPLIFIER EVER PRODUCED
The PURITAN HORN magnifies and mellows
the vibrations from the diaphragm. At the same time
it absorbs all hissing and grinding sounds, delivering
the MUSIC ONLY in a wonderfully realistic way.
The entire instrument, including motor, sound-
box and cabinet, is made in our own factory, and we
guarantee every part.
PURITAN LATER AL-CUT RECORDS ARE BRILLIANT AND CONTAIN THE
LATEST POPULAR NUMBERS
The Puritan Phonograph plays all makes of Disc Records, with all the distinctness and volume of
which the record is capable
EIGHT BEAUTIFUL MODELS NOW READY FOR IMMEDIATE SHIPMENT
WRITE FOR CATALOG AND DEALERSHIP PROPOSITION
United Phonographs Corporation
Factory and General Offices: Sheboygan, Wisconsin
February 15, 1920
THE TALKING MACHINE WORLD
Ik
167
Ponselle soars through Verdi's gay Sicilian
"Bolero." Your receipts will soar if you
send a big order. Columbia Record 49686.
Columbia Graphophone Co.
NEW YORK
IMPORTANT EMERSON ACTIVITIES
H. T. Leeming, Vice-President of Emerson
Phonograph Co., Gives Trade Some Idea of
Company's Plans for Future — Will Manufac-
ture Emerson Phonographs — Vital Improve-
ments to Be Announced at Early Date
At a meeting of the stockholders of the Em-
erson Phonograph Co. held recently at the ex-
ecutive offices, an iss-ue of $500,000 8 per cent
H. T. Leeming
cumulative preferred stock was authorized. The
net proceeds of the sale of this stock will he
used as follows: First — to provide the additional
working capital necessary to finance the com-
pany's very satisfactory increase in business; sec-
ond— to employ part of this capital to create at
once additional production and sources of sup-
ply; third — to prepare for the manufacturing
and marketing of an Emerson phonograph;
fourth — to develop and market some very im-
portant improvements in the phonograph and
record industry.
In an official notice to the stockholders re-
garding this new stock issue, H. T. Leeming,
vice-president and general manager of the
Emerson Phonograph Co., states that the com-
pany's business and earnings have shown a
healthy increase the past four years in spite of
adverse conditions. The sales have increased
from $590,000 in 1917 to $3,000,000 for the fiscal-
year ending April 30, 1920 (the sales for the
last four months for the fiscal year being esti-
mated).
In one section of this statement, Mr. Leem-
ing says: "At present the company is more than
one million records behind in its deliveries, and
total unfilled orders are increasing daily. Plans
are under way for additional production by
which it is hoped to at least triple last year's
business. Based on our present output, ship-
ments for the calendar year 1920 should ap-
proximate $5,000,000, but with our contemplated
increase and production the most conservative
estimate should place our shipments far in ex-
cess of this figure.
"With the introduction of our ten and twelve-
inch records we entered a broader and more
profitable field in the phonograph industry. Our
ability to successfully compete with the other
large companies is amply demonstrated by the
fact that we are now the third largest manu-
facturer of large size records. We are now
well prepared to introduce a line of Emerson
phonographs to Emerson dealers and to the
great number of consumer enthusiasts that have
been created.
"To combat the ever-increasing price of shel-
lac, the main constituent in the present type of
phonograph records, Victor H. Emerson, presi-
dent of our company has been working on im-
provements which will materially reduce the
cost of manufacturing disc records. He has
finally succeeded in perfecting a record (which
will shortly be placed on the market) by which
a substantial saving to the company will be
effected.
"Furthermore, we have looked years ahead
to the day when competition on the present type
of disc records might be keen and are prepared
to support our position in the industry by prac-
tical and revolutionary changes and improve-
ments. Should conditions make it necessary at
any time, we can market a new type of record
that will assure us of a ready market which
will absorb a much larger output."
SUCCESSOR _N0T APPOINTED
D. R. Doctorow has severed his connections
with the Lucky 13 Phonograph Corp.,- New
York. David Bartelstone, head of the Lucky
13 Phonograph Corp., stated that no announce-
ment would be made just at the present time as
to his successor.
The Baldauf-Rosenblatt Co., of Oskaloosa, la.,
have placed their order for a complete Unico
installation and plan to erect a modern exclu-
sive Victor Department on the second floor of
their department store.
This superior product is
a necessary part of the
superior quality machine
The " Crip-N-Ejex" File is a high quality
product that will add SELLING POWER
for the machine in which it is featured.
It not only improves the appearance and at-
tractiveness of any talking machine, but will
also provide A RECORD SYSTEM that is a
positive necessity for all talking machines.
Manufacturers who make it a standard part
of their finer quality models will render pro-
spective purchasers of phonographs a REAL
SERVICE which will be everlastingly appre-
ciated. Increased business will result from
an increased demand. This desirable de-
vice is easy to install in all makes of cabinets.
It is substantially built to last a lifetime, per-
manently protects the records from becoming
scratched, marred or broken, and instantly
produces THE DESIRED SELECTION.
It will, therefore, increase the pleasure of
the owner many hundredfold.
MAKE US PROVE IT
Crippen Record File Corporation
39 North Water Street Rochester, N. Y.
Illustration above shows Spe-
cial MADE TO ORDER Ma-
hogany Sectional Cabinet,
consisting of base, two 100
section units and top.
TOTAL CAPACITY: 200
Records.
168
THE TALKING MACHINE WORLD
February 15. 1920
ANNOUNCING
The New Supreme
Phonograph
ALL THE NAME IMPLIES
Supreme
for
Tone
No. 100— $100
Height 45 \®
^ Width 18"
Depth 21"
Three Fine Models
$100 $130 $160
Genuine Five - Ply Mahogany
Throughout
Okeh Records
Sixth Releases Now Ready
Mr. Dealer: — You can place your business on
a permanent, profit-paying basis.
You can put new life, confidence, real selling
ability and lots of snap and punch, where you
get results in real money.
The Supreme for satisfaction if you are seeking
a moderate price instrument that's standard
to the smallest detail of equipment, magnificent
in appearance. You will do well to investigate
further into the merit of the Supreme. Last,
but not least, a substantial, living discount. If
interested, write, wire or phone Barclay 5728.
Okeh Records
Sixth Releases Now Ready
METROPOLITAN DISTRIBUTORS
ZIEGLER, BAKER & JOHNSON
lOO Chambers Street
NEW YORK, N. Y.
I
l^i>y.i^yaii%ii^s^ig?ii>8<iw<ii«
February 15, 1920
THE TALKING MACHINE WORLD
169
TLp Pfflfllirt the best medium-priced pho-
1IIC I lOUULl nograph line on the market
rW%l Dl J. One °' tne f*nest up-to - date factories in the
Ihe riant—
The Proposition-tT,
We will consider applications from progressive successful concerns
who have organizations equipped to represent us as
DISTRIBUTING AGENTS
TERRITORY NOW BEING ALLOTTED
Three
Upright Models
and
Three Console
Models
Prompt Deliveries
Efficient Service
Splendid
Proposition
The cabinets for "Supreme" phonographs are built complete in our own factory,
which is one of the best equipped plants in the Middle West.
The mechanisms installed in these cabinets are the finest the market afford and
are guaranteed in every detail.
Superb Tone Quality
Exceptional Cabinet Work
WIRE TO-DAY FOR OPEN TERRITORY
LANSKI COMPANY, 2331 Ogden Ave., CHICAGO, ILL.
170 THE TALKING MACHINE WORLD February 15 1920
February 15, 1920
THE TALKING MACHINE WORLD
171
TALKING MACHINES DOMINATED AT
RECENT NATIONAL MUSIC SHOW
1 Most Comprehensive Exhibit of Talking Machines and Supplies Ever Seen, Displayed §
at Grand Central Palace the First Week of February
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIU
The talking machine industry was represented
to excellent advantage at the National Music-
Show held at the Grand Central Palace, New
York, the week commencing February 2, in con-
nection with the annual conventions of the var-
ious associations in the music field. Well
known talking machine men from all parts of
the country attended this show and the ex-
hibits reflected the dignity and character of the
talking machine trade as well as the tremendous
progress attained by the industry as a whole
and the members of the trade as individuals.
The trade and the public were impressed with
the artistic beauty of the talking machine ex-
hibits and the attractiveness of the machines
displayed in the various booths won the en-
thusiastic approval of dealers, music lovers and
art connoisseurs. From the viewpoint of the
talking machine men the National Music Show
was invaluable, for talking machines, records,
parts and accessories were most important
factors in the success of the show and con-
tributed materially to the recognition afforded
the exhibits by the trade, newspapers and public.
The outstanding feature of the talking ma-
chine exhibits was the predominancy of the
period model. Practically every talking ma-
chine manufacturer with a display at the show
featured period models and there is no doubt
hut that these artistic instruments will be a
vital element in the merchandising of talking
machines during the coming year. They re-
flect the strides made by talking machine cabi-
net manufacturers in recent years and represent
the distinct advancement of the industry.
The Display on the Main Floor
Upon entering the main floor of the Grand
Central Palace, the visitor to the National Music
Show was welcomed with a wealth of floral
decorations and magnificent furnishings which
constituted a part of the exhibit of the Victor
Talking Machine Co. The company had in-
stalled in an immense open space on the main
floor one of the finest industrial exhibits that
has been shown at the Palace for many years.
Costly rugs, distinctive floral effects and hand-
some furniture gave the visitor a splendid im-
pression of the Music Show. The Victor Co.
took advantage of the opportunity offered it to
present at this exhibit a notable collection of
the company's period styles, including Sheraton,
Chippendale, Louis XVI., Empire, Gothic,
Queen Anne and a variety of other handsome
period models not ordinarily seen in the re
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tailers' warerooms. The trade and the public
were keenly interested in this exhibit, and were
especially attracted by the new Victor period
models which are typical of the cabinet per-
fection that has characterized Victor products
for so many years. E. T. Kiefer, superintendent
mil
bia Graphophone Co. presented a display that
combined attractiveness with practicability. In
two of the large rooms occupied by the Colum-
bia exhibit there were displayed a group of the
latest Columbia period models, together with
some of the popular standard models. The new
Grand Central Palace, New York, Where the National Music Show Was Held
of the Victor Co.'s cabinet factory, designed
this handsome exhibit and in charge of the dis-
play were T. McCready, district manager of the
Victor Co.'s traveling staff in this territory; H.
E. Brenner, traveling representative in Brook-
lyn, and Miss H. Marjorie Brown, manager of
the Idea Shop at the Victor factory.
Occupying a space of three large booths along
the right hand side of the main floor, the Colum-
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period designs won the praise of the trade and
the public and several of the models embodied
distinctive features that can be utilized to ad-
vantage by Columbia representatives. The
Dealer Service department of the Columbia Co.
had prepared for visiting dealers a practical
and valuable display, featuring the well known
self-service fixtures, designated as Nos. 7 and 8.
(Continued on Page 172)
IIIIIIIIIPIIIIIIIIII IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII 1111
SERVICE IN THE LEADING ACCESSORIES
THAT PRODUCE RE ORDERS
We are manufacturers' representatives of the well-known lines listed below.
Place your orders with us. We are well equipped to give you the service you require.
i
Jones Motrola, Brilliantone Steel Needles, Ever Ready File for Victrolas, Peerless Record Album, Wall Kane
Needles, National Toys, Violaphone Needle, Haag Files for Edison Phonographs, Lansing Covers for Pianos and
Phonographs, Gilbert Record Brushes, Reincke-Ellis Delivery Bags and Supplement Envelopes, Globe Decalcomanie,
Supplies, Diamond and Sapphire Points, Springs and Parts of all Descriptions, Record Needle 6c Mfg. Co. Fibre
Needle Cutters and " Record Lites." All-in-One Reproducers to Play Edison Records on Victor Machines and
Speed Indicators. Supplement Covers, Reflexo Polish, Repeat-o-graphs.
The Presto-File Album
New England Perfection Tone Arms and Reproducers for Edison Phonographs
PHOENIX TRADING CO.
Manufacturers' Representatives — Domestic and Export
1265-1269 BROADWAY
NEW YORK CITY ■
V
172
THE TALKING MACHINE WORLD
February 15, 1920
TALKING MACHINES DOMINATED AT RECENT NATIONAL MUSIC SHOW— (Continued from page 171)
These self-service fixtures are being used by
Columbia dealers everywhere and the exhibit at
the show served to demonstrate how these
practical merchandising ideas can produce in-
creased business for the dealers. Other inter-
esting features of the Columbia exhibit were
records made by Wm. G. McAdoo, formerly
Secretary of the Treasury, and Senator Henry
Cabot Lodge. These records, which are pro-
duced under the auspices of the Nation's Forum,
are receiving the support and co-operation of
the Columbia Co. and its dealers. H. L. Tuers,
manager of the Dealer Service department, as-
sisted by R. T. Devlin, head of the Dealer
Service department, at the local wholesale
branch, were in charge of the exhibit.
One of the most popular displays on the main
floor of the Palace was that of Thomas A.
Edison, Inc., for this company not only ex-
hibited a complete line of standard and period
models of the New Edison and the Edison
Amberola, but also maintained a handsome Edi-
son recital hall. In this auditorium recitals
were offered at regular intervals during the day,
and capacity audiences testified to the success
of the New Edison and its prestige in musical
circles. Many prominent artists appeared at
these concerts, including the following, all of
whom are well known as makers of Edison Re-
creations: Marie Tiffany, soprano; Hardy Wil-
liamson, tenor; Sibyl Sanderson Fagan, solo
whistler; Jacques Glockner, 'cellist, and Victor
Young, pianist. Arthur Walsh, of Thomas A.
Edison, Inc., was in charge of the recitals and
the comparison concerts given by these artists,
which attracted large audiences, greatly en-
hanced the prestige of the New Edison in the
minds of those who attended the show.
An exhibit that was noteworthy for its
dignity and refinement was offered by the
Aeolian Co. The company's complete exhibit
occupied a large portion of the open space on
the main floor, together with a recital hall along
the left hand side. The main space was beau-
tifully decorated and furnished and an atmo-
sphere of comfort and welcome made this dis-
play one of the most popular at the show. The
Aeolian Co. exhibited a complete line of its
musical instruments and the Aeolian-Vocalion
phonograph was a most important factor in
this display. Among the instruments featured
were period designs of exceptional attractive-
ness and the Graduola and other distinctive
features of this instrument were thoroughly in-
vestigated by interested dealers and the public.
A series of interesting concerts were given daily
in the Aeolian recital hall by prominent artists
who have made Aeolian-Vocalion records. These
concerts were attended by enthusiastic audiences,
and among the Vocalion artists who appeared
during the week were Mme. Marie Sundelius,
prima donna soprano of the Metropolitan Opera
Co.; Sheffield Child, tenor, and Edith Bennett,
soprano. Charles H. Tracy, of the Aeolian-
Vocalion wholesale department, was in charge
of the Vocalion instrument display, and Miss
Grace Halsey Mills, head of the recital depart-
ment at Aeolian Hall, directed the concerts at
the Music Show.
Occupying a space consisting of three large
booths along the westerly side of the main floor,
the exhibit of the Pathe Freres Phonograph Co.
was a center of attraction during the course of
the entire week. The three booths were crowded
from early afternoon till the closing hour and
when it is considered that no concert programs
were prepared by the company the success at-
tained by Pathe products is emphasized and
visualized. The predominating feature of the
Pathe exhibit was the famous Pathe Actuelle
and hardly a visitor at the show failed to spend
a few minutes at the Pathe booths and listen
to Pathe records played on this instrument. The
distinctive mechanical and acoustical merits of
the Actuelle were inspected minutely by dealers
and music lovers and the Actuelle won a host
of new friends because of its tone quality and
musical value. One of the attractive models
displayed at the Pathe exhibit was the Actuelle
Classique and this period design, together with
several other period models, was heartily praised
by everyone. A complete line of standard Pathe
phonographs was also displayed and the exhibit
as a whole well deserved the commendation
which it received on all hands. H. N. Mc-
Menimen. managing director of the company,
was in charge of the exhibit, assisted by mem-
bers of the sales department.
The Mezzanine Floor Exhibits
On the mezzanine floor at the show talking
machine products were featured on all sides and
this floor was almost a talking machine show in
itself. Occupying three large booths at the
southeasterly corner of this floor, the General
Phonograph Corp. (Otto Heineman, president)
presented a display that was a Mecca for talk-
ing machine manufacturers, dealers and the pub-
lic. The display was so varied in character that
it interested practically every member of the
industry and there was not an idle moment at
the exhibit. In two of the large rooms occupied
by the company there were featured some of
the many instruments that use the motors, tone
arms and sound boxes manufactured by the Gen-
eral Phonograph Corp. as their standard equip-
ment. The diversity and extent of this portion
of the display served to emphasize the fact that
Heineman and Meisselbach motors, tone arms
and sound boxes are being used by the leading
manufacturers from coast to coast. There were
machines on display that had traveled to the
show from San Francisco, while others had
journeyed from points in the South, Northwest
and New England States. Many of the instru-
ments on display have won country-wide re-
nown, and the beauty of their cabinet designs
indicated their quality and standing in the trade.
A feature of this exhibit was a display of the
new Okeh motor line. Among the models shown
to the trade were Nos. 33, 36, 44 and 77 and the
many important improvements represented in
this line won the approval of the manufacturers.
A Profit Producer
for Victor Dealers
™£ MYERS
Replayer
Easy to Attach— Automatic in
Operation -Practical— Dependable
Can be Attached to any Victrola. Replays the Records. Creates New Enthusiasm. Increases Sale of Records
PRACTICAL: Once The Myers Replayer
has been properly attached and adjusted,
no further attention is necessary. No need
to dis-assemble or remove when changing
records. Instantly adjusted for non-opera-
tion without having to be removed from
machine.
SAFE— CAN'T DAMAGE NEEDLES OR
RECORDS: The Myers Replayer is
equipped with a patented air-cushion dash-
All parts nickel plated and highly polished to correspond with similarly
EASY TO ATTACH: One thumb screw
does it. Any child can quickly and easily
attach The Myers Replayer.
AUTOMATIC: The Myers Replayer does
exactly what its name implies, — replays a
record without interfering in any way with
the usual operation of the machine. It does
not deface or injure any mechanical part
or the ornamental appearance of the ma-
chine. Attaches to the tone-arm only, —
and with a single thumb screw.
pot which returns needle to record with the
deftness and ease of the human fingers.
This not only protects the needle point but
also prevents the defacement of the record
by scratching, marring or nicking.
PERMITS USE OF ANY LENGTH
NEEDLE: Any style or length of needle
can be successfully used with The Myers
Replayer without special adjustment or
changing height of Replayer attachment.
finished parts of machine
Present model made only for Victor Machines. Retail price $5.00. Quickly pays for itself in the
Models for other machines now under construction, increased pleasure it brings. Sample for dealers
Dealers are requested to watch for future announce- sent postpaid for $3.00. Send for sample. Begin
ments. Now to Boost Your Accessory Profits.
The Myers Replayer Co., W Toiedo, Ohio, U. S. A.
February 15, 1920
THE TALKING MACHINE WORLD
173
TALKING MACHINES AT NATIONAL MUSIC SHOW— Cont'd from page 172
The Okeh record library was one of the prin-
cipal points of interest at the exhibit and the
new recordings in the library were praised by
dealers and public alike. Okeh concerts were
given at the booth on several evenings and
among the Okeh artists who appeared in per-
son at these recitals were the following: Green
Bros.' Xylophone Orchestra, Joseph Phillips,
Carroll Shannon and others.
Along the left hand side of the mezzanine
floor were a group of artistic talking machine
exhibits, one of the most attractive being the
display prepared by the Sonora Phonograph Co.
A handsome "Supreme" model, finished in gold,
with Vernis-Martin decorations, was the
cynosure of attention at the Sonora exhibit,
which occupied several booths. The booths were
attractively decorated and furnished, these deco-
rations being in complete accord with the beauty
of the Sonora cabinet designs. A complete line
o.f the Sonora standard models was exhibited
and the tone quality of the instruments
shared equally the admiration for the cabinets.
One of the most important features of this ex-
hibit was the first public presentation of the new
Sonora console period designs, which will retail
at $325. Only one of these new designs was dis-
played, but, judging from the enthusiastic re-
ception that it received from the trade and the
public, the instantaneous success of this new
line is assured. In one corner of the Sonora
exhibit there was presented a group display of
the sales and publicity helps that have been pre-
pared in behalf of the Sonora semi-permanent
needle. This display material was carefully ex-
amined by interested dealers who were unani-
mous in stating that it could be utilized to ex-
cellent advantage in developing the sale of this
product. George E. Brightson, president of the
company, together with other executives, was a
visitor at the exhibit during the week.
Other Exhibitors On This Floor
Adjoining the Sonora exhibit was a magnifi-
cent display of Cheney talking machines, pre-
sented by the Cheney Talking Machine Co., Chi-
cago, 111., in a space occupying three large
booths. The display was handsomely decorated,
and a group of new Cheney period models in-
terested the trade and the public. These Cheney
period designs were perfect reproductions of the
various periods of furniture they represented,
and their graceful lines, combined with their
splendid tone quality, served to make them
"drawing cards" at the show. Realizing that
there is considerable interest being manifested
in the mechanical equipment of the talking ma-
chine, the Cheney Talking Machine Co. dis-
played several of their new motors, which are
being manufactured by the company under the
direct supervision of their technical experts.
The Brunswick-Balke-Collender Co. featured
an elaborate display along this side of the
mezzanine floor, which was unique in many re-
spects. Practically everything exhibited in the
Brunswick booths possessed keen interest for
the trade, as the company's products have at-
tained their remarkable success in the space of a
very few years. Period designs of rare beauty
emphasized the progress the Brunswick line has
made the past year and the new Brunswick "rec-
ords were played by request from early after-
noon until closing time. These records won
liberal praise from the dealers and the visiting
public and it was predicted by the Brunswick
dealers that the company would find it exceed-
ingly difficult to keep pace with the demand for
this record. The musical quality of the records
was commended by all visitors to the booth, and
these records, with the new art models of the
Brunswick phonograph, were the features of
the exhibit. Among the Brunswick executives
who attended the music conventions and the
show were P. L. Deutsch, assistant secretary
and treasurer; E.- D. Strauss, Eastern sales man-
ager; Martin Nystrom, Brunswick production
expert, and W. A. Brophy, head of the record
department.
George Seiffert, who was recently appointed
Eastern representative for the Modernola Co.,
Johnstown, Pa., presented an attractive exhibit
of these instruments in a pleasingly furnished
booth on this side of the mezzanine floor, The
unique design of the Modernola talking ma-
chine, which combines a musical instrument with
an attractive parlor lamp, created considerable
interest and several period designs contributed
to the success of this exhibit. D. H. Wendel,
president of the Modernola Co., was in attend-
ance at the show during the entire week and
demonstrated to advantage the many merits of
this product. The Fern-O-Grand, a new type of
talking machine in the shape of a grand piano,
was also displayed at Mr. Seiffert's booth.
Along the westerly end of the mezzanine floor
were a group of talking machine exhibits that
attracted general interest. Among these ex-
hibitors were the International Mica Co., Phil-
adelphia, Pa.; Barnhart Bros. & Spindler,
Chicago, 111.; Geo. W. Moore, Boston, Mass.;
Universal Fixture Corp., New York, N. Y., and
the Lawson Piano Co., New York. The display
of the International Mica Co. was educational
and of considerable interest to the trade. Mica
was shown from its rock form just as it leaves
the mines to its finished state, the diaphragm
in the sound box of the talking machine. James
Pretty Messengers with
Record News
Painted by famous artists of
child subjects and litho-
graphed in full colors on
Nursery Rhyme Blotters
Splendid means of featuring
educational records and very
attractive inserts for supple-
ments and the regular mail.
Price Lower Than Factory
Prices
Sets of 100 — 12 different sub-
jects— $8. 1 0, without print-
ing, postage prepaid.
In writing for samples, ad-
dress Department "C."
Stewart Talking Machine Company
Victor Distributor*
INDIANAPOLIS, IND.
H. Greeley and L. Hammond Crabtree were in
charge of this display. The Scotford tone arm
and universal reproducer, Superior die castings
and the Superior lid support were among the
products featured by Barnhart Bros. & Spindler.
Talking machine manufacturers spent consider-
able time examining these products, with the
idea of adopting them for use in their machines.
Leon F. Wahl, of the die-casting department,
and R. N. McArthur, advertising manager, were
in charge of the exhibit. At this booth there
was on display the well-known Brooks auto-
matic repeating phonograph. The automatic re-
peating and stop device, which is an exclusive
feature of this product, was demonstrated to
many dealers, who were keenly interested in the
invention. The Moore durable diaphragm repro-
ducer was presented to the public for the first
time by Geo. W. Moore, who is the inventor of
this new sound box. The reproducers were gold
plated, and Mr. Moore was in attendance to
demonstrate their merits. A display of displays
was the term that might be used most appro-
(Continned on page 175)
£)EALERS who demand the best should investigate the
merits of the
BEST
semi-permanent
STYLUS
Plays 100 to 300 Records
Does not scratch or hiss
The BEST semi-permanent STYLUS has become known THE WORLD
OVER as the MOST Satisfactory Needle on the market to-day
Investigate and
see for yourself
Free Samples and Attractive
Discounts upon request
THE ANSONIA NEEDLE CO. AST
174
THE TALKING MACHINE WORLD
February 15, 1920
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45H> inches high, 20 inches wide, 20lA inches deep.
Simplest, most satisfactory double spring, worm gear motor on the market,
playing 4 to 5 ten-inch records to one winding.
Patented universal tone arm, scientifically constructed, all wooden amplifier,
genuine mahogany panels; can be had with double doors as photograph
and also with individual grille.
A Jobber's Proposition Par Excellence
Equal to any and better than many at a much higher price
Distinctive Design, Superior Construction. Remarkable Tone, Flawless Equipment
and IMMEDIATE DELIVERIES
Attributes of Success Which Make Our Dealers INDEPENDENT
'iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
INDEPENDENT TALKING MACHINE CO., Inc.
12 Easl 42n<] St., NEW YORK CITY 105 Washington St., BOSTON. MASS.
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February IS, 1920
THE TALKING MACHINE WORLD
175
KNICKERBOCKER OFFERS VICTOR RETAILERS
A SALES SUGGESTION
DON'T push fast selling records, as they sell themselves. The Knickerbocker Talking Ma-
chine Company has a quantity of records on hand of the slow-moving variety. Perhaps you
have some yourself. Push these records. Have your salesmen play them and pick out the ones
they think are good and suggest these records to your customers. It means more cash in the
bank for both of us. Write for our list of available Victor Records.
Knickerbocker Talking Machine Co.
METROPOLITAN VICTOR WHOLESALERS
138-142 West 124th Street New York City
TALKING MACHINES DOMINATED AT RECENT NATIONAL MUSIC SHOW— (Continued from page 173)
priately for the exhibit of the Universal Fixture
Corp. In its exhibit the company showed just
how the dealers can use display fixtures profit-
ably and a line of counter, floor and wall dis-
play fixtures for records, record lists, music
rolls and sheet music attracted the attention of
the dealers. S. Goldberg, president of the com-
pany, was assisted at the exhibit by F. Jurette
and Arthur Heine of the sales staff. The popu-
lar Lawson trade-mark showing a phonograph
in the center of the globe was one of the fea-
tures of the Lawson Piano Co.'s exhibit. Five
models of the Lawson Universal phonographs
were on display and the company exhibited for
the first time its new tone arms which it is now
manufacturing. W. W. Lawson, Arthur M.
Lawson and Henry W. Harvest were in charge
of the exhibit.
Demonstrating conclusively that steel needles
can be attractively displayed by the dealers, the
Brilliantone Steel Needle Co. presented an ex-
hibit that was effective in every detail. Large
trays of shining needles on a dark background
formed a basis for the window display; each
tray being devoted to one style of needle. In-
side the booth were the counter display cases
which are in general use by Brilliantone dealers
everywhere and the popularity of these needles
was evidenced by the fact that dealers from all
parts of the country "dropped in" to shake hands
with B. R. Forster, president of the company;
H. W. Acton, secretary, and L. J. Unger, of the
sales staff.
Among the other interesting talking machine
exhibits on the mezzanine floor were those of
the Krasberg Engineering & Mfg. Co., Chi-
cago; Philadelphia Show Case Co., Philadelphia,
Pa.; Fred Gretsch Mfg. Co., Brooklyn, N. Y.;
Reflexo Products Co., New York, N. Y.; Bush
& Lane Piano Co., Holland, Mich.; Efficiency
Electric Corp., New York, N. Y., and the
Vacuum Record Lifter, Ltd., New York, N. Y.
At the Krasberg exhibit there were on display
several models of the Krasberg motor, including
the new enclosed motor which the company re^
cently announced. The remarkable success at-
tained by this company in the past year has
been one of the features of the trade and many
talking machine manufacturers visited the booth
to investigate the new models. . They expressed
their enthusiasm regarding the Krasberg, motor
to Chas. Harmer, Geo. M. Cook and L. P. Vali-
quet, who were in charge of the exhibit.
L' Artiste phonographs, manufactured by the
Grand Rapids Phonograph Co., were displayed
in an attractive exhibit by the Philadelphia
Show Case Co., Eastern distributors of this
popular line. Five models were shown, com-
prising three of the console type and two up-
right models. These instruments won com-
mendation, not only for their tonal quality, but
for their artistic case designs. J> A., Pentz and
A. O. Ginther were in charge of the . exhibit.
Making its public debut at the National Music
Show, the Reflexo Co. presented several pro-
ducts which it called to the attention of the
dealers. Reflexo polish has already "won its
spurs," and this new polish was displayed on
attractive counter cards. At the show the com-
pany announced its newest product, the Reflexo
needle, which is a blue needle that is guaranteed
to play ten records and which offers a choice of
three tones. Wm. Wunner, S. Bennis an'd
Eugene Latham were in charge of the exhibit.
Violaphone steel needles were displayed at the
booth of the Fred Gretsch Mfg. Co., and in the
Bush & Lane booth there were featured six
models of the popular Bush & Lane talking ma-
chines. The cabinet work on these phonographs',
as well as their tone, was commented upon by
.all show visitors, as the fancy figured wood's
used by thisi company have gained an enviable
reputation throughout the industry.
At the booth of the Efficiency Electric Corp.,
E. P. Knapp, general manager, and W. W. Dean,
chief engineer of the company, were in attend-
ance to demonstrate to talking machine manu-
facturers the new electric drive motor that this
company recently introduced. A unique method
of proving that this motor maintains a uniform
speed was a feature of the exhibit and this new
product was the subject of general praise. A
novelty at the show was a record lifting device
invented by Joseph Menchen and marketed by
the Vacuum Record Lifter, Ltd. This unique
device created something of a sensation at the
show, and Mr. Menchen was present at the
exhibit to show how easily the lifter performs
its work. Another interesting talking machine
exhibit on the mezzanine floor was that of the
Cherington Mfg. Co., VVaukegan, 111., manu-
facturer of "Ironclad" motors and tone arms.
A feature of the exhibit was a twelve cylinder
motor and the company's, products were ably
demonstrated by Geo. T. Cherington, president,
and H. D. Carroll, sales manager. The Talking
Machine World and the Talking Machine World
Service were presented in an attractive, booth on
the mezzanine floor, this booth serving as in-
formation headquarters for the many out-of-
town talking machine manufacturers, jobbers
and dealers.
The Second Floor Displays
On the second floor talking machines and
accessories were well represented, among the
exhibitors being the Butterfly Phonograph
Motor Corp., New York; Cabinet & Accessories
Co., New York; Cirola Phonograph Corp., Phil-
adelphia, Pa.; Crippen Co., New York; DeRivas
& Harris Mfg. Co., New York; Heywood Bros.
& Wakefield Co., Philadelphia, Pa.; Kesner &
Jerlaw, New. York and Chicago; New England
Musical Instrument Trading Co., New York,
KT. Y.; Pardee Automatic Phono Corp., New
York; Plaza Music Co., New York, N. Y„ and the
(Continued on page 176)
Dealers!
A most valuable agency ac-
knowledged by progressive
merchants everywhere. A
Y ear -Round Money Maimer.
The Ideal Home Phonograph
adaptable for any occasion.
Re - Orders are our Proof that the
PORTOPHONE is a success.
A Quality Product throughout
THE PORTOPHONE
High Grade — Fully Guaranteed
all In!
Record container attached. Flays
any record with perfect tcne. Un-
surpassed two-spring motor. No
scratch — no noise. Built in hand-
some leatherette, chemically-treated
carrying case Write for catalog
and full particulars.
The Tri Sales Company
616 Victoria Building
St. Louis, Missouri
176
THE TALKING MACHINE WORLD
February 15, 1920
TALKERS AT NATIONAL MUSIC SHOW
(Continued from page 175)
Repeatograph Co., Inc., New York. At the
Butterfly Phonograph Motor Corp. booth there
were exhibited models 22, 10 and 12 of the
Butterfly motor and the company also intro-
duced a new tone arm which attracted quite
some attention. J. W. Wallerstein was in charge
of the exhibit.
The booth of the Cabinet & Accessories Co.
was in very truth a music show in itself, for
among the well-known accessories displayed at
this exhibit were "Ragtime Rastus," the popular
toy manufactured by the National Co. of Boston;
Lundstrom Converto cabinets, Ogden sectional
cabinets, the Portophone, Peerless record albums
and other products for which this company is
jobber. Otto Goldsmith, president of the com-
pany, was in charge of the display. A new type
of portable phonograph, named the "Cirola,"
was exhibited by the Cirola Phonograph Corp.,
Philadelphia. S. Beck and M. S. Sobel demon-
strated this machine to many visitors from out
of town, and an announcement was made at the
booth that a sales company for metropolitan
territory had just been formed.
The "Interpretone" talking machine, intro-
duced two months ago, but which has already
gained country-wide recognition, was displayed
for the first time in public at the booth of the
Crippen Co. The instrument was demonstrated
to excellent advantage, and the various dis-
tinctive merits which it embodies were com-
mented upon most favorably by all visitors to
the show. Walter Crippen, president of the
company, was in attendance at the exhibit, to-
gether with Eugene T. Turney, who invented
the new reproducing device on the "Interpre-
tone." There were also present at the booth
Edward L. Brown, Geo. J. McManus and Wm.
A. Hanft, of Brown, McManus & Co., sales
agents for the "Interpretone." A feature of
the exhibit of the DeRivas & Harris Mfg. Co.
was the '"Tablatone," an artistic phonograph
which is manufactured in the shape, of a library
table. This instrument was demonstrated by N.
B. Bowers and W. A. Gorham, who were in
charge of the company's exhibit.
A distinctive exhibit of talking machines in
reed cabinets was presented by Heywood Bros.
& Wakefield Co., and a variety of models were
shown, equipped with both spring and electric
motors. The line was displayed in harmonious
surroundings, the furniture consisting of chairs,
tables, etc., which are also manufactured by the
Heywood Bros. & Wakefield Co. A complete
line of "Sonata" talking machines was exhibited
at the booth of Kesner & Jerlaw, and many
well-known dealers left substantial orders for
this line with M. L. Kesner, who was in charge
of the exhibit. The "Bell Hood" semi-permanent
needle was exhibited at the booth of the Jewett
Piano Co., the display of this needle being un-
der the direction of the New England Musical
Instrument Trading Co., sole distributors for
this product. Philip Jacobson, president of the
latter company, was in charge of the "Bell
Hood" display.
At the very attractive booth of the Plaza
Music Co. a variety of products was exhibited
chief among which were the popular "Super-
tone" machines. Several new models in this
line were displayed and the cabinet designs of
these instruments were enthusiastically praised.
Other products featured at this booth were
"Magnedo" needles, albums, record envelopes
and a variety of other accessories handled by
this well-known house. One of the real novel-
ties of the show was a new talking machine dis-
played at the booth of the Pardee Automatic
Phonograph Corp. This new machine plays ten
records, either continuously or at predetermined
intervals, and this distinct advancement in the
industry was keenly inspected by dealers and
manufacturers. P. W. Dieter and W. K. Rishel
were in charge of the exhibit. L. C. Smith was
in charge of the display of the Repeatograph
Co., Inc., featuring a device which automatically
repeats records.
The ACME of Perfection
in tone reproduction is attained in the ACME
soundbox, because of its scientifically correct
diaphragm construction which produces the
real scientific sound waves.
PS
CD]
"ACME"
The Tone Magnificent
Thii illustration shows the
short tone waves of the
ordinary soundbox as used
on most phonographs.
Nature's tone wave as produced by
the ACME reproducer and approxi-
mately six times longer than tone
waves of the ordinary soundboxes.
The result is an unmuffled NATURAL TONE of im-
mense volume and an entire absence of that tin can,
metallic tone of mica diaphragms. Made in Nickel and
Gold to fit Victor, Columbia and Sonora.
SPECIAL ATTACHMENTS to Pi
Victor and Columbia Records on
EDISON Machines
ay
Try an ACME reproducer lor yourself. If not
delighted you may return it. The price is right.
TALKING MACHINE
MANUFACTURERS
Let us make your Sound Boxes for you
Any type of reproducer made to your specification
We manufacture a complete line of Sound Boxes
with Mica or Composition diaphragms
AftttP PHONOGRAPH CORPORATION
New York City :
46 Murray Street
Tel. Barclay JgJ
Chicago :
431 S Dearborn St.
Tel. Harrison 8021
February 15, 1920
THE TALKING MACHINE WORLD
177
You Talk Quantity
ON—
Gram, Brakes, Needle Cops, Needle Rests, Cover Sop-
ports, Crank Handle Escutcheons (with fibre washer),
Modifier Rod Escutcheons, Stylus Arms and on any
Special Parts.
AND
We Will Talk Price
Immediate Deliveries
f^L llorentzert
Phonograph Hardware Specialties Manufacturers
GRAND STREET & WEST BROADWAY
NEW YORK. CITY
HOLIDAY TIMES IN DETROIT TRADE
Opening Months of New Year Indicate That
1920 Will Be a Winner— Record Trade Un-
usually Active — Grinnell Bros.' Annual Con-
vention— Other News of Interest
Detroit, Mich., February 7. — It certainly looks
as if every month nowadays is holiday month
for the talking machine industry. Dealers say
' they are doing almost as much business right
now as they did in November and December.
Nearly every dealer is short on some style of
machine or certain records and the demand
really seems to be increasing for talking ma-
chine products rather than decreasing. The
peculiar or rather interesting thing about the
talking machine industry is that every day is
a good day for selling and that every day brings
its reasons for good business in records. A
world-famed soloist may come to town to give
a recital; right away the dealers work up ad-
vertising and displays on his or her particular
records and they sell; maybe there is some new
fox-trot that is making a big hit; it comes out
as a record; the demand is greater than the
supply. This is being proven every month.
One of the biggest stores in Detroit advertised
one day that starting "to-morrow" the new list
of Victor records would be on sale. The writer
himself went there at noon the next day and
the very records advertised that he wanted had
already been sold and the young lady at the
counter said more were expected soon. Take
"Dardanella" as a February record; the demand
is unprecedented. All the companies who have
this record report that it is a sensational seller.
It so happens that no one company has the con-
trol on this record so that if people cannot get
it on one record they'll try to get it on some
other make of record. The announcement that
both Enrico Caruso and John McCormack would
appear soon in Detroit has brought out many
fine window displays by Victor dealers. These
artists were scheduled to come in February, but
they cancelled their engagements and are now
expected some time in March.
Dealers are selling a great many talking ma-
chines for schools, churches, colleges and for
commercial purposes, such as barber shops, re-
tail confectionery stores, etc.
R. B. Ailing, manager of The Phonograph
Co. of Detroit, attended the recent New York
convention of the Edison Disc Jobbers' Asso-
ciation, being elected to the board of directors.
The J. L. Hudson store is doing a big busi-
ness on all of the lines it handles in its talking
machine department, which includes Victrola,
Sonora and Cheney. Recently the department
added the Emerson line of talking machine
records and they are selling very big, owing
to the late hits which this company is putting
out. E. K. Andrew, manager of the Hudson
talking machine department, was in New York
for the music show and said he got many good
ideas while East.
Grinnell Bros, held its annual convention of
branch managers the last week in January.
Business sessions were held afternoon and
morning for four days, and there were a num-
ber of entertainment features, including a ban-
quet and a masked ball, to which were invited
all of the company's employes. The business
of the past year was gone over and plans were
laid for the coming year. The company had
a splendid year in 1919, and C. A. Grinnell is
very optimistic about 1920 as being even better.
He looks for the situation to ease up consid-
erably so far as being able to secure merchan-
dise is concerned.
Sam E. Lind, Detroit manager of the Columbia
branch, says that 1919 was such a tremendous
year that he hardly can see how 1920 can "beat"
it. yet his January business for 1920 is far
ahead of the same month in 1919. "It is get-
ting so that the talking machine business has
no limit," said Mr. Lind. "When you think
you have reached the peak of your business
the next month you shatter it all to pieces and
the surprising thing of all is where the busi-
ness constantly keeps coming from."
Fred Gennett, of the Starr Piano Co., was in
Detroit recently to confer with W. H. Huttie,
local manager. Mr. Huttie put up an awful
"howl" for more phonographs and records, and
Mr. Gennett- assured him that with increased
facilities all the stores would be better taken
care of hereafter than ever.
The various embargoes on merchandise com-
ing to Detroit and the poor railroad facilities,
as well as the cold weather and storms, have
had considerable to do with creating a short-
age of talking machines, but the situation is
now clearing up steadily.
On February 1 Wallace Brown announced
an increase in the price of Brunswick phono-
graphs.
Max Strasburg reports that business is hold-
ing up exceptionally well for this time of the
year and that both machines and records are
selling faster than he can get them in. He says
cash payments are larger than ever.
The Stratford Phonograph Co., Ashland, O.,
has been incorporated with capital stock of
$1,000 by E. C. Wolfe, A. J. Pejsa, L. M. Sewell,
B. F. Levin and E. W. McGraw.
We can ship you
promptly all the hits on
Retail I 1 |C 0 Retai>
pie vyjxpjk price
$1.00 -p^-1 ^ I ^ $1.00
- Records
WE INVITE COMPARISON
Here are a few of our "sure -fire" hits
Send your order today
4057
4000
4045
4049
Dardanella. Oriental Fox-trot Instrumental.
Rega Dance Orchestra
O — (Oh!) Instrumental. Fox-trot.
Rega Dance Orchestra
The Vamp. Fox-trot Instrumental. Rega Dance Orchestra
My Cairo Love. Fox-trot Instrumental.
Green Bros. Xylophone Orchestra
In Your Arms. Fox-trot.
Joseph Knecht's Waldorf-Astoria Dance Orchestra
Pretty Little Rainbow. Waltz Instrumental.
Joseph Knecht's Waldorf-Astoria Dance Orchestra
I Want a Daddy to Rock Me to Sleep (From the "Greenwich
Village Follies"). Fox-trot Instrumental.
Green Bros. Xylophone Orchestra
And He'd Say "Oo-La-La ! Wee Wee." One-step Instrumental.
Fred Van Eps Quartet
HEATH & GORHAM
26 South 15th Street Philadelphia, Pa.
178
THE TALKING MACHINE WORLD
February 15, 1920
PERMANENT EXHIBITION, BUSH TERMINAL BUILDING, NEW YORK
Operollos are "Quick Turnovers"
They Make Good. High Grade Quality; Reliable Product; Popular Price
Our concentration on making and marketing a line of strictly high grade instru-
ments which give everlasting satisfaction , has met with a tremendous success. It
seems no dealer can secure enough of our machines, as orders are multiplied con-
tinually.
Operollos will help dealers build up a permanent and prosperous business.
Apply for exclusive agency at once.
We do not bind dealers on a contract, but protect agents in territory. Our
products are of such quality, represent such unusual value and are so easily sold
that we do not need to bind a dealer on a contract.
Permanent and Profit-
able Business with
Operollos Assured
Style No. 135
Height 50 in., Depth 23 in., Width 21 in.
Finish : Mahogany, Golden or Fumed Oak.
Krasco Motor. Universal Tone Arm. All
Wood Amplifier.
Why try so many inferior prod-
ucts? It is an established fact that
Operollo dealers are doing a fine
and prosperous business. There
are big possibilities with Operollos
everywhere. One large retail con-
cern tested out our products during
the last six months and bought so
far over $40,000. Now we are
figuring on a contract for 2,500
machines for 1920 for this same
concern.
Our products — covering 90% of
the actual demand of the trade
— have proven to be "Quick
Sellers" and Operollo Quality and
our popular prices have done the
balance to cause a big demand for
our instruments.
STYLE NO. 95
Height 45 in., Width 19 in., Depth 21 in.
Mahogany, Fumed or Golden Oak Finish.
Has our Special Double Spring Motor.
Universal Tone Arm.
Every Operollo is a
Wonderful Value
There is no substitute for our machines pos-
sible. We have been fighting high prices for
inferior goods. We believe in a square deal.
WHAT THE TRADE WANTS IS NOT A
"GOOD LOOKING PICTURE" BUT "REAL
GOODS"— CLEAN MERCHANDISE, GOOD
RELIABLE PRODUCTS— which sell fast and
do not cause "come-backs." Operollos fulfill all
your expectations. They make good.
Highest Grade Equipment
used Throughout
KRASCO SILENT MOTORS; latest style of
Operollo Universal Tone-arms; all wood ampli-
fier. Cabinets are of excellent workmanship, and
beautifully finished. Every instrument is sold
under a positive guarantee to be as represented.
Prompt service. Liberal trade discounts.
Write Today for Attractive Agency Proposition
OPEROLLO PHONOGRAPH COMPANY
54 WEST LAFAYETTE BOULEVARD-DETROIT, MICH.
February 15, 1920
THE TALKING MACHINE WORLD
TORONTO A REAL LIVE TALKING MACHINE TRADE CENTER
Columbia Campaign Launched — Music Teachers Seek Commissions on "Talkers" — Sonora Ex-
pansion— Industrial Situation Discussed — National Advertising Campaign for Starr
Toronto, Ont., February 6. — One of the biggest
campaigns ever launched for the promotion of
Columbia Grafonolas and Columbia records is
now under way. The Columbia Graphophone
Co. has set an objective for 1920 much greater
than any previous year and it expects to reach
and pass that objective.
A recent trade visitor to Toronto was H. N.
McMenimen, managing director of the Pathe
Freres Phonograph Co., New York. Mr. Mc-
Menimen is greatly pleased with the growth of
the Pathe business in Canada and the rapid
strides made since their establishment in Canada
a few years ago. He expressed himself that
1920 would eclipse all former records of busi-
ness.
The talking machine is growing steadily in
popular favor amongst the schools and it is only
a matter of a very short time when it will be-
come as well recognized as the blackboard,
bookshelf or globe. In rural schools where
pupils are deprived of the music privileges
of the city the use of the talking machine is
especially in vogue.
■ Wm. Long,- the Toronto manufacturer of the
Symphonola, in his new retail store has added
the His Master's Voice line of records.
One aggressive dealer in a Western Ontario
town, in order to still further increase the num-
ber of cash sales, allows his salesmen an extra
one per cent for all cash sales turned in, this
in addition to their salary and commission.
A new problem that the retail trade is up
against, which emanates from several quarters,
is the demanding by music teachers of a com-
mission on sales of talking machines sold
through their influence and recommendation.
Music teachers are now excellent boosters of
the talking machine where at one time they
were most antagonistic toward the same,
j A dealer in Blyth, Ont., is a firm believer in
free trials of machines and on a recent trip took
out in the country twenty-three machines. A
return trip to the homes where machines had
been left found him bringing back two machines
only, the remaining twenty-one being sold, some
for cash, others on time payments.
The National Piano Co., which has for a num-
ber of years operated its talking machine de-
partment on one of the upper stories of its
building, has lately transferred the same to a
ground floor location, building five sound-proof
demonstration rooms. Since the change a de-
cided increase in the sale of His Master's Voice
lines has been noticeable.
"Our business for 1919 was more than double
that of 1918," said Mr. Montagnes of L Mon-
tagues & Co., Canadian distributors of Sonora
machines, and he further intimated that they
are now booked for months ahead. Mr. Mon-
tagnes, accompanied by Mrs. Montagnes, took
a short holiday in New York, and while there
arranged for increased monthly deliveries from
the Sonora factory.
In the illustrated section of the Toronto Sun-
day World there recently appeared a picture
headed, "Plays for dance 400 miles away," which
showed a Brunswick phonograph in the radio
station at Chicago, 111., and Mr. Elias, the officer
in charge.
R. W. Burgess, well known to the trade in
Canada through his connection with the Pathe
Co., has severed his connection with that firm
and has joined the wholesale selling staff of the
The McLagen Furniture Co., Ltd., Stratford,
He will make Montreal his. headquarters and
control the Eastern Provinces from this point.
Eight more demonstration booths, in addition
to five now in operation, will be added to the
store of Frank Stanley, who in addition to han-
dling the Brunswick will push His Master's
Voice records most extensively.
Frank Whitehouse, Aeolian-Vocalion dealer
of Peterboro, Ont., was recently elected as an
alderman of that city.
Group insurance of workmen without the need
of medical examination is one of the most
modern means of cementing the amicable rela-
tionships between employers and employes.
The McLagen Furniture Co., Ltd., Stratford,
has just instituted this plan. The amount of
insurances ranges from $500 to $1,000, accord-
ing to length of service.
Wilfrid Gazely of the record department of
His Master's Voice, Ltd., was recently married
to Miss Lina Swift, a popular young lady of
this city.
Mr. Unger of the Brilliantone Steel Needle
Co., New York, was a recent trade visitor. B.
A. Trestrail of Mutual Sales Service, Ltd., and
the Talking Machine Book Co., Ltd., was a re-
cent visitor to New York.
The Brunswick line is being featured in a
new music store opened in St. Catherines by
W. M. Hardy & Co. Blake K. Weaver has
opened a new music salon in the same city and
is featuring Starr phonographs and Gennett
records.
The Edison line for Brantford, Ont., has, been
taken over by J. W. Bethune, who was formerly
a salesman with H. Judson Smith & Co. of that
city.
A national advertising campaign for Starr
products, including Gennett records, is being
started in Canada by the Starr Co. of Canada,
London, Ont. The business of the Gennett
records since the lateral cut article was put on
the market has been particularly gratifying.
The Starr Co. has commenced 1920 with an
activity and is putting into effect plans that
assure greater dealer co-operation and even
more prompt appearance of hits.
Industrial Canada, the official organ of the
Canadian Manufacturers' Association, recently
queried some of the talking machine manufac-
turers with reference to the industrial situation
in Canada as applied to the trade. C. H.
Weicker, of the Brunswick-Balke-Collender Co.
of Canada, Ltd., said:
"During the year just closed we have had a
lot of difficulty getting the experienced labor we
required, and it was necessary for us to edu-
cate a large number of men. Raw materials
have been at times difficult to secure and this
has curtailed our production to a certain extent.
Our production, however, in 1919 was over 200
per cent greater than in 1918, and we look for
at least 100 per cent of an increase in 1920. We
are making arrangements for necessary equip-
ment and factory space for this production, and
if we secure the necessary raw material and
labor we do not expect any difficulty in selling
this quantity. With reference to the quality of
cases in demand, we would advise that the bet-
ter grades are more in demand than the cheaper
ones. We have not as yet been able to take
care of the local trade."
R. L. Chilvers, of the Berliner Gram-o-Phone
Co., Ltd., Montreal, expressed himself as fol-
lows: "Production has been increased to a
large extent and present output is approxi-
mately 50 per cent more than a year ago. The
demand has been for the best quality goods.
Prices on talking machines have been consider-
ably advanced, but this has not affected the de-
mand, while "His Master's Voice" records,
which have not been advanced, although the
cost of manufacture has gone up very consid-
erably, are in greater demand than ever before.
We think the demand is likely to keep up and
we are making plans for considerable factory
enlargements."
MONTREAL APPRECIATES MUSIC AS AN UPLIFT FACTOR
Suggestions for Utilizing Music as a Humanizing Force in the Community — Larger Shipments of
Victor Machines and Records Reaching Trade — Bourgette Takes Over Business — Other News
Montreal, Can., February 3. — Everyone is now
talking and planning concerning the by-products
of the war in the fields of commerce, education
and religion. In music also there is surely a
priceless opportunity to take a long step for-
ward. Thousands of our soldiers who have
returned to their homes come from an environ-
ment where they have been singing and hearing
good music sometimes each day, and always so
many times a week. It is a rare duty for their
relatives and friends to see to it that their
emotional nature is as well nourished at home as
it was in an army camp. For this purpose com-
munity choruses should be developed wherever
possible, no matter how small the number which
makes the beginning. Canadians as a people
during the last few generations have become
very fond of listening to music made for them
by others, but of music in the home and in the
community there has been a deplorable dearth.
In this respect we are far behind the continental
nations. Music in the army supplies the natural
means for remedying this deficiency and it will
be a great pity if it is neglected. The seed of
music as the great humanizing force has been
planted and it only needs to be fostered and
encouraged by strong public enthusiasm.
J. S. O'Donnell, of the Musical Merchandise
Sales Co., has taken up his permanent residence
in Montreal, from where he will direct the
Eastern territory for Brunswick dealers so as
to give them prompt service.
L. J. Bourgette has taken over the business of
Bourgette & Woods and will push more than
ever the Brilliantone steel needle, which line,
{Continued on page 181)
Talking Machine Supplies
and Repair Parts
SPRINGS, SOUND BOX PARTS, NEEDLES
THE RENE MANUFACTURING CO.
MONTVALE, NEW JERSEY
180
THE TALKING MACHINE WORLD
February 15, 1920
I
I
1
I
I
i
I
It costs no more — it gives better service.
Then — will it pay you to INVESTIGATE?
FULTON
The Noise-less,
Trouble-less
Motor
TYPE 3 MW
Showing Safety Winding Device
The
Spiral Geared,
Vertical Governor,
Constant Speed
Motor
TYPE 3 MP
Without Safety Winding Device
Send for handsome descriptive Catalog
WE CAN DELi VER !
FULTON BROS. MFG. CO.
WAUKEGAN, ILLINOIS
1
1
i
|
|
1
February 15, 1920
I HE TALKING MACHINE WORLD
181
We are now opening new accounts and making immediate deliveries on
TALKING MACHINES
^Ae Phonograph yraarvelous Tone
Records
These two splendid lines with Roemer Service will help to
make nineteen twenty your banner year.
M. M. ROEMER SALES CORP., 400 West 23rd Street, NEW YORK
'TRY ROEMER SERVICE-IT SATISFIES"
Phone Chelsea 6323
NEWS FROM DOMINION OF CANADA
(Continued from page 179)
with others, he handles as Canadian distributor.
One indication of the popularity of the Cana-
dian recordings in His Master's Voice records
is furnished in the exceptional demand for two
of the records listed in the January bulletin,
viz.: "Wait Till You Get Them Up in the Air,
Boys," sung by Billy Murray, and "They're All
Sweeties," sung by Billy Murray and Henry
Burr, and two fox-trots, "Patches"_and "Darda-
nella," both played by Coleman's orchestra. The
demand for these two records was so great that
several of the presses at the Berliner Gramo-
phone Co.'s plant had to be put exclusively on
these records, keeping at it night and day in
order to keep up with the demand.
There is every reason to believe that Victor
dealers will this year receive more machines
than during 1919. To take care of the shipments
which will arrive this year it has been found
necessary to obtain a larger warehouse and in
Montreal a spacious warehouse has been taken
over by the Berliner Gramophone Co. Already
this month large shipments have been received
from the factory, which have been allotted
amongst the distributors, and it is expected
each month these allotments will improve. As
the Victrolas come in from the factory they
are tested, thoroughly inspected, then -sent out
to the distributors.
Goodwin's, Ltd., Montreal's large departmental
store, is now stocking His Master's Voice rec-
ords.
The Invictus Phonograph Co. has removed
from 4129b St. Catherine street, Westmount, to
413 St. Catherine street, West. This move was
due to the large increase in business in Bruns-
wick phonographs, Columbia Grafonolas and
Columbia records.
The Colonial Products Corp., of this city, is
handling among other talking machine acces-
sories the "Repeatograph."
The Eastern Music Shop, Inc., 3724 Eastern
avenue, Baltimore, Md., has been incorporated
with capital stock of $25,000, to sell and repair
all kinds of musical instruments and accessories.
The incorporators are C. L. Weaver, T. B.
Moore and Charles W. Main.
ACME-DIE
-CASTINGS-
ALTJMINUM-ZINC-TTNaiJ^DAIIPYS
AcmeDie-C&stinaCorp.
Boston Bodaater BrooUynN.Y. Detroit Chicego
OPEN BRANCH IN PORTLAND, ORE.
Portland, Ore., February 7.— Thomas Hefton
has opened in this city for the United Phono-
graphs Corp. a branch house, which will carry
a complete stock of the instruments manufac-
tured by this concern. The Portland branch
will stock sufficient talking machines to enable
them to give prompt service throughout the
northwest Coast. It will take care of the States
of Oregon, Washington and part of Idaho.
NEW $1,000,000 CORPORATION
The American Home Recorder, Inc., Newark,
N. J., has been incorporated with capital stock
of $1,000,000, to manufacture phonographs, etc.
CONDUCTS EDUCATIONAL CAMPAIGN
A Victrola opera study club has been inaugu-
rated in Moline and Rock Island, 111., by Thor
Norberg, who conducts a Victor store in each of
those towns. Mr. Norberg gives short talks on
how to study music through the aid of Victor
records and the "Victrola Book of the Opera."
The innovation has been enthusiastically re-
ceived by music lovers in that vicinity.
FIRE CAUSES JHEAVY DAMAGE
Beaumont, Texas, February 7.— Fire caused by
defective wiring destroyed the stock and a large
part of the building occupied by the Texas
Music Co. last week, causing a loss estimated
at $30,000.
ADVERTISING WELTE SALONS
The Welte Studios, New York, in which
elaborate Victrola salons were installed recently,
have been carrying some attractive advertising
in the local newspapers regarding the service
offered in that line. The advertisements are
distinctive and high class in every particu!ar.
TRADE
MARKS
The Trade-Mark
of Quality
and
The Trade-Mark
of Service
You all know
these Trade-
Marks and most
dealers know
ORMES, inc.
Wholesale Exclusively
26 East 125th Street
NEW YORK
182
THE TALKING MACHINE WORLD
February 15, 1920
COLOSSAL
A phenomenal
number of sweet
melody and rhythm
(THAT PASS IN THE NIGHT)
SONG
By LEE DAVID
FOX-TROT
NOW RELEASED BY ALL COMPANIES
"TENTS OF ARABS," "WOND'RINC," "ROMANCE."
Featured by Headline
Artists Exclusively and
Every Orchestra in
the Country.
INQUIRE OF YOUR RECORD AND PLAYER-ROLL JOBBER
B. D. NICE & CO., INC. ,5,2!?iu' Music Publishers
THE TALKING MACHINE WORLD
183
M-i mnimnininnrimiirniiimniiingiiminnMinimmni minimi nnuiuiuHMimmmnniuu mtitin mmwm IM mmmmmmmmmmmmmmmmmmmmmmmmmmmammmmmmmm i m
niiniiiiiiiiin nim iiiiiimimiiimiiiiiiimiiiiMiiniiiiiimi miiimmiunimmm
Gleanings From the World of Music
.uiiiiiiiiiiiiiijiiiiiiriiiiiiitiiiiiiiiiuiiiiiJiniiiiiiiiiiiiiJiiiiiiiirixiiiiiriitiiJiiiiiiiJiiiiiiiiiiiriiiriiiriiiiixiiiriiiiiiFiiiiiriisriiiiijiujiiiiiiaciKxi
SETTING NEW RECORDS IN SALES OF POPULAR "HITS'
iinufflilimitmimiiiiiiuiiiiiim in muimuii iiiiiuiimiuuniiiiiuiiuiiiiiiiiiiiii in luiimiiiinmimi iiuiiiiimiiiiiiiiiiiimimiiiiiiiiii iiimiiiiiiiiiiinim tiiniiiiiiiti(uiQiitii[iiiuiuitiiuiiiiiii(iiiiiiiitiuiiutiian]uiiiinaiiiiiai(iui@
Increased and More Rapid Record Production
of the Popularity of Song Succ
Enables Manufacturers to Take Full Advantage
esses While It Is at Its Height
Before the war period the possible maximum
production of any one individual song or in-
strumental number, in record form, was never
better demonstrated than in the results the vari-
ous mechanical reproduction companies got
from their efforts in producing "Poor Butter-
fly," which, it is said, was recorded in at least
nine different ways.
Of course, during the war period production
was curtailed, and there was no effort at all
made to supply the real demands on any of the
big hits, — it was simply a case of getting out
a reasonable quantity of all the salable num-
bers. During all this time there was not only
a natural increase in the number of record
buyers, but conditions have admittedly created
thousands of new music lovers.
With all the various factories at present mak-
ing an effort to supply the demands for popular
records it is hardly possible that they are able
to fill the present demands on what would be
considered a 100 per cent basis.
With a song success such as "When You Look
in the Heart of a Rose" having a large sale, no
doubt continuing over a period of many months,
it is more than possible to meet the require-
ments of the situation, but with such a number
as was spoken of in the first instance, "Poor
Butterfly," or the now prevalent success, "Dar-
danella," the recording and sales possibilities, if_
the number's popularity continues, would ap-
pear to be unlimited. Not only is it possible to
record such an instrumental number in many
different ways, but each of the present-day or-
chestras can give a rendition which makes their
work a little different and gives it an appeal
which no doubt creates many enthusiasts for
their style. "Dardanella" is a number that lends
itself to all sorts of novelties, tricks, etc., and
from present indications these individual orches-
tra records will create additional sales over and
above those produced by the regularly recog-
nized and accepted methods of production.
With record manufacturing at normal, if not
on the increase, it is most likely that a new
record will be established not only on the sales
of an individual work but in the number of pos-
sible ways a song "hit" may be recorded suc-
cessfully.
I'miiiimimnmi iniiiiiiiiiiiiiiiiinii ■ririiiiiiirinii i miiinmiiiiiiin i nrini mug
J Men Who Make Popular Songs |
No. 9— Johnny (S.) Black |
SiiiiiiiiiiiiiiiiiiiiiiiiiNiiiiiiiiiiiiNiiiiiiii iiiiuiiiiHiiiiiiiiiimiiiiimimiiimiiliii iiiminmimi iiiiminmiimimimil
Without doubt "Dardanella" is one of the
most popular, if not the most popular, instru-
mental selection issued in years. Its popularity
first became apparent as an orchestra feature — ■
it was practically an overnight hit. Its appeal
was so strong and its possibilities so large
that all the mechanical reproduction companies
made special records of it, and these were is-
sued most promptly.
We might go on and say a whole lot more
about this exceptional number, but its present
position among the hits hardly calls for any
elaboration. After all this column is for the pur-
pose of introducing the writers of popular songs,
which leads us to introduce Johnny (S.) Black,
the composer of this sensation, who was, here-
tofore, unknown, but who on the record of
this one song will be remembered for a long
time. The publishers of the number claim his
work in this instance is not a flash in the pan,
but that he has the ability to write more mel-
odies with wide appeal and to prove their con-
tention they will shortly issue a new number
from his pen on which they plan a big publicity
drive.
Johnny (S.) Black
It is reported in recording circles that
"Afghanistan," shortly to appear on the bulle-
tins, is to be the next big hit among the dance
numbers.
Another PHENOMENAL and SENSATIONAL "HIT" from the
pen of JOHNNY (S.) BLACK, writer of "DARDANELLA," with
lyrics by FRED FISHER:
(WHEN THE SUN GOES DOWN IN)
"CAIRO TOWN"
The same leaders who predicted that "DARDANELLA" would be a national "hit" say that
"CAIRO TOWN" is its equal. Orchestrations now ready.
FRED FISHER'S BALLAD
"Daddy, You've Been a MOTHER to Me"
IS THE TALK OF NEW YORK and will be the ballad "hit" of the country
McCarthy & fisher, inc.
224 WEST 46th STREET NEW YORK CITY
FRED FISHER, Pres.
J. MITTENTHAL, Gen. Mgr.
184
THE TALKING MACHINE WORLD
February 15, 1920
All Record and Roll Dealers
and Manufacturers and all
Music Dealers are urged to
prepare for a big demand for
Records, Rolls and Sheet Music
of the three big Song Hits.
66
IRENE
99
the Big Song Hit from the Big Show
Hit of the same title.
66
PEGGY"
the instantaneous Dance Hit. Sung
and Danced from Coast to Coast.
66
OH!
99
The New Novelty Dance Sensation by the
writer of the World-Famous "VAMP."
Millions of Song-Lovers will want these new Hits when they
read our big full page advertisements (see opposite page) in
the March and April issues of — "The Ladies' Home Journal,"
"McClure's," "Metropolitan," etc.
If you want your cash register to work overtime, prepare
now for a very large demand for these songs. "You Can't
Go Wrong."
DON'T WAIT UNTIL TOMORROW to look up your
stock — do it today and telegraph for a big quantity of each.
You'll be glad you took our "tip".
LEO FEIST, Inc., Feist Bldg., NEW YORK
"You Can't Go Wrong With Any Feist Song"
See copy of advertisement on opposite page
February IS, 1920
THE TALKING MACHINE WORLD
SONG HI'
From the Slurs
Make Happier He
FROM the "Great
White Way" where songs
are made, to every home where songs
are played — come these wonderful new hits!
Songs that are earning encores at the big musical
shows— songs that are winning fame for star-singers and
orchestras— songs that are achieving sensational success all
through America — are here offered you to introduce in your own,
home, to play and enjoy and love on your own piano, phonograph or
player-piano. I ! i*i ;
ON SALE TODAY wherever good music is sold
Wherever, zuhenever music is played, ask to hear these "Feist ' Hits
Irene
By Harry Tierney and Joseph McCarthy
rv Williams a,nc
14
By Harry Williams a,nd Neil Moret
LJJT
rene,
slip of TKrt com - plete- nes*
I. I .1 H J=*±
f r-— r r
Peg - gy com
ft f
out and wc
f f^=^r
me, dear,
r
For
r
you
r
know
W v p * r
in tlie spring its*
f *f
ring - time
ff Lf P r
wtratli -
.* '
er.
* r r- — -t r
Pop — gy roinn
r, r r
out ami greet
ni") rtnar -
r_/
We'll
roam, the plaius and
r f r if
coun-try laues to
r t< -
f
(Swe
?
t gir
r
- ie)
© LEO. FEIST, Tnc. New York
Or
res hearts to charm them,
play_
©LEO.FEIST.Inc.New York .
ng the
"Irene" — Great New York Success
"Irene," a few months ago, made its debut on the New
York stage. Today, it is famous everywhere. Because
"Irene" is charming, it is alluring — you can't hear that
tuneful melody, without loving it instantly, without want-
ing to get it and learn it, to sing, dance, hum and whistle
all the time. "Irene" is simply irresistible.
"Peggy"— a Big Hit
The millions of lips already singing this wonderful song
will tell you they can almost taste the sweetness in its rich,
rare melody, its beautiful simple words. "Peggy" is being
sung and danced from Coast to Coast, an instantaneous
hit everywhere. You'll love "Peggy" — every note and
every word of it — try it out.
" OH ! " New Novelty Hit by the Writer of "Vamp'
the way sue whis-pers pret-ty noth-ings to me
© LEO. FEIST, Inn., New York
-t — r . r
Com-plete-ly gets my"nan-me"
It fs-n't w£at
she does but,
<<f"V|_| |>) Here's a new novelty song, a new "Vamp," written by the writer of "Vamp," Byron Gay. "OH!" may be the
V/n • i shortest title a song ever had, but it will be the longest and biggest hit in many a moon— it's a wonder for
,_ .I, , I,,, ii , —.ill -uin M iiiii mi - . _ « dancing, a jolly good singing number with lots of pep-and-go
in every line. Get it at your dealer's.
Other Beautiful "Feist" Songs:
"Thank God You're Here, Mother Mine
"Alice Blue Gown" from "Irene
"Trail to Sante Fe"
"Sweet Love Dreams"
"My Baby's Arms"
"Sand Dunes" Golden Gate
"In Siani" knn
"There's a Time"
"One Loving Caress"
"Love, Here Is My Heart
"Give Me All of You"
"Persian Moon"
"Lullaby Blues"
"Star of the East"
"By the Campnre"
"A-Mi-Ti-Ya"
"The Badiance in Your Eyes"
"The Land of Lullaby"
"Poppy Blossoms"
"Down Limerick Way"
(Fiske O'Hara's Hit)
".lust Like the Rose"
"Sing Me Love's Lullaby"
On sale wherever music is sold, or we will supply you direct at 40c. a
copy, postpaid. Band or orchestra, 25c. each.
Ask your dealer for a copy of "Feist's Melody Ballads"
-a little booklet that will give you words and music of the *°roscs of many
of the beautiful song hits listed above. If not at you! dealer s, send us
name with a two-cent stamp and we supply you direct.
W 'Mr
M 1. • A
Get a Roll
for your
Player Piano
LEO FEIST, Inc. Feist Building , NEW YORK , Canada: 193Yonge St..Torcmto, Ont.
186
THE TALKING MACHINE WORLD
February 15, 1920
HELP FROM THE MUSIC PUBLISHERS
Talking Machine Wholesalers Find Song
Pluggers Fit in Well at Monthly Demonstra-
tions— Interested in Their Personalities
Some of the talking machine distributors in
the East have, during the past several months,
been making a practice of giving concerts on
certain days of each month when demonstrat-
ing the new record releases to their dealers.
In order to add novelty to the occasion as well
as to have a personal rendition of the various
numbers recorded, the}' often call upon the pub-
lishing houses to furnish singers and piano
players. This the publishers seem most willing
to do when the recorded numbers demonstrated
happen to be from their catalogs. In this way
it has been possible for the distributors to put
on quite a show, which is a means of giving
their dealers much information of value — let-
ting them hear the songs as they are actually
sung and then demonstrating the record of the
number.
This idea need not be confined to New York
or adjacent territory, for the same plans can
be carried out in practically all the larger trade
centers of the United States. All the big pop-
ular publishers have branch offices in the larger
cities of the county, and manj'- of these have
quite a number of singers and piano pla3rers
on their staffs. They would, no doubt, be will-
ing to carry out their end of these plans which
have been found to be so successful in the East.
Not onty is this idea an added attraction to
bring the dealers to the jobber's show room,
but it is an educational one and gives to those
interested information that no doubt can be used
to good advantage in making sales. Especially
is this true where the numbers in question are
feature numbers of the catalog.
J. WILL CALLAHAN
Author of "Smiles" and "Tell Me" and
FRANK H. GREY
Composer of "Think, Love, of Me" and other successes, have collaborated
in the exquisite ballad
"IN THE AFTER GLOW"
Programmed by America's Foremost Concert Artists
Published by
Hinds, Hay den & Eldredge, Inc.
11 UNION SQUARE. NEW YORK CITY
Watch It Grow
WORDS BY
WILLIAM LE BARON
MUSIC BY
VICTOR JACOBI
CHAPPELL & CO., Ltd., New York, Toronto and Melbourne
ANNOUNCE NOVELTY RECORD WEEK
Columbia Graphophone Co. Gives Particulars of
Novelty Record Week Beginning February 28
— Special Sales and Publicity Material
The Columbia Graphophone Co. has set aside
the week beginning February 28th as novelty
record week and a far-reaching campaign in
connection with this week has been prepared
by the company's advertising and Dealer Serv-
ice departments.
Simultaneous with the announcement of Co-
lumbia noveltv record week, the Dealer Service
department has issued as a unit of the March
window display an elaborate card dealing with
Columbia novelty records. In addition to this,
the advertising department is providing deal-
ers with a window streamer which will also ac-
company the March display. The photograph
reproduced herewith shows the novelty record
window hanger, two novelty record cards and
cut-outs taken from previous window displays
assembled with the window streamer and a
Columbia novelty record booklet as a setting in
the foreground.
Columbia dealers all over the country have ar-
ranged to dress their windows in this fashion
to promote the sale of this series of records
and Columbia distributors are preparing to fur-
nish the dealers with novelty booklets in sub-
stantial quantities, also with novelty record
hangers and the window streamers to support
the campaign.
Columbia novelty records are specially select-
ed records taken from the international language
BLUE DIAMONDS
99
A GEM OF A SONG BASED ON AN ORIGINAL IDEA THAT IS SO
APPEALING AND DELIGHTFUL THAT IT HAS ALREADY TAKEN
THE PUBLIC BY STORM
"IF YOU'RE ONLY FOOLING
•ROUND ME" ( WHY S,°EN'l,isYr PUT )
JUST THE KIND OF A COMEDY NUMBER THAT YOUR TRADE WILL
APPRECIATE "LEAP" YEAR ESPECIALLY
< < D f ITIT'C A*y Naughty Sweetie \
DLU LiJ ^ Gives to Me /
A SYNCOPATED JAZZ MELODY THAT TAKES THE PRIZE FOR
SINGING AND DANCING EVERYWHERE
NOW I KNOW
99
NEEDS BUT LITTLE INTRODUCTION. FROM THE MOMENT IT WAS
RELEASED, IT WAS HAILED AS THE WORTHY SUCCESSOR TO
" KENTUCKY DREAM "
COMING ATTRACTIONS: "ANVIL TROT" "OLD MAN JAZZ'
YOU CAN SELL MORE THAN YOU ORDER
•'ABADELE'
RECORDS - PLAYER ROLLS - SHEET MUSIC
JOS. W. STERN & CO., 102-4 W. 38th St., New York City
Novelty Record Week Window
record catalog, which are chosen because of
their musical merits and their appeal to the do-
mestic trade. These records have been assem-
bled in the novelty booklet, and others will be
issued monthly in connection with the regular
Columbia supplements, one record being fea-
tured each month in the usual supplement.
The Bollinger Music House, of Oskaloosa, la.,
have ordered two Unico booths and a record
rack which they will place on their first floor.
PRECISION CASTINGS COMPANY Inc.
SYRACUSE. NtW lORK.
Manufacturers of Die Clstincs in
Aluminum. Zinc, Tin. Lead Alloys.
Babbitt Bearings |
February 15, 1920
THE TALKING MACHINE WORLD
187
Manufacturers
To handle this year's business we have
greatly increased our production and are
now prepared to care for a few hundred
more live dealers.
The standards and quality of our product
will not be changed, on the other hand
this season's models have added features
that will make for sales.
Our three factories are now in a position to
supply you with an ample stock at once
and immediate deliveries at all times.
The Excel Cabinet Co.'s dealers' proposi-
tion is one that you should investigate at
once. There are large profits for you
in handling this line of fast selling
machines.
Executive Offices: 136-140 West 23rd Street
Factories: Benton Harbor, Mich., Holland, Mich., Chicago
May we not send you our circulars, discounts, etc-
Write now — line up with a winner.
EXCEL CABINET CO.
New York City
188
THE TALKING MACHINE WORLD
February 15, 1920
WHY
WALL-KANE
NEEDLES
ARE SUPERIOR
The highest grade steel needle of Amer-
ican manufacture, and playing only one
record, is put through a complicated, sci-
entific, chemical process, by which the
point of needle is greatly improved. The
popular explanation of the method is as
follows :
An ordinary steel needle is made of
wire, which consists of long, parallel run-
ning grains on the inside. This wire is
inserted in automatic machines, which
automatically cut off the steel needles.
The friction of the revolving record
grooves, will gradually flatten out the
point of the needle, so that more and
more grain of the steel will reach the
record grooves. The WALL-KANE needle
will eliminate the grain of the steel com-
ing into contact with the grooves by a
process which is accomplished as follows :
The steel needle is first dipped into a
chemical solution which will take out
most of the charcoal, making a closer
unit of the needle. While in this process
the needle looks all black like illustration.
Then the needles are dipped in several
solutions, which place three different coat-
ings on the top of the point, so that an
entirely separate unit is created on the
point, which unit is 25 to 30 per cent softer
than an ordinary, steel needle's point. While
in this process the needle point looks
like illustration.
More than three thousand revolutions are
required to take off these three coatings
by the friction of the point with the record.
The playing surface of more than ten
records do not amount to 3000 revolutions —
that is why WALL-KANE needles will
play at least ten records perfectly, and will
make less surface noise, and by the dis-
tribution of the solution into the grooves
of the record, the record itself will be
greatly benefited, and its life prolonged.
BEWARE OF IMITATIONS
This handsome colored motal enameled display stand
holds 60 packages. 24 extra loud. 24 loud and 12
medium packages and costs the dealer $4.60, ($4.90
in the Far West) and retails (or $9.
Each package of 50 WALL-KANE Needlos costs the
dealer 7'/ae (8o in the far West) and retails tor 15c.
JOBBING TERRITORIES OPEN
Progressive Phonographic Supply Co., Inc.
145 West 45th Street, New York
HONORED ON ANNIVERSARY
Edward D. Strauss, Eastern Sales Manager of
the Bnanswick-Balke-Collender Co., Celebrates
Fifteenth Anniversary With Company — An
Experienced and Successful Sales Executive
ers intensive co-operation and service that will
assist them in developing a record business com-
mensurate with the tremendous success of the
Edward D. Strauss, Eastern sales manager of
the phonograph division of the Brunswick-
Balke-Collender Co., was the guest of honor
recently at a banquet given by his associates to
celebrate Mr. Strauss' fifteenth anniversary with
the company and his second anniversary as
Eastern sales manager.
Mr. Strauss, during his fifteen years' associa-
tion with the Brunswick-Balke-Collender Co.,
has occupied important sales and executive posts
and in all of these positions has attained signal
success. When he joined the company's staff
fifteen years ago he was assigned as a sales-
man in the Ft. Wayne territory and covered
this territory for five years, winning the es-
teem and "friendship of all his business asso-
ciates. He then became manager of the Co-
lumbus branch, and subsequently went to Chi-
cago to the main office of the company in order
to acquire an intimate familiarity with the talk-
ing machine business which the company
planned to introduce and develop.
Two years ago Mr. Strauss was appointed
Eastern sales manager of the phonograph divi-
sion with headquarters at the Brunswick-'Balke-
Collender Co.'s New York office, 39 West Thir-
ty-second street. In this short space of time
he has been an important factor in developing
Brunswick business in this territory. Under
his able leadership, the Eastern sales division
has achieved remarkable sales totals, and the
demand for Brunswick talking machines in the
East has far exceeded all expectations. Ac-
counts have been opened with the most success-
ful stores and retail shops in Greater New York,
and the sales organization developed by Mr.
Strauss has attained phenomenal results.
With the introduction of Brunswick records,
Mr. Strauss is planning to give Brunswick deal-
Edward D. Strauss
Brunswick machines. With his thorough knowl-
edge of merchandising, Mr. Strauss is in a posi-
tion to lend invaluable aid to Brunswick deal-
ers and to the members of his own sales staff.
LANSING OPTIMISTIC OVER FUTURE
Boston, Mass., February 5. — E. H. Lansing,
manufacturer of the Lansing khaki covers for
talking machines, reports a ready market for his
covers, attended, however, by a scarcity of cer-
tain materials which he requires. Mr. Lansing
summed up his objective briefly in a recent con-
versation with The World when he said: "I
am not trying to make a cheaper cover, but the
best cover cheapest." Mr. Lansing also reports
that 1920 gives every evidence of being a record
year for his piano covers, stools and benches
as well.
FOR EDISON DEALERS-
The Bliss Universal
Attachment
Straight bore, loudest
reproduction, all brass,
lightest weight, least
wear on record.
Centers correctly on all records.
The best attachment at the right price.
THE BLISS REPRODUCER—
The only reproducer
for high-grade instru-
ments.
Fully Guaranteed. ^] Test" it for volume, tone,
balance, articulation. CJ There are none "just
as good."
Bliss Reproducer, Inc.
80 Fifth Avenue
New York City
February 15, 1920
THE TALKING MACHINE WORLD
189
For Silence and Power
Figure One
There are two op-
erations to the final
inspection of every
Stephenson Preci-
sion-Made Motor:
FIRST {Figure One), when
it is set into a frame which
greatly exaggerates all vi-
bration. Here it must pass
the test for silence. .
SECOND {Figure Two),
where it is mounted just as
it would appear in a fin-
ished phonograph, and with
careful watch on the roto-
meter several records are
played; here it must pass
the test for running time
and power.
Rigid inspection of all ma-
terials, of all manufactured
parts, of completed motors
— this painstaking inspec-
tion keeps the Stephenson
Motor a Precision-Made
Motor.
Figure Two
STEPHENSON
I N C O R P O RAT E D
taeWest Thirty-fourth Street
JSfew Ybrfl City
190
THE TALKING MACHINE WORLD
February 15, 1920
III
v.
Distinctive
Phonographs
owe above is No. 70 in
Georgian period, 50" high,
23" wide and 24" deep.
Write for our special
Dealers' Proposition
SlEIN-BLRh
CORPORATION
General Sales Offices and
Display Rooms
Heyworth Bldg., Madison and Wabash
CHICAGO
Eastern Distributors :
A. M. DRUCKMAN
140 West 23rd Street
NEW YORK CITY
il
Quality That Sets a Higher Standard
MOTORS — exclusively Steinburn, the very
finest that phonograph motor engineers can
produce — steady, powerful, noiseless.
TONE ARMS and REPRODUCERS— in keep-
ing with the Steinburn reputation of a higher
standard. Play all records.
CABINETS — -distinctively Steinburn. Twelve
beautiful models in Mahogany, Walnut and
Oak. Upright Period, Consol and Table
Types, all artistically superior. Retail prices
$60 to $300.
Co-Operation That is Constructive
WE ASSIST established and well - rated
dealers in banking their time-payment paper.
Our plan is very unusual. You get 100%
of the sale price at once.
A 5-Year Bond Guaranteeing Perfection
THE STEINBURN sets such a high standard
that we are able to give a 5-year Guarantee
Bond with each instrument, covering per-
fection of all parts, including motor, tone-arm,
reproducer and cabinet.
OUR 5-YEAR GUARANTEE
BOND. READ IT !
IT"' u,^4-1 ... ..'. '*
TirrnTTnTmii,
rr
il
Thill
\
2JL
February IS, 1920
THE TALKING MACHINE WORLD
191
Art Hickman's Orchestra from the St. Francis
Hotel, San Francisco, plays the one -step
"Burmese Belles." How about those
Hickman records? A-2841.
A NEW V0CALI0N ARTIST
First Record by Marguerite d' Alvarez, Chicago
Opera Contralto, in the March List
One of the features of the Aeolian Co.'s list
of Vocalion records for March is the first record
to be made by Marguerite d'Alvarez, the popu-
lar contralto with the Chicago Opera Co., now
Marguerite d'Alvarez
appearing in New York City. Mme. d'Alvarez
who recently closed a contract to record ex-
clusively for the Vocalion, chose for her first
record "Ah mon Fils" from "Le Prophete." This
record appears in the March list and other
operatic selections will follow shortly.
Mme. D'Alvarez is one of the interesting fig-
ures among current opera stars, being a Peru-
vian by birth and declared to be a direct de-
scendant of the Incas. She studied at the Con-
servatory at Brussels and was among those
chosen to sing before the late King Leopold.
Her operatic debut was made as Delilah in
"Samson" at the Paris Opera, and subsequently
she sang at Covent Garden, London, and La
Scala in Milan. She was brought to the United
States by Hammerstein and appeared under his
management in New York, Boston and Phila-
delphia before joining the Chicago opera or-
ganization. Mme. D'Alvarez has won particular
success as Carmen and in similar roles.
INCORPORATED IN UTAH
The Royal Distributing Co., Provo, Utah, has
been incorporated to act as distributing agents
for manufacturers of all kinds of musical in-
struments. The officers are L. R. Taylor, presi-
dent; T. C. Jones, vice-president; A. R. Taylor,
secretary and treasurer, and T. N. and T. S.
Taylor, directors.
Columbia Graphophone Co.
NEW YORK
LAWSON PIANO CO.'S ACTIVITIES
Recent Exhibit Showed Lawson Universal Phon-
ographs— New Tone Arm Was Also Displayed
by Company at Attractively Decorated Booth
tional advertising medium, owing to its useful-
ness and timeliness. Several pages are devoted
to the Lawson instruments, which include the
Lawson piano, player-piano and the Lawson
Universal phonograph.
The Lawson Piano Co., 372 East 149th street,
had a very attractive exhibit at the National
Music Show, February 2 to 7, at the Grand
Central Palace, New York. It not only dis-
played the Lawson Universal phonographs in
several models, but also exhibited for the first
time the Diamond L hub-back reproducer
and tapered bore tone arm. The company
has had great success with the Lawson Uni-
versal phonograph, and expects to do a large
business also with the new tone arm which has
several individual characteristics of merit.
The company has issued for the use of the
trade a "Compact Atlas of the World," show-
ing' the new boundaries as they exist in Europe
at the present time and comparing them with
the old boundary. The booklet is most com-
plete and interesting, and serves as an excep-
A. J. PALMER MAKES CHANGE
Arthur J. Palmer, for the past two years ad-
vertising manager of Thomas A. Edison, Inc.,
Orange, N. J., will become associated with Sher-
man & Bryan, Inc., New York, advertising-
agency, on February 16. He will be general
supervisor of copy and co-ordinator of the
functions of the various production departments.
For ten years Mr. Palmer was with the
American Press Association and after that was
advertising manager of the Montague Mailing
Machinery Co.
The Cirola Sales Corp., New York, has been
chartered with capital stock of $100,000, to deal
in " talking machines, among the incorporators
being A. M. Ash, of Brooklyn.
A Max L. Goldbert Special
FOR
IMMEDIATE
DELIVERY
1 454" High
\7y4" Wide
\9y2" Deep
The woodwork, finish, construction and assembling of these machines are of
the highest grade.
A scientifically constructed Tone-Chamber, in connection with Universal Tone-
Arm and Sound Box (playing all records) truthfully reproducing all records,
as to tone-quality and volume.
The highest grade nickeled Swiss Motor made. Double spring — worm drive
— exceptionally even and silent running. Plays over three 1 0" records with
one winding; 12" Turn-table. All metal parts heavily nickel-plated.
Samples in Golden Oak $22.50 WAR TAX PAID
Fumed Oak 22.50
Mission 22.50 TERMS, NET
Birch Mahogany 22.50 F. O. B. NEW YORK CITY
WRITE FOR SPECIAL QUANTITY QUOTATIONS
MAX L. GOLDBERT 3 and 5 WAVERl Y PLACE, NEW YORK CITY
192
THE TALKING MACHINE WORLD
February 15, 1920
Would You Bet On a Sure Thing?
If you had all the aces in your fist and a deuce as a "wild"
card, would it take much nerve to play the hand? Would
you be taking any risk if you chanced a few white
chips on it?
I'm not asking you to take a chance, because if you do
business with my proposition as your "wild" card you're
sure to win.
The Talking Machine World Service is not a chance —
it's a sure thing. It has been tested in every possible
way, in every state in the Union, by dealers of every
type, in cities and towns of every size —
And it has made good.
This proposition is RIGHT. The Talking Machine
World Service is the most important new service idea
that has appeared in our trade for 15 years.
You needn't take my word alone.
Read what our subscribers say about it. They know
what they're talking about. They've tried it out. They've
proved it is a sure thing.
They've proved that our ads, cuts, window display plans,
merchandising ideas and form letters get results beyond
anything ever seen before in the talking machine trade.
You are face to face with a gigantic opportunity, Mr.
Retail Dealer. It's looking right at -you from this
printed page. It lies within your power to make, during
the next few minutes, the most important move of your
business career.
More than 175 dealers have already made the same
move before you; they have mailed the coupon from
one of our ads ; they got samples of our ideas, cuts, ads
and form letters and investigated our proposition care-
fully; they subscribed for the Service.
And today they are cleaning up !
Sincerely vours,
Over 175 dealers have proved this Service is a SURE THING— read
National Talking Machine Sales
Corp., Boston, Mass.:
"We are very well satisfied indeed
with your service. Your last pres-
entation of matter is the best yet.
It is the fresh viewpoint, plus excel-
lent cut service — which makes the
matter so desirable."
The La Salle & Koch Co., Toledo,
Ohio:
"I know we have gotten better re-
sults from the Service than the ads
we used before. My actual exper-
ience has made me a booster for the
Service of the one hundred per cent
type." — E. L. Woostlk.
P. W . Simon, Uniontoum, Pa.:
"Last month we received the World
Service for retail dealers, and were
very well pleased with iit ; in fact
we used it and obtained direct re-
sults. . ."
The Jersey Music Co., Bloomfield,
N. J.:
"We received the special letter on
moving, also the car card copy and
think both are clever and just what
we wanted."
February 15, 1920
THE TALKING MACHINE WORLD
193
The Talking Machine World Service
Is a syndicated sales and advertising service for retail
dealers, restricted exclusively to one dealer in each
territory. It comes to your desk once a month, every
month in the year.
Here's what you get, every month:
Three original Merchandising Plans — practical methods
of getting" business, finding new prospects, handling your
customers, earning more money out of your store.
Three timely, catchy Window Display Plans — practical
schemes that draw the crowds to your windows through
their clever appeal to human psychology — yet do not
require elaborate and costly "stage scenery."
Two Form Letters that have human interest, selling
punch and "pep," prepared by a specialist nationally
known for the business-getting power of his letters. One
is about machines, the other is on the new records, to
be mailed out with your monthly bulletin.
Seventeen complete ads for your newspapers, featuring
your store, your name and your service. The reading
matter is bright, original, timely and brimful of money-
making ideas. Strictly local, retail personal advertising
for you — the kind that sells goods and builds good will.
Eight single column ads, 4 two-column ads, 4 three-
column ads and 1 large four-column spread every month
— all complete and ready to use.
Seventeen cuts for these ads drawn by the cleverest and
most expensive advertising artists in the country today,
such as Ethel Plummer of "Vanity Eair" ; Olga Thomas
of "Vogue" ; Frederick T. Chapman, who illustrates the
Franklin automobile and many other ads; W. Fletcher
White, famous commercial artist of New York ; Charles
Baskerville, Jr., of "Scribner's" ; Will Graven, whose
clever drawings are bought by the leading advertising
they say below— then mail the coupon
agencies of New York; Royce Cody, late art director
of "Motor Life," and other artists of the same class.
Mats or electros of these cuts are sent you each mouth as
part of the Service — without extra charge.
A yearly total of more than 200 ads, 200 cuts, 36 win-
dow display plans, 36 merchandising ideas and 24 form
letters — also special ads written to your order, when nec-
essary, for particular events in your store.
The Cost is about one-quarter as much as the salary of
an office boy — because we are selling it to dealers all
over the United States and in foreign countries as well,
thereby dividing the cost into small fractions. The
money you have been losing on one or two ads that failed
to bring results would pay the cost of this complete
Service for the entire year.
But remember — only one dealer in each territory, and
first come, first served! If somebody else in your city
orders first, you can't buy the Talking Machine World
Service at any price.
Over 175 cities already sold and more are going every
day.
/
. / The Talking Machine
World Service
H. J. Pippitt, Port Jervis, N. Y.:
"We think your service is great and
are using it to the limit.''
United Talking Machine Co., Brock-
ton, Mass.:
"We are very much pleased with
the service we are getting from you
people."
Jas. H. Wright Co., of Corry, Pa.,
says:
"Great stuff! It's certainly helping.
I have run it continuously since sign-
ing the contract with you and busi-
ness is picking up all the time."
373 Fourth Ave. , New York City
' If other dealers in large cities
i* / and small towns are getting re-
/ suits and making a big profit on
. the Talking Machine World Serv-
/ ice, I want to know all about it, and
' I'm willing to gamble a 2-cent stamp
/ to find out. Without obligation, send
^ / me samples of ads, cuts, form letters and
r ideas. Tell me what it will cost me per
/ month for exclusive use in my territory.
/ Population of my city is
^e^/ I handle these machines
I
<a . Firm Name
/ By -----
' Address ■• .
/ _ _ _ 2-15-20
THE TALKING MACHINE WORLD
February 15, 1920
OLIVER'S RED-WHITE - BLUE
THRIFT NEEDLES
Mean Satisfied
Customers
One needle will play
50-200 records
It will pay you to
investigate this prop-
osition
THRIFT NEEDLES
Mean Continuous
Re-Orders
Their economy will
appeal to your cus-
tomers
And there is a satis-
factory profit in each
sale for you
Write for full information to the distributor nearest you
New England Distributors PHILADELPHIA
The Cabinet and Accessories Co., Inc. Iver Johnson Sporting Goods Co. Interstate Phonograph Co.
145 East 34th St. Boston, Mass. 1026 Chestnut St.
NEW YORK
A QUARTET OF HUSTLERS
Something of the Amalgamated Phonograph
Accessories Corp. and the Men Behind
The Amalgamated Phonograph Accessories
Corp., 54 Bleecker street, New York City, has
in its line. Much of the success of this new
organization, which, by the way, handles prac-
tically everything pertaining to phonographs, is
due to its making a specialty of giving service
to the dealers.
The executives of the new company are all
young men, who have what is commonly termed
machine industry. Herewith is reproduced a
photograph of -the officers of the company: Wil-
liam Brand, secretary and general manager;
Julius Roos, general sales manager; Nestor
Roos, assistant general sales manager, and Sam-
uel Schaer, Eastern sales representative. Ru-
dolph Kanarek and Samuel Heckler are presi-
dent and treasurer, respectively.
The company is now making a special drive
on a new multi-playing needle, which is mar-
keted under the trade name "Mysto." The needle
is one of much merit and is manufactured by
the firm.
The quarters of the above company, although
quite large, are already showing signs of being
insufficient to meet the needs of the business.
SALES STAFF HOLDS BANQUET
The sales staff of the talking machine depart-
ment of the Shepard-Norwell Co., Boston, Mass.,
recently had an enjoyable banquet at the Quincy
House, that city, at which A. R. Filante, the
manager, acted as toastmaster.
Samuel Schaer Wni. Brand Nestor Roos Julius Roos
in the short space of time since its forma- "pep." Despite the fact that they are young,
tion made rapid strides towards the leadership they have had wide experience in the talking
The Premier Phonograph File Co., New
York, has been incorporated with capital stock
of $51,000 by J. Michaelis, A. E. Chernack and
A. N. Ditterman.
HERE IT IS
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for all Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify 8M" or 9H" arm
FLETCHER-WICKES CO., 6 East Lake Street, Chicago, Illinois
THE GEORGE McLAGAN FURNITURE CO., STRATFORD, ONTARIO, EXCLUSIVE CANADIAN AGENTS
February 15, 1920
THE TALKING MACHINE WORLD
195
PATHE SALES CONFERENCE DURING MUSIC SHOW WEEK
Representative Pathe Distributors the Guests of the Pathe Co. in New York During First Week
of February — Important Addresses Made at Meetings and Banquet — Visit Plant in Brooklyn
A very busy, profitable and thoroughly enjoy-
able time was spent by Pathe distributors and
their representatives from every section of the
country who were the guests of the Pathe
Phonograph Co. during the recent Music Show
Week in New York, where headquarters were
temporarily established at the Hotel Pennsyl-
vania. A sales conference of two days' dura-
tion, with morning and afternoon sessions, was
opened on Tuesday morning, February 3rd, at
10 o'clock, in meeting room No. 6 at the Hotel
Pennsylvania, by an address of welcome from
Eugene A. Widmann, president of the Pathe
a dinner to the visiting delegates in the small
ballroom of the Hotel Pennsylvania. The af-
fair was entirely unusual in many respects. It
was practically a "speechless banquet." H. N.
McMenimen presided and after a short but
very inspiring address by the host, M. Max,
manager of Gimbel Brothers' phonograph de-
partment, spoke interestingly from the dealer's
standpoint. Excellent entertainment was pro-
vided by the following Pathe stars: Grace Hoff-
man, soprano; Marion Cox, contralto; Percy
Hemus, baritone; Rosalie Miller, soprano, and
Fred1 Van Eps, banjoist. The entertainment was
Pathe Distributors Guests of Pathe Co. at Hotel Pennsylvania
Freres Phonograph Co. During the course of
the conference, Pathe merchandising was taken
up from every angle.
Addresses were made by H. N. McMenimen,
managing director, on "Dealers' Co-operation";
James Watters, secretary, on "Pathe Records";
George W. Lyle, on "Contracts," and J. I. Ber-
n at on "Dealers' Service.'" Walter L. Eck-
hardt, president of the Interstate Phonograph
Co., Pathe distributors of Philadelphia, Pa.,
spoke interestingly on the subject of "General
Sales Arguments." The subject of advertis-
ing was entered into by an address on "How
Advertising Effects Wholesale Sales," by
George P. Metzger, of the Hanff-Metzger Co..
Inc.
On Tuesday evening the Pathe Freres Phono-
graph Co. entertained their guests at the New
York Hippodrome, which resulted in a very
enjoyable evening. The next night Eugene A.
Widmann, president of the company, tendered
much appreciated and each artist received re-
peated encores. On Thursday morning, despite
the inclement weather, the entire delegation
visited the Pathe headquarters in Brooklyn.
Mr. McMenimen hurriedly secured a number
of auto busses in which to transport the large
delegation to both the cabinet and record plants
in Brooklyn, thus overcoming a storm situa-
tion which tied up the transportation lines of
the city.
A very interesting and instructive day was
spent in becoming thoroughly familiar with
the many interesting details of Pathe produc-
tion.
S. Davidson & Brothers, of Des Moines, la.,
have added two additional demonstrating rooms,
making eight, and installed a service rack and
counter in the front of the department. Two
additional sales girls have been added to this
department.
Distinctive
Hardware Requisites
for
Phonographs — Furniture — Refrigerators
Lid Supports
Automatic Stops
Tone Rods
Needle Cups
Escutcheons
Sockets
Knobs, etc.
A complete
line in all the
periods. Also
commerci al
furniture
hardware.
All sized
locks and
hinges that
answer
every re-
quirement.
Smart, durable, practical Trimmings and Parts.
Samples cheerfully furnished manufacturers on request.
Grand Rapids Brass Company
Grand Rapids
NEW YORK: 7 EAST 42d STREET
Michigan
BUY YOUR
ACCESSORIES
Ml From One Source
4
o
4
O
4
American Made
Steel Needles
EXTRA J.OUD
LOUD
HALF
TOUE
Only the" finest grade of
Carbon Steel wire is used in
our product.
The points are ground by
experts. Thus you are as-
sured of a uniform product
of consistent high quality.
This means superior tone
quality, maximum volume
and minimum surface noise.
Packed in tin boxes of 200,
in envelopes of 1 00, or in
bulk.
Can be supplied in Extra
Loud, Loud, Medium, Soft
and Half -Tone.
Write for Samples
and Prices
PLAZA MUSIC CO.
18 "WEST- 20liJ STREET
NEW
196
THE TALKING MACHINE WORLD
February 15, 1920
Every Phonograph has a Turntable
You have sold a good many Phonographs to a good many people — each
machine with a turntable. Now sell RECORDS for those turntables — sell
MORE phonographs to MORE people — and records to ALL the people
who have bought machines from you — to their friends and acquaintances
— to every talking machine owner in town.
For EVERY turntable on EVERY Phonograph is a place for you to
put Pathe Records at a profit. We say Pathe Records — we MEAN Pathe
Records — because :
^ Every day the demand for Pathe Records increases.
^ Every day more people recognize the exquisite tone
L quality of the Pathe Records.
_ Every day more people discover that Pathe is first
^ with the hits that Broadway makes famous.
4
Every day people are finding out that they get the
widest possible choice in Pathe Records — everything in
music — operatic, orchestral, band and vocal — from the
classical favorites and the "songs that never grow old"
to the raggy, jazzy popular melodies of the day.
How are they making their discoveries so fast? The answer: Pathe national adver-
tising : It is effectively telling the public about the Pathe Records day by day, week by week,
month by month. And every time every 24 hours goes by, ten times that many people
right in your neighborhood have discovered that Pathe Records give them the music they
want — and surpassing tone.
Are you sure you are posted on Pathe Record superiority?
Better let us send you interesting literature giving you the facts.
Write to-day.
Costs No More
than the Ordinary
PHONOGRAPH
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
10 to 56 Grand Avenue, Brooklyn, N. Y., U. S. A.
and London, England. The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto
February IS, 1920
THE TALKING MACHINE WORLD
197
ANOTHER PATHE SCOOP
THE TWO BEST FOX
TROTS OF THE YEAR
ON ONE DOUBLE
PATHE DIS C:
22230
(Toll bar)
AFGHANISTAN
and
WHEN MY BABY SMILES
Up to the Minute Successes —
BY WIRE FROM
POPULAR VOCAL
/'Me and My Wife" Jack Norworth, Baritone
22290 J «Never Let No Qne Gal Worry Your Mind"
(Tnfier) ^ jack Norworth, Baritone
22279
f"Hand In Hand Again"
i
(Tiffen) lllQut q{ a Clear Sky„
Lewis James and Chas. Hart, Tenor Duet
Henry Burr, Tenor
,"I'm Just Simply Full of Jazz"
22284 ■> Noble Sissle, Tenor
(Toyish) i "Ain't Cha Coming Back Mary Ann to Maryland"
Noble Sissle, Tenor
oooon r"How Sorry You'll Be" (Wait'll You See)
22280 \ Billy Murray, Tenor
(Tingling) (<loh!„ Emest Hare> Barjtone
''I'll Always Be Waiting for You"
22281 ! Campbell and Burr
(Toiigate) "We Must Have a Song to Remember"
Peerless Male Quartet
(•"When You're Alone"
22283 I Shannon Four, Male Quartet
(Touchable) I "Dreamland Brings Mem'ries of You"
Lewis James and Chas. Hart, Tenor Duet
Rapid Fire Sellers — Order Now
YOUR DISTRIBUTOR
DANCE
I "Dardanella," Fox-trot, Laughing Saxophone
22288 | By N. Glantz Jos. Samuel's Orchestra
(Tripod) I "Wonderful Pal," One-step
I Jos. Samuel's Orchestra
"Turco," Fox-trot
Max Dolin's Novelty Orchestra
i "On the Streets of Cairo," Fox-trot
[ Max Dolin's Novelty Orchestra
r "Bo-La-Bo," Medley One-step
I Jos. Samuel's Orchestra
(Transpose) 1 "Bow-Wow," One-Step
[ Wadsworth's Saxophone Band
,"I Might Be Your Once-in-a- While," Medley
22289 Fox-trot Tuxedo Syncopaters
(Tribute) 1 "You'd Be Surprised," Medley Fox-trot
I Tuxedo Syncopaters
"Come Along to Honeymoon Town," One-step
Jos. Samuel's Orchestra
"Goodnight, Dearie," Waltz
Nicholas Orlando's Orchestra
r"Chromatic Fox-trot," Xylophone Solo
George H. Green
(Terrifying) [«Stop Time," Xylophone Solo George H. Green
["Mighty Lak' a Rose," Violin, Flute and Piano
22277 J The Longo Trio
(Theorist) j "Somewhere a Voice Is Calling," Violin,
Flute and Piano The Longo Trio
22285
(Transfix)
22286
22287
(Traverse)
22276
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
10 to 56 Grand Avenue, Brooklyn, N. Y., U. S. A.
and London, England.
The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto
198
THE TALKING MACHINE WORLD
February 15, 1920
The Queer New Record
That Plays So Long
Grey Gull Records, Two-in-One Style, have approximately twice as
much MUSIC on each disc as the old-fashioned style.
They look just like the ordinary record, but every one of your
customers that buys one gets DOUBLE VALUE. It's in the
grooves — a special invention owned by us on which a patent is
now pending.
For example, we reproduce "Keep the Home Fires Burning" and
"The Long, Long Trail," both on one side of one 10-inch record-
over 5M minutes of REAL MUSIC On the other side are
"Madelon" and the "Marseillaise." These four pieces would
ordinarily require two records, but we give them to you complete in
one record, without extra charge.
Never for a moment forget that there are certain basic laws under-
lying all Business. If you give greater value than your competitors
do, the Buying Public will inevitably drift your way.
Investigate by sending for samples. Ask for our "Dealer Propo-
sition" or our "Distributor Proposition," whichever you are inter-
ested in. Use the coupon below, if you wish.
295 HUNTINGTON AVE., BOSTON
FILL OUT THIS COUPON AND MAIL
GREY GULL RECORDS, 295 Huntington Ave., Boston, Mass.
Please send to address below, an easy-selling assortment of six Grey Gull Records, in
your Two-in-One style, for which remittance of $3.00 is enclosed. Privilege of returning these
records within ten days, at your expense, and obtaining a refund of the remittance is reserved.
Also send your two leaflets, "Distributor Proposition" and "Dealer Proposition," and catalog
of your records.
Name
February 15, 1920
THE TALKING MACHINE WORLD
199
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1 THE TALKING MACHINE WORLD SERVICE 1
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES |
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DO YOU realize what a wonderful field for business you have
in the many concerts and recitals in your city? For years the
talking machine manufacturers have been trying to impress their
dealers with the opportunities afforded by local concerts, but few
dealers take advantage of these as they should. A goodly number
of artists appearing during the season in your city no doubt make
records which you have on sale; and besides this direct link there
is the broader fact that these concerts greatly increase the public
interest in music, which interest is the foundaton of your business.
Watch the music pages of your Sunday newspapers. There
you will find announcements of coming concerts, which also give
you the name of the local concert manager. If you get in touch
with this local concert manager, he will be more than glad to supply
you with photographs and display material, and, if your location
is central, he will probably put on the advance sale of tickets in
your store if you request it.
Put in a window display before the concert, featuring photo-
graphs of the artists, together with some of their records and a
card announcing the ticket sale in your store. At the bottom of
your newspaper ads run a notice about the ticket sale. In his own
ads the concert manager will state that tickets are on sale at
"Blank's Music Store."
The people who come to your store to get tickets are all music-
lovers. Every one is a logical prospect for business. If they get
the habit of coming to you for tickets and watching your window
for news of concerts they will come to you also for talking ma-
chines or records, and they will tell their friends to come.
The public interest in music is the basis of your business. If
you strive to make your store the musical center of your city by
taking enthusiastic part in all local musical activities, it's bound
to become also the business center of the city when the purchase
of talking machines and records is in mind.
For twenty years Rip Van Winkle did no
advertising. Yes, he was asleep all that time.
PERIOD models today have attained such superlative beauty
of appearance that they are a precious asset to your window
trimmer. The ornamentation and carvings on some of these cabinets
would be worthy of Lorenzo Ghiberti, Michelangelo, Luca della
Robbia, or other of the wonderful creative geniuses of the Italian
Renaissance. In fact, the motifs and forms used in these cabinets
are usually copied directly from the masterpieces of the great crafts-
men of the Middle Ages, who originated the designs which we
follow today in much of our furniture and our architecture. While
' planning your window, bear in mind that the period cabinet itself is
the center of attraction, and that everything else you put in the
window should enhance the effect of the cabinet and not detract
attention from it or compete with it. Above all things, keep your
window severely simple.
For example, place a single cabinet against a background of rich
fabric, such as tapestry, brocade or silk velour ; two candlesticks
of plain silver or polychrome, placed symmetrically on top, and a
small jar of flowers or bit of fine bric-a-brac in the center. A floor
lamp sheds its rays upon the cabinet itself and the other window
lights are subdued. Signs or cards should be dark in color, not
too large, and lettered in gold.
Glance through the pages of such magazines as "House and
Garden," "Architecture" or "Country Life in America," which you
can buy at any newsstand. You will find there photographs of fur-
niture and bric-a-brac arranged by famous interior decorators, giv-
ing just the effect you are seeking. A wealth of excellent ideas will
be suggested to you by a perusal of these magazines.
People passing such a window are bound to be impressed, and
in these days when quality, not price, is the consideration, you will
get direct results in business, as well as add materially to the prestige
of your store.
You can never tell a cantaloupe till you
cut it nor an idea until you've used it.
YOU'VE seen window displays of talking machines where color
was used lavishly in signs, draperies and backgrounds, with the
result that they looked cheap, loud and crude. And you've noticed
other displays where just as much color was employed, yet the
effect was rich and harmonious. What's the answer? How can
you use color in your windows to best advantage?
Before your next display is put on, let your window trimmer
read what a famous American artist thinks about this subject of
color in show windows :
"Red is the most popular color," he says. "It is the first
choice of the uneducated, and of savages and barbaric people. It
excites and enrages animals. A child who is given a toy paint-box
will use more red than any other pigment. Green, when low in
tone and inclined to yellow, as in nature, is a restful color, and,
next to red, the most popular. But a combination of primary red
with primary green presents two active and excitable colors. One
is the complement of the other, and when placed together each is
shown at its greatest intensity. The red then appears redder and
the green greener than under any other conditions.
"Women — because they give more constant thought to the
selection of articles for personal adornment and the decoration of
the home — are more sensitive to the personal appeal in color than
are men.
"Every shop window, every store shelf, every counter, gives
an opportunity for the use of color in making this personal appeal.
Properly used, it is an ever-present silent salesman.
"Among the uneducated the color sense is crude and barbaric.
With education comes refinement. For example, a woman of the
peasant type will wear a green skirt and red waist. with each color
of full primary strength. While the personal appeal of those two
colors is as great to the woman of education, her sense of refine-
ment suggests a full suit of green so low in tone that it is almost
black, to which she will add only a touch of red, such as a single
rose.
"Nature employs green in large masses, though seldom in its
absolute purity. In the spring, when nature displays but a few
colors, the green in the grass and leaves is at its brightest, but
as other colors come the greens grow darker and grayer, forming
only a background.
"Red in nature is never found in masses, but only as in flowers,
a few birds, and the spots on butterflies. A child will fill its arms
with red roses. A woman of refined taste will arrange one red
rose with a few sprays of green leaves. This one fact is a key
to color in salesmanship.
"In the appeal to popularity, colors are used in larger quanti-
ties which nature uses sparingly. Refinement demands the discrim-
inating choice shown in nature."
Think ahead; look ahead; head ahead —
and you'll get ahead.
TAKE full advantage of the splendid national advertising now
being done by the manufacturers of the talking machines you
handle. An effective way to tie up your store and your goods
with this national advertising is as follows : Clip out of the
magazines or trade papers a full-page ad or double-page spread,
featuring your machine. Mount this on a piece of gray or brown
cardboard and attach it flush against the center of your window
pane about eye level to a person on the sidewalk. From the ad
run streamers back to the machines in the window corresponding
to the machines illustrated in the ad. This method effectively asso-
ciates the goods with the selling points emphasized in the ad by
the manufacturer. For example, the present Brunswick ads fea-
ture the tone amplifier. Therefore, display your Brunswick machine
with the tone amplifier exposed to view, and let the streamer run
back from the ad to the amplifier.
The same idea can be used for records. Some of the leading
publishers, such as Leo Feist and A. J. Stasny, are taking large
space in the national magazines to advertise their song hits. Clip
out one of their ads, mount it against your window pane and let
streamers run back from each song in the ad to the corresponding
record.
In ancient times, Alexander the Great made his soldiers
shave off their whiskers so the enemy would have
nothing of which to catch hold. Shave the whiskers off
your store and your competitors will likewise have
nothing of which to catch hold.
EDITOR'S NOTE — Mr. Gordon, who writes this monthly page, is also director of "The Talking Machine World Service."
Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade, and also answer any ques-
tions you ask him concerning merchandising problems. Use this department as much as you like. It is intended to serve you.
200
THE TALKING MACHINE WORLD
February 15, 1920
ANNOUNCES IMPORTANT DEALS
Condon & Co., Inc., Appointed Sales Agents
for "Gliss" and "Groovite" — W. A. Condon
Discusses Dealer Plans for Present Year
W. A. Condon, president of Condon & Co., Inc.,
200 Fifth Avenue, New York, announced this
week the consummation of important arrange-
ments whereby his company will be the sales
representative for the Hines Products Co., Inc.,
New York, manufacturers of "Gliss" and
"Groovite." The company has started an ener-
getic campaign in behalf of these products and
Mr. Condon is utilizing the splendid organiza-
tion that he built up for the sale of "Uniform"
steel needles.
W. A. Condon is one of the best-known mem-
bers of the talking machine industry, having
3*.
YAZOO RIVER RED GUM
For high-grade cabinet work. Of soft texture and rich, dark color. Sawed
from mature, thrifty trees. Specially manufactured and air seasoned.
Adapted to a variety of finishes — Satin Walnut to Dark Mahogany. Can
furnish either in Plain or Quarter sawed stock.
SOME SPECIALS FOR JANUARY-FEBRUARY SHIPMENTS
10 cars 2Y2" No. 1 Com. & Btr. Plain & Qrtd. Red Gum.
10 cars 3" No. 1 Com. & Btr. Plain & Qrtd. Red Gum.
1 0 cars 1 " I st & 2nds Quartered White Oak.
10 cars 1" 1st & 2nds Quartered Red Oak.
5 cars 1 Yl" No. 1 Common Sap Gum.
3 cars 1 1st & 2nds Quartered Red Gum.
5 cars 1 Ya" No. 1 Common Quartered Red Gum.
Send us your inquiries for all cabinet woods.
THOMAS & PR0ETZ LUMBER CO.
15 Angelrodt St., St. Louis, Mo.
Wm. A. Condon
been associated with the trade for many years.
He numbers among his friends jobbers and
dealers from coast to coast, and his thorough
knowledge of the industry has been an impor-
tant factor in the success of Condon & Co. In
adding these new products to his line, Mr. Con-
don expects to increase the personnel of his
sales staff so that the company's clientele will
receive maximum service and co-operation. Re-
ferring to the consummation of his new deal.
Mr. Condon said to a World representative:
"We feel greatly elated in having secured the
agency of the Hines Products Co., Inc., New
York, for their products 'Gliss' and 'Groovite.'
" 'Gliss' is a polish for all cabinet surfaces, and
is aptly named. Its results are surprising and
are produced with comparatively little effort.
"The words of a prominent talking machine
merchant state the case of 'Groovite' most plain-
ly: 'It is a long time since the talking ma-
chine trade has had presented to it an article as
clever as "Groovite." The tests we have made
of your new product, "Groovite," astonish us.
The improvement in the tone is marked, and it
is easy to perceive that "Groovite" does remove
all the dirt and dust from the record groove.
Unquestionably your slogan — "It cleans as it
plays," will be heard from.'
"And, indeed, the foregoing is illustrative of
all the tests which have been made of this
product.
"It is, of course, a fact, that everyone in the
trade has sought a remedy for removing par-
ticles of dust and grit which are produced by
the needle in playing over the fine engravings of
the groove. Mr. Hines, the inventor of the
product, has taken a big step forward for the
benefit of the entire industry.
"It is most gratifying to us to perceive the
growing interest of the trade to serve the con-
sumer with products which make for better
playing results. This is manifested in the con-
stantly increasing demand for 'Uniform' needles.
There is a growing interest in the importance
of the groove, for the trade generally is becom-
ing more and more impressed with the principle
of a round peg being put in a round hole, which
is accomplished in the use of 'Uniform' needles.
Our different products will be marketed in keep-
ing with our usual practice of price protection
and delivery protection."
SHORTAGE OF SHELLAC
H. J. SMITH LABORATORIES
Jewel Manufacturer
EXECUTIVE OFFICES,
FINISHING and
RECORDING
LABORATORY JEWELS
Plant No. 1
833 Broad Street
Telephone 2896 Market
NEWARK, N. J.
SAWING
GRINDING
ROUGHING
ROLLING and
EXPERIMENTAL
LABORATORY
Plant No. 2
54V2 Franklin St.
NEWARK, N. J.
Manufacturer of
Phonograph Diamond and Sapphire Reproducing Points — Recording Labor-
atory Jewels — Rough Diamond — Diamond Powder — Experimental Work.
Jewels manufactured for all talking machine records. Consulting Specialist
on all experiments relating to any new recording grooves. Recording
problems satisfactorily worked out.
When the shellac market in Calcutta, India,
reopened, after being closed from October 1 to
13, shorts started covering and prices advanced
rapidly. The Rangoon crop arrivals, reports
the Far Eastern Division of the Commerce Bu-
reau, were very unsatisfactoo' and indicated a
small crop. The reports on the Coosmy crop
indicate it will not exceed 6,000,000 pounds.
A VISITOR FROM PITTSBURGH
Among the out-of-town talking machine man-
ufacturers who spent the week at the Music
Show was I. Goldsmith, president and general
manager of the Player-Tone Mfg. Co., Pitts-
burgh, Pa. Mr. Goldsmith spoke enthusiasti-
cally of business conditions, and several of his
machines which were on display at the booth of
the General Phonograph Corp. attracted con-
siderable attention from visiting dealers.
NOTICE
The most remarkable value to be had to-day
Model 75
Complete perfect floor phonographs. Wholesale net price.
$37.50 each. Height. 46% inches: depth. IS Inches: width.
IS inches. Finely finished. Only in mahogany. Two
record shelves. Has fine double spring motor that plays
three records with one winding. 12-inch turntable. Top
indicator. Motor operates perfectly and quietly. Universal
tone arm. Mica diaphragm. Reproducer produces a vol-
ume and purity of tone as good as any machine at $100
All attachments highly nickel-plated. If you will see and
hear these machines play you will be convinced they are
veritable bargains at the price — $37.50 each. We pay the
war t ax. Terms aro P. O. B. . N. T. Check or money-
order will avoid delay, or orders will be delivered CO. P.
when desired, providing a reasonable deposit will accom-
pany same. Send for prices of other models.
Wollman Talking Machine Mfg. Co.
560-562 Grand St., Brooklyn. N. Y.
Telephone. Stagg 918. 25 years in same location.
February 15, 1920
THE TALKING MACHINE WORLD
201
We Want Every Dealer to Know
'Ten-M" Means 10,000!!!
Tm-fflsxfleecltz,
PLAYS 10,000 RECORDS
* Retails at $1.50^- —
No More Worry Simple and Scientific
Enter the Ten-M Supreme
Exit! Needle Annoyance
No Change — No Bother
Ten-M is Ever Pointed
Ten-M is Ever Ready
Ten-M is Mellow as Moonlight
The Non- Change Needle
Ten-M means freedom from all annoyance of changing
phonograph needles. It means five years' needle service
at one-tenth the cost of old-style needles. And it means
!! BIG PROFITS FOR DEALERS !!
Jobbers :
Write for
Sample and
prices
Ten-M -Needle under
Magnifying Glass
The Cream is Waiting — Get your Share
Millions Will Be Sold— Sell What the People Want
Dealers :
If your
Jobber can-
not supply
you, write us
BAKER-SMITH COMPANY
SALES MANAGERS .
Rialto Building, San Francisco Republic Building, Chicago
SEND YOUR ORDER NOW
202
THE TALKING MACHINE WORLD
February 15, 1920
Quality — Service — Satisfaction
We manufacture a complete line of first quality SPRINGS
and repair parts.
Full stock on hand at all times.
Prompt deliveries are one of our "hobbies."
RENE MFG. CO.
NEW VICTOR JOBBER IN UTAH
John Elliott Clark, Inc., Opens Wholesale Estab-
lishment in Salt Lake City— Will Offer Deal-
ers Efficient Co-operation and Service
Salt Lake City, Utah, February 4. — John El-
liott Clark has announced to the trade the
forthcoming opening of a Victor distributing
organization to be known as John Elliott Clark,
Inc., which will be devoted to the Victor whole-
sale trade exclusively. The John Elliott Clark
Co. will continue the retail business as a sepa-
rate organization.
A location has been secured at 156 Southwest
Temple street and extensive facilities are being
planned that will make this one of the most
aggressive and enterprising Victor distributing
houses in the West.
The company expects to do a good business
in the intermountain country, including Utah,
Idaho, Nevada and Wyoming. A comprehensive
service and educational department will be a
feature of the service.
The company's activities are to be under the
direction of J. E. Clark, the president, and Fred
W. Bain, assistant manager. Mr. Clark is wide-
ly known in Victor circles and Mr. Bain was
for a number of years with the W. J. Dyer Co.,
of St. Paul. The formal opening of the estab-
lishment is scheduled for March 1.
ISSUE AN ATTRACTIVE CATALOG
Grand Rapids, Mich.. February 9. — The Grand
Rapids Brass Co., manufacturers of hardware
for phonographs, have recently issued a new
fourteen page catalog, including all of their
talking machine equipment. Large wash-draw-
ing illustrations, with short, terse descriptions,
make the selection of the talking machine
manufacturer easy when using this booklet.
Tone arms, turntables, motors, cranks, escutch-
eons, stops, tabulators, cover supports and
numerous other items are listed.
Montvale, N. J.
APPOINTED OKEH "AD" MANAGER
Chester C. Burnham Appointed Advertising
Manager of General Phonograph Corp. — Well
Qualified to Fill This Very Important Post
Chester C. Burnham, formerly connected with
the Goodyear Tire & Rubber Co. as a member
of the advertising and sales promotion depart-
ments, has been appointed advertising manager
of the General Phonograph Corp., New York,
manufacturers of Heineman and Meisselbach
motors, tone arms and sound boxes, Okeh rec-
ords and Dean steel needles. Mr. Burnham as-
sumed his new duties a few weeks ago and his
publicity work has already won the approval ©f
Okeh jobbers and dealers throughout the coun-
try.
Prior to his association with the Goodyear
Tire & Rubber Co., Mr. Burnham was identified
with several prominent merchandising institu-
tions, and he is therefore in a position to render
invaluable co-operation to the Okeh clientele.
He has augmented his department materially,
and is now making plans whereby Okeh rep-
resentatives will receive maximum service and
co-operation during the coming year.
William Turner, Inc., has been chartered
under the laws of Delaware with capital stock
of $50,000, to deal in musical instruments of all
kinds. The incorporators are W. F. O'Keefe,
G. G. Steigler and E. E. Aberlee.
FULTON (Model 35)
Mahogany, 16x16x10 in., double spring motor,
universal tone arm. Back casting and metal horn.
Price, $15.00.
(Model 50) With Cover
Mahogany, 17x19x13 in., double spring motor,
Universal Tone-arm. Price, $16.00.
True-tone and Cleartone Needles, in metal boxes
or packages at lowest prices.
Universal double and triple spring Motors,
Tone-arm, Auto Stops, etc. Phono parts and ac-
cessories, as Motors, Tone-arms, Sound Boxes,
Cabinets and Cabinet hardware. Repair parts for
all makes.
Records — Standard make, lateral cut. at $40 00
per 100.
Cash with order
FULTON TALKING MACHINE CO.
640 Broadway New York, N. Y.
BUYERS !
soon you
will be
SELLERS
Furniture with steel slides on the bottoms of
the legs is superior to furniture without them.
Furniture thus equipped means satisfied
customers— the most valuable asset to any
business.
Satisfied Customers
Our National advertising and the many
million sets now in use have taught most of the
public to expect slides on the furniture they
buy. They save floors from scratches, rugs from
tears and lengthen the life of the furniture itself.
Insure satisfaction by specifying slides-
Domes of Silence— for all furniture you handle.
Manufacturers are waiting for you to specify
slides when you order furniture from them.
It is a mutual benefit.
Specify Domes of Silence
Henry W. Peabody & Co.
17 State Street :: :: New York
February 15, 1920
THE TALKING MACHINE WORLD
203
BRUNSWICK DEALERS ENTERTAINED NEW COLUMBIA HOME IN CLEVELAND
Guests of Phonograph Division at Elaborate
Banquet at the Hotel Pennsylvania — Some
Live Addresses and Interesting Entertainment
Lease Closed for Commodious Quarters on East
Thirtieth Street to House Rapidly Growing
Wholesale Branch There
One of the big social features of Music Week
in New York was the elaborate banquet given
by the phonograph division of the Brunswick-
Balke-Collender Co. to over 200 of the com-
pany's dealers at the Hotel Pennsylvania on
Thursday night, February 5.
Following an elaborate dinner, in the course
of which the dealers were entertained by an
excellent cabaret show, there were addresses
made by P. L. Deutsch, assistant secretary and
treasurer of the company, A. J. Kendrick, W.
J. Brophy, Gus Heannchen, Prof. Ames of the
Chicago University, Arthur Chandler, Martin Ny-
strom, Robert Jackson and Edward D. Strauss.
The company's distributing representatives
from Maine to San Francisco who were present
at the dinner were enthusiastic over the plans
announced for the development of Brunswick
business during the coming year and were like-
wise enthusiastic over what had already been
accomplished in keeping the Brunswick phono-
graph well in the forefront.
After the various business talks the entertain-
ment program was continued and the' Bruns-
wick guests had the opportunity of listening to
a number of prominent stars in song and story.
The occasion chosen for the dinner was par-
ticularly auspicious inasmuch as a goodly num-
ber of the dealers had come to town to attend
the Music Show and the various trade conven-
tions. They naturally took the opportunity of
getting in touch with the Brunswick headquar-
ters while in the city.
The arrangements for the dinner were under
the personal direction of Mr. Strauss and he
was highly complimented on the manner in
which every detail of the program was carrie
off without a hitch.
Cleveland, O., February 9. — Huron Road,
which has been a sort of "musical instrument
row" for several years, is about to lose one of
the leading concerns engaged in this line of
business. A deal has been completed' whereby
the Columbia Graphophone Co. will move from
its present Huron Road quarters to the Neigh-
bors Realty Co. building, 1812 East Thirtieth
street. The deal was made through J. W.
Bowes, manager of the rental department of the
Cleveland Trust Co., and John L. Du Breuil,.
general manager of the northern Ohio branch
of the Columbia concern. The lease calls for
24,000 feet of floor space, being the entire first
floor of the new quarters, and runs for five
years at an annual rental of $25,000. The lease
contains an option for an additional five-year
period.
The large ground floor space is to be devoted
solely to the wholesaling of Grafonolas and
Columbia records. The firm's general manager
stated' that the additional space and new quar-
ters are required to keep pace with the demands
of growing business. Large distributing ware-
houses for records and talking machines are
being established by the company throughout
the country. A section of the 24,000-foot floor
space taken will be given over to a model shop
affording prospective buyers and dealers in
phonographs and records ideal surroundings in
which to make selections.
ROYCE CODY'S NEW POST
Well-known Artist Joins the Forces of Edward
Lyman Bill, Inc., as Art Director
On February 1 Royce Cody assumed his
duties as art director for Edward Lyman Bill,
Inc., in which capacity he will add to the pic-
torial side of The Talking Machine World. He
was most recently art director for Motor Life
and the Blue Book publications, which are well
known in the automobile field.
SALES AGENCY FOR NEW TONE ARM
W. A. Condon, head of Condon & Co., Inc.,
200 Fifth avenue, New York, announced a few
days ago that he had closed an important deal
whereby his company is the sole agent for the
products of the Copper Process Co., New York.
This company manufactures tone arms, and in
its manufacturing processes utilizes a new meth-
od of depositing copper by electrolysis, so that
a greater variety of design and contour can be
obtained with a gratifying attractiveness in fin-
ish. Mr. Condon states that he has just made
arrangements whereby these tone arms will be
used by a number of well-known manufacturers
during the coming year, and the tone arms
have been generally praised by the numerous
visitors to the city and to the Condon offices.
NOW ADAPTED TO FIT THE EDISON
Boston, Mass., February 2. — The National Co.
in this city have now adapted their talking ma-
chine toys to fit the Edison phonograph as well.
Heretofore these toys were not used on Edison
phonographs as they are hitched on the table
pin which in the case of the Edison phono-
graph does not project through the record. The
National Co. has developed a rubber bottom cen-
ter device to be set on the center of the record
which overcomes this difficulty.
SAPPHIRES!
Highest Grade — Direct Importations Now Available
Pathe Full Tone ) •« . , u , ,
Edison Full Tone \ Metal Holders
Pathe Half Tone ) Imitation
Edison Half Tone) Ivory Holders
Send for Samples
Special prices on direct imports of 10,000 sapphires
E. C. HOWARD
215 NORTH LAFAYETTE STREET
GRAND RAPIDS MICHIGAN
WRITE FOR FOLDER AND PRICES
EMPIRE UNIVERSAL ATTACHMENTS
FOR EDISON PHONOGRAPHS
Makes any disc record playable on the new Edison Disc Phonograph. Write for
folder and attractive quantity prices.
Address All Inquiries to Chicago Office
EMPIRE PHONO PARTS COMPANY
Sales Office— 429 S. Wabash Ave.— CHICAGO, ILL.
Factory— 1108 W. 9th St.— CLEVELAND, OHIO
204
THE TALKING MACHINE WORLD
February 15, 1920
NO LESSENING OF BUSI-
NESS IN LOS ANGELES
Trade for the Past Month Has Been Excellent
With Big Record Demand and a Shortage of
Record Stock — Association Developments —
Interesting Budget of News
Los Angeles, Cal., February 4. — The month of
January was regarded years ago as a necessarily
quiet month in direct contrast to the holiday
rush of December. Dealers soon realized, how-
ever, that record sales, during January at least,
maintained a high volume. And now the idea
that machine as well as record customers con-
tinue to come along after the holidays has
proven correct year after year. January, 1920,
sales of all kinds have far exceeded even the
most sanguine expectations.
Actuelle Played at Famous Club
The Pathe Actuelle was used to entertain a
large gathering of two or three hundred mem-
bers of the Gamut Club. The audience was very
appreciative and interested. Manager Ashby,
of the Western Phonograph Co., Pathe distribu-
tors, accompanied by O. N. Kruschke, left for
the East to attend the conventions and National
Music Show in New York City.
Recital at Hamburger's
The third of the regular weekly concerts given
in the new' phonograph department of Ham-
burger's was held on the afternoon of January
26th. Manager Humphrey engaged the services
of Mile. Suzanne Avery, Oriental premiere dan-
seuse, as an added attraction. Chas. H. Demo-
rest rendered several beautiful selections on the
pipe organ and the corresponding record num-
bers were noted in parenthesis on the program.
The department was filled, to capacity.
Meeting of the Association
Two noteworthy resolutions were adopted by
the Music Trades Association at the last regular
meeting held on January 13th. The one set
forth an agreement by which the actual names
of used or second-hand talking machines will be
eliminated from display or classified advertise-
ments, and the other consisted of a ruling that
other makes of talking machines than those
represented by dealers should not be displayed
in their windows.
Columbia Executive Visits Los Angeles
O. F. Benz, of the Columbia Co.'s sales depart-
FOR every $5000 Automobile sold there
are 500 popular priced cars. Are you
confining your efforts to the $5000 class in
the Phonograph business, overlooking en-
tirely the low-priced field? Many are do-
ing this, for the phonograph manufacturers
have neglected the low-priced models. The
demand for them is tremendous. The
'/CROSLEY," retailing for $60, fits right
in with any line. Read the specifications
and look at the illustration.
The "CROSLEY" Phonograph is a neat
and attractive mahogany-finished piece of fur-
niture that will grace and decorate the hand-
somest home.
It stands 383^" high closed ; is 19" deep and
18" wide. Shipping weight, about 80 lbs.
Distributors and Dealers: Write to-day for our
proposition. The discounts will surprise you
Crosley Phonograph Co.
1 Vandalia Ave. Cincinnati, Ohio
ment, arrived in Los Angeles on January 20th.
He gave a very interesting address at the Co-
lumbia dealers' meeting, which was being held
at the Hotel Alexandria. Mr. Benz explained
the uses and advantages of the Novelty green
label E series record, the dealers' service ma-
terial of the past and what might be looked for-
ward to in the future. He cited some startling
figures with regard to the huge advertising ap-
propriation of the Columbia Co. for 1920, which
he stated would probably exceed the appropria-
tion of any other advertiser in the world for
any one article of merchandise. Remarking
that when a company adopted the "big stick"
in its relations to its representatives it sounded
its own death knell, the Columbia executive
stated that the Columbia policy was one of
ceaseless co-operation and helpfulness with and
The-
(Ibinet&A&esj'o™
1 Company f
14^ E 54 STREET NEW YORK
The
Popular
Portophone
LUNDSTROM CONVERTO CABINETS
il ii
Standard
Phonograph
Phonograph Cabinets
Table Cabinets, All Kinds
Talking Machine Toys
Brilliantone Needles
Velvetone Needles
Red, White & Blue Needles
Polishes & Oils
Repeaters & Rotometers
Wall-Kane Needles
Record Cleaners
Dust & Moving Covers
All from One Source
toward Columbia dealers. He claimed that the
company considered every dealer's store repre-
sented a big investment of the company's own
money, exceeding even that which the dealer
himself had invested; this was due to the fact
that the actual outlet for its goods was, through
the dealer only and was thus limited or extended
in direct proportion to the dealer's failure or
success to market and sell Columbia Grafonolas
and records. All dealers should consider them-
selves members of the great Columbia family.
New Manager in San Diego
T. T. Stricklin has been appointed manager
of the music department at the Bledsoe Co. He
was formerly with the Southern California Music
Co., San Diego.
New Dealer in El Centro
F. L. McCune, of El Centro, has installed a
complete talking machine department. He will
carry Columbia Grafonolas and records.
The Latest in Phonographs
To sit at your dining room table, entertaining
friends, and by merely pressing a button enchant
them with the strains of an overture or with
the latest musical hit, is fascinating in tht
extreme. To be able by a similar movement of
one finger to repeat the selection or to change
it to some other, is additionally delectable. The
"Autonola" will do all of this and more. The
Wiley B. Allen Co., of Los Angeles, enjoys the
distinction of being the first retail house to
introduce this latest "entertainer." The first
models have been installed by Geo. C. Borne-
mann, of the Briggs Phonograph Mfg. Co., and
CABINETS
At Prices That Are Right
1 1
IN THE HEART OF NEWYORK
OTTO GOLDSMITH President
STYLE 200
48x21x23
Our best seller. Fin-
ished in mahogany,
walnut or oak, ready
for installation of mo-
tor and tone arm.
Prompt deliveries.
Send $37.50 for
sample.
BADGER STATE CABINET CO.
MILWAUKEE, WIS.
February 15, 1920
THE TALKING MACHINE WORLD
205
NEEDLES
and
The Best in the World in
Talking Machine Accessories
AND
United States Music Co. Player Rolls
The retail price of these rolls runs from fifty
cents to one dollar each. Your discount 40%
f. o. b. San Francisco.
942 Market St., San Francisco, California
occupy special quarters. The Autonola is, of
course, electrically operated and in addition can
be operated manually in the same way as the
ordinary type of phonograph, which it resembles
in size and shape. Any disc record's can be used.
Burnham Phonographs in Demand
• President Burnham, of the Burnham Phono-
graph Mfg. Co., asserts that his company has
been unable to keep up with the demand for its
products. The manufacturing plant is being
doubled and new models are being constructed.
Edison Tone Test Held
Miss Marie Morrisey, the well-known con-
tralto, singing exclusively for the New Edison,
has taken part in a large number of tone tests
in Southern California. Recitals have been given
in Long Beach, Glendale, Redlands and othei
towns, as well as two concerts at the Trinity
Auditorium, under the auspices of the Glockner
Music Co. and the Fitzgerald Music Co., re-
spectively. Miss Morrisey's charming person-
ality attracted large crowds and packed houses
attended these recitals on each occasion.
Business Good in Monrovia
H. E. Mull, of A. F. Tanner & Co., Mon-
rovia, reports excellent sales for January in the
talking machine and piano departments. They
carry a complete stock of Brunswick, Columbia
and Victor products.
Long Beach Man Goes to Whittier
J. Van Grove, who has been associated for a
long time with the Patrick Music Co., of Long
Beach, has purchased the stock of the White
Furniture Co. in Whittier and will conduct a
music store in the latter town. He will sell the
Edison and Starr phonographs.
Music Store for Mesa, Arizona
Messrs. Kerr-Smalley, of Phoenix, Arizona,
have opened a new music store in Mesa. A
$10,000 stock of Columbia Grafonolas and rec-
ords has been purchased. E. J. Bryant, who is
well experienced in the business, will take over
the management.
T. J. Ehlers has opened a new exclusive Co-
lumbia store in Pomona.
John S. Long, special representative of the
Starr Piano Co. for the Northwest, has left Los
Angeles for Salt Lake City.
Henry Gennett, president of the Starr Piano
Co., is spending part of the Winter with his
family in Santa Barbara.
VICTROLA X IN WALNUT
The Victor Co. announce that the Victrola
X is now being manufactured in American wal-
nut and in limited quantities will soon be avail-
able to the trade. This instrument is the same
in design and equipment as the Victrola X ma-
hogany and will be cataloged at the same list
price.
CONDITIONS IN GRAND RAPIDS
Manufacturers Are All Working to Capacity to
Fill Orders — Great Optimism Prevails
Grand Rapids, Mich., February 9. — Following
the big January furniture show, at which the
score or more of talking machine manufac-
turers exhibiting more than satisfied them-
selves with the number of orders received, the
talking machine manufacturing trade in this
section of the world is like the "still waters" in
the old proverb: "Still waters run deep."
On the surface there isn't much doing, but
down underneath everybody is working to ca-
pacity to fill orders, and retail dealers are clam-
oring for machines and records, mostly records,
of which there never seems to be enough. Stroll-
ing through the retail establishments the stroller
is drawn to the conclusion that a new talking
machine is born every minute; that is, a new
variety of talking machine. And there isn't a
new one born but which is adopted into some
well regulated household within a few moments
of its birth, according to retailers who know.
As showing the demand for records, Charles
W. Kalder & Co., Inc., agents for the Okeh
record in Michigan, Indiana and Ohio, have just
put in a full line of the new lateral cut Okeh
records, and, according to Stewart Lyon, local
manager, the company can't begin to supply the
demand. "The demand for the new lateral
cuts," he declared, "is far beyond the output, and
business in general is wonderful." The com-
pany occupies part of the first floor of the Kling-
man Retail Furniture Co.'s building at Division
avenue and Fountain street and handles acces-
sories, records and1 complete machines.
A part of the space occupied by this company
now has been let to the General Phonograph Co.,
which is installing a complete line of motors and
which will give Grand Rapids something it never
before has had — a service man. This establish-
ment is in charge of A. W. Fritzsche, who comes
here from Cleveland, O.
The People's Trading Co. now is handling
the Flottorp machine, made by the Flottorp
Manufacturing Co., and also the Pathe line.
AMERICAN
Height — 40 in.
Width— 17'/2 in.
Depth— 18'/2 in.
qpHE AMERICAN suc-
cess has been gained
through merit. It is a
truly musical machine,
and, owing to its excellent
equipment, will enable
your trade to enjoy every
record to its full extent.
Height — 43 in.
Width— 19 in.
Depth — 20 in.
No. 9
Height — 45 in.
Width— 20 in.
Depth — 21 in.
Seven models, mahogany,
golden oak and fumed oak
finishes. The AMERICAN
remains sold when delivered.
Grand Rapids made and
guaranteed throughout.
Meisselbach equipment.
Are in position to make
prompt deliveries and place
but one dealer in a town.
Write for our 1920 catalog.
Handle a line that it is a
pleasure to sell and which
carries with it a good profit.
American Phonograph Co.
17 N. Ionia Ave., Grand Rapids, Mich.
No. 10
Height— 48 in.
Width— 20'/2 in
Depth— 22 in.
Height— 51 in.
Width— 23 In.
Depth— 24 in.
No. 14
Height— 46'/2 in.
Width— 19'/2 in.
Depth— 20'/2 in.
No. 22
Height — 50 in.
Width— 22 in.
Depth— 23'/2 in.
206
THE TALKING MACHINE WORLD
February 15, 1920
ARE YOU LETTING THE DOLLARS WALK OUT OF YOUR STORE ?
Fmereon Record?
REPRESENT
BROADWAY'S LATEST HITS
DIRECT FROM
BROADWAY TO YOU
NEBRASKA AND WESTERN IOWA DEALERS WRITE US NOW FOR LIST OF TERRITORY STILL OPEN
Prompt and Efficient Service
CARPENTER PAPER COMPANY
WESTERN IOWA AND NEBRASKA
DISTRIBUTORS
OMAHA
NEBRASKA
| THE VISION |
B Devoted to the Interest of the Educational
Work Being Conducted by the Talking
B Machine Dealers and Jobbers 3
IlllllllIIM
The educational department of the Victor
Talking Machine Co. has announced the publica-
tion of a new booklet entitled, "The Victrola in
Americanization." This book is designed as a.
handbook for schools, clubs, community centers
and all organizations engaged in Americaniza-
tion work, and it explains the great force for
good that music can be in this movement, am-
plifying the most important avenues through
which Americanization may be carried on. This
booklet is an addition to the Victor Co.'s already
generous free service to the advancement of
education. The spirit in which this pamphlet
is issued is best stated in its foreword: "It is
then with a sense of rendering a distinct service
to a great national cause that we send out this
little brochure in the same spirit with which we
turned almost our entire plant into war work in
the hour of our country's need, and we sincerely
hope that it may contribute a mite to the needs
of these reconstruction days."
Co., viz.: The War Dance and the Deer Dance.
The War Dance music is taken from the Chey-
enne Indians. The drum, through the first six-
teen measures, calls the dancers into the circle.
A single voice gives out a dance called Theme,
then other voices join as it is repeated. The
throbbing, impelling drum rhythm sweeps the
dancers into a frenzy of movement, fantastic
gesture and expressions of wild exultation. The
Deer Dance music is used as a part of the an-
nual memorial service of the Rogue River In-
dians for those of their number who have
passed away. It begins with a statement made
by the chief singer, a response by the assem-
bled company, a commemorative narrative by
the chief, then the dance. The music expresses
the repressed emotion and lofty dignity in a
dramatic incident in the lives of this people.
Miss Margaret M. Streeter, assisted by Miss
Donzella Cross, both of the educational depart-
ment of the Victor Co., conducted a course in
the teaching of music appreciation to the music
supervisors of the State of Utah, preparatory to
their doing Summer school work this Summer.
Miss Streeter has also trained ten assistants to
carry on the music phase of the great Utah
State drive for the advancement of education.
Two genuine American Indian dance music
records for schools are issued by the educa-
tional department of the Columbia Graphophone
One of the most fascinating and instructive
records ever made for children, as well as
grown-ups, is a record made by Howard R.
Garis, of "Uncle Wiggily" fame, and Edward
NOW FOR 1920
Unrivaled playing qualities, plus a neatness of design and
superior workmanship throughout, are the most exacting speci-
fications that can be applied to a Universal Tone Arm.
All Brass
Bali-Bearing Base
Presto Universal Tone Arm
No. 11
Our all-brass Universal Tone Arm No. 11 meets just such
rigid specifications. Let us convince you how and why.
Presto Phono Parts Corporation
124-132 Pearl Street
BROOKLYN, N. Y.
Avis, who is probably the most perfect imitator
of bird songs before the public. This record is
issued by the educational department o'f the
Columbia Graphophone Co. and contains the
familiar bird calls of the robin, whip-poor-will,
Baltimore oriole and chewink A lonesome
cricket joins the party.
David Walsh and Mrs. Henrietta Heaton,
both of the Victor educational staff, co-operated
in a parochial school drive conducted by the
Landay (Victor jobbers) educational department
in New York City during the month of January
and first part of February. The message car-
ried to these schools resulted in a number of in-
dividual sales and increased interest in the edu-
cational work carried on in the schools through-
out the country. The program used in the
parochial schools was the official Landay pro-
gram for Music Week.
One hundred and fifty school type Grafonolas
and 6.000 records were recently shipped to
Siberia for the education and recreation of our
American soldiers and workers in that far-off
frozen land. This order evidences the great
place music plays in the lives of all, rich, poor,
high, low, in the centers of culture or in the
outlying, barren portions of the globe.
On Februar}' 2 Mrs. Henrietta Heaton, of the
Victor educational department, spoke before a
conference of the music supervisors of Union
County, New Jersey, at Cranford. N. J. The
supervisors of Elizabeth, New Brunswick and
other cities were also present Mrs. Heaton's
subject was "Music Appreciation."
The practical value of the Grafonola in edu-
cation is not confined to America alone, for
very recently a Columbia school type Grafonola
with an assortment of the finest records were
ordered for one of the higher schools of educa-
tion at Kobe, Japan. This desire on the part
of the Japanese to give music a distinctive place
in their school work shows that the Oriental
mind is keen to adopt any educational methods
that have proved practical in this country. It
is likewise evidence of their knowledge of the
great demand in America for the Columbia
school type Grafonola and educational records.
The J. W. Jenkins' Sons. Music Co.. Victor
wholesalers of Kansas Caty. Mo., have an-
nounced the opening of an educational depart-
ment under the direction of Miss Leah Alloin,
fc rmerly of Schmelzer Arms Co.
In the February issue of the Record Review,
an educational publication of the Columbia
Graphophone Co., there is a novel enterprise
addressed to the music supervisors of the coun-
try which should be of great value. Types of
music have been chosen and graded to suit the
needs of children according to the stage of
education. Certain pedagogical questions are
asked about each selection which the music
February 15, 1920
THE TALKING MACHINE WORLD
207
supervisors are requested to give in the form
of a test. They are then to choose the most
representative answers and send them to the
educational department of the Columbia Grapho-
phone Co., who in turn will summarize the an-
swers and ' reprint them. In this way an at-
tempt is made to establish a standard of music
appreciation for the public schools.
Miss Mabel- Rich, of the Victor educational
department, is co-operating with State authori-
ties in a series of county and State normal
school drives in Maine. Miss Rich is meeting
the rigors of this section of the country with
the pluck and heroism of a genuine Arctic ex-
plorer, encountering below zero temperature.
EFFECTIVE ARTIST DISPLAY
A special artist window display featuring
Margaret Romaine, one of the Columbia Grapho-
pbone Co's new exclusive artists, has just been
prepared by the Dealer Service department of
the Columbia Co. The window arrangement is
highly artistic and yet is very easy to make.
Margaret Romaine Window
Only two pieces of material are used, the poster
itself, and a cut-out from the March window
trim. This window tells the Romaine story in
a way which will assist the dealers in disposing
of Romaine records to advantage, especially as
the poster is multi-colored and most artistic.
ANTICIPATED "DARDANELLA" CRAZE
The popularity of "Dardanella" was anticipated
by the Pathe Freres Phonograph Co., which
company was among the first to issue a "Dar-
danella" record. During January, "Dardanella"
records were produced three ways by this com-
pany, enabling the Pathe dealers to cater to the
individual tastes of his customers. "Dardanella"
is now being produced by Joseph Samuel's Or-
chestra. Another record of this popular hit is
a vocal duet by Campbell & Burr; and a third,
which will appeal to lovers of Jazz, is recorded
by the Tuxedo Syncopators.
PRICE INCREASE ON OKEH RECORDS
General Phonograph Corp. Announces Price
Will Be $1.00 After February 1
The General Phonograph Corp., New York,
manufacturers of Okeh records, announced last
week that beginning on February 1st, the stan-
dard retail price of these records will be $1.00.
An announcement to the trade to this effect
was sent out by the sales department.
In this letter the company pointed out the
many reasons that necessitated this advance in
price; the prime reason being the fact that the
cost of raw materials incidental to record manu-
facture has increased tremendously during the
past year. Added to this is the increased cost
of labor, which has also advanced rapidly.
In this letter the company emphasized that
at a price of $1.00 for records the increase over
pre-war prices is very much smaller than the
increase in practically every other line of mer-
chandise. In conclusion the company expresses
its entire confidence in the ability of its
jobbers and dealers to sell every Okeh record
that can be produced, and feels sure that the
co-operation of the trade will be sincere and
hearty, especially as the new price will mean
larger sales totals.
A new music department has been added by
the Goldberg department store, Antigo, Wis.
0PER0LL0 PLANS FOR 1920
Expansion of Company's Offices in Detroit and
Enlargement of Output Decided Upon
Detroit, Mich., February 9. — A meeting of the
directors of the Operollo Talking Machine Co.
was held here to-day, at which plans were made
for the new year. Some comprehensive develop-
ments were decided upon and arrangements
made for enlarging the company's business in
every direction. One of the first moves in this
expansion is to be the enlargement of the com-
pany's offices in the Colton Building, and Presi-
dent Arthur Siewersky says that the company
v/ill be in the new quarters in a very short time.
Mr. Siewersky also indicated that some fine
new styles would be a part of the 1920 Operollo
line, but no definite announcement concerning
this has yet been made to the trade. Secretary
Woodle was the representative of the company
at the National Music Show which was held
in New York last week.
The Operollo Co. is also planning to do a
large business during the coming season in its
Lyric record department. The rapid growth
of the Operollo Co.'s business in this depart-
ment of its activities has been phenomenal and
therefore unusual efforts are being directed at
this time to making the big preparations that it
is expected will be required during the next
twelve months.
Wagner Phonograph Co.
139 EAST FIFTY-FOURTH STREET - NEW YORK CITY
Offers to the Trade:
MOTORS; double and triple Spring, any standard make. Tone
arms, Sound boxes, Springs, Needles and Cabinets (any size).
SPECIAL: 12-inch green Felt, good quality, $10 per hundred.
Large selections in standard make RECORDS, brand new
208
THE TALKING MACHINE WORLD
February IS, 1920
For Sale
Best steel needles, loud and soft, 1 00 in a package 30c per 1000
Mahogany complete table machines . $4.50 up
Genuine mahogany piano finish cover machines, 1 7" x 1 8" x 1 4". Double-spring motor, 12-inch turntable,
universal tone-arm . $15.00
Motors, single and double spring, with 10 and 12-inch turntable, $2.00 up. Six different styles of
universal tone-arms .$1.50 up
Also eight different models of floor cabinets or complete machines at very low prices. 1 0-inch turntables
with green felt to fit any motor 30c
We also carry a large stock of all makes of parts, such as springs, felts,
thumb screws, governor springs, etc. Cash with order.
UNITED PHONOGRAPH CO.
107 East lOth Street
New York City
BROADENS T0N0F0NE ACTIVITIES
Plans Made for Greater Publicity and Distribu-
tions in East — Outlook for 1920 Promising
Chicago, III., February 9. — A deal has just
been consummated whereby Emerson Interna-
tional, Inc., are to act as foreign and Eastern
representatives for Tonofone needles, manu-
factured by the R. C. Wade Co., of this city.
Congratulations are in order o:i making this
arrangement, as it gives Tonofone a greater
representation, not only in the Eastern field
but the foreign markets as well. By this plan
the manufacturers will from now on be able to
render exceptional service to Tonofone dealers.
The R. C. Wade Co., for the benefit of
their dealers, have closed a contract for quar-
ter page advertisements to appear in the pro-
grams of ten of the leading New York theatres.
This contract covers a period of forty weeks,
and the text matter of these advertisements
will be changed from time to time1. /This
medium of advertising will eventually reach
practically all talking machine users over a
very wide field, as it is well known that out-
of-town visitors to New York are always likely
to take in a show, and it is characteristic of
them to preserve their programs as souvenirs.
In the'r advertisements to the trade this month
the R. C. Wade Co. are featuring their new five-
colored embossed display card. All dealers are
cordially invited to write in for their supply of
these cards to be used for window and counter
display.
The R. C. Wade Co. report a very promising
outlook for 1920 business, and a number of
their distributors have already placed their
orders for a minimum year's supply.
INCREASE CAPITAL STOCK
As mentioned in the January issue of The
World, the name of the Sonora Phonograph
Sales Co. has been officially changed to the
Sonora Phonograph Co. Coincident with the
announcement of the new name, it was stated
this week that the company's capital had been
increased from $6,000,000 to $7,250,000. An issue
of $1,000,000 in preferred stock was announced,
and this issue was underwritten by Hayden,
Stone & Co., one of the leading downtown
banking houses. The issue was subscribed many
times over, and, in fact, was closed within two
days after the first announcement was made.
The N. E. Aumick Music Co. has opened a
new store at North Fair Oaks avenue and Villa
street, Pasadena, Cal., where a complete line
of pianos and talking machines will be carried.
C. H. Moore, Jr., has organized the Moore
Phonograph Co., in Tacoma, Wash., and has se-
cured the exclusive agency for the Mandel
phonograph, manufactured in Chicago, for that
city. The company has opened showrooms at
1145 Broadway,
THE PHONOMOTOR
Trade Mark Registered U. S. Pat. Olfice
The first and most perfect electrical equipment for the
(Patented 1918)
Phonograph
INTERCHANGEABLE STANDARD
SIMPLE UNIVERSAL
110-20 A, C. or D. C: also adapted for 220 V.
Silent Absolutely
Everlasting
Regulation Perfect
Guaranteed
Discard your old Spring Motor. Have our repre-
sentative install a Phonomotor in your Phonograph
G. CLAY COX
Patented in United States and Canada
AUTOMATIC STOPS
supplied on all Phonomotors and Spring Motors, an
approved, reliable stop,
THE PHONOSTOP
Supplied the Trade
Write for Quantity Prices Now
73 State Street, Rochester, N. Y.
February 15, 1920
THE TALKING MACHINE WORLD
209
lest
MODEL "AA"— OPEN
Mahogany or Oak
Uy2" high; 16^" wide; 20%" deep
Like the more expensive Models,
"AA" will play all makes of Disc
Records.
MODEL "A"
Mahogany or Oak
17" wide; 19" deep; 42" high
This is an exceedingly artistic
model, built to meet a popular de-
mand. Nickel-Plated Hardware is
used throughout, and the shelf for
Albums is made of five-ply veneer.
MODEL "B"— CLOSED
. Mahogany, Walnut or Oak
18" wide; 20" deep; 43%" high
Superiority
is recognized by progressive, discriminating deal-
ers in high-class musical instruments.
Dealers making progress by offering only stand-
ard merchandise are constantly re -ordering
CRAFTS Phonographs because the CRAFTS
Phonograph is one of the very few new Phono-
graphs which is truly a standard from every
point of^ view. Musically, mechanically and
commercially, the CRAFTS Phonograph is with-
out a superior.
The many Music Dealers who at-
tended the Annual Convention and
National Music Show in New York
City last week at once recognized
CRAFTS superiority and were ex-
travagant in their praise of the full
line of CRAFTS Phonographs. A
number of the foremost Music
Merchants in America departed
from "the beaten path" and placed
orders for CRAFTS Phonographs,
for immediate delivery and future
requirements. This is the best
evidence of CRAFTS Superiority.
"Talk with CRAFTS!"
A. J. CRAFTS PIANO CO.
Manufacturers
RICHMOND VIRGINIA
MODEL "C"— CLOSED
Mahogany, Walnut or Oak
22%" wide; 2V/S" deep; 46%" high
210
THE TALKING MACHINE WORLD
February 15, 1920
GRAND OPERA STARS HELP PORTLAND RECORD TRADE
Leading Stores Tell of Enormous Demand Owing to Visit of San Carlos Grand Opera Co. J. L.
Loder to San Francisco — Portland Puritan Headquarters — Teachers Praise Music Value
Portland, Ore., February 6. — It seems as though
there is always something to stimulate trade.
Christmas is over, the proverbially dull January
at hand, when along comes the San Carlo Grand
Opera Co., and presto! change! Everybody
gets wide awake and sits up and takes notice.
Grand opera records are the thing at present,
and happy the record department that is well
supplied with the particular records of the pop-
ular operas desired. The whole city is alive
with music. We not only have grand opera
sung by good artists, but the wonderful Jascha
Heifetz is also with us.
The talking machine department of Lipman,
Wolfe & Co. has been featuring grand opera
records during the week by giving recitals in
their demonstration rooms of the operas that
are being given. Each day the opera selections
are played that will be given in the municipal
auditorium in the evening. It is surprising to
notice the different types of people who are
buying opera records. In one place an Italian,
poorly dressed, listened to records of the operas
that were to be given during the week and
showed a careful and discriminating musical
judgment in his selections. He bought a dozen
of the best and most expensive records.
James L. Loder, who has been an important
factor in the talking machine business here as
manager of the phonograph department of the
Bush & Lane Piano Co. for about two years, has
gone to San Francisco, where he has taken
charge of the Sonora Phonograph Shop of that
city. His place in the local house has been
taken by E. C. Johnston, of San Francisco. Mr.
Loder is an ardent admirer and booster of the
Sonora and will no doubt fill his present posi-
tion most acceptably. Mrs. Loder invited all
the Bush & Lane employes, also Paul B. Norris,
manager of the talking machine department of
the W iley B. Allen Co., to a farewell party at
the Loder residence before Mr. Loder's depar-
ture.
Carolina Lazzari, the great contralto, gave a
concert in Portland recently and made a tre-
mendous hit. She visited the Reed-French
phonograph department while here. The Reed-
French Co., which has the most complete stock
of Edison machines in the city, featured her rec-
ords and they have been selling rapidly.
Thomas J. Hefton, coast representative of the
Puritan factory, will make Portland his head-
quarters. His field comprises California, Ore-
gon, Washington, Idaho and the western part
of Montana. The first carload of Puritans is
due here and a large and complete stock will
be carried. Mr. Hefton's headquarters will be
at the establishment of the McCormick Music
Co. A full stock of repair parts will be carried,
a shop of the most modern kind will be pre-
pared to do all kinds of work connected with
a phonograph.
At the McCormick Music House your corre-
spondent found a very materially increased ac-
tivity in the talking machine department. This
is a large and well arranged department, but
all booths were crowded and an anxious crowd
awaiting their turns.
Miss Jessie Meighen visited Seattle recently
and was delighted with the handsome talking
machine houses in that city. Miss Meighen,
who was formerly with the Hyatt Talking Ma-
chine Co., leaving there on account of ill health,
has fully recovered arid is now a valuable help
in the talking machine department of the Reed-
French Co.
Donald Smith, a well-known talking machine
salesman, who has been with the Meier & Frank
Co., has given up his position and gone to the
Oregon Agricultural College in Corvallis.
Ten new record rooms have been installed in
the talking machine department of Lipman,
Wolfe & Co. These rooms are fresh air rooms,
with windows opening on the street.
The Bush & Lane Piano Co. gave its annual
banquet at the Multnomah Hotel recently. As
usual, this was a very successful affair and was
attended by about forty-five Bush & Lane peo-
ple, all departments being well represented.
Edison machines are coming in fine at Oregon
Eilers and there is a good supply of records on
hand. The new phonograph department pre-
sents a most attractive appearance. It is well
lighted, has .white enameled woodwork and
handsome furnishings. Miss Acevia Bennett,
in charge of the department, says that while
sales are not as great as they were a month
ago, a fair average is maintained and a fine
Spring trade is confidently expected.
Mrs. Martha Smith- has joined the talking
machine force of Lipman, Wolfe & Co.
The Masterpiece Phonograph Co. has moved
to 417 Washington street. This is only a tem-
porary location, as a downtown store will soon
be at their disposal.
Another carload of Cheneys has just been re-
ceived by the G. F. -Johnson Piano Co. Mr.
Johnson went to New York to attend the Music
Show.
"Our record department has been more than
satisfactory," said Mr. Van Dyke of Foley &
Van Dyke, "but we could double our sales if we
could get more Victor records."
Hundreds of "Bubble Books" are being sold,
children's records are going very fast, the Co-
lumbia ones being especially in demand.
INSTALL LARGER VICTOR SECTION
The Davidson Co., of Waterloo, la., have
moved their Victor department to the front of
the store and have given it a space of 20 feet
by 78 feet. Two additional booths have been
erected and an additional sales girl placed in
the department.
LYRIC LATERAL RECORDS
A MOST COMPLETE CATALOG OF QUALITY
LATERAL RECORDS
3 ways "DARDANELLA" 3 ways
4? 11 l!!S.arda2fU1« u. o n- r vr »[ J marimba Orchestra
i^ll \ "Blues My Naughty Sweetie Gives To Me )
4214 | ^ v^en MyaBaby Smiles At Me" } G™ ' < »
4216 { "P^" tatrodueing "P.ease" } «»*> WW° T"°
PHONE CO. OF AMERICA, 117 Mechanic St., Newark, N.J.
February 15, 1920
THE TALKING MACHINE WORLD
211
Live Dealers Appreciate Good
Window Advertising
Leading phonograph manufacturers and producers of records, music rolls and
sheet music are among the livest enthusiasts for window display advertising in the
business' world. They know that no advertising campaign is complete without a
strong window display to "hook up" with' the dealer's store and "clinch" the business
for him.
Wherever you see a window display with the "Einson" imprint you may be sure
that real selling brains have been put into it; that it represents the utmost of service
and advertising ability, and live dealers appreciate such service. Manufacturers who
do not know "Einson" window display service should write us for particulars.
EINJON LITHO
INCORPORATED/
NEW YORK Originators of Window Advertising CHICAGO
71 W. 23rd St. for Phonograph Manufacturers 332 S. Mich igan Ave
TO OPEN CANADIAN FACTORY
H. A. Carroll, sales manager of the Chering-
ton Mfg. Co., Waukegan, 111., announced this
week the opening of a Canadian factory at Mon-
treal, Canada, under the management of Arthur
K. Kempton. Mr. Kempton is well known in the
Canadian trade, and he is making plans for an
energetic campaign in behalf of the "Ironclad"
enclosed motor and the new tone arm recently
introduced by the Cherington Mfg. Co.
Mr. Carroll also announced the appointment
of D. R. Doctorow as Eastern representative,
with headquarters at 51 East Forty-second
street, New York; Mr-. Doctorow is well known
'in the talking machine trade, and his past 'ex-
perience will undoubtedly enable him to build
up a profitable business for the Cherington
products in the East.
CLOSED A GREAT JANUARY TRADE
■ The1 books pf the Phoenix Trading Co., of
New York City, show, January as being the
greatest month in the history of this company.
The list of accessory houses which this firm
represents is a roster of firms whose name and
reputation need no introduction to the trade.
The Phoenix Trade Co. has lately taken on a
new record album known as the Presto-File,
which is highly spoken of. A heavy demand is
also reported for All-In-Ohe reproducers.
- N. C. Bennett, who is doing business tempo-
rarily in the Post Office Building at Portches-
ter, N. Y., intends to open a new store on
Main street. He handles the New Edison.
Complete - Talking - Machine
$55.00
RETAIL VALUE $110.00
EXCEL CO. PLANTS ENLARGED
The Excel Cabinet Co., manufacturers of the
Excel line of talking machines, have in the past
several months increased the capacity of their
factories at Benton Harbor, Mich., Holland,
Mich., and Chicago, 111. They announce that
they are now prepared to add to their list of
dealers, and have formed plans to give their
trade the greatest co-operation during the sea-
son 1920. From the executive offices of the
firm, 136-140 West Twenty-third street. New
York, voluminous advertising matter is now
being sent to the trade, and arrangements for
publicity on a large scale are being made. The
firm is featuring nine styles of machines, and
these are produced in both mahogany and oak.
Harry Boxberger has opened an exclusive
phonograph repair shop in Fort Wayne, Ind.
FEATURED ATTRACTIVE WINDOW
P. W. Simon, prominent Victor merchant of
Uniontown, Pa., recently used' a very unique
window featuring the song "Bye-Lo," which
is sung by Burr and Campbell, well-known Vic-
tor artists. In this windbw a large negro
mammy appeared rocking a cradle in which a
little pickaninny was sleeping. The cradle was
kept in motion by an electric motor. A sign
appeared in the window, which read, "Come in
and hear 'Bye-Lo' and 'Lullaby' sung."
NOW COLLINQS & CO.
Announcement was made early this month by
the Collings & Price Co., Newark, N. J., Victor
distributors, that the firm has changed its name
and in the future will be known as Collings &
Co.
Uncle Sam 35c
The Picture Talks
and SingS and Plays
Mocking Bird 35c
Talking Parrot 35c
OHIO TALKING MACHINE CO.
27 Taylor Arcade
CLEVELAND, OHIO
A phonograph record in a new guise.
Talking Animals, Talking Figures, Talking Books.
A miracle for the Kiddies.
Imagine the satisfied wonder of a kiddie's mind
when his toy parrot or dog or book actually talks
to him.
An absorbing collection of subjects have been
selected and beautifully printed in full color with
the record and figure a unit.
These attractive subjects are recorded by leading artists, such as Russell
Hunting, "Pathe Company" ; Charles Hart, "Victor Company"; Sybil San-
derson Fagin, "Edison Company"; Harry Humphreys, "Edison Com-
pany" ; Greek Evans, "Emerson Company."
Talking Books are not only entertaining, but highly educational.
They are priced to retail from 25c for cut out figures to 50c and upwards
for books.
The figure and record are both in one piece. Simply put them on any
machine.
Talking animals are of indestructible construction, especially suited for
children's use. They can play with the record, let the dog chew it, or
take it to bed, and still it will play on any machine.
Write for prices and samples.
TALKING BOOK CORPORATION
One West 34th St. at 5th Ave.. New York City-
Sole Distributors for the Dominion of Canada
TALKING BOOK COMPANY, 95 King St., East, Toronto. Canada
(Exclusive Export Distrib.)
EMERSON INTERNATIONAL, Inc.
180 Broadway
NEW YORK CITY
TALKING BOOK CORP., (Western Division)
608 South Dearborn Street
CHICAGO. ILL.
MAHOGANY AND OAK FINISH
Height 45" Depth 20" Width 19"
SUPERIOR double -spring motor
and tone arm
OUR GUARANTEE s™Jhu* $ss.oo for sample
Machine; if not satisfactory
return machine and we will refund your money.
WHEN buying beware of
cheaply constructed machines.
ROSS TALKING MACHINE CO.
22nd ST. and GLENWOOD AVE.
PHILADELPHIA, PA.
212
THE TALKING MACHINE WORLD
February 15, 1920
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS
Grey Iron
and Brass for
TURNTABLES
MOTOR FRAMES
TONE ARMS
HORNS and THROATS
Direct Quantity Importations On
D. R. D0CT0R0W
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
EASTERN REPRESENTATIVE
CHERING TON MFG. CO
IRONCLAD MOTORS
Vanderbilt Ave. Bldg.
$l East 42nd St., NeuuYork
Tel. Vanderbilt 5462
ANOTHER BIRTHDAY FOR EDISON
Great Inventor Celebrates Passing of Seventy-
third Milestone of Life — Declares Against
Short Working Hours — Greetings Galore
Thomas A. Edison celebrated his seventy-
third birthday on February 11 in his customary
manner by doing a hard day's work at the
Edison laboratories at West Orange. He took
an hour off, however, to attend a luncheon in
his honor at the Edison works by the Edison
Pioneers', an organization composed of his asso-
ciates at Menlo Park and in New York prior
to 1885, and later reviewed a parade by employes
of the Edison plant, headed by their band.
In recognition of Mr. Edison's generous, un-
tiring and patriotic services in the World Wai
the citizens of Orange honored their distin-
guished fellow-townsman in response to a proc-
lamation of Mayor Lord by flying flags and
decorating buildings throughout the city. In
the evening Mr. and Mrs. Edison and their son,
Charles, were guests at a ball given in the
Orange Armory by the Thomas A. Edison As-
sociation.
"I'm glad that the eight-hour day had not been
invented when I was a young man," Mr. Edi-
son says. "On my birthdays I like to turn for
a moment and look backward over the road I
have traveled. To-day I am wondering what
would have happened to me by now if fifty years
ago some fluent talker had converted me to the
theory of the eight-hour day and convinced me
that it was not- fair to my fellow workers to
put forth my best efforts in my work.
"This country would not amount to as much
as it does if the 3-oung men of fifty -years ago
had been afraid that they might earn more than
they were paid. There were some shirkers in
those days, to be sure, but they didn't boast
of it. The shirker tried to conceal or excuse
his shiftlessness and lack of ambition.
"I am not against the eight-hour day or any
other thing that protects labor from exploitation
at the hands of ruthless employers, but it makes
mc sad to see young Americans shackle their
abilities by blindly conforming to rules which
force the industrious man to keep in step with
the shirker. If these rules are carried to their
logical conclusion, it would seem that they are
likely to establish a rigid system of vocational
classes which will make it difficult for the work-
ingman to improve his condition and station
in life by his own efforts."
Letters and telegrams of greeting were read
and handed to Mr. Edison from all parts of the
country, including tributes sent by President
Wilson and Secretary Daniels.
IMPORTANT SALES MEETING
Columbia Dealers and Sales Staffs of Three
Branches Convene at Baltimore — Important
Addresses by G. W. Hopkins and Executives
~ Baltimore, Md., February 5. — An important
meeting of Columbia dealers took place recently
at the Southern Hotel, when the Columbia deal-
ers in this territory, together with the members
of the Columbia sales staffs in Philadelphia,
Atlanta and Baltimore, gathered to welcome a
number of executives from the Columbia Graph-
ophone Co.'s New York offices. Wm. S. Parks,
manager of the Baltimore branch, presided at
the meeting, which was a signal success from
start to finish.
Addresses were made by Geo. W. Hopkins,
general sales manager of the Columbia Grapho-
phone Co.; O. F. Benz, of the general sales
department; R. F. Bolton, manager of the inter-
national record department; H. L. Tuers, man-
ager of the Dealer Service department: Lam-
bert Fried!, manager of the New York whole-
sale branch, and N. J. Wilcox, manager of the
Philadelphia wholesale branch.
Mr. Hopkins presented amazing figures in-
dicating the tremendous advertising campaign
that the company has planned for the coming
year. He used lantern slides to illustrate some
of the outstanding features of this advertising,
and stated that the company's advertising divi-
sion will spend twice as much money this year
as last, and showed just how this advertising
will be increased in newspapers, magazines and
farm journals. The addresses by the other
members of the executive force were enthusias-
tically received by the dealers and the sales-
men and the theme of "service to the public
during 1920" was the slogan of the meeting.
NEW ENGLAND MUSICAL INSTRUMENT TRADING CO.
WORLD AGENTS FOR
The BeO Hood Semi-permanent Needle
(Plays 50 to 100 Records)
WHICH HAS MET WITH SO MUCH FAVOR,
ARE ALSO DISTRIBUTORS OF
UKULELES VIOLINS DRUMS
BANJOS MANDOLINS HARMONICAS
STRINGS OF ALL KINDS and the Famous
" N EM IT CO " Brand
AS WELL AS ALL SMALL GOODS AND MUSIC BOOKS
NEW CATALOG NOW READY. SEND FOR IT
BELL HOOD SEMI-PERMANENT NEEDLES
Retail one package of 3 needles 25 cts.
Dealer's Price. $1 5.00 for 100 pkfrs. Jobber's Special Prices.
Now book in f orders for Violin. Cello and Bass Rosin. .1 product from our new factory. Made
up in boxes for jobber and dealer wiib your own imprint.
MUSIC SHOW VISITORS WELCOME
NEW ENGLAND MUSICAL INSTRUMENT TRADING CO.
127 East 23rd Street, New York
BIO NEW MOTOR PLANT RUNNING
Efficiency Electric Corp., of Lowell, Mass., Has
a Most Commodious and Weli-equipped
Plant — Shipments to Be Made Shortly
The Efficiency Electric Corp., manufacturers
of a new electric talking machine motor, an-
nounce that their large new factory in Lowell.
Mass., is now in active operation and that it
will be possible at an early date to make quan-
tity shipments.
The company's plant in Lowell has a floor
space of approximately 2,000,000 square feet and
is well equipped to take care of any possible
volume of business during the new year. The
Plant of the Efficiency Motor Corp.
location of the plant is excellent for shipping
purposes and it is said that plenty of labor has
been found available.
All the company's motors are thoroughly test-
ed before being shipped and the driven switch
and automatic control, etc., are enclosed in a
dust-proof case sealed with the mark of the
manufacturer. If the seal remains unbroken the
company guarantees the motor for a period of
two years. The motor is simple in construction
and noiseless in operation.
The company states that they will shortly
be in a position to announce the names of sev-
eral large manufacturers who have contracted
to use their motors in large quantities in the
future.
BUILDING UP STRONG ORGANIZATION
Rapid strides have been made in the progress
of the M. M. Roemer Sales Corp., Metropolitan
Yitanola distributor, and also distributor of
Okeh records. M. M. Roemer, president of the
company, announces that H. E. Fendler has
been appointed general sales manager of the
company and plans are already in operation
whereby the sales staff of this company will
be increased by fifteen new phonograph and
record salesmen. Mr. Roemer reports that they
have found business exceptionally good and that
a steadily increasing number of dealers are
taking on the Yitanola line in their territory.
Production at the Vitanola factory is steadily
increasing and the Roemer establishment re-
ports that its share of this production is about
90 per cent of the demand upon them, which
is a marked improvement over former months.
Mr. Roemer feels that every indication points
to a very bright and profitable future and with
the greatly increased sales organization this
company will be well equipped to make 1920
eclipse all records.
KESNER & JERLAW PROGRESS
Kesner & Terlaw. manufacturers of talking
machines until early in March will have a dis-
play of their goods in specially arranged rooms
in the Pennsylvania Hotel, New York. This
will be followed by an exhibit in Grand Rapids,
Mich., in June.
The. Kesner & Jerlaw line is most complete,
carrying supplies of both table and cabinet
models. These are produced in both mahogany
and oak finish on order.
About 100 superintendents and department
heads of Thomas A. Edison. Inc., made up a
theatre party at the Winter Garden on Monday
evening of last week, to witness the perform-
ance of "The Passing Show of 1919."
"February 15,-1920
THE TALKING MACHINE WORLD
213
THE PROM IS V -fulfilled
The Efficiency Electric Corporation promised in addition
to other unique features an electric phonograph motor
which would maintain constant turntable speed regardless
of line current variations.
The promise was fulfilled
You saw the Efficiency Motor at the Music Show — -you
watched the tests for endurance and unvarying speed — you
saw the current change from 70 volts to 140 volts while the ma-
chine was playing, without the slightest change in record tone.
The Efficiency Electric Motor is the only performer of this feat. If you were
not fortunate enough to have witnessed this performance — if you would
like to have a demonstration at your factory — simply write us to that effect.
Remember—
the Efficiency Electric Motor maintains constant
turntable speed regardless of the line current
variations.
The Efficiency Motor operates in absolute silence.
The Efficiency Motor is no larger than an ordi-
nary spring motor — it is sealed in a dust proof
(fool proof) case and will need no adjustment or
repair for years. It is shipped from our factory
ready for installation in your cabinet as standard
equipment. It is guaranteed for two years if the
seals are not broken.
The Efficiency Motor operates on either alter-
nating or direct current, any cycle.
Deliveries 60 to 90 days after order is placed.
Our factory has unlimited production facilities which combine to insure
a quality product. We can keep our promise to the manufacturer and
deliver the required quantity in the required time.
Write for further details
EFFICIENCY ELECTRIC CORP.
Factory
Lowell, Mass.
Experimental Laboratories
124 White Street, New York City
214
THE TALKING MACHINE WORLD
iiiiiiiiiiiuiniiiiii
wmamammmmammm
IMPORTANT NOTICE
TO THE
AMERICAN TRADE
The Sterno Manufacturing Company
19 CITY ROAD - - - LONDON, E. C. ENGLAND
Manufacturers of the world known COMPACTOPHONE— the most
complete portable gramophone extant — beg to announce the conclusion
of arrangements for the EXCLUSIVE SELLING RIGHTS IN
THE UNITED STATES OF THE
High Grade Motors Mantyctured Mermod Freres Sw^nd
WONDERFUL MECHANISM
These motors represent
the acme of workman-
ship and quality. Each
part is made to the finest
gauge limits and as-
sembled to run with the
precision of a watch —
silent and true. Messrs.
Mermqd Freres is an
old established Swiss
manufacturer. Back of
their motors are years
of hard practical experi-
ence. The experimental
stage was left behind a
decade or more ago. Re-
liability and quality are
therefore assured.
DIFFERENT MODELS
Mermod Freres motors
comprise several types —
single and double spring
worm and pinion-geared
drive, the very latest and
scientific method of con-
struction.
CONSULT US
Before placing your
orders elsewhere consult
us as to prices and terms
of trading. We are out
for quick shipments
and prompt delivery
direct from the factory
to the buyer.
SPECIAL TERMS TO JOBBERS
Within t he near future it is proposed to establish
A CENTRAL DISTRIBUTING DEPOT IN NEW YORK
Meanwhile trade inquiries should be directed to
THE STERNO MANUFACTURING CO.
19 CITY ROAD - - - " - ■ • LONDON, E. C. ENGLAND
February 15, 1920
THE TALKING MACHINE WORLD
215
VICTOR JOBBERS IN NEW YORK
During Music Show Week L. C. Wiswell An-
nounced Convention Dates as June 28 to 30
During Convention and Music Show Week in
New York City, L. C. Wiswell, chairman of
the arrangement committee of the National As-
sociation of Talking Machine Jobbers, confirmed
the dates for the 1920 convention as being June
28, 29, and 30, at Atlantic City. The feature of
the music industry gathering of this year was
the fine representation of Victor wholesalers.
Those present included George E. Mickel, Will
Mickel, George Mairs, A. A. Trostler, L. C.
Wiswell, Clarence Campbell, Jack Fisher, I.
Son Cohen, W. J. Walz, E. H. Droop, Carl
Droop, C. K. Bennett, Andrew McCarthy and,
of course, all of the New York City Victor
wholesalers.
THE STARR CO. IN CANADA
The Starr Phonograph Co. of Canada, Lon-
don, Ont., have located their offices in the Ack-
erman Building, Regina, Sask., and will start
-distributing for the four Western provinces
from this point at once. L. L. Merrill, general
manager for the company in the West, is ex-
pecting shipments from the manufacturing plant
any day now and will soon be in a position to
supply the trade.
MOVE TO LARGER QUARTERS
Philadelphia, Pa., February 9. — The Philadel-
phia Talking Machine Co., which handles the
Victor, Edison, Columbia and Sonora lines of
talking machines and phonographs, together
with a line of pianos and player-pianos, has
moved to new quarters at 809-11 Chestnut street.
Until the first of the month the company was
located at 412 Market street, and before that
time the store was situated at 900 North Frank-
lin' street. The company's business grew so
rapidly at 412 Market street that it was found
imperative to lease new quarters, and in its
present home at 809 Chestnut street ample fa-
cilities are afforded to give the public efficient
service.
MACHINE ATTRACTED ATTENTION
Among the many machines displayed in the
booth of the General Phonograph Corp. at the
Music Show were two "Forrest" machines
which attracted the attention of the dealers and
the public. These machines are distinctive in
cabinet appearance, and also embody a number
of important mechanical features which were in-
vented by Edwin Forrest. Mr. Forrest is one
of the veterans of the talking machine indus-
try, and his machines have been enthusiastically
commended by well-known musicians and mem-
bers of the trade. Mr. Forrest expects to an-
nounce in' the near future his plans for manu-
facturing and merchandising his machines.
CARUSO TO VISIT PITTSBURGH
Pittsburgh, Pa., February 9. — One of the big
musical events scheduled for the near future in
this city is the appearance of Enrico Caruso at
the Syria Mosque on February 28. He will be
brought to Pittsburgh through the efforts of
the Standard Talking Machine Co., who posted
the necessary guarantee, which, incidentally,
was a most substantial one. The seats for the
concert will be distributed through the medium
of Victor dealers.
MAIN SPRINGS
l^ inch 35c; % inch 37c
1 inch for Victor 50c.
1 inch for Columbia 50c.
IX inch for Victor 65c.
Authorized distributors for Heineman
and Meisselbach motors
EVERYBODY'S, 38 No. 8th St., PHILADELPHIA
1920 . 1921
Peerless
Record Makers
In Concert and Entertainment
A live attraction for live dealers and jobbe rs
BOOSTS BUSINESS
BUILDS PRESTIGE
PAYS ITS OWN WAY
Bookings now for season 1920-1921
(A few dates available for Spring 1920)
For particulars address
P. W. SIMON, Manager
1604 Broadway New York
City
IMPORTANT CHANGE IN WATERBURY
Waterbury, Conn., February 9. — It has just
been announced that the Fulton, Driggs & Smith
Co. will hereafter be known as "McCoy's, Inc.,
House of Music." This will not only apply to
their establishment at 158-162 Grand street, this
city, but also to the store which they will open
at 87-89-91 Asylum street, Hartford, Conn. The
McCoy house handles the Victor and Edison
line, as well as pianos.
and the whole store is covered with heavy pad-
ded green velvet carpet. The booths are con-
nected with a large arch, the center of which
contains a hand carved reproduction of the Vic-
tor trade-mark in wood. The equipment was
installed at a cost of $3,000.00.
NEW JOBBING HOUSE IN CLEVELAND
Kennedy-Green Cp. to Act as Jobbers for Okeh
Records and Also for Machines
PORT RE=ARRANGES STORE
Glenn A. Port of Vinton, la., who formerly
conducted a Victor agency in the rear of his
jewelry store, has purchased the store adjoin-
ing his present store and established an ex-
clusive Victor store. There are two booths 9
feet by 11 feet, finished in cream with a mod-
ern record rack and service counter to match,
. Cleveland, O., February 9. — The latest con-
cern to enter the talking machine jobbing field
in fhis city is the Kennedy-Green Co., who have
arranged to open attractive warerooms at 1865
Prospect avenue about March 1. The new con-
cern will act as jobbers for Okeh records and
also for the new Grandee phonograph. C. H.
Kennedy, head of the company, is well-known,
being formerly with the Columbia Co. here.
ADJUSTABLE, BALL BEARING
MAIN DRIVING SHAFT
RIGID CAST IRON
SUSPENSION POSTS
^ ADJUSTABLE, BALL BEARING
SPRING BARREL SHAFT
Single Spring
Motors
$3.50 up.
WONDER D. S. MOTOR NO. W2
Motor Building is a science which is mastered only by patient effort and experience. That is the
reason it pays to buy motors of an established talking machine manufacturer rather than of mere
"motor builders" who set aside, maybe, a part of a plant and produce motors solely for profit
without realization of the service requirements. That is the reason it will pay you to buy
Wonder Motors.
Our No. W2 illustrated above is a service giving, tested and tried product. It has been designed
by our organization to overcome the defects which were found to be in everything previously
bought by us from others. It has been regularly assembled into our own talking machines without
a single complaint ever having been received. It is a thoroughly high-grade mechanism at a very
fair price. It will save you money and reduce your motor troubles. It is not built FOB us but BY
us at our own factory at South Norwalk, Conn. We guarantee it and stand back of it. It is a
sensible, practical, high grade, Yankee product. Write for detailed information and sample.
Prompt Deliveries on Contracts.
WONDER TALKING MACHINE CO., Inc.
109 East 12th St., Cor. Fourth Ave.
NEW Y O BK
Phone Stuyvesant 1666
CITY
216
THE TALKING MACHINE WORLD
February 15, 1920
I
C. M. GOLDSTEIN
Consulting Engineer
Room 1621
111 Broadway
New York
20 Years' European and U. S. Experience
5 Years with Columbia Graphophone Co.
Raw Materials
Recording ,
Record Manufacture
Talking Machines and Parts
Patent Information
Strictly confidential advice. A-l references.
NEW VICTROLA ELECTRIC SIGNS
Two Striking Designs for the Use of Dealers
-Which Were Recently Introduced to the
Trade Should Make a Wide Appeal
The Victor Talking Machine Co. has just
announced two new types of electric signs for
Victor dealers. By standardizing construction,
manufacturing the signs in quantities and ab-
sorbing some of the cost, the company has been
Vertical Victor Sign, No. 3
able to offer these signs at minimum prices.
Operating cost, it is announced, has been re-
duced to a minimum by so arranging the light-
ing system that the maximum of brilliancy is
secured from each electric bulb. The signs are
of heavy metal. The letters are of the "oplex"
type of raised, pressed glass, of a milky-white
color, standing out against a deep green back-
ground. The signs are effective by day or night.
The larger of the signs is vertical, twelve feet
high, and the price quoted is $110. The word
"Victrola" is arranged vertically, the capital "V"
mark in full colors. The interior is lighted by
twenty-five-watt lamps, outlets being made to a
weather-proof junction box. Equipment in-
cludes irons, wall eyes, brace chains and S
hooks, or, in the case of stone or concrete walls,
expansion bolts.
The smaller sign is horizontal, seven feet
long, and sells for $100 list. It differs from the
other only in dimensions, the word "Victrola"
being spelled horizontally.
Both signs may be equipped with flashers,
spelling out "Victrola" one letter at a time,
darkening and then flashing the whole word at
once. They can also be equipped with an auto-
matic time switch, which automatically lights
and turns off the sign at a given time.
The signs have been designed to conform
with the building laws of the great majority of
cities. Each is inspected and bears the seal
Horizontal Victrola Electric Sign, No. 4
being fifteen inches in height and the other of the National Fire Underwriters' Association,
letters, in minuscule, eight and one-half inches Full directions for putting up accompany each
high. There is a circular top pan twenty-one sign. Shipment is made from Buffalo, N. Y.,
inches in diameter, bearing the Victor trade- direct to destination.
WILL HANDLE THE MOTROLA
L. A. Schwarz has just returned from a
Southern trip in which he reports heavy orders
were developed for the Jones-Motrola line which
he carries. He also reports that he was suc-
cessful in closing a number of new dealers to
carry this electrical winding device. Among
these new Jones-Montrola dealers were Anse'.l,
Bishop & Turner, of Washington, D. C, who
have taken on the Jones-Motrola in a large
way, also Snellenburg's Department Store, of
Philadelphia. While in Richmond, Va., Mr.
Schwarz made arrangements with C. B. Haynes,
Edison distributor of that state, whereby they
will distribute in a wholesale capacity New
England Perfection tone arms and reproducers.
OQDEN CO. SPEEDS PRODUCTION
Equipment Increased and Prompt Shipments
Thus Be Insured— To Make K. D. Cabinet
A NEW STORE IN HALIFAX
A. L. Cleveland has opened a modern and
attractive music store at 173 Gottingent street,
Halifax, N. S., where he is handling Regina
phonographs, Okeh records, mechanical orches-
tras and other musical products.
The Playola Talking Machine Co., of Mil-
waukee, has been incorporated with capital
stock of $60,000.
GOLD , Tone Arms, Sound Boxes and Phonograph Parts
PLATING
OUR SPECIALTY
PRICES QUOTED ON REQUEST '
Cliff Manufacturing Works, Inc.
20-22 JACOB STREET
NEW YORK CITY
Lynchburg, Va., February 6. — The Ogden Sec-
tional Cabinet Co., Inc., has speeded up pro-
duction to the point where they expect to be
able in a short time to ship orders within twen-
ty-four hours after receipts. During 1919, this
firm greatly increased its facilities. A large
number of duplicate high speed woodworking
machines, larger motors and a new dry kiln
have been installed. Every effort is being made
to accumulate a surplus stock, to allow for im-
mediate delivery. Prompt shipment has been
the ambition of this firm for the last two years,
but the demand has seemed to keep continuously
ahead of the production up to the present time.
With the addition of machinery and manufac-
turing facilities, this company will begin short-
ly to manufacture a K. D. Cabinet especially
adapted for export in the far Western trade,
which was designed more than a year ago, but
not produced until greater manufacturing facili-
ties were available. This cabinet is expected to
save more than one-half the freight charges in
America and three-fourths of the freight
charges for export, due to a lower classification
and smaller bulk.
The Cenola Talking Machine Co., Boston,
Mass., has been incorporated with capital stock
of $50,000, by William B. Gulliver, Alfred A.
Tutin and James H. Burns, all of Boston.
B. H. Kirby has arranged to handle both the
Pathe and Brunswick lines of phonographs in
Greensburg, Ind.
February 15, 1920
THE TALKING MACHINE WORLD
217
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
DELIVERY ENVELOPES
At $4.70 per 1,000
While 50,000 Will Last
Write to-day for free samples. Address
Box No. 750, Care The Talking Machine
World, 373 Fourth Ave., New York City.
MANUFACTURER of nationally advertised
phonograph will consider application from
salesmen with a proven record for getting re-
sults; commission basis, with drawing account;
possibilities, $10,000 a year. Address 241 East
Water St., Milwaukee, Wis.
EXECUTIVE of long experience in phono-
graph manufacturing, (expert mechanician, hav-
ing a thorough knowledge of cabinets, motors,
tone arms, sound boxes and accessories), de-
sires to connect with a reliable concern. "Box
755," care The Talking Machine World, 373
Fourth Ave., New York City.
WANTED — By a well known Chicago manu-
facturer, experienced salesmen to visit the
wholesale trade. Excellent opportunity for the
right men. Liberal proposition. Address with
full details to "Box 756," care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
WANTED — Thoroughly experienced whole-
sale phonograph salesman by large independent
New York manufacturers of high grade ma-
chines. Give full particulars as to past experi-
ence, territory covered, age, married or single,
and remuneration desired. Replies will be
treated in strictest confidence. Address "Op-
portunity," The Talking Machine World, 373
Fourth Ave., New York City.
WANTED — Several good salesmen to carry
our high grade line of Stein-Burn Machines and
Lyric Lateral Cut Records for the following ter-
ritories: Metropolitan 'Distriqft, New York
State, New Jersey, Virginia, North Carolina,
Maryland and Washington, D. C. Liberal com-
missions and advances on sales. Only first-
class men need apply. Address A. M. Druck-
•man, 140 West 23rd St., New York City.
WANTED — Three young men who know the
business and can sell talking machines and rec-
ords to foreigners. Good future for live wires.
All applications received and kept strictly con-
fidential. Address International Phonograph
Co., 101 Essex St., New York City.
WANTED — Phonograph salesman to sell to
country trade. Salary and commission. Selzer
Music Co., Traer, Iowa.
WANTED — A buyer and office manager,
preferably party also able to interest himself
financially in a progressive wholesale phono-
graph and supply distributor. "Box 743," care
The Talking Machine World, 373 Fourth Ave.,
New York City.
EXECUTIVE sales manager open for prop-
osition— WHAT I WANT — A position as sales
manager with growing firm dealing in high-
class talking machine products. Retail pre-
ferred. WHAT I OFFER— The knowledge
gained by a technical institute education, six
years as a retail sales manager with some of
the largest talking machine departments in this
country. My knowledge of the business is
backed by broad experience in salesmanship,
purchasing, systematizing, office detail, adver-
tising and management of help. Age 28, mar-
ried, salary commensurate with services. What
have you to offer? "Box 751," care The Talk-
ing Machine World, 373 Fourth Ave., New York
City.
WANTED — A man with long experience in
the taiking machine business, who is capable
of manufacturing and marketing a new, im-
proved talking machine, a man with some cap-
ital to invest preferred. Wonderful opportunity
to the right man. Address "F. E. 5," care The
Talking Machine World, 209 S. State St., Chi-
cago, 111.
WANTED — A man who is thoroughly ex-
perienced in the accessory and parts business
to take charge of a new department that will
be opened by a well known manufacturer in
Chicago. This man must have a thorough
knowledge of the business and be able to or-
ganize and develop a department that will be
a success. Liberal proposition, comprising a
salary and a profit-sharing system for the right
man. Address, with full particulars, "Box 744,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
WE desire the services of a well experienced
superintendent for our new talking machine
factory in Charlottesville. One who is willing
to take an interest in this plant preferred. Must
be able to supervise all cabinet work and under-
stand motors thoroughly. Write "Box 328,"
Charlottesville, Va.
WANTED — Several good salesmen to carry
our high grade line of talking machines through
all States west of the Mississippi except Cali-
fornia. Also want salesmen for all States east
of the Mississippi except New England, Mich-
igan and New York State. Also want good men
for New York City. Very liberal commissions.
Prompt shipments and advances on accepted
orders. Excel Cabinet Co., 136 West 23rd St.,
New York City.
I
POSITION WANTED— Young man, has years of me-
chanical experience in every branch of the talking machine
line, also am able to sell. Address Box 727, care The
Talking Machine World, 373 Fourth Ave., New York City.
(
OPPORTUNITY WANTED— A well-known executive
and sales manager in the talking machine industry, who
has placed several high-class talking machines on the mar-
ket will consider a new opportunity. His highly trained
knowledge will be valuable in making known and marketing
some other line of talking machine. Address Box 745,
care The Talking Machine World, 373 Fourth Ave., N. Y.
SITUATION WANTED— Expert repairman, 15 years'
experience, all makes; desires position with a reliable
concern. Address Box 748, care The Talking Machine
World, 373 Fourth Ave., New York City.
YOUNG man, age 23, who for the past five years has
repaired, sold and managed credit and collection depart-
ments of large Victrola shops in New York City, desires
position with either wholesale or retail house; will go
anywhere in the States. At present I am assisting the
manager of a Victrola department in one of New York's
largest department stores. Address David Shaw, care I.
Sorcher, 456 53rd St., Brooklyn, N. Y.
POSITION WANTED— As wholesale man for an estab-
lished factory that expects to continue making phonographs.
Have had many years' experience in selling both retail and
wholesale. Correspond with me for further particulars.
Address J. R. Penn, 804 W. Chestnut St., Mount Vernon, O.
I 1
FOR QUICK SALE
AT A SACRIFICE
A Positive Saving of
50% Guaranteed
500 Phonographs Complete
In Genuine Mahogany and Oak
STAND 52 Inches High
Equipped with Heineman No. 77
Motors and No. 11 Tone Arms.
Prices and illustrations on application.
Write or Wire
The H. Victor Phonograph Co.
6129 Page Avenue, St. Louis, Mo.
{.Continued on page 218)
FOR SALE
Exclusive Victor store, only one in town . of
6,000; much larger population in the summer;
good Red seal trade and excellent place for the
right party. Address Box 752, care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
WANTED
Factory manufacturing phonographs or cabinets,
or which is equipped to manufacture same. Would
consider contract in quantity lots or purchase of
plant. Address "F. E. 1, care The Talking Ma-
chine World, 209 S. State St., Chicago, 111.
Main Springs
2 in. x 0.22 x 16 ft., Meisselbach Each $1.25
1% in. x 0.22 x 17 ft. reg. Victor Each 0.75
1% in. x 0.22 x 17ft., Victor new style ..Each 0.75
1 in. x 0.28 x 10 ft., for Columbia Each 0.50
1 in. x 0.20 x 13 ft., Victor Each 0.50
1 in. x 0.20 x 13 ft., Victor new style ..Each 0.50
Vs in. x 0.23 x 10 ft., for Blick mtr Each 0.38
% in. x 0.23 x 10 ft., oval hole Each 0.35
% in. x 0.22 x 8 ft., for Swiss mtr Each 0.27
% in. x 0.25 x 11 ft., for Edison Each 0.27
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade, Each 0.15
1% in., new Victor No. 2, very best.. Each 0.18
1 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 9/16 in., for Pathe or Brunswick ...Each 0.45
SAPPHIRES
Pathe, very best loud tone, genuine, EacJi 0.27
Pathe, soft tone Each 0.27
Edison, very best, medium tone Each 0.27
Edison, very best, loud tone Each 0.27
Edison, genuine diamond Each 2.50
STEEL NEEDLES
AMERICAN MADE extra loud, loud, medium
and soft needles Per 1,000 0.60
ATTACHMENTS
Kent attachments for Victor Arm Each 0.25
Kent attachments for Columbia Arm.. Each 0.25
Edison attachments with C box ..Each 2.50
Kent attachments for Edison Each 1.60
MOTORS
Distributors for Heineman and Meisselbach Mo-
tors. Best Prices. Immediate Deliveries.
TONE ARMS
No. K with sound box Each $3.25
No. E with sound box, very loud and clear,
Each $6.00
LID SUPPORTS
Automatic Each 0.30
NEEDLE CUPS
Highly nickel plated Per 100 $2.00
Covers for cups Per 100 $1.00
REPAIR PARTS
Columbia driving shaft, No. 11778 Each 0.70
Columbia bevel pinion, No. 12333 Each 0.90
Columbia cranks Each 0.45
Columbia governor weights Each 0.08
Columbia governor shaft, No. 3004. .... .Each 0.40
Columbia gov'r bearing. No. 11923 Each 0.25
Columbia governor springs Per 100 1.00'
Columbia governor screws Each 0.01
Columbia barrel screws, No. 2621, Per 100 1.00
Columbia so'dbox thumb screws ....Per 100 1.50
Victor cranks, short or long Each 0.45
Victor soundbox thumb screws Per 100 1.00
Victor Stylus bar (needle arm) Each 0.35
Victor governor springs Per 100 1.00
Victor governor screws Each 0.01
Turn-table felts, 10 in., round Each 0.15
Turn-table felts, 12 in., round Each 0.20
Victor governor balls, new style Each 0.10
FAVORITE MFG. CO.
1506 DeKalb Ave., Brooklyn, N. Y.
218
THE TALKING MACHINE WORLD
February 15, 1920
WORLD CLASSIFIED ADVERTISEMENTS
(Continued from page 217)
SUPERINTENDENT
FOR
PHONOGRAPH CABINET FACTORY
We need a man who knows all phases of phono-
graph construction and can impart that knowledge to
the help usually employed in a cabinet plant, to
the end "that a personnel of 300 will work as a unit
and produce a phonograph second to none.
AH the assistance necessary to accomplish the
above will be freely given by a long -established
concern employing almost 1,000 men.
The position is excellent because we will pay
the proper man a good salary to start and can assure
him an opportunity to grow because of our con-
tinued growth in the past and splendid prospects
for the future.
If you feel yourself qualified to hold the above
position, write us fully regarding your past ex-
perience. Your correspondence will be treated con-
fidentially. Address Box 753, care The Talking
Machine World, 373 Fourth Ave., New York City.
TO ANY DEALER
STANDARD RECORDS
WHOLESALE
Records, ten-inch and twelve-inch, in-
cluding grand opera selections, popu-
lar songs, bands, dance numbers. Fresh
stock assorted in lots of 30 at 20%,
50 at 25% and lots of 100 at 30%.
Terms cash with order. Address :
Swartz Record Service, Dept. T, 23 E.
Van* Buren St., Chicago, 111.
A NEW MACHINE
$100,000.00 capital wanted to market a new phono-
graph, the tone of which is far superior to any now
on the market, something entirely new and sub-
stantial. Wonderful possibilities for a large busi-
ness. It is now being sold and possibilities already
proven. All it needs is more capital. Address "F.
E. 6," care The Talking Machine World, 209 S.
State St., Chicago, 111.
CABINETS
Ready to ship 48" in golden and
fumed oak, beautiful outfit.
46" in dark brown Mahogany.
Act now.
EVERETT HUNTER MFG. CO.
McHenry, Illinois.
RECORDS WANTED
I am in the market for old records of standard
makes, regardless of their age. Must be clean
stock; not second hand. All types of records
wanted. Address Box 758, care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
FOR SALE
500 complete machines 46" high, equipped with
highest class motors, tone arms, etc. Immediate
deliveries. An exceptional bargain. Address Box
757, care The Talking Machine World, 373 Fourth
Ave., New York City.
SALES EXECUTIVE
OPEN FOR PROPOSITION
Thoroughly conversant with all phases of the
phonograph and. record business. At present direc-
tor and manager of sales of an important New York-
State Corporation in the trade.
Age, 32; married.
Will consider any high class sales proposition
or will open a New York office and direct the
sales activities (in the east) for any responsible
organization.
Excellent trade connections and am prepared to
make satisfactory guarantees to the right concern.
References and credentials will stand the acid test.
Address "Executive," Box 746, care The Talking
Machine World, 373 Fourth Ave., New York City.
W ANTE D
We want to buy job lots
of Needles, Motors, Turn-
tables, Springs, Cabinets,
equipped or unequipped;
in fact, all parts for Talk-
ing Machines.
Tell us what you have
United Phonograph Company
107 East 10th St. New York City
WANTED — PACIFIC COAST AGENCY
For high grade phonographs, on salary and com-
mission, or commission with small drawing account,
by high grade man fully experienced in every detail,
from manufacturing complete machines, experimental
engineer, selling to trade, establishing agencies,
handling salesmen, etc. For particulars of exper-
ience quickly communicate by telephone with M. B.
C, 4897 Vanderbilt, or write to applicant, Mr.
Willard E. Cleveland, 340 West Broadway, Glen-
dale, California.
FOR SALE
Talking machine demonstration, booths, sound
proof, plate glass and mahogany. Four in all, size.
6'x9', together with other fixtures of a talking
machine department. Address.
SEAVER BROS.,
5216 Third Ave., Brooklyn, N. Y.
FOR SALE
Phonograph records, Victor, Columbia,
Emerson (brand new). A very fine as-
sortment of vocal and instrumental selec-
tions. Particulars given upon request.
I. DECKINGER
3064 Albany-Crescent Ave.
New York, N. Y.
FOR SALE
Music business in central Pennsylvania in town
of 40,000 population. More than 40,000 additional
in surrounding territory. Hold Columbia contract
and doing fine business. Unusual opportunity for
some one. Good reason for selb'ng. Address Box
749, care The Talking Machine World, 373 Fourth
Ave., New York City.
OPPORTUNITY
An especially attractive and desirable phonograph
department in a large department store in an eastern
city can be had by an energetic and responsible
party who wants a good paying investment. Best
of references will be required. Address Box 747,
care The Talking Machine World, 373 Fourth Ave.,
New York City.
WILL SELL
Talking machines and cabinets .to the trade;
any style made to order. Best possible grade at
lowest prices. Address: Delaware Talking Ma-
chine Co., Elsmere, Del., Main Office, 2616 N
11th St., Philadelphia, Pa.
CABINETS WANTED
Open for a quantity of large cabinets, manufac-
turers who can supply large quantity only need
answer. Address, Box 75'4, care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
FOR SALE
How much will you give for Edison Blue Am-
berol Records? We have about 1,500 . in original
boxes, also 4 record cabinets. We have some as
late as September, 1919. Closing out our entire
stock. Address Price Phonograph Co., 440 Ever-
green Ave., Brooklyn, N. Y.
WANTED
Victor and Columbia records. Job
lots any quantity. Spot cash paid for
them. Address
DENINGER CYCLE CO.,
Rochester, N. Y.
INCREASES SALES STAFF
L. M. Cole, general sales manager of the
Iroquois Sales Corp., Buffalo, N. Y., was a
visitor to New York this week, and in a chat
with The World announced the appointment
of Harry H. Dahl as a member of the com-
pany's traveling staff. Mr. Cole states that
business conditions in Buffalo territory are ex-
cellent and that the demand for Okeh records
is far beyond expectations. In fact, he is sell-
ing every Okeh record that he receives and
during his New York visit he placed large
orders with the General Phonograph Corp. and
made an urgent appeal for larger record ship-
ments.
The Beacon Phonograph Co., Inc., has been
chartered in Wilmington, Del., with capital
stock of $500,000, to manufacture phonographs.
The incorporators are M. L,. Horty, S. L.
Ma-'ckey and M. C. Kelly.
MAGNET DECALCOMANIE NAMEPLATES
SOLD BY
HURTEAUWILUAMS&CO'I"
MONTREAL OTTAWA
FOR TALKING MACHlMr
CABINETS Etc
Pamphlets with fac-simile illus-
trations and prices .mailed
on request.
SMITH-SCHIFFLIN CO.
0
126 Liberty Street
New York City
son,® Etr
^Oldest Hustc Ug
Q3 e bf»o a n stocfi I
S?0J3 ETC i
February 15, 1920
THE TALKING MACHINE WORLD
219
2 GRESHAM BUILDING, BASINGHALL STREET E. C, LONDON, W. LIONEL STURDY,, MANAGER
New Year Has Opened With a Boom — Record
Factories Maintaining Night Shifts — Why
Record Prices Must Increase — Dinner of
Federated Board of Music Industries — Mr.
and Mrs. Sterling Entertained — The World
Complimented — Something New in Gramo-
phone Production — "Perfect Points" Intro-
duced— Directory of British Music Trades —
Some Coming Exhibitions of Interest — Period
Models Win Trade Favor — News of the Month
London, E. C, February 3. — Now in full swing.
1920 bids fair to achieve something like a boom
year from the viewpoint of commerce. Gen-
eral trade conditions are excellent. Expansion
is the keynote all along the line. In the gramo-
phone sphere of industrial activity, satisfactory
reports reach me from all quarters. Sales of
instruments and records are wonderfully good.
The expected after-Xmas slump lasted but a
few days. In reality it did not exist. Indeed,
manufacturers, factors and dealers everywhere
would seem to be just as busy as during the
palmy days of December last. Money, or at any
rate, paper money is abundant. The working
classes and the masses generally are enjoying
good and ever-increasing wages. This state of
things reflects favorably on other classes. There
is money to spend, and it is being spent freely.
A fair share of it accrues to the gramophone
dealers, many among whom are enjoying a new
lease of trading life.
Record factories still maintain night shifts,
"pressing" as quickly as conditions and facilities
permit. Yet there is a great shortage. Hun-
dreds of thousands behind orders is the report
of one record manufacturer. And though ener-
getic action is ripe on all sides to increase out-
put by extensions of plant and erection of new
buildings, no material result can be expected
until next season, by which time, in my opin-
ion, business will have so proportionately in-
creased as to leave us apparently in the same
unfortunate position of being unable adequately
to meet the huge demand. However, all things
must evolve and I am not without hope that
record pressing facilities will have so far im-
proved as to throw into vivid relief a better or
more general realization of the vast and profit-
able gramophone trade fields as yet unexplored
by British investors. We have scarcely touched
the fringe of the gramophone business on this
side. In no other direction is there more profit-
able, scope for trade exploitation. Apart from
the urgent need of more record factories, there
is a fortune awaiting the manufacturer of
motors. It must be on the lines of mass pro-
duction at competitive prices. Given that and
efficient mechanism, the whole British market
would be in the hands of any fair-trading con-
cern, and gladly, too. The 'Gramophone Co.
apart, the trade is dependent for at least 90 per
cent of its motor supplies on Switzerland and
America. And because of this, many buyers
will be forced to purchase German goods, which
are now coming along slowly, or restrict their
trade activity. All the resources of Great
Britain considered, the position is nothing less
than deplorable. For over twelve months a few
British firms have been engaged upon gramo-
phone motor production. Orders and encour-
agement have been generous. The trade has
supported them all along the line. With what
result? This, a few hundred of motors weekly,
many of which do not compare favorably with
the foreign article. For these firms, one can
easily find excuses. Their difficulties have been
many a'nd great. But having recognized that, I
still think there is justification for expecting
better service after "all this time. The patience
of the trade is nearly exhausted, and if output
and efficiency are not soon improved, German
motors will again secure a good footing here.
Logical Reasons for Increase in Price of Records
Record buyers are prone to severely criticize
the present cost of records on the ground,
mainly, that if it is necessary to charge more,
quality-value should increase in proportion.
Many took up this standpoint when the leading
10-inch makes were increased from 2s. 6d. to 3s.
each. There must be a peg upon which to fix a
complaint, and in the absence of definite rea-
sons uninformed criticism of the above nature
is perhaps to be expected. It is a form of ob-
jection which the average dealer is inadequately
equipped to deal with. Beyond generalization,
record manufacturers fail to satisfy the dealer,
not as to the necessity but as to the actual cause
of meteoric record prices.
There is no case whatever for claiming or
expecting better quality coincident with in-
creased retail prices. It is really the latter con-
sideration that permits record manufacturers to
maintain a standard of quality. To continue
manufacturing on an economic basis without in-
creasing prices commensurate with the higher
cost of all raw materials and recording expenses
would mean only one thing — inferior material
and inferior artists, etc.
An interesting light is thrown upon the situ-
ation by a recent article in the London "Music
Trades Review." Discussing the reasons why
gramophone records go up in price, it says (in
(Continued on page 220)
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
hall-mark of quality
Branches
Agencies
•His Mister's Voicf
Copyright
This intensely human pic-
ture stands for all that is
best in music
— it is the " His Master's Voice "
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands — all enshrined
in the unequalled " His
Master's Voice "
records
DENMARK ; Skandlnavlsk Grammophon-Aktl-
eselskab, Frlhavneu, Copenhagen.
FRANCE: Cle. Frangalse du Gramophone, 116
Boulevard Richard Lenoir, Place de la Repub-
Uque, Paris.
SPAIN: Companla del Gram^fono, 56-58 Balmes,
Barcelona.
SWEDEN: Skandlnavlska Grammopbon-Aktle-
bolaget, Drottnlng Gatan No. 47, Stockholm.
RUSSIA : The Gramophone Co., Ltd., 45, Nevsky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; 9, GolOTlnsky
Prospect, Tlfflls; Nowy-Swlat 30, Warsaw; 11
Mlchallovskaya Ulitsa, Baku.
INDIA: The Gramophone Co., Ltd., 180, Bal-
Uaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.
Great Britain :
AUSTRALIA: S. Hoffnung ft Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophoninm, Ltd., 118-120
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown; Mackay Bros., Post Box 251, Johannes-
burg; Mackay Bros. & McMahon, Post Box 41»i
Durban; Ivan H. Haarburger, Post Box 105,
Bloemfontein ; Franz Moeller, Post Box 108, Bast
London; B. J. Ewlns & Co., Post Box 86, Queens-
town; Handel House, Klmberley; Laurence ft
Cope, Post Box 132, Buluwayo; The Argus Co.,
Salisbury.
EAST AFRICA: Bayley ft Co., Lourenso
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Bossl ft Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire): K. Fr. Vogel, Post Box 414.
Alexandria.
The Gramophone Company, Ltd.
HAYES
MIDDLESEX
ENGLAND
220
THE TALKING MACHINE WORLD
February 15, 1920
EDISON BELL
CABLE
"PHONOKINO.
LONDON "
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietors* and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTER!* — (Continued from page 219)
part): "Cutting out all mention of the increased
value of labor, transit costs, packing materials,
lighting, overhead charges, etc., shellac is still
soaring upward in price. Of this important rec-
ord ingredient there is a great shortage. "World
buyers are keenly competing for supplies against
one another, to all of which the markets, as
may be expected, are very sensitive. From the
pre-war figure of £50 to £60 per ton, shellac is
now up to £825 per ton, according to market
quotation at time of writing. Yet another im-
portant expense which has affected manufac-
turing costs is the substantial extra fees de-
manded by artists and quite recently by the
instrumentalists and orchestral organizations
through their union. Without going into details
we are in a position to state that these demands
have been met by record manufacturers to the
satsfaction of the union and its members. With
this information, dealers are in a position better
to understand and pass on to their customers
the solid reasons why gramophone records to-
day cost more." This well-informed journal then
goes on to deplore its own prediction that rec-
ord prices may be subject to further revision
within the not very distant future! I would add
that the National Orchestral Association, which
includes most members of all the theatre orches-
tras, has recently secured increased pay for its
members. These terms represent a compromise
and within 12- months or less may be subject to
revision in favor of the men. Theatre orches-
tras being responsible for a good deal of re-
cording, it will be gathered that any further de-
mands would represent another pebble thrown in
the waters of the ever-widening circle of in-
creasing costs, and may indirectly affect the
pockets of record buyers.
Pros and Cons on Record Exchange Library
The above subject has recently come to the
fore in a manner which calls for reference. Com-
menting upon a suggestion for the formation of
a record lending library, a scribe in the "Daily
Telegraph" avows it an excellent idea, but
doubts its success in practice. He avows that
the average gramophonist is "woefully ignorant
of the delicacy of the record — that not a single
'lent' record would be worth using after it had
passed through three or four pairs of hands,"
and. goes on to say that "the life of a record
with most careful treatment cannot be very
long — it is unreasonable to believe that all own-
ers of gramophones are even approximately
careful of their own possessions," etc.
To much of the foregoing exception may be
taken on the ground that the number of gramo-
phone exchange libraries by their very success
in trading along these lines give the lie direct
to such reasoning. On the other hand it is a
fact that "exchange" trading has suffered con-
siderably adverse results financially by the
rough handling records have undergone at the
hands of some users. I sought the opinion of
a prominent London trader who specializes in
exchange records. He said: "It all depends on
the class of user. Broadly, my experience of
record exchanges is that the user is very careful
of other people's property. It is no uncommon
thing for some of the records, especial^ vocal
which wear longer than instrumental, to be un-
der constant exchange for six months and more.
In time, of course, we have to withdraw them,
or more often sell at half price. My record
exchange library is a complete success and I
tell you one secret of it is to refuse exchange
facilities to careless users."
General Items of Trade Interest
The "His Master's Voice" prosperity is a by-
word in trade circles. The company's sales
manager, W. W. Manson, tells me that, despite
a big and increasing output of instruments and
records, it is impossible to keep up with the de-
mand. A reflection of this highly satisfactory
condition of things is found in the fact that "His
Master's Voice" shares (at the time of writing)
are quoted at 37/6, representing a substantial
rise within the last few weeks.
A gramophone innovation of interest is that
introduced by the Gramophone Exchange, this
city. It consists of large cabinets of Jacobean
and Sheraton period models, beautifully made,
but without any gramophone mechanism or
equipment. The bottom part is given over to a
good roomy cupboard for record filing, above
which (inside) is a shelf upon which an ordinary
hornless gramophone is placed, the front part
of which fits close up to an opening in the front
of the cabinet. The whole can be closed in when
playing. It is just as effective as if the cabinet
was complete in itself, and has this advantage
that the gramophone can be lifted out for use
in the garden, or any other room, without shift-
ing the big cabinet in which it is housed. A
very ingenious and useful idea!
The Bellaphone is a new portable model placed
on the English market. It is very compact. The
sound resonating chamber is in the lid of the in-
strument, and gives off a very good delivery.
Sir Harry Lauder's testimony is of the highest
praise. The sound box is of the Diaphone
class, the invention of our old friend, T. K.
Barnard.
Jake Graham, the great unknown, as he
humorously describes himself, through one of
our most enterprising gramophone traders, in-
forms me that he has retired from the Liverpool
business and plans to open up in London shortly.
The location will probably be in the West End.
Mr. Graham simply radiates success, so that on
this score one has no reservation in regard to
his new venture.
One thousand tons of German goods, includ-
ing musical instruments, were recently unloaded
at Leith. And more are coming!
206 Miles of Catalog
Most attractive recordings are regularly issued
PER0PH0NE— PERFECTION— PRODUCTS
PEROPHONES
SELL -
and carry with
them a reputa-
tion of sound
business for the
Agent. -
THE whole output of Perophone Machines is practically booked
up month by month.
Watch the New Models we are introducing to the gramophone
public during the present season. They will be found to be incom-
parable for quality, value, beautiful design and finish.
PEROPHONE LTD. (L.ckwo»d's Branch) 76 & 78 City Road,
Cable Address— Perowood, London. Shipments January, 1920. LONDON, E. C, ENGLAND.
A. B. C. Codes.
February 15, 1920 THE TALKING MACHINE WORLD
221
FROM OUR LONDON HEADOUARTERS
(Continued from page 220)
by the British Zonophone Co., Ltd. Up-to-date
and good class titles by reputable artists, records
that make a very wide appeal. Backed by pro-
lific advertising and publicity matter, Zonos are
the biggest selling records of their class. An
idea of the measure of their popularity is found
in the amount of paper used in the production
of a single edition of the Zonophone catalog.
It amounts to sixteen tons. And, according to
"The Voice," the inside pages, if laid in a
continuous pathway 2 feet 6 inches wide, would
stream from Hayes to Harrogate, 206 miles.
Eight miles of wire is used in the stitching.
Stacked flat, one on the other, would reach to
a column a mile high. An interesting catalog,
to be sure!
Dinner of Federated Board of Music Industries
At the Connaught Rooms, January 30, the
inaugural dinner of the Federated Board took
place. It marked the commencement of real
activity in the progressive encouragement and
development of British music through and by
the medium of British products and talent
throughout the British Empire. All shades of
musical thought and opinion have combined in
circumstances- of the highest possible promise
that this concerted movement will quickly
awaken a substantial interest in the cause of
British music among the people. The Feder-
ated Board is out to accomplish a great work.
It must avoid anything in the nature of party
interests and work whole-heartedly and unitedly
to one single purpose. Given that, I am one of
those who believe in the ultimate success of
its high ideals. True and enthusiastic men,
prominent in trade, the profession, and the art,
are behind the movement. To the first chair-
man, Alexander Dow, is undoubtedly due much
of the success attendant upon the formation of
the Federated Board, and under his enthusias-
tic leadership and propulsion, it will progress
forward to its goal like a snowball — gathering
adherents and financial support all the time.
The following list of guests who accepted in-
vitations to the inaugural dinner testifies to the
importance attached to the movement: The
Lord Mayor of London, Viscount Burnham;
Lord Howard de Walden, Sir A. Mackenzie, Sir
Charles Stanford, Sir Frederick Bridge, Sir F.
H. Cowan, Sir S. Waring, Dr. H. P. Allen, Dr.
A. Eaglefield Hull, Dr. A. Somervill, Robin H.
Legge, Granville Bant'ock, Gordon Selfridge, H.
Plunkett Greene and many other lights of the
musical world. Many of the musical critics of
the leading dailies and weeklies were present.
Banquet to Mr. and Mrs. Louis Sterling
Very great success attended this pleasing cere-
mony on January 2 at Frascati's Restaurant,
London. It was given by a few personal
friends of Mr. and Mrs. Sterling in celebration
of their marriage. Sir George Croydon Marks,
C. B. E., M. P., occupied the chair. He was ac-
companied by Lady Marks, and supported by
gentlemen well known in Gramophone trade cir-
11
"PERFECT
POINTS"
MM
BRITAIN'S BEST
Gramophone Needle
(Guaranteed made from High Carbon Steel)
IS MADE BY
W. R. STEEL, of REDDITCH,
Head Office and Works— QUEEN ST.
Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.
RESULT:
A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality
INQUIRIES SOLICITED
Special Quotations for Quantities
Manufacturer of all Kinds of Sewing Needles
cles. Indeed, it was a great trade affair. The
opportunity was gladly accepted by prominent
members of the trade to pay homage to one
whom all honor and esteem. The popularity of
the Columbia chief is equally high among all
sections of the trade, and the cordial welcome
they received will long be cherished in the
hearts of Mr. and Mrs. Louis Sterling. Quite
a brilliant little ceremony was the reception, at
which all took part in offering personal con-
gratulations to the obviously happy couple.
After an excellent dinner came the usual
toasts and speeches.
Mr. Sterling being an American citizen, by
special request of the chairman the toast of
The King was coupled with that of the Presi-
dent of the United States. The Chairman next
proposed "Our Guests." In felicitous terms he
referred to his long association (some fourteen
years) with Mr. Sterling — Sterling by name and
nature — a man who always runs straight in all
his thoughts and dealings. (Cheers.) It was
his pleasure to meet the happy couple in Amer-
ica, and here Sir George made amusing refer-
ence to his failure at playing gooseberry. He
was sure that all would wish them every joy
throughout life, and proffered to them his most
sincere wishes for their future happiness and
prosperity. In presenting on behalf of the
guests a beautiful diamond brooch to Mrs. Ster-
ling, the chairman made happy play upon their
scintillations in that every flash should be to
her a reminder of their friendship. (Much ap-
plause.) He next had the pleasure of presenting
to Mr. Sterling a magnificent gold timepiece,
with his monogram thereon — a useful article
that would serve as a continuous reminder of
time and engagements, etc. Following the con-
clusion of the chairman's speech, the audience
rose as one man and to the accompaniment of
musical honors cheered as seldom a man has
been cheered before. Obviously moved to the
very depths of his heart, Louis, as Mr. Sterling
is affectionately known to hi-s friends present,
said he could not tell them how happy he felt
and how very proud he was that so many friends
from all parts of the country had come together
that evening to express their congratulations
and friendship in such a hearty manner. He
had been in the talking machine trade some
seventeen years. When he arrived in this coun-
try he had no friends and was much touched
by the knowledge that he could count upon such
a multitude of friends. He thanked them all.
When the applause subsided, the guests had
the pleasure of listening to a pretty little speech
from Mrs. Sterling, who said that she was not
quite a stranger to many of them present and
their very hearty welcome had helped her to
get over any feeling of stage fright. It was
all very nice of them and she, too, thanked them
— all her friends — for what they had done
Mr. E. C. Paskell next proposed the health of
the ladies (there were quite a number present),
to which Mrs. Manson (Miss Mabel Manson)
(Continued on page 222)
The Sound Box That Has Beaten the Band
An All British Production of the Highest Grade; Marketed at Popular Prices
4 — Models Only — 4
Export Quotations for Quantities at
Extraordinarily Low Prices.
LARGEST OUTPUT IN UNITED KINGDOM
Vernon Lockwood
Manufacturing Co., Ltd.
76-78 CITY ROAD
LONDON, E. C. I.
HOME TRADE OUTPUT BOOKED UP FOR SEASON 1919-1920. WILL MAIL SAMPLE SET 4
MODELS B.C.E.F.(one only)TO ANY RECOGNIZED JOBBER ON RECEIPT DRAFT, $5 (DOLLARS)
222
THE TALKING MACHINE WORLD
February 15, 1920
VALUES^
Y
"POPULAR" RECORDS
LONDON'S LEADING VALUE!!!
Double-Sided
Superb Needle Cut
"Lateral"
"OUR POINTS"!
SET OUT BELOW )
(ram SCANDINAVIA to PATAGONIA
Have Attracted Keen Overseas Houses EAST ^SrTiSSfSL w0RLD
IMPORTANT
We can give
customers their
own" design Labels for LARGE Parcels,
REMEMBER You Can Have CLOSE QUOTATIONS
For 5,000 Lots and up "Your Selection" or a Sample 1,000,
made up with "One Example" of Every Catalogued Pairing.
Address: SOUND RECORDING CO., Ltd. CABLES "Grammavox"
EXPORT DEPT., 18-19 Swallow Street London
Piccadilly, London, England "QUOTATIONS CABLED FREE"
POINTS
Repertoire Appro* 2,000 Titles — Covering
Superb Selection, Bands and Orcbestrals
Lightning Shipments
Packing by Experts
Rock Quotations "Always"
F. O. B. London
We attend to all Insurances "if Requested'
to Buyers A/c
Our Shipping Services, this Side FREE
FROM OUR LONDON HEADQUARTERS— (Continued from page 221)
made a humorous and happily phrased reply.
During the evening several artists gave selec-
tions from their repertoire. It speaks volumes
for the strength of their friendship for Mr. Ster-
ling that, notwithstanding their engagements,
such eminent artists as Tom Burke, the great
operatic tenor; William Murdoch (pianist); the
great George Robey, Thomas Jackson, Fred
Duprez, Annie Rees and Fred Douglas had
found time to squeeze in a turn at Frascati's.
The beautifully designed menu card bore two
quotations appropriate to the occasion (A)
"Look down, you gods, and on this couple drop
a blessed crown" — (Shakespeare), and (B)
"Sterling — genuine; of excellent quality — vide
any dictionary." Therein do we find expressed
a little of the thoughts and spirit of the guests
and of the occasion. It will live long in the
hearts of Mr. and Mrs. Louis Sterling, to whom
The World tenders its sincere congratulations
and best wishes.
Redditch Gramophone Needles
A new comer to our columns this month is
Messrs. W. R. Steel, of the Queen street works,
Redditch. Here, all kinds of needles are made —
for hatpins, sewing machines and gramophones.
Messrs. Steel specialize the lot. The last time
I tried one of the hatpin type was in. a bus
and I found the business end too darned good
for close quarters. For this class, Mr. Steel
should make guards. Sewing 'machine needles
are not in my line, so we'll get on to the gram-
ophone points. These are made in various types
— loud, medium, soft and spear. They are
sold under the slogan "Perfect Points," because-
the steel embodies a very high percentage of
carbon, and every process of their manufacture
is subject to scrutiny by the Redditch experts.
Messrs. Steel make no claim beyond one needle
— one record, but after severe test of these
needles, I find them good for two or three rec-
ords at least, especially the pianissimo. In the
course of conversation, Mr. Steel stated that
owing to the huge demand for "Perfect Points"
considerable extensions of the present factories
are under way and the most up-to-date ma-
chinery (of his own design) installed. The con-
cern is to be registered as a limited liability
company.
Registration for General Phonograph Corp.
Plans are under way for the registration here
of the above concern as a limited liability com-
pany. The matter is in the hands of A. Bal-
combe, who represents "the motor of quality"
and all other lines marketed by this enterprising
firm. During the past year Mr. Balcombe has
closed a wonderful turnover, in volume and
value quite beyond initial expectations. The
"motor of quality" is finding allround favor, and
it is spoken very highly of by an increasing
clientele.
Early in February, I learn, the factory man-
ager of the General Phonograph Corp., Mr.
Strong, is due to reach London on a visit of
consultation with Mr. Balcombe anent trade de-
velopments. In looking over the field here, Mr.
Strong will take the opportunity of visiting
most of the company's wholesale buyers. He is
sure of a good welcome, and will be in a posi-
tion as a result of his visit to size up the trade
difficulties incidental to this market.
Good Opinions of The Talking Machine World
The size and informative contents of The
World each month evokes high praise from its
subscribers this side, the general opinion being
summed up in the oft-repeated remark, "What
a wonderful paper it is!" The news and ad-
vertisement service is closely followed. It wields
an international force and influence second to
none throughout the whole gramophone indus-
try. One feels proud to represent such an or-
gan when live men, as instance Mr. Jake Gra-
ham, in his own words, describes The World
as "his silent partner," or like our Belfast
friend, Thos. Edens Osborne, who in the course
of a New Year letter of greeting to your corre-
spondent says: "I also trust that The World
will continue its phenomenal popularity ....
I cannot help thinking that both factors and
dealers should congratulate themselves upon
having such a splendid trade organ, which con-
tains so much valuable information concerning
the goods they handle. The editors, publishers
and owners deserve the thanks of everyone con-
nected with our business for issuing such an
excellent monthly' budget of news and general
information .... of the greatest utility both as
regards buying and selling!"
Such appreciative encouragement will spur to
yet higher achievement all engaged in and upon
the production of this trade newspaper, making
it even more representative of the industry.
British advertisers are also very appreciative
of the value of The World, which, as one adver-
tiser recently told me, brings inquiries and or-
ders innumerable from the Colonies and various
foreign countries. It's the finest possible con-
firmation of The World's international circula-
tion, value, and influence!
The Symphona Kestraphone
Anything new in Gramophone production, es-
pecially if it marks a stage forward in the pro-
gress of mechanical music, is of special impor-
tance to the trade. I recently attended a press
demonstration in London of what one press-
man afterwards described (in the Daily Express
newspaper) as a "Super-Gramophone." It has
been christened the above name, and is the in-
vention (after ten years' experiment) of Staff
Officer Captain Keays, O. B. E., with whom
is closely associated Major D. C. Robinson,
M. C. These gentlemen plan to float a public
company within the near future. In conversa-
tion I gathered that both were out and out
enthusiasts and intend to leave no stone un-
turned to successfully develop the Symphona
Kestraphone commercially. Several trade ex-
perts have heard the instrument and speak very
highly of it and, said Major Robinson, orders
for over 2,000 have already been offered. Ac-
tual manufacture has not yet commenced, but
arrangements made will, it is expected, permit
of a progressive output within the near future.
The machine is of the cabinet type, trian-
gular in shape, the whole of the body being
devoted to the sound reflecting chamber, or
horn. By his method of construction, Captain
Keays claims to have eliminated sympathetic
vibration, thereby securing actual tone within
the limits of the record. The scientific method
of jointing and insulation is said to prevent
chattering and vibration, while by the use of a
certain alloy in the construction of the sound
arm and resonance-extension, the inventor
claims to have secured a tonal delivery unsur-
passed in purity by any kind of gramophone.
Having listened to several different record
playings, there can be no question, I think, as
to the splendid reproducing qualities of this new
instrument being designated in terms of the
highest praise.
Zonophone Instruments — Price and Demand Up
The British Zonophone Co. has given notice
to dealers of an increase in the price of models
Nos. 1, 2, 3 and 4. The reason given is the
continued advance in the cost of all materials,
labor, etc. It is an unfortunate necessity. But
the company express confidence that despite the
price advance there will be no diminution in the
demand for Zonophone instruments — British
made throughout, down to the very smallest
screws !
Directory and Guide to British Music Trades
The best encyclopedic reference book of the
British music trade — The Music Trades' Diary
and Yearbook for 1920 (price Is. 6d.) — is to hand
from the publishers, G. D. Ernest & Co., 6
Duke street, Adelphi, London, W. C. 2. Under
one cover (size 11" x 8") it comprises (a) Year-
book Section, (b) an officially compiled Direc-
tory, and (c) Diary Section — three days to the
page.
The yearbook portion contains a mine of in-
formation anent British trade activit}-, copy-
right laws, patents, trademarks and designs,
complete list of H. M. Consuls and official trade
representatives abroad, all foreign export and
import tariffs as officially verified, the name and
address of our various music trade associations
and musical societies, and much other important
data of inestimable value to American, Colonial
and foreign traders.
The Directory Section includes official lists
of all the trade associations — pianoforte mauii-
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
Please State Your Requirements
REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
Cable Address "Lyrecodisc, London"
February 15, 1920
THE TALKING MACHINE WORLD
223
GRAMOPHONES
Complete — Fittings — Sundries — Repair
Parts — Needles
Special Lines and Quotations for Export Trade
THE BRITISH POLYPHON GO.
Glasgow, Scotland
27 Jamaica St.
1, 2 and 3 NEWMAN STREET
LONDON, W. 1, ENGLAND
FROM OUR LONDON HEADQUARTERS— (Continued from page 222)
facturers, parts and supplies, gramophone and
musical instrument jobbers, and United King-
dom retailers of music and musical instruments,
etc. Very useful is the diary portions, three days
to the page giving ample space for daily notes
of engagements and other items.
The whole is printed on good paper, the con-
tents being well arranged and classified for
easy reference. The 1920 Music Trades Diary
and Yearbook registers a distinct advance upon
previous editions, and I know of no work to
which the whole trade has given so hearty a
welcome as the one in question. It covers some
200 pages altogether, about half of which is de-
voted to editorial matter and statistics of the
utmost interest and reference value to all en-
gaged in the music industries.
Canadian Industries Exhibition and Other Fairs
Booked for next June, the Royal Agricultural
Hall, London, will house an exhibition exclu-
sively devoted to Canadian industrial enterprises.
It has the support of the Canadian Trade Com-
missioner, the Canadian Manufacturers' Asso-
ciation and the Canadian Mission in London.
The exhibits will cover a wide range of Cana-
dian products, including pianos, wood-working
machinery, steel products, hardware, etc.
A scheme is under way for the opening of a
grand British Empire Exhibition during May,
1921. The scheme is estimated to cost some-
thing like $2,500,000, apart from the value of the
exhibits. All the Dominions and Crown Colonies
will take part, and the exhibition is planned to
last at least six months. According to the Daily
Chronicle, Sir John Taverner states that "The
King is patron of the exhibition, the Duke of
Argyll is president, while Lloyd George is presi- •
dent of the Grand Council, with Bonar Law,
Walter Long and Sir Auckland Geddes as vice-
presidents." This vast Imperial Trade Fair will
be located either in Regent's Park or Hyde Park.
The Gramophone Yearbook and Diary 1920
A copy of the above work (price 2/6) is to
hand from the Griffin Publicity Co., Red Lion
Court, Fleet street, London, E. C. While not
the first or only work of its kind appealing to
the Gramophone trade, it is the first publication
particular to that section of the music indus-
try and as such is sure of a good welcome.
Its contents include many valuable items of
REPAIRS
All Makes of Talking Machines
Repaired Promptly and Efficiently
ANDREW H. DODIN
176 Sixth Avenue New York
TELEPHONE, CHELSEA 8437
trade reference and one reads with particular
interest the "brief review of the genesis and de-
velopment of the gramophone trade, more par-
ticularly as.it has shaped its course in this coun-
try." This is a carefully written summary of
the chief historical trade events, and by it one
is enabled to trace the development of voice
photography from its inception, beyond the ex-
periments of Edison, stage by stage, to the
present day.
The Dictionary of Musical Works, Names and
Terms is a very opportune feature, both inter-
esting and useful. It is really a guide to the
correct pronunciation of names and many will
find if a reliable friend occasionally to consult,
if not most all the time! Another section that
makes a wide appeal is that devoted to mer-
chants and manufacturers of gramophone
goods.
There are many other features of interest,
and a mention of the Diary portion, seven days
tc the page, by no means completes all one
would like to say about the Gramophone Diary
and Yearbook did space permit.
The Crystal Palace Trade Fair Outrivals Leipsic
February 23 to March 5 is the period of a
great trade exhibition to be held under the aus-
pice of the Board of Trade at the Crystal Palace,
just outside London. It is known as the British
Industries Fair, and only products of (mainly)
British manufacture may be exhibited. The
Crystal Palace is quickly reached by rail from
three big London stations and it is a foregone
conclusion that many world visitors will trans-
fer their interest thereto instead of visiting the
Leipsic Messe, which opens about the same time.
The British Industries Fair is this year even
larger and more representative of British trade
than ever before. About fifty musical instru-
ment firms are exhibiting. These comprise var-
ious products of British manufacture, such as
pianos, players, organs, violins, gramophones,
music strings, parts and accessories — In fact, a
representative line of our musical goods.
BRUNSWICK INTRODUCTORY LIST
Attractive Record Supplement Announcing New
Brunswick Records Appeared in January
the photograph, is very artistically designed and
the back cover featured the Brunswick record
itself, being a reproduction of one of Max
Rosen's successes.
The introductory list of the new Brunswick
records which was sent out to the trade last
month was a very attractive little book giving
a comprehensive survey of the new records and
The talking machine is the greatest civilizing
and uplifting agent in the world.
Cover of Brunswick Record List
the new Brunswick artists. The first section of
the introductory list was devoted to the exclu-
sive Brunswick artists with a full page picture
sketch of each. Among the artists featured
were Archer Chamlee, dramatic tenor; Doro-
thy Jardon, soprano; Max Rosen, Violinist, and
many others. The first list included all classes
of records — classical, popular and dance num-
bers. The cover design, which can be seen in
"Does It Play All Records?"
Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip
ment of the MARVELOUS MAGNOLA.
MAGNOLA "Built by Tone Specialists"
W*ter\h\J tKe Music Come Out
May we send you our handsome illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and it;
moderate price?
Send your name and let us tell you more I
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. Presided!
General Office* Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLOG.
CHICAGO ATLANTA. GA.
224
THE TALKING MACHINE WORLD
February 15, 1920
LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS
Washington, D. C, February 7.— Talking
Machine. Lloyd Y. Squibb, Camden, N. J., as-
signor to the Victor Talking Machine Co., same
place. Patent No. 1,323,726.
Among the principal objects of the invention
are to provide new and improved means for
attaching the sound box of a talking machine
to the sound-conveying means thereof whereby
the parts may be readily assembled in opera-
tive relation, and as easily separated when de-
sired, and which shall serve to firmly secure
the sound box upon the sound conveyor when
in operation. Further objects of the invention
are to provide new and improved means for at-
taching a sound box to the sound conveyor
of a talking machine which will serve to pre-
vent or nullify any lost motion or play between
tbe assembled parts, which shall be neat and
inconspicuous in appearance, which may be read-
ily operated, and which shall be devoid of nu-
merous or intricate parts. A still further object
of the invention is to provide means of this
nature which are adapted for use in connection
with talking machines of the types at present in
use without the necessity of material change
therein, and which may be so arranged as to
maintain the sound box in proper relation with
the sound conveyer when positioned thereon in
such manner that the stylus or needle will al-
ways assume the proper angular relation with
the record surface over which it travels.
In the accompanying drawing in which a pre-
ferred embodiment of the invention is illustrated,
Figure 1 is a top plan view, partially in section,
of a portion of a talking machine showing a
sound box and a portion of a sound conveyer
constructed in accordance with such embodiment
of the invention in operative position above a
record surface; Fig. 2 a side elevation thereof;
Fig. 3 an elevation of the end of a portion of
the sound conveyer with the sound box re-
moved; Fig. 4 a similar view with certain of
the parts in a slightly different position; Fig.
5 a transverse section on the line 5 — 5 in Fig. 1,
looking in the direction of the arrows, and Fig.
6 a perspective view of a detail of the device.
Phonograph. Elmer Fletcher and Roscoe L.
Wickes, Chicago, 111., assignors to the Fletcher-
Wickes Co., same place. Patent No. 1,322,890.
The invention relates to phonographs. One
object of the invention is to provide an improved
tone arm having walls, whereby the vibration
resultant from sound passing therethrough, is
materially reduced, it having been found in prac-
tice that the tone is clearer when the tone arm
is constructed to measurably reduce the vibra-
tion in the walls thereof.
In practice, it has been found that the best
results are obtained by having the needle exert
a certain pressure upon the record, and that
records of different manufacture or made by
different processes require different pressures for
the attainment of the best results. To meet this
condition, it has heretofore been proposed to
apply a spring with a regulable tension, but this
has been found unsatisfactory, because of the
impossibility of ascertaining the degree of pres-
sure resulting from a variation in the adjust-
ment of the spring. Another object of the
present invention is to provide improved means
by which the pressure of the needle on the rec-
llllllllllllllillllllllllllllllllllllllllllllllUllllllUIIIIH
ord may be reliably and definitely varied so that
a certain pressure may be used for records of
one make and another pressure for other makes.
This object is attained by providing a weight-
ring which is capable of adjustment to vary the
pressure of the needle on the record.
Another object of the invention is to provide
an improved rotatable connection between the
tone arm and the sound box, whereby the needle
is caused to assume the same angle relatively to
the record, either when the sound box is in posi-
tion for the transverse vibration of the needle
or when the sound box is positioned for vertical
vibration of the needle.
In the drawings: Figure 1 is a side elevation
of an instrument embodying the invention. Fig.
2 is a plan. Fig. 3 is a section. Fig. 4 is a
detail section of the adjustable weight-ring. Fig.
5 is a section taken on line 5 — 5 of Fig. 3. Fig.
6 is a section taken on line 6 — 6 of Fig. 1. Fig.
7 is a detail section of the connection between
the tone arm and the sound box.
Phonograph. Clinton B. Repp, Plainfield, N.
J., assignor to Guillermo A. Alonso, New York.
Patent No. 1,323,316.
This invention relates to phonographs, and
more particularly to the amplifying mechanism
thereof.
By the present invention, the aim is to pro-
vide an amplifying mechanism for a phonograph
in which the horn structure, while being com-
pact, will give to the reproduced sound the
desired amplitude, while preserving the clarity
and purity of the reproduced tones through the
avoidance of development of discordant vibra-
tions in the material of -the' horn itself. The
dimensions of the horn are such that it may be
used either as a concealed horn or as an ex-
posed or outside horn, the differences of use re-
quiring no changes in the dimension of the horn.
While a horn made in accordance with the in-
vention includes a plurality of independent com-
municating ducts, the outlets of which are pre-
sented in opposite directions, the construction
and arrangement thereof are such that there is
no interference of the sound waves moving in
opposite directions, or no such interference as
impair, or tend to impair, the quality of the
reproduced sound. A horn made in accordance
with the invention may be either fixed or mov-
able with relation to the sound box. Further-
more, the independent ducts, aside from the
means for connecting the horn to the sound box,
will be contained one within the other so as to
insure a compactness of structure and avoid
possibility of such a disarrangement of parts as
would lead to a loss in the efficiency thereof.
Figure 1 is a vertical section of a phonograph
embodying the invention as applied to a con-
section thereof through the horn. Fig. 3 is a
front view of a modified form of the invention
in which the horn bears a fixed relation to the
sound box. Fig. 4 is a vertical section thereof.
Fig. 5 is a longitudinal section of a horn suit-
able for use as an exposed or outside horn.
Fig. 6 is a view, partially in section of a mov-
able horn in which the inlet is adapted to be au-
tomatically connected or disconnected directly
with or from a sound box with the movement
of the cover carrying the horn.
Adjustable Sound Box. Frank L. Capps,
Brooklyn, N. Y., assignor to Pathe Freres Pho-
nograph Co., same place. Patent No. 1,324,643.
This invention relates to adjustable sound
boxes and more particularly to the provision
of a mounting therefor whereby the sound box
may be brought into different positions for re-
producing different kinds of records, as, for ex-
ample, it may be used in one position with
records having vertical cut grooves and in a
different position with records having laterally
undulating grooves.
An object of the present invention is to pro-
vide such an adjustable sound box which may
be adjusted to different positions without sub-
stantially changing the position of the stylus or
needle upon the record and without substantially
affecting the relation between the sound-convey-
ing tube, commonly known as the tone arm, and
such stylus or needle. One mode of obtaining
this result may consist in mounting the repro-
ducer so that it may be adjustably rotated to
swivel upon an axis making an oblique angle
with the reproducer diaphragm, and arranging
the reproducer stylus or needle holder on the
opposite side of the diaphragm, with the axis
of its stylus socket or bore making an oblique
angle therewith, and said bore and the stylus or
needle held therein extending in the same gen-
eral direction as a prolongation of the axis of
the swivel mounting.
Another object of the invention is the provi-
sion of novel means for holding the sound box
in its adjusted positions.
In said drawing, forming a part of this speci-
fication and wherein the same reference numer-
als are applied to designate the same parts
throughout, Figure 1 is a side view of a sound
box and connecting means for attaching it to a
sound-conveying tube such as a tone arm, said
sound box being shown in this figure in the posi-
tion adapted for the reproduction of records
having vertical cut grooves and being equipped
with a stylus adapted for such record. Fig. 2
is a front view of the sound box shown in Fig.
1. Fig. 3 is a view similar to Fig. 1, except
cealed horn, the horn being shown raised, with
the cover, in full lines and lowered in playing
position in dotted lines. Fig. 2 is a horizontal
that the sound box is turned in position for
reproducing records having lateral cut grooves
and equipped with a needle for such reproduc-
tion. Fig. 4 is a view taken substantially at right
angles to Fig. 3, and Fig. 5 is a cross-sectional
view taken on the line 5 — 5, Fig. 1.
Support for Hinged Covers or Members.
Frank E. Levanseler, Chicago, 111. Patent No.
1,324,600.
This invention relates to certain improve-
ments in means for supporting the hinged lids
or covers of phonographs, graphophones, desks,
trunks, boxes, pianos, and the like, when raised
or turned on their hinges, to any desired eleva-
tion or angle, in such a manner that the support-
ing action or operation of the device will be
automatic and of such a character as to securely
hold the lids, covers or members in their tilted
or raised position against accidental lowering
or falling of the same, yet so that, by the proper
manipulation of the cover or member and by
applying slight downward pressure thereto, it
can be easily lowered or closed, in which posi-
tion it will remain until again lifted.
Figure 1 is a vertical sectional view of a por-
tion of a casing such as a phonograph or grapho-
phone case or a box or trunk with its lid closed.
February 15, 1920
THE TALKING MACHINE WORLD
225
LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 224)
showing one form of the support in position
ready for use. Fig. 2 is a similar view of like
parts, showing the cover or lid raised or tilted
and illustrating the position the parts of the
support will assume. Fig. 3 is a slightly en-
larged view partly in section and partly in ele-
vation taken on line 3 — 3 of Fig. 2, looking in
the direction indicated by the arrows. Fig. 4
1 ri %
JJ
*4
is a fragmental perspective view of a portion of
the lid or cover showing a modification in the
means of connecting the supporting link thereto.
Fig. 5 is a cross sectional view taken on line 5 —
5 of Fig. 1 looking in the direction indicated by
the arrows.
Support for Hinged Covers or Members.
Frank E. Levanseler, Chicago, 111. Patent No.
1,324,601.
This invention, like the one set forth in an
application, Serial Number 288,102, filed
April 7, 1919, relates to certain improvements
in means for supporting the hinged lids or cov-
ers of phonographs, etc., when raised or turned
on their hinges, to any desired elevation or angle,
in such a manner that the supporting action or
operation of the device will be automatic, and
of such a character as to securely hold the lids,
covers or members in their tilted or raised posi-
tion, against accidental lowering or falling of
the same, yet so that, by the proper manipula-
tion of the cover or member and by applying
slight downward or upward pressure thereto, it
can be easily lowered or raised, in which posi-
tion it will remain until again moved by pressure
in the desired direction.
Figure 1 is a vertical sectional view of a por-
tion of a casing such as a phonograph or grapho-
phone case or box or trunk with its lid closed,
showing one form of the support in position
ready for use. Fig. 2 is a similar view of
like parts showing the cover or lid raised or
tilted and illustrating the position the parts of
the support will assume. Fig. 3 is a sectional
view taken on line 3 — 3 of Fig. 1 looking in the
direction indicated by the arrows, showing . the
spring used for locking or retaining the support-
ing link and lever in their lowered positions.
Fig. 4 is a detached view in side elevation of a
fragment of. the support illustrating a modifica-
tion therein and showing by continuous lines
about the position the parts of the device will
assume when the lid or cover is raised, and by
dotted lines the position of said parts when the
cover and parts are in their lowered position and
retained in such position by the spring employed
for said purpose.
Supporting Device for Covers or Cabinets.
Louis K. Scotford, Chicago, 111., assignor to the
Cheney Talking Machine Co., same place. Pat-
ent No. 1,324,435.
The primary object of this invention is to pro-
vide means for holding a cover or door in open
position and for permitting the same to close,
which may be operated entirely by the movement
of the cover or door.
LESLEY'S
PATCHING VARNISH
Dries in 10 seconds, flows without showing the lap. With
it damaged varnish can be repaired invisibly. Price now
1 pint $1; 1 quart $1.90. Complete repair outfit, $3.50.
F. O. B. Indianapolis, Ind.
LESLEY'S CHEMICAL COMPANY
Indianapolis, Indiana
A further object of the invention is to pro-
vide a cabinet, or other container, having a
cover, with means for holding the cover open
and for permitting it to close, which may be
actuated by the movement of the cover in its
normal path relatively to the opening which it
controls.
A still further object of the invention is to
provide a device for holding a cover or door
open and for permitting it to close, which will
be simple in construction, efficient in operation
and convenient in application.
Figure 1 is a perspective view of the upper
portion of a talking machine cabinet equipped
with the invention. Fig. 2 is an enlarged de-
tail view showing the parts of the retaining
mechanism in position to permit the cover to
be opened. Fig. 3 is a view similar to Fig. 2
showing the parts in the positions to which
they are moved when the cover is lifted slightly
beyond its normal open position. Fig. 4 is a
similar view showing the parts in position to
support the cover in its normal open position.
This invention relates to improvements in
sound boxes for sound reproducing machines and.
one of the many objects of the invention is to
provide an improved construction whereby a
very -sensitive adjustment of the diaphragm may
be obtained and the tonal qualities of the sound
box will be improved.
Figure 1 is a front elevation of an improved
sound box of this character, constructed in ac-
cordance with the principles of this invention.
Fig. 2 is a vertical sectional view as taken on line
2 — 2, Fig. 1. Fig. 3 is a view similar to Fig. 1
of a modified form of the invention. Fig. 4
is a detail view in elevation taken on line 4 —
4, Fig. 1.
AN APPRECIATION FROM LONDON
Fig. 5 is a similar view showing the position
of the parts when the cover has been lifted be-
yond open position preparatory to closing it.
Fig. 6 is a sectional view on the line 6 — 6 of
Fig. 3.
Sound Box for Sound Reproducing Machines.
Raymond T. Bell, Chicago, 111., assignor to the
Mandel Corp., same place. Patent No. 1,322,997.
The Hoffay talking machine is winning quite
a vogue in London. Our English contempo-
rary, "The Music Trades Review," of London,
has the following little squib which is of inter-
est under the caption "Mme. Alice Estey's Con-
cert at Metzler's Salon:"
"A charming little concert was given on the
afternoon of the 9th inst., at Messrs. Metzler's
Salon, by Madame Alice Estey. Her pleasing
soprano voice was heard to good advantage in
several favorite selections from her repertoire.
An appreciative audience also listened with rapt
attention to renditions of popular records on
the Hoffay air-tight gramophone. The fidelity
of these reproductions caused many expressions
of delighted surprise."
Improve Your 1920 Production
WITH
PARR PRODUCTS
The Solution
of True
Reproduction
of Tone
Qualities
Factories
New York City.
Latrobe, Pa.
Newark, N. J.
OUR MAGNETIC REPRODUCER : Produces pure tone quali-
ties and wonderful volume. The method of constructing the
reproducer and the pivotal arrangement of the stylus bar allow
the vibrations to pass without interruption from the needle to
the diaphragm. The magnetic attraction of the needle arm gives
an outward strain on the diaphragm, making it more sensitive
to vibration influences.
THE UNIVERSAL TONE ARM : The only arm on the mar-
ket with an automatic change of weight. The weight to play
either vertical or lateral cut records is automatically and ac-
curately changed. It centers in either position. Our new and
improved arm is made entirely of brass, producing a rich, mellow
tone and presenting a neater and more beautiful appearance.
Can be furnished in any length desired.
OUR VIBRATONE DIAPHRAGM: Eliminates the troubles
encountered with mica ; is light, elastic and flexible ; will not
crack, blister or develop inequalities. Produces a more beautiful
tone and greater volume. Not affected by atmospheric changes.
Parr Manufacturing Corporation
MAIN OFFICES:
100-108 WEST 23rd STREET NEW YORK CITY
226
THE TALKING MACHINE WORLD
February IS, 1920
ADVANCE RECORD BULLETINS FOR MARCH, 1920
COLUMBIA QRAPHOPHONE CO.
A2846 La Boheme — Musetta Waltz.. .Margaret Romaine 10
Mignon — Rondo Gavotte Margaret Romaine 10
A2847 Lonesome, That's All Margaret Romaine 10
_ A Little Bit o' Honey Margaret Romaine 10
49686 Vespn Sicihani — Siciliana Rosa Ponselle 12
A6136 (1) Prelude in E Minor, (2) Prelude in C
Minor, (3) Prelude in A Major. Piano solo,
Mary Hallock 12
Nocturne in G Major. Piano solo,
„ „ Mary Hallock 12
A6135 Cortege Du Sardar,
Philharmonic Orchestra of New York 12
Turkish March,
Philharmonic Orchestra of New York 12
A6135 Rocked in the Cradle of the Deep,
Jose Mardones 12
Asleep in the Deep Jose Mardones 12
A2837 Father O'Flynn and Haste to the Wedding,
Patrick J. Scanlon 10
Keel-Row and Money Musk. Patrick J. Scanlon 10
WHISTLING NOVELTIES
A2838 Whistling Rufus.. Prince's Orchestra. Inci-
dental whistling Sybil Sanderson Fagan 10
The Nightingale and the Frogs,
Sybil Sanderson Fagan 10
ALWAYS FAVORITE MILITARY MARCHES
A2848 Ben Hur Chariot Race Prince's Band 10
Under Orders .'..Prince's Band 10
NOVELTY RECORDS
E4470 Spanish Gypsy Dance. With castanets,
Columbia Spanish Orchestra 10
Night of Love. Concert waltz,
Spanish Gypsy Orchestra 10
BIRD IMITATIONS
A2832 Bird Calls. Part 1 (Robin and whip-poor-will).
Story by Howard R. Garis.
Bird imitations by Edward Avis 10
Bird Calls. Part 2 (Oriole, chewink and cricket).
Story by Howard R. Garis.
Bird imitations by Edward Avis 10
A2849 The Moon Shines on the Moonshine,
Bert Williams 10
Somebody ....Bert Williams 10
POPULAR SONGS
A6138 In Your Arms Nora Bayes 12
Just Like a Gypsv Nora Bayes 10
A2850 When You're Alone Henry Burr 10
Wait'll You See Peerless Quartet 10
A2845 Hand in Hand Again Campbell-Burr 10
My Love Song, My Roses and You,
Charles Harrison 10
DANCE RECORDS
A2840 I Want a Daddy Who Will Rock Me to Sleep.
Intro. The Message of the Cameo, from "The
Greenwich Village Follies." Fox-trot,
Waldorf-Astoria Dance Orchestra 10
I Might Be Your Once-in a-While. Intro. Call
It a Day, from "Angel Face." Fox-trot,
Yerkes' Jazzarimba Orchestra 10
A2841 Rainbow of My Dreams. Fox-trot,
Art Hickman's Orchestra 10
Burmese Belles. One-step,
Art Hickman's Orchestra 10
A2851 Dardanella. Fox-trot.. Prince's Dance Orchestra 10
Wild Flower. Waltz,
Yerkes' Jazzarimba Orchestra 10
A6133 New York Hippodrome. Intro. (1) Don't You
Remember Those School Days, (2) Happy
Day, (3) I've Found the Girl I've Been Look-
ing For. Medley One-step. .. .The Happy Six 12
Nobody Ever. Intro. Happy. Medley Fox-trot,
The Happy Six 12
The Mid-Month Records
REGULAR MARCH SUPPLEMENT ANNOUNCEMENTS
78798 I'm Forever Blowing Bubbles. .. .Toscha Seidel 10
A2836 You Ain't Heard Nothin' Yet Al Jolson 10
Come On and Play With Me.... Billy Murray 10
A2842 Just Like the Rose James-Harrison 10
Where the Lanterns Glow Campbell-Burr 10
A2843 All I Have Are Sunny Weather Friends,
Campbell-Burr 10
Now I Know Lewis James 10
THE DANCE RECORDS
A2839 Nobody Knows. Intro.: "I Lost My Heart in
Dixieland." Fox-trot, saxophone and piano
trio Hickman Trio 10
Wonderful Pal. Intro. "Sweet Baby." One-
step, saxophone and piano trio. .Hickman Trio 10
A2844 "O" ("Oh." Intro.: "Vamp")— Fox-trot,
Ted Lewis' Jazz Band '■ 10
Barkin' Dog. Fox-trot,
Gorman's Novelty Syncopators 10
A6137 Oh, What a Pal Was Mary. Intro. (1) Dear
Old Girl, (2) Meet Me in Bubble Land. Med-
ley Waltz Prince's Orchestra 12
Carolina Sunshine. Intro. (1) I Never Knew
That I Loved You, from "Oh, What a Girl."
Medley Waltz Prince's Orchestra 12
VICTOR TALKING MACHINE CO.
18642
18644
18645
18636
18643
18646
-18647
45173
18649
POPULAR SONGS
Now I Know Shannon Four 10
I'll Always Be Waiting for You,
Peerless Quartet 10
You Know What I Mean Al. Bernard 10
Bell Hop Blues Al. Bernard 10
Was There Ever a Pal Like You.. Henry Burr 10
You're a Million Miles from iNowhere,
Charles Harrison 10
DANCE RECORDS
Behind Your Silken Veil — Medley Fox-trot,
Yerkes' Jazzarimba Orch. 10
Roses at Twilight — Medley Waltz,
Yerkes' Jazzarimba Orch. 10
You'd Be Surprised — Medley One-step,
All Star Trio 10
Keep Movin' — Fox-trot All Star Trio 10
Apple Blossoms — Medley One-step,
Joseph C. Smith's O'rch. 10
Carolina Sunshine — Waltz,
Joseph C. Smith's Orch. 10
Mystery — Medley Fox-trot,
Paul Biesc and His" Novelty Orch. 10
Oh! — Medley Fox-trot,
Paul Bicse and His Novelty Orch. 10
VOCAL AND INSTRUMENTAL RECORDS
I Might Be Your "Once-in-a- While" . Olive Kline 10
You Are Free Olive Kline 10
A Wise Bird (2) Cuckoo Music (3) A Star
Child (4) Pretty Tulip ("Hollis Darin Music-
Course " — Pub. Am. Book Co.),
Laura Link-field 10
The Blacksmith (2) Buttercups (3) Tick-Tock
(4) The Violet (5) Our Flaj ("Hollis Dann
Music Course" — Pub. Am. Book Co.),
Laura Littlefield 10
18648 To a Water Lily (Violin, Flute, 'Cello, Harp),
Florentine Quartet 10
Spring Song (Mendelssohn), Florentine Quartet 10
RED SEAL RECORDS
Sophie Braslau, Contralto
64845 My Jesus, as Thou Wilt Borthwick-Weber 10
Alfred Cortot, Pianist
84846 Malaguefia (Mah-lah-guen-yah) (Spanish Dance),
(Ahl-bay'-neeth) I. Albeniz 10
Emilio de Gogorza, Baritone — In Spanish
64847 A La Luna (Ah lah Loo'-nah) (To the Moon),
(Ah-cos'-tah-Thah-pah'-tah) Acosta-Zapata 10
Emmy Destinn, Soprano — In Bohemian
87306 Last Tears (Posledni Slzy) Destinn 10
Mischa Elman, Violinist
Pianoforte by Josef Bonime
74601 Kol N'idrei (Kull Nid-rye) Max Bruch 12
Amelita Galli-Curci, Soprano — Giuseppe de Luca,
Baritone — In Italian
87567 Rigoletto — Piagni Fanciulla (Weep My Child),
Verdi 10
(Rig-oh-let'-toh — Pee-ahn-gee-Fahn-chool'-lah)
(Vair'-dee)
John McCormack, Tenor
64837 That Tumble-Down Shack in Athlone,
Pascoe-Carlo-Sanders 10
Philadelphia Orchestra,
Leopold Stokoivsky, Conductor
74602 Rienzi (Ree-en'-see) Overture — Part I,
(Vahg'-ner) Wagner 12
74603 Rienzi Overture — Part II Wagner 12
AEOLIAN CO.
LATERAL CUT RECORDS
STANDARD SELECTIONS
45000 Le Prophet— Ah, mon Fils (Ah, My Son)
(Meyerbeer). Contralto, in French, Vocalion
orch. accomp '. Marguerite d'Alverez 12
24002 Aubade — Le Roi d'Ys (Lalo). Tenor, in French,
Vocalion orch. accomp.... Colin O'More 10
Reviens (Flagson). Tenor, in French, Vocalion
orch. accomp Colin 0''More 10
14016 I Love You Truly (Jacobs-Bond). Contralto,
Vocalion orch. accomp. . Nevada Van Der Veer 10
A Perfect Day (Jacobs-Bond) . Contralto,
Vocalion orch. accomp .. Nevada Van Der Veer 10
14017 Ma Lindy Lou (Strickland). Tenor, Vocalion
orch. accomp Reed Miller 10
The Want of You (Vanderpool). Tenor,
Vocalion orch. accomp Reed Miller 10
POPULAR SELECTIONS
14018 See Old Man Moon Smile (Al. Bernard). . Orch.
accomp Al. Bernard and Ernest Hare 10
Slow and Easy (Spencer). OtcIi. accomp.;
Ernest Hare 10
14019 Sahara (Schwartz). O'rch. accomp. Billy Murray 10
That Wonderful Kid from Madrid (Osborne).
Orch. accomp Billy Murray 10
14020 Let Me Dream (Curtis Gordon). Orch. ac-
comp. Henry Burr 10
All 1 Have Are Sunny Weather Friends (Ken-
dis-Brockman). Orch'. accomp. .Arthur Burns 10
14021 Once Upon a Time in May (From "Magic
Melody" (S. Romberg). Orch. accomp.,
Arthur Burns 10
If You Could Care (From "As You Were")
(Darewski). Orch. accomp Elliot Shaw 10
14022 When the Harvest Moon Is Shining (von Til-
zer). Orch. accomp. . Chas. Hart-Elliot Shaw 10
Brazilian Chimes (Kendis-Broekman-Hager) .
Orch. accomp Chas. Hart-Elliot Shaw 10
NOVELTY SELECTIONS
14023 A Day in Florida— Part 1 (Hager). Orch.
accomp Sybil Fagan 10
A Day in Florida — Part 2 (Hager). . Orch.
accomp Sybil Fagan 10
DANCE SELECTIONS
14024 Swanee (Gershwin). " One-step,
Played by H. A. Yerkes' Dance Orchestra 10
Mystery ( Johnson-Cirina) . Fox-trot,
Played by H. A. Yerkes' Dance Orchestra 10
14025 Irene O'Dare (From "Irene") (Tierney). One-
step Played by Salon Dance Sextette 10
I Might Be Your O'nce in Awhile (From "Angel
Face") (Herbert). Fox-trot,
Plaved by Salon Dance Sextette 10
MARCH MID-MONTH LATERAL CUT RECORDS
POPULAR SELECTIONS
14026 Underneath the Southern Skies (Jerome). Orch.
accomp Samuel Ash 10
Castle of Dreams (From "Irene") (Tierney).
Orch. accomp Elliot Shaw 10
14027 Saxophone Blues (Wiedoeft). Orch. accomp.
(Assisted by Rudy Wiedoeft and his saxo-
phone) Ernest Hare 10
You're My Gal (Bernard). * Orch. accomp..
Al. Bernard-Ernest Hare 10
14028 He Went in Like a Lion (Harry von Tilzer).
Orch. accomp Billy Murray 10
I Gave Her That (From "Sin-bad") (deSylvia-
Jolson). O'rah. accomp Ernest Hare 10
14029 Venetian Moon (Goldberg-Magine). Orch. ac-
comp. , Sterling Trio '10
Jazz Babies' Ball (Baynard-Pinkard) . Orch.
accomp Peerless Quartet 10
DANCE SELECTION'S
14030 You're a Million Miles From Nowhere (Don-
aldson). Waltz,
Played by Paul Biese and His Orchestra 10
Dreamy Amazon (MacBoyle-Vincent). Waltz,
Played by Harry A. Yerke's Orchestra 10
14031 When my Baby Smiles (Berlin).. Fox-trot,
Played by Dabney's Band 10
Wedding ami Shimmie and Jazz ( I Icss-JoIium >n ) .
Fox-trot Played by Dabney's Band 10
EDISON RECREATIONS
82177 Dov'e l'Intliana bruna (Indian Bell Song) —
Lakme (Delibes). Soprano, in Italian,
Consuclo Escobar de Castro
Vien, diletto (Come, Dearest, Come) — I Puritani
' I'.i llini). Soprano, in Italian,
Consuclo Escobar de Castro
82178 Chanson d'Amour (Love Song) ( 1 1 oilman) .
Soprano, in French Alice Verlet
La ci ikirem la mano (Nay, Hid Me Not Resign,
I.ove) — Don Giovanni (Mozart). Soprano and
baritone, in Italian.
Marie Tiffanv and Mario Laurenli
S2I79 Just Dreaming of You (Eastrnan-HeltmanV.
Tenor Ralph Errolle
Your Heart Is Calling Mine (Hamblen).
Soprano Marir Rappold
80402 Bel raggio lusinghier (Bright Gleam of Hope) —
Semiramide (Rossini). Soprano, in Italian,
Stella Power
Nymphes et Sylvains (Bemberg). Soprano, in
French Stella Power
80513 Almost Persuaded (Bliss). Baritone, with mixed
chorus Thomas Chalmers
Sanctus (Holy, Holy, Holy Lord God) Messe
Solennelle — Ste. Cecilia (Gounod). Tenor and
mixed voices. .Alberty Linquest and Calvary Choir
S0514 Aloha Sunset Land (Kawelo). 1st soprano, 2nd
soprano and alto Homestead Trio
When the Corn Is Waving (Blamphin-Buck).
Male voices Criterion Quartet
80515 Phedre Overture — Part 1 (Massenet),
American Symphony Orchestra
Phedre Overture — Part 2 (Massenet),
American Symphony Orchestra
50613 Oloha Oe (Farewell to Thee) (Liliuokalani) .
Cornet Bohumir Kryl
Fancy Little Nancy (Baines). Saxophone, .
Wheeler Wadsworth
50614 Colonel Stuart March (Weldon) Conway's Band
The Vampire. Dance Characteristic (Losey),
Sodero's Band
. 50615 Medley of Irish Jigs. Bagpipe. .. .Patrick Fitzpatrick
Reilly's Reel. Medley of Reels, violin. .Harold Veo
50616 Carnival of Venice. Transcription, banjo,
Alfred A. Farland
Silver Threads Among the Gold (Danks). Zim-
balom M. Nagy
50617 Everybody Loves An Irish Song (McKenna).
Tenor John Finnegan
Good-Night, Dinny, and God Bless You (Gart-
lan). Tenor George McFadden
50618 Potporija Hrvatskih Pjesama (Croatian Folk-
Songs) Jugo-Slav Tamburitza Orchestra
Potporija Srpskih Pjesama (Serbian Folk-Songs),
Jugo-Slav Tamburitza Orchestra
50619 In Siain. Fox-trot, for dancing, saxophone, xylo-
phone and piano.' All Star Trio
Tents of Arabs (David). One-step,
Tuxedo Dance Orchestra
50620 Henry Jones, Your Honeymoon Is Over (Ber-
nard). 'Negro duet. .Al Bernard and Ernest Hare
St. Louis Blues (Handy) Al Bernard
50621 I Love You Just the Same, Sweet Adeline (Arm-
strong-Gaskill). Male voices. ... Premier Quartet
On the Dreamy Amazon (Hill). Baritone.
- Herbert C. Tilley, Jr.
30622 Peter Gink (Adapted from "Peer Gynt," Suite
No. 1) (Cobb). One-step. .Tuxedo Dance Orchestra
Yelping Hound Blues (Intro. "Dixie Blues")
(Loda-Munez-Cawley). Fox-trot, for dancing,
_ Louisiana Five
DANISH AND NORWEGIAN RE-CREATIONS
78008 Den tapre Landsoldat* (The Brave Soldier)
(Horneman). Mezzo-soprano, in Danish,
Florence Bodinoff
Flyv, Fugl! Flyv (Fly, Birdie, Fly) (Hartman).
Mezzo-soprano, in Danish Florence Bodinoff
7S009 (a) Aa kjore Vatten aa kjore Ve (Come, Haul
the Water and Haul the Wood) ; (b) Kjaer-
ringa med Staven (Here Comes Sally on
Crutches). Tenor, in Norwegian. .. .Carsten Woll
(a) Eg ser Deg ut for Gluggjin (I See Your
Shadow Yonder) ; (b) En liten Gut (A Little
Lad). Tenor, in Norwegian Carsten Woll
78010 Astri! Mi Astri! (Astri! My Astril) Old Folk-
Song. Tenor, in Norwegian Carsten Woll
Paal paa Hougje (Paul on the Hillside) Old
Folk Song. Tenor, in Norwegian .. Carsten Woll
78011 Ja vi eleker dette Landet (Yes, We Love With
Fond Devotion) (Nordraak). Tenor, in Nor-
wegian Carsten Woll
Sommersol, till sdiste Stund! (Silver Threads
Among the Gold) (Danks). Tenor, in Nor-
wegian Carsten Woll
.78012 Gamle Norge (Song of Norway) (Nilsson).
Tenor, in Norwegian Carsten Woll
Vor Gud han er saa fast en borg (A Mighty
Fortress Is Our God) (Luther). Tenor, in
Norwegian Carsten Woll
78013 Den store, hvide flok (The Vast Unnumbered
Throng) (Grieg). Tenor, in Norwegian,
Saeterjentens Sondag, The Chalet Girls' Sun- '
day) (Ole Bull-Reissiger) . Tenor, in Nor-
wegian Carsten Woll
"WINTER NIGHTS" SPECIAL RE-CREATIONS
50624 Now I Know (Henry-Onivas) . .Lyric Male Quartet
Sunny Weather Friends (Kendis-Brockman).
Tenor Harvey Hindermyer
50625 Texas (Guion). Fox-trot, for dancing,
Judas' Society Orchestra
Triplets (G. H. Green) — Fox-trot, xylophone,
George Hamilton Green
50626 Molly Malone (My Own) — Passing Show of 1919
(Schonberg). Tenor Chas. Hart
Nobody Knows (And Nobody Seems to Care)
(Berlin). Contralto Louise Terrell
50627 Freckles (Hess-Johnson-Ager) Bert Harvey
Sipping Cider Thru' a Straw (David-Morgan),
Arthur Collins and Byron G. Harlan
50628 Lucille (Wadsworth-Arden) . Fox-trot, for danc-
ing, saxophone, xylophone and piano. All Star Trio
Pretty Little Rainbow (Plunkett). Waltz,
Lenzberg's Riverside Orchestra
50629 Floating Down the Old Monongahela (Mills).
Tenor Charles Hart
Let the Rest of the World Go By (Ball). Con-
tralto and tenor,
Marion Evelvn Cox and Harvev Hindermyer
RACHMANINOFF RE-CREATIONS
82619 Second Rhapsodie, Part 1 (Liszt). Piano,
Sergei Rachmaninoff
Second Rhapsodie, Part 2 (Liszt). Piano,
Sergei Rachmaninoff
82170 Pastorale (Scarlatti-Tausig). Piano,
Sergei Rachmaninoff
Second Rhapsodie, Part 3 (Liszt) (With Mr.
Rachmaninoff's Cadenza). Piano,
Sergei Rachmaninoff
EDISON AMBEROL RECORDS
ROYAL PURPLE RECORDS
29046 Drink To Me Only With Thine Eyes (Old
English Air Arr. by Quilter). Violin,
Albert Spalding
29047 O Souverain, O luge, O Pere (Almighty Lord,
O Judge, O Father) — Le Cid (Massenet).
Tenor, in French P. A. Asselin
REGULAR LIST
3923 Uncle Josh's Birthday (Intro.: "Pick 'Em Up
Silas, I.ay 'Em Down Zeke") (Stewart). A
Rural Scene Cal Stewart and Company
3924 Rainy Day Blues (Wassauer) — Fox-trot,
Yerkes Saxophone Sextet
3925 Tents of Arabs (David). One-step,
Tuxedo Dance Orch.
3926 Home That's In My Memory (StOnaker). Tenor,
Lewis lames
3927 Turkish Patrol (Michaelis) . .Edison Concert "Band
.i"-'S I Want n Daddy (Greenwich Village Follies)
(Sloane). Fox-trot Tuxedo Dance Orchestra
(Continued on page 227)
February 15, 1920
THE TALKING MACHINE WORLD
227
THIS SALESMAN
REMIND
WILL
r 'SPLAY SUGGEST
FOR YOU
SELL
Dulciphone Needles
"The Highest Quality Needle in America"
MADE SCIENTIFICALLY OF THE HIGHEST GRADE CARBON STEEL. GUAR-
ANTEED TO PLAY THE LONGEST RECORD WITHOUT VARIATION
AND WITH PUREST REPRODUCTION.
DEALERS' PRICE
100 to the Package
Per
Package
Your Initial Order for 200 Packages "W?w»jy£%
Brings the Handsome Display Case W I
Jobbers and Sales Agents write for our proposition to you
GRAND TALKING MACHINE CO., Ine.
366 Adams St., Brooklyn, N. Y.
Manufacturers of Distributors of
Dulciphone Phonographs QRS Player Rolls
Dulciphone Needles Emerson Records
ADVANCE RECORD BULLETINS FOR MARCH— (Continued from page 226)
3929
3930
3931
3932
3933
3934
3935
3936
3937
3938
3939
3940
3941
3942
3943
10759
10760
'9242
9243
Since First You Smiled on Me (Grey). Bari-
tone ..Herbert C. Tilly, Jr.
St. Louis Blues (Handy) Al. Bernard
Davy Jones' Locker (Petrie). Bass Fred East
In Tyrol (Wilson). Yodel Frank M. Kamplain
Golden Gate (Open for Me) (Kendis-Brockman) .
Tenor (With Louise Ferrell in the refrain).
Lewis James
Freckles (Hess-Johnson-Ager) Bert Harvey
St. Patrick's Day. Medley, jigs, violin,
Joseph Samuels
Flanagan's Real Estate Deal. Vaudeville
specialty Steve Porter
A Bullfrog Am No Nightingale (Ethiopian
Oddity) (Schleiffrath). Bass, with male
chorus Ernest Hare
Floating Down the Old Monongahela (Mills).
Tenor Charles Hart
Pretty Dick Polka (Vangucci),
New York Military Band
In Siani. Fox-trot, for dancing, saxophone, xylo-
phone and piano . ~. All Star Trio
Nobody Knows (And Nobody Seems to Care)
(Berlin). Contralto Louis Terrell
The Bell Hops (Negro Vaudeville Sketch),
Billy Golden and Joe Hughes
Now I Know (Henry-Onivas). Male voices,
Lyric Male Ouartet
JUGO-SLAV RECORDS
Croatian Folk-Songs. . . . Jugo-Slav Tamburitza Orch.
Serbian Folk-Songs. .Jugo-Slav Tamburitza Orchestra
NORWEGIAN RECORDS
Ola Glomstulen; and Kjemreise fra Saetren
(Home from the Mountains). Tenor,
Carsten Woll
Saeterjentens Sondag (The Chalet Girls' Sun-
day) (Ole Bull-Reissiger) . Tenor. .Carsten Woll
PATHE FRERES PHONOGRAPH CO.
22271
22279
22280
22281
22282
22283
22284
22290
22285
22286
22287
22288
22289
22291
POPULAR SUPPLEMENT No. 30
Hawaiian
Rainbow Land (Frost-Klickman) ,
Royal Waikiki Hawaiian Orch. 10
Just Like the Rose (Cool-Terriss-Bridges) ,
Royal Waikiki Hawaiian Orch. 10
POPULAR VOCAL
Hand in Hand Again (Egan-Whiting). Tenor
duet Lewis James and Charles Hart 10
Out of a Clear Sky (Lewis- Young-Rubini-San-
taella). Tenor Henry Burr 10
How Sorry You'll Be (Wait'll You See) (Kal-
mar-Ruby). Tenor Billy Murray 10
Oh! (Gay-Johnson). Baritone. .. .Ernest Hare 10
I'll Always Be "Waiting for You (Bergman-
Curtis-Alexander). Tenor duet,
Campbell and Burr 10
We Must Have a Song to Remember (Green-
Stept) Peerless Quartet
By the Honeysuckle Vine (DeSylvia-Jolson).
Baritone Ernest Hare 10
All I Have Are Sunny Weather Friends (Ken-
dis-Brockman) ...Sterling Trio 10
Dreamland Brings Mem'ries of You (Erdman-
Tomkins). Tenor duet,
Lewis James and Charles Hart 10
When You're Alone (West-Spencer),
Shannon Four 10
I'm Just Simply Full of Jazz (Sissle-Blake) .
Tenor Noble Sissle 10
Ain't Cha Coming Back, Mary Ann, to Mary-
land (Sissle-Blake). Tenor Noble Sissle 10
Never Let No One Gal Worry Your Mind (Skid-
more). Baritone Jack Norworth 10
Me and My Wife (Weston-Lee) . Baritone,
Jack Norworth 10
DANCE
Turco (Samuels) — Fox-trot,
Max Dolin's Novelty Orch. 10
On the Streets of Cairo (Hulten) — Fox-trot,
Max Dolin's Novelty Orch. 10
Bow Wow (Wadsworth) — One-step,
Wadsworth Saxophone Band 10
Bo-La-Bo (Fairman), Intro: "Give Me the Sul-
tan's Harem" — Medley O'ne-step,
Joseph Samuel's Orch. 10
Come Along To Honeymoon Town (Rice), Intro:
"Tip Toe," from Honeymoon Town" — Med-
ley One-step Joseph Samuels' Orch. 10
Good-Night, Dearie (Henry-Onivas) — Waltz,
Nicholas Orlando's Orch. 10
Dardanella (Bernard-Black), Fox-trot,
Joseph Samuels' Orch. 10
Wonderful Pal (Pinkard) — One-step,
Joseph Samuels' Orch. 10
I Might Be Your O'nce-in-a-While (Herbert),
Intro.: "Call It a Day," from "Angel Face"
— Medley Fox-trot Tuxedo Syncopaters 10
You'd Be Surprised (Berlin), Intro.; "I Never 1
Knew"— ^Medley Fox-trot, Tuxedo Syncopaters 10
Dardanella (Fisher-Bernard-Black). Tenor duet,
Campbell and Burr 10
Venetian Moon (Kahn-Goldberg-Magini),
Sterling Trio 10
22292 Dardanella (Bernard-Black)— Fox-trot,
Tuxedo Syncopaters 10
When My Baby Smiles (Irving Berlin), Intro.:
"I Left My Door Open and My Daddy Walked
Out" — Medley One-Step. .Tuxedo Syncopaters 10
Regular March Pathe List
OPERATIC VOCAL RECORDS
59083 Bohemian Girl (Balfe) "Bliss Forever Past," In
English. Soprano Eleanora de Cisneros 12
Bohemian Girl ■ (Balfe) "I Dreamt That I
Dwelt in Marble Halls, in English. Soprano,
Eleonora de Cisneros 12
59084 I Pagliacci (Leoncavalla) "Besti La Giubba"
(On With the Play), in French. Tenor,
Charles Fontaine 12
Sigurd (Reyer) "Esprits Gardiens" (Guardian
Spirits), in French. Tenor. . Charles Fontaine 12
27515 Martha (MacFarren-Von Flotow), "In My Heart
There's No Room For Sadness," sung in
English. Contralto Kathleen Howajrd 10
Mignon (Thomas) "Connais Tu Le Pay," (Know-
est Thou the Land), sung in French. Con-
tralto Kathleen Howard 10 Buddies
54041 Grandadinas (Barrera y Calleja) "Andalusian
Song," in Spanish. Tenor with Piano Ac-
comp Tito Schipa
STANDARD BALLADS SUNG IN ENGLISH
22250 The Sweetest Story Ever Told (Stults). Con-
tralto Marion Evelyn Cox
One Fleeting Hour (Fuhrmann-Lee) . Con-
tralto Marion Evelyn Cox 10
22249 Dreaming (Wellings). Tenor Reed Miller 10
Roses in June (Bingham-German). Tenor,
Reed Miller 10
40192 The Monarch of the Woods (Cherry). Baritone,
Barnard Stonehill 12
The Clang of the Forge (Vaughan-Rodney). Bar-
itone Bernard Stonehill 12
SACRED QUARTET AND SOLO
22247 The Hymns of the Old Church Choir (Solman).
Unaccomp Shannon Four 10
Tell Mother I'll Be There (Fillmore). Tenor,
organ accomp. .-. Earle F. Wilde 10
INSTRUMENTAL RECORDINGS BY FAMOUS
ARTISTS
25036 Chanson Indoue (Rimsky-Karsakoff) , Alexander
Debruille, Violin solo, Piano accomp., by
George True
Valse Bluette (Drigo), Alexander Debruille,
Violin Solo, Piano accomp. by.... George True 10
■I
27026 March of the Dwarfs (Grieg). Piano solo,
Rudolph Ganz
Air De Ballet (Massenet). Piano solo,
Rudolph Ganz
22256 Imp March (Alford). Accordion duet,
Peppino and Perry
Golden Sunset (Hall). Accordion duet,
Peppino and Perry
22270 Spring Song (Fruhlingslied) (Mendelssohn).
Violin solo, piano accomp Edmund Thiele
Intermezzo Sinfonico, from "Cavalleria Rusti-
cana." Violin solo, piano accomp.
Edmund Thiele
NEW BAND AND ORCHESTRA RECORDS
22253 Under the Double Eagle "March" (Wagner),
Garde Republicaine Band of France
Siamese Patrol "Egyptian Serenade" (Lincke),
Garde Republicaine Band of France
40194 Apple Blossoms (Selection) (LeBaron-Kreisler-
Jacobi), Intro.: "When the Wedding Bells Are
12.
10
10
Ringing," "You Are Free" and "Little Girls
Good-Bye." (Vocal Passage by Robert Bruce.)
National Symphony Orch.
(Selection) (Hilliam), Intro: "Hullo Home,"
"Darling I," "Please Learn To Love. (Vocal
passage by Robert Bruce.)
National Symphony Orch.
10
10
10
10
10
10
10
10
12
12
PARAMOUNT RECORDS
.DANCE RECORDS
20001 Dardanella (Felix Bernard-Johnny S. Black).
Fox-trot Benny Selvin's Novelty Orchestra
In Your Arms (Elmer Floyd-Al. Glaser. Intro.
"I Know Why." Medley,
Benny Selvin's Novelty Orchestra
2002 Isle of Golden Dreams. Waltz,
Benny Selvin's Novelty Orchestra
Peggy (Harry Williams-Neil Moret),
Benny Selvin's Novelty Orchestra
33058 Just for a Rose. Orch. accomp Sterling Trio
Bye Lo (Ray Perkins). Orch. accomp.,
Hall-Kaufman
33059 Floatin' Down to Cotton Town (Jack Frost-F.
Henri Klickmann). Orch. accomp.,
Hall-Kaufman
When the Preacher Makes You Mine. Orch.
accomp Hall-Kaufman
(Continued on page 22H)
Koom No. 321
I 30 Fulton Street
J Clifford A. Wolf 1
MANUFACTURER OF
| Diamond and Sapphire
Phonograph Points
llllllllllilillllllllllllllllllllllllllli?
New York City
Phone.28l2CortlaDdt
228
THE TALKING MACHINE WORLD
February 15, 1920
ADVANCE RECORD BULLETINS FOR MARCH— (Continued from page 227)
20003 Turkey in the Straw. Orch. accomp. .Billy Golden
ir",lfe ■ a Merry-Go-Round (Golden-Burt)..Dan Quinn
20004 Morning, Noon and Night. Overture Part 1
(Von Suppe) Rogers Symphony Orchestra
Morning, Noon and Night. Overture Part 2
„ (Von Suppe) Rogers Symphony Orchestra
20005 Baltimore Centennial March (Herbert),
. . _ Rogers Military Band
American Patrol (Meachan) .. Rogers Military Band
Love's Dream After the Ball (Czibulka). 'Cello,
violin and piano Taylor Trio
Minuet in G (Beethoven). Violin, piano ac-
comp Samuel Gardner
33060 Love's Rosary (Geo. Buxton-Jennie Innella).
Tenor, orch. accomp » Henry Burr
Oh! (Byron Gay -Arnold Johnson). Tenor,
orch. accomp Billy Murray
:,iioo6
GENNETT LATERAL RECORDS
9018 I Am Climbing Mountains (Kendis-Brockman).
Tenor and Baritone duet, Orch. accomp.,
Chas. Hart and Elliott Shaw
There's a Lot of Blue Eyed Marys Down in
Maryland (Meyer-Yellen-Ager). Tenor solo,
Orch. accomp. Arthur Hall
9019 I'm in Love With a Beautiful Baby (McCon-
nell-Brown-Moran). Tenor duet, Orch. ac-
comp McClure Bros. (Waldo & Luke)
Poor Little Butterfly (Is a Fly Gal Now) (Jer-
ome-Lewis-Young). Tenor solo, Orch. ac-
comp Billy De Rex
4609 Under the Honeymoon (Hanley-King) — Fox-trot,
Coney Island Jazz Orch.
Now I Know (S. R. Henry-Onivas) — Fox-trot,
Gonklin's Society Orch.
9020 Dardanella (Bernard-Black) — Fox-trot or Inter-
mezzo Cordes' Orch.
When My Baby Smiles At Me (Lewis-Sterling-
Munro) (Billy De Rex sings the chorus),
Cordes' Orch.
1503 Let the Rest of the World Go By. Orch. ac-
comp .Hart and Shaw
We Must Have a Song To Remember (Stepo-.
Green). Orch. accomp.,
Jack Kaufman and Arthur Hall
1504 Just Like the Rose (Cook-Terriso-Bridges).
Orch. accomp Sterling Trio
I'm Like a Ship Without a Sail (Kendis-Brock-
man). Orch. accomp Hart and Shaw
9017 My Rose of Romany (Neil Moret). Duet,
Orch. accomp McClaskey and Meyers
I Love You Just the Same, Sweet Adeline
(Armstrong-Gaskill). Orch. accomp.,
Shannon Four
4593 That Wonderful Kid from Madrid (Osborne-
MacDonald). Orch. accomp
Jack Kaufman and Arthur Hall
I Left My Door Open and My Daddy Walked
Out (Irving Berlin). Orch. accomp.,
Jack Kaufman
4594 Good Night, Dearie (Henry Onivas) — Waltz,
Diarilof Orch.
Let Me Dream (Curtis Gordon),
Conklin's Society Orch.
9015 I Might Be Your Once-in-a-While (Herbert-
Smith). Orch. accomp Harvey Hindermyer
Now I Know (Henry-Onivas-Warren). Orch.
accomp : Arthur Hall
9016 They're All Sweeties (Sterling- Von Tilzer).
Orch. accomp. . . : . Jack Kaufman and Arthur Hall
You Ain't Heard Nothing Yet (Jolson-Kalm-
De Sylva). Orch. accomp Ernest Hare
9009 Lullaby Land (Prival-Davis). Tenor-Baritone
duet. Orch. accomp. . .Chas. Hart, and Elliott Shaw
You Didn't Want Me When You Had Me (Ben-
nett-Grossman). Tenor solo, Orch. accomp.,
Chas. Hart
9010 Peggy (Moret- Williams)— Fox-trot. (Billy De
Rex sings the chorus) Cordes' Orch.
Follies' Medley, Intro.: "A Pretty Girl Is Like
a Melody," "Mandy" (Irving Berlin) — Fox-
trot Cordes' Orch.
4581 You Know What I Mean (Rath-Dubin) . Tenor
solo, Orch. accomp. Arthur Hall
Bless My Swanee River Home (Lewis-Young-
Donaldson). Contralto solo, Orch. accomp.,
Flo Bert
9011 Meet Me in Bubble Land ( Jones- Nathan-Greene) .
Vocal duet, Orch. accomp.,
Chas. Hart and Elliott Shaw
Just for Me' and Mary (Edwards-Clark-Rogers).
Baritone solo, Orch. accomp. ..Harvey Hindermyer
4592 Wonderful Pal (Pinkard and Tracey). Tenor
solo, Orch. accomp Sam Ash
Give Me a Smile and a Kiss (Sullivan-Hand-
man). Tenor solo, Orch. accomp.,
Billy De Rex
9012 In Your Arms (Glaser-Floyd). Tenor solo,
Orch. accomp Sam Ash
You'd Be Surprised (Irving Berlin). Tenor
solo, Orch. accomp Billy Jones
9013 Nobody Knows (And Nobody Seems to Care)
(Irving Berlin). Tenor solo, Orch. accomp.,
Jack Kaufman
My Gal (She Has Some Wonderful Ways)
(iNelson-Cooper). Accomp. by Jazz Orch.,
"Chalk" Smith
9014 Oh! What a Pal Was Mary (Wendling-Leslie-
Kalmar) — Waltz. For Dancing with singing
chorus Cordes' Orch.
Honeymoon Waltz (Victor Arden) — Waltz,
Cordes' Orch.
1502 On the Trail to Santa Fe (Cliff Hess). Vocal
Trio, Orch. accomp Orpheus Tnio
Every Tear Is a Smile (In an Irishman's Heart)
Sanders-Carlo). Tenor solo, Orch. accomp.,
Chas. Hart
ART TONE
14004 Humoresque (Dvorak). Violin solo, accomp. by
Francis Moore Helen Ware
Meditation, from "Thais" (J. Massenet). Violin
solo, accomp. by Maurice Eisner. .. .Helen Ware
OKEH RECORDS
4057 Dardanella (Bernard-Black). Instrumental.
Oriental Fox-trot Rega Dance Orchestra
"O" (Oh) (Gay-Johnson). Instrumental. Fox-
trot Rega Dance Orchestra
4058 A la Carte (Abe Holzman). Instrumental.
One-step '....Conway's Band
Ching-a-Ling (William Penn). Instrumental.
One-step Conway's Band
4059 I Am Climbing Mountains (Kendis-Brockman).
Instrumental. One-step Conway's P»and
Dreamy Alabama (Mary Karl). Instrumental.
Waltz Conway's Band
4060 When You're Alone (Otis Spencer). Instru-
mental. Fox-trot,
Green Bros. Xylophone Orchestra
4061
4062
Bo-La-Bo (George Fairman). Instrumental.
One-step. .. .Paul Biese and His Novelty Orchestra
Fast Asleep in Poppy Land (Byron Gay). In-
strumental. One-step,
Paul Biese and His Novelty Orchestra
Yellow Dog Blues (W. C. Handy). "Wrumental.
Fox-trot. .Paul Biese and His N T;lty Orchestra
Floatin' Down to Cotton Town irrost-Klick-
mann). Tenor and baritone duet, with orch..
Kaufman-Hall
Lucy (Dancing Around the Cabin Door) (Far-
rell-Robinson). Tenor and baritone duet, with
orch Kaufman-Hall
4063 Cairo Land (Williams-Pinkard). Male trio,
.with orch Sterling Trio
We Must Have a Song to Remember ( Green-
Stept). Tenor, with orch. .. .Harvey Hindermyer
4064 Baby Love (Brennen-Gays-Tenney) . Tenor and
baritone duet, with orch Campbell-Burr
Sunny Weather Friends (Kendis-Brockman).
Tenor, with orch Harvey Hindermyer
4065 When It Comes to Lovin' the Girls (Kissen-
Burns-Glogan). Tenor, with orch.,
Emerson Westervelt
I Don't Want a Doctor (Rose-Mills). Baritone,
with orch Jack Kaufman
4066 Little Girls, Good-Bye! (LeBaron-Jacobi). From
"Apple Blossoms." Tenor, with vocal quartet
and orch Lew ^ James
Just Like the Rose (Cool-Terriss-Bridges) .
Baritone, with orch Arthur Burdin
4067 Pickaninny Blues (Frost-Klickmann) . Vocal
trio, with orch Crescent Trio
When Two Hearts Discover (Biggers-Hirsch).
From "See-Saw." Contralto and baritone
duet, with orch.,
Marion Evelyn Cox-Joseph Phil&ps
4068 Linger Longer Letty (Morosco-Goodman) . From
"Linger Longer Letty." Contralto and bari-
tone duet, with orch. Helen Clark- Joseph Phillips.
Climbing the Ladder of Love (Grossman-Good-
man). From "Linger Longer Letty." Bari-
tone, with orch. accomp Joseph Phillips
EMERSON PHONOGRAPH CO.
10121
10131
10120
10117
10128
10122
10116
10118
10130
10119
10126
10115
10113
10129
10114
MARCH-APRIL
STANDARD 10-LNiCH GOLD SEAL
LATEST DANCE HITS
Dardanella (Bernard-Black). Fox-trot,
Sanford's Famous Dance Orchestra
0 (Oh!) (Gay-Johnson-Bridges). Intro. "Just
Like the Rose." Medley Fox-trot,
The Imperial Three
Dardanella (Bernard-Black). Fox-trot,
Plantation Jazz Orchestra
Make the Trombone Laugh (Henry Scharf).
Fox -trot Plantation Jazz Orchestra
Nobody Knows (Irving Berlin). Intro. "I Left
My Door Open and My Daddy Walked Out."
Medley Fox-trot The Imperial Three
You'd Be Surprised (Irving Berlin) — Fox-
trot / Emerson Military Band
That Naughty Waltz (Sol. B. Levy). Waltz,
G. H. Greene's Novelty Orchestra
Little Blue Devil (Harry Carroll). Intro. "I'm
So Sympathetic" and "Peter Pan." Medley
fox-trot G. H. Green's Novelty Orchestra
Tumble In (Schwartz-Byers-Schonberg) . Intro.
"Molly Malone" from "Passing Show of
1919." Medley Fox-trot Emerson Military Band
Irene, (Tierney-McCarthy). Intro. "Skyrocket"
from musical production "Irene." Medley Fox-
trot : Emerson Military Band
Chromatic Fox-trot (Geo. H. Green). Fox-trot,
xylophone solo, orch. accomp . G. H. Green
'Mid the Pyramids (Clarence M. Jones). Fox-
trot The Imperial Five
Weary Blues (Artie Matthews). Fox-trot,
Louisiana
Down Where the Rajahs Dwell (Lada-Skid-
more). Fox-trot Louisiana
The Vamp (Byron Gay). Fox-trot with words,
Emerson Military Band
Oh! What a Pal Was Mary (Pete Wendling).
Waltz with words.! Emerson Dance Orchestra
POPULAR SONG HITS
Dardanella (Fisher-Bernard-Black). Oriental
ballad, orch. accomp Arthur Fields
1 Never Knew (Irving Berlin-Elsie Janis). Bari-
tone solo, orch. accomp Arthur Fields
Come on and Play Wiz Me, My Sweet Babee
(Ruby-Kalmar-Leslie). Comedy solo, orch.
accomp Eddie Cantor
All the Boys Love Mary (Sterling- Van-Schenck).
Comedy Song, orch. accomp Eddie Cantor
Patches (Callahan-Roberts). Baritone solo,
orch. accomp.....' Arthur Fields
Why Did You Do It To Me, Babely (Sterling-
Von Tilzer). Comedy song, orch. accomp,
Jack Kaufman
Just Like the Rose (Cook-Terriss-Bridges).
Tenor solo, orch. accomp Edward Hamilton
Let the Rest of the World Go By (Brennan-
Ball). Tenor and baritone duet, orch. ac-
comp Charles Hart and Elliott Shaw
Bye-Lo (Ray Perkins). Male Trio, Orch. ac-
comp Sterling Trio
I Sing of You (Walker-Lamonp. Tenor solo,
Orch. accomp Edward Hamilton
I've Found the Nesting Place of the Blue Bird
(Yellen-Olman). Male Trio, Orch. accomp.,
Sterling Trio
It's a Small World After All (Sterling-Von
Tilzer). Tenor solo, Orch. accomp.,
Walter Scanlan
Bless My Swanee River Home (Lewis- Young-
Donaldson). Baritone solo,
Five
Five
Orch. accomp.,
Arthur Fields
Dearie (Warren-Henry«Onivas) .
Orch. accomp Walter Scanlan
Golden Dreams (Kahn-Blaufuss) .
Orch. accomp Sterling Trio
Bubbling Over (Life Is Bubbling Over All the
Time) (John William Kellette). Tenor solo,
Orch. accomp Reed Miller
Good Night,
Tenor solo,
10132 My Isle of
Male Trio
OPERAPHONE CO.
POPULAR HITS
21146 Dardanella (Fisher-Bernard-Black). Tenor dint.
orch. accomp Campbell anil Burr
I Never Knew (Janis-Berlin). Tenor, orch. ac-
comp Harry McClaskey
21147 When My Baby Smiles (Berlin). Baritone, orch.
accomp Ernest Hare
Oli! (Gay- Johnson) . Baritone, oroh. accomp..
ErnesJ Hare
21148 How Sorry You'll Be (Wait'll You See) (Kal-
mar-Ruby). Tenor, orch. accomp. .. .Billy Murray
When You're Alone (West-Spencer). Male
quartet, orch. accomp Shannon Four
21149 You're a Million Miles From Nowhere (Lewis-
Young- Donaldson). Tenor, orch. accomp.,
Sam Ash
Venetian Moon (Kahn-Goldberg-Magini). Orch.
accomp Sterling Trio
21150 Hand in Hand Again (Egan-Whiting). Tenor
duet, orch. accomp Lewis James and Chas. Hart
We Must Have a Song to Remember (Green-
Stept). Orch. accomp Peerless Quartet
DANCE SELECTIONS
31132 I'm So Sympathetic (From "The Little Blue
Devil") (Carroll). Fox-trot,
v Conlin's Society Orchestra
Bo-La-Bo (Fairman). Medley one-step. (Intro.
"Give Me the Sultan's Harem,"
Conlin's Society Orchestra
31133 That Naughty Waltz (Levy). Waltz,
Conlin's Society Orchestra
Come Along to Honeymoon Town (From
"Honeymoon Town") (Felix G. Rice). Med-
ley One-step. Intro. "Tip Toe,"
Conlin's Society Orchestra
31134 I Might Be Your Once-in-a-While (From "Angel
Face") (Herbert). Medley. Fox-trot. Intro.
"Call It a Day" Novelty Dance Orchestra
I Left My Door Open and My Daddy Walked
Out (Berlin). Medley Fox-trot. Intro. "No-
body Knows and Nobody Cares,"
Brown's Dance Orchestra
HAWAIIAN
61111 Just Like the Rose (Cool-Terriss-Bridges). Vocal
refrain by Robert Bruce.
Honolulu Hawaiian Orchestra
Estudiantina (Waldteufel). Waltz,
Operaphone Novelty Orchestra
STANDARD VOCAL
41107 Song of the Chimes (Worell). Contralto, orch.
accomp Rose Collins
The Sweetest Story Ever Told (Stults). Con-
tralto, orch. accomp Francis Miller
INSTRUMENTAL
51126 Valse Classique (Dabney). Adapted from
"Humoresque" by Dvorak. Xylophone solo,
orch. accomp..' Geo. Green
Stop Time (Green). One-step, xylophone solo,
orch. accomp Geo. Green
51127 The Merry Wives of Windsor (Nicelai). Over-
ture, Part I. Operaphone Concert Orchestra
The Merry Wives of Windsor (Nicelai). Over-
ture, Part II '..Operaphone Concert Orchestra
ARROW PHONOGRAPH CO.
FIRST SUPPLEMENT
501 Light Cavalry Overture Arrow Military Band
The Crusader March Arrow Military Band
502 At the Jazz Band Ball Futurist Jazz Band
Bluin' the Blues Futurist Jazz Band
503 Slim Trombone Futurist Jazz Band
My Lovin' Eskimo Futurist Jazz Band
504 Lassus Trombone Futurist Jazz Band
Beale Street Blues Futurist Jazz Band
505 Dardanella La Salle Dance Orchestra
That Naughty Waltz La Salle Dance Orchestra-
506 My Wild Irish Rose. Tenor Chas. Hart
Golden Gate. Duet Burr-Campbell
507 Mother Machree. Tenor Henry Burr
Carolina Sunshine. Baritone Elliot Shaw
508 Oh, What a Pal Was Mary. Tenor Chas. Hart
I'm Like a Ship Without a Sail. Duet. . Hart-Shaw
509 Asleep in the Deep. Basso W. Glenn
Davy Jones' Locker. Basso W. Glenn
510 You're My Gal. Duet Bernard-Hare
See Old Man Moon Smile. Duet. ... Bernard-Hare
511 I Don't Want the Doctor. Baritone. .. .J. Kaufman
Chasin' the Blues. Baritone Al. Bernard
512 Bedouin Love Song. Basso W. Glenn
Rocked in the Cradle of the Deep. Basso. .W. Glenn
LYRIC LATERAL RECORDS
4201 All the Quakers They're Shoulder Shakers.
Medley Fox-trot . . . .Yerke's Jazzarimb'a Orchestra
Patches. Fox-trot . . . .Yerke's Jazzarimba Orchestra
4202 I'll Be Your Once in a While. Fox-trot,
Yerke's Jazzarimba Orchestra
Swanee. One-step ....Yerke's Jazzarimba Orchestra
4203 Don't You Remember Those School Days,
Yerke's Jazzarimba Orchestra
My Baby's Arms. Fox-trot,
Yerke's Jazzarimba Orchestra
4204 Buddha. Fox-trot ....Yerke's Jazzarimba Orchestra
Caravan. Fox-trot ...Yerke's Jazzarimba Orchestra
4205 Tents of Arabs. One-step,
Waldorf-Astoria Dance Orchestra
Romance. Waltz. .Waldorf-Astoria Dance Orchestra
4206 My Cairo Love. Fox-trot,
Waldorf-Astoria Dance Orchestra
Just Another Kiss. Waltz,
Waldorf-Astoria Dance Orchestra
4207 Missouri Blues. Fox-trot Yerke's Novelty Five
High Brown Baby's Ball. Medley Fox-trot,
Yerke's Novelty Five
4208 St. Louis Blues The All Star Trio
Bow Wow. One-step The All Star Trio
4209 Oh! Fox-trot The All Star Trio
Beale Street Blues The All Star Trio
4210 Vamp. Fox-trot Bal Taberin Jazz Orchestra
You'd Be Surprised. Fox-trot.
Bal Taberin Jazz Orchestra
4211 Dardanella. Fox-trot ...Bal Taberin Jazz Orchestra
Blues My Naughty Sweetie Gives to Me,
Bal Taberin Jazz Orchestra
4212 The Laugh Song. Fox-trot,
Bal Taberin Tazz Orchestra
Yellow Dog Blues Bal Taberin Jazz Orchestra
POPULAR INSTRUMENTALS
(Cornet Solos, Etc.)
4601 When You and I Were Young, Maggie. Piano,
violin and 'cello Taylor Trio
Sweet Genevieve. Piano, violin and 'cello,
Taylor Trio
4602 Woodland Echoes. Harp, violin and flute.
Evening- Chimes. Harp, violin, flute and chimes.
4603 Juanita. Harp, violin and flute
Beautiful Dreamer. Harp, violin and 'cello
4604 Serenade (Schubert). Cornet solo
O Sole Mio (Di Capua). Cornet solo
BAND RECORDS
4801 March El Captain (Sousa) Lyric Military Band
Washington Post March (Sousa) .Lyric Military Band
4802 Stars and Stripes Forever Lyric Military Band
Semper Fidelis Lyric Military Band
WHISTLING AND NOVELTY RECORDS
4901 Bird Voices. Whistling solo, with orch.,
Sybil Sanderson Fagan
Listen to the Mocking Bird. Whistling solo,
with orch Svbil Sanderson Fagan
4902 The Radiance of Your Eyes. Saxophone solo._
Benny Krioger
SaxopatiQn. A saxophone riot Benny Krieger
February IS, 1920
THE TALKING MACHINE WORLD
229
VICTOR
DISTRIBUTORS
VICTORS EXCLUSIVELY
We make a specialty of getting the order
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI AND CHICAGO
Two points of supply ; order from the nearer
WM. H. REYNALDS
DISTRIBUTORS OF
Victrolas and Victor Records
MOBILE, ALA.
RECORD BULLETINS FOR MARCH
{Continued from page 228)
4903 "Dorothy." Bell solo, with orch. accorap., ■
Chris Chapman
Southern Melodies. Xylophone solo. .George Green
HAWAIIAN RECORDS
4701 Sweet Hawaiian Moonlight,
Harry J. Clarke's Royal Waikiki Orchestra
Hawaiian Smiles,
Harry J. Clarke's Royal Waikiki Orchestra
4702 Aloha Oe,
Harry J. Clarke's Royal Waikiki Orchestra
Kilima Waltz,
Harry J. Clarke's Royal Waikiki Orchestra
4703 Hilo March,
Harry J. Clarke's Royal Waikiki Orchestra
Wialana Waltz,
Harry J. Clarke's Royal Waikiki Orchestra
POPULAR SONG HITS
5201 Oh, What a Pal Was Mary. Tenor solo. Henry Burr
I Love You Just the Same, Sweet Adeline,
Peerless Quartet
5202 Bye-Lo Sterling Quartet
Not in a Thousand Years Henry Burr
5203 Isle of Dreams Sterling Trio
When You Are Gone You'll Soon Forget Me,
Peerless Quartet
5204 Rose of Romany Burr and Myers
Harvest Moon Sterling Trio
5205 There Never Was a Pal Like You Henry Burr
My Sugar-Coated Chocolate Boy. . Campbell and Burr
5206 Bless My Swanee River Home. .. .Peerless Quartet
Nesting Place of the Bluebird Sterling Trio
5207 You're a Million Miles from Nowhere .... Chas. Hart
Floating Down to Cotton Town.. The Shannon Four
5208 Lullaby Land Hart and Shaw
Mandy The Shannon Four
5209 In Your Arms Sam Ash
Girl of Mine Sam Ash
5210 Now I Know .Arthur Hall
I'm in Love with a Beautiful Baby,
Hall and Kaufman
5211 Wonderful Pal Hall and Kaufman
I Left My Door Open '. Jack Kaufman
5212 My Gal Arthur Hall
Pickaninny Blues Crescent Trio
5213 You Didn't Want Me When You Had Me,
Charles Hart
Weeping Willow Lane Hart and Shaw
5214 They're All Sweeties Billy Murray
That Wonderful Kid from Madrid. .. .Billy Murray
5215 Bake Dat Chicken Pie Collins and Harlan
Coon Loves His 'Possum Collins and Harlan
5601 Back Home on the Farm. Comic,
Golden and Hughes
The Two Bell Boys Golden and Hughes
5602 Cohen on His Honeymoon Monroe Silver
Cohen on Prohibition Monroe Silver
STANDARD SONGS
6201 Good Bye (Tosti). Soprano solo Ida Wells
Where My Caravan. Tenor solo. . . . Judson House
6202 Mighty Lak a Rose. Soprano solo, with violin,
obbligato Ida Wells
Coming Thro' the Rye. Soprano solo. ...Ida Wells
6209 Dear Heart. Tenor Sudworth A. Frazier
Sing Me to Sleep. Tenor Sudworth A. Frazier
6210 The Red Rose (From "Monsieur Beaucaire".
Baritone Joseph .Philips
Philomel (From "Monsieur Beaucaire"). Soiprano,
Inez Barbour
HYMNS
5902 The Ninety and iNine, Tenor Reed Miller
He Leadeth Me, Duet.. Reed Miller & Royal Dadmun
5903 I Need Thee Every Hour, Duet,
Reed Miller & Royal Dadmun
Safe in the Arms of Jesus, Tenor Reed Miller
SISTINE QUARTET RECORDINGS
6601 Alleluia — Jomelli Sistine Chapel Quartet
Miserator Dominus — Capocci The Sistine Trio
6602 Specioso facto es — G. Capocci. .Sistine Chapel Quartet
O Sacrum Convivium — G. Capocci,
Sistine Chapel Quartet
6603 Ave Maria — Gounod — Alessandro Gabrielh, Soprano
Violin Obbligato by Vera Barstow
O Sacrum Convivium — Perosi,
Sistine Chapel Quartet
6604 L'ora Vespertina — Antolisei. . .Sistine Chapel Quartet
II Ritorno del Gregge — Muller, Sistine Chapel Quartet
OPERATIC RECORDS
7201 Celeste Aida (Aida) — Tenor Ernest Davis
Barcarolle (Tales of Hoffmann),
Inez Barbour & Elizabeth Lenox
7202 La Donna e Mobile (Rigoletto) — Tenor,
Questa o quella (Rigoletto) — Tenor, Theodore Kittay
STANDARD INSTRUMENTAL RECORDS
8201 Intermezzo (Cavalleria Rusticana) — Violin Solo,
Vera Barstow
Garden Scene (Faust) — Violin Solo.. Vera Barstow
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it.
E. F. DROOP & SONS CO.
1300 G. STREET. WASHINGTON, D. C.
231 N. HOWARD STREET, BALTIMORE, MD.
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 63 N.
Pryor St.
Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.
Boston, Columbia Graphophone Co., 137 Federal
8t.
Buffalo, N. Y., Columbia Graphophone Co., 733-
35-37 Main St.
Chicago, III., Columbia Graphophone Co., 14 N
Michigan Are.
Cincinnati, O., Columbia Graphophone Co., 427-
429 W. Fourth Are.
Cleveland, O., Columbia Graphophone Co., 1371
Euclid Ave.
Dallas, Tex., Columbia Graphophone Co., 1011
Elm St.
Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Place.
Detroit, Mich., Columbia Graphophone Co., 401
Woodward Ave.
Indianapolis, Ind., Columbia Graphophone Co.,
207-217 W. Washington St.
Kansas City, Mo., Columbia Graphophone Co.,
1017 McGee St.
Los Angeles, Cai., Columbia Graphophone Co..
745 S. Broadway.
Minneapolis, Minn., Columbia Graphophone Co.,
412-414 Nicollet Are.
New Haven, Conn., Columbia Graphophone Co..
206 Meadow St.
New Orleans, I*a., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 55
Warren St.
Omaha, Neb., Schmoller & Mueller Piano Co.,
1311 Farnum St.
Philadelphia, Pa., Columbia Graphophone Co.,
210 N. Broad St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way.
Portland, Me., Columbia Graphophone Co., 48
Exchange St.
Salt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.
San Francisco, Cal., Columbia Graphophone Co.,
130-150 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 911
Western Ave.
Spokane, Wash., Columbia Stores Co., 161 South
St.
St. Louis, Mo., Columbia Graphophone Co., 1127
Pine St.
Tampa, Fla., Tampa Hardware Co.
Headquarters for Canada:
Columbia Graphophone Co., 54-56 Wellington
St., West, Toronto, Ont.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Woolworth Building New York
Standard Talking Machine Co
Pittsburgh
W. J. DYER & BRO.
DYER B'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
Sherman Jpay & Go.
San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
The PERRY B. WHITSIT CO.
Distributors of
Victrolas and Victor Records
COLUMBUS, OHIO
William Volker & Co., %r.S%'£Z, cT°°
DISTRIBUTORS
Complete Pathephone and Pathe Record Stocks.
The best proposition for the progressive dealer.
Victor Exclusively
EASTERN TALKING MACHINE CO.
177 Tremont Street, Boston
VICTOR DISTRIBUTORS
230
THE TALKING MACHINE WORLD
February 15, 1920
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INDEX OF ADVERTISERS
m niiinnni iiiiiiinniiiiiiiiinuniinniiiuiiiii iniiinniiniii i i in ninn inninn ininniiinuniiiniininiiiiinniii inuiiinni iniunii inn inninn nun inn
jiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
Acme Die Casting Corp 181
Acme Engineering & Mfg. Co 146
Acme Phono. Corp 176
Aeolian Co. Insert, following page 10
Amalgamated Phonograph Accessories Corp., Insert fol-
lowing page ■ • • ■ 82
American Phonograph Co 205
Andrews, W. D., & C. N 56
Ansonia Needle Co.' 173
.Arrow Phono. Corp 124
Astoria Mahogany Co 42
Automatic Container Co 147
Automatic Cover Support & Mfg. Co 35
B
B & H Fibre Mfg. Co .- 102
Badger State Cab. Co 204
Badger Talking Machine Co. 92
Bagshaw Co., W. H 84, 85
Baker-Smith Co 7201
Barnhardt Bros. & Spindler 76, 103, 150
Beacon Phono. Co 44
Beecroft, Clement 51
Belcanto Co ■ 6
Blackman Talking Machine Co 126
Bliss, Reproducer, Inc 188
Booth Felt Co., Inc 82
Boston Book Co • 43
Brilliantone Steel Needle Co 21
British Polyphon Co 223
Brooks Mfg. Co 69
Brown, McManus & Co 60
Bruno & Son, Inc., C 117
Brunswick-Balke-Collender Co.,
Insert following page 34, 106
Buehn Co., Louis 95
Buffalo T. M. Co 159
Bush & Lane Piano Co 157
Butterfly Phonograph Motor Corp 125
Cabinet & Accessories Sales Co 194,204
Cardinal Phonograph Co 123
Carpenter Paper Co 206
Chappell's ,. : 186
Cheney Talking Machine Co 120
Cherington Mfg. Co. 150
Chicago Ferrotype Co 143
Chicago Hinged Cover-Support & Balance Co 137
Chicago Talking Machine Co 130
-Chorister Phono. Co 107
Cirola Distr. Co 162
Classified Want Ads 217-218
Cleveland T. M. Co 39
Cliff Manufacturing Works, Inc 216
Cole & Dunas 152
Columbia Graphophone Co 18, 27, 34, 47, 50,
54, 58, 59, 75, 80, 101, 161, 167, 191
Columbia Mantel Co 110
Compton-Price Co 11
Condon & Co., Inc 15, 16. 17
Consolidated Talking Machine Co 140,149
Cox, Geo. Clay 208
Crafts Piano Co., A. J 209
Cressey & Allen 86
Crippen Co., Inc: ..52, 53
Crippen Record File Co 167
Crosley Phono. Co 204
Curry, Frank B 86
D
Delpheon Co . ... ! 107
Ditson Co., Oliver 23
Doctorow, D. R 212
Dodin, Andrew H 223
Doehler Die-Casting Co 81
Droop & Sons Co., E. F 7 229
Drying Systems, Inc 155
Duicitone Phonograph Co 24
Duo-Tone Co 34
Dyer & Bro., W. J 229
E
Eastern Talking Machine Co 83,229
Eclipse Musical Co 75
Edison, Inc., Thos. A Back Cover, 22, 62, 158
Efficiency Electric Co 213
Einson Litho., Inc 211
Eject-O-File Co., Inc 68
Elyea Talking Machine Co 36
Emerson Internationa], Inc 118
Emerson Philadelphia Co ' 96
Emerson Phonograph Co 100
Emerson Record Sales Co 72
Emerson Sales Co., Pittsburgh 20
Empire Phono. Parts Co 203
Empire Talking Machine Co. 93
Endless-Graph Mfg. Co 141
Enterprise Music Supply Co 36
Everybody's Talking Machine Co 215
Excel Cabinet Co. ■ 187
Faultless Caster Co 26
Favorite Mfg. Co. 217
Federal Electric Co '. 35
Federal Phono. Parts Co 144, 148
Feist, Leo 184,185
Fischer Co 13
Flctcher-Wickes Co 194
Franklin Phonograph Co 98
Fulton Bros. Mfg. Co 180
Fulton Talking Machine Co 202
Garford Mfg. Co '. 30
Gatcly-Haire Co., Inc 29
Geier & Bluhm 81
General Phonograph Corp.,
Inserts following pages 18, 66, 98
General Sales Corp 113
Gibson-Snow Co 65
Glcnwood Cabinet Co 42
Globe Dccalcomanie Co 36
Glynn, W. B., Distributing Co 65
Goldhert, Max I 191
Golds. en, C. M 216
Gramophone Co., Ltd. w 219
Grand Rap ds Brass Co 195
Grand Rapids Phonograph Co ! 116
Grand T. M. Co , Inc 227
Gray Co., Walter S 205
Great Eastern Manufacturers Ass'n 146
Gretsch Mfg. Co., Fred 74
Grey Gull Records 198
Griffith Piano Co. 65
H
Maag & Bissex ■ . . 99
Mallet & Davis Piano Co 88
Handy Mfg. Co 146
Harponola Co 156
Hartzell, Geo. W 165
Heath & Gorham 177
Herbert & Huesgen Co 82
Hessig-Ellis Drug Co 65
Heywood Bros. & Wakefield Co 12
Hiawatha Phono. Co 136
Hillnian & Son Phonograph Co 65
Hinds, Hayden & Eldredge, Inc 186
Hoffay Talking Machine Co 164
Hough, J. E., Ltd 220
Houghs L. W 89
Howard, E. C 203
Hunt, J. D., Mfg. Co 121
Huss Bros. Phonograph & Piano Co 27
Ilsley, Doubleday & Co 26
Independent T. M. Co 174
International Mica Co 76
International Motor & Machine Co 50
Interstate Phonograph Co 194
Iroquois Sales Co 112
J
Jacquith Machinery Bureau, Inc 86
Jewel Phonoparts Co 140
Johnson Sporting Goods Co., Inc., Iver 194
Jones-Motrola, Inc 49
K
Kent Co., F. C 101
Kesner & Jerlaw, Insert following page 42
Keystone Minerals Co 26
Kiefer-Stewart Co 65
Kirkman Engineering Corp 18
Knickerbocker Talking Machine Co 175
Kraft, Bates & Spencer, Inc 87
Krasberg Engineering & Manufacturing Corp 25
■Lakeside Supply Co., Inc 156
Lansing, E. H •. 89
Lanski Co ■ 169
Lawson Piano Co 47, 92
Lesley's 225
Lockwood, Vernon 221
Long Cabinet Co., Geo 108,109
Lorentzen, H. K 177
Lowe Co., Geo. A 164
Lucky 13 Phonograph Co 77, 78, 79
Lu-Franc Sales Service 45, 63, 81
Lundstrom Mfg. Co., C. J ' 46
Lyon & Healy 132
Lyons, J. I 146
Lyraphone Co. of Amercia 210
M
Magnavox Co 65
Magnola Talking Machine Co 19, 74, 91, 133,223
Mandel Mfg. Co., Inc 151
Manhattan Phono. Parts Co 71
Marshall & Co., C. L 65
McCarthy & Fisher 183
Mellor's 45
Melodia Co., Troy, 0 122
Melodia Co., Chicago, Ills 154
Mermod & Co 98
Metzler & Co 164
Meyercord Co 134
Mickel Bros. Co 229
Milwaukee Talking Machine Mfg. Co 170
Minneapolis Drug Co 65
Modernola Co 115
Montagnes, I., & Co 65
Musical Supply & Equipment Co 65
Mutual T. M. Co , 71
Myers Replayer Co 172
N
National Decalcomania Co 98
National Publishing Co 6
Natural Voice Phonograph Co 114
Neu & Co., H. G 105
New England Mus. I. T. Co 212
New England Talking Machine Co 80
Newman Bros. Co 134
New York Album & Card Co 4
New York Recording Laboratories, Inc.. Inside Back Cover
New York Talking Machine Co 130
Nice Co., B. D 182
Nye, William F 32
Ogden Sectional Cabinet Co., Inc 66
Ohio Sales Co 65
Operaphone Co., Inc 127
Operollo Co 178
Ormes, Inc 181
Oro-Tone Co 142
P
Paramount Talking Machine Co.,
Insert following page 50
Parks & Parks 41
Parr Mfg. Co 225
Path* Prcrcs Phonograph Co 196,197
I'cabody, Henry W., & Co , 202
Pearsall Co., Silas E 9
Peck-ham Mfg. Co 50
Peerless Album Co 10
Perm Phonograph Co 97
Perephone Co., Ltd 220
Perfect Automatic Brake Co 154
Philadelphia Show Case Co 38, 94
Phillips, Wm , 71
Phoenix Phonograph Co .' 144
Phoenix Trading Co * 171
Phonograph Appliance Co. 114
Phonograph Motor Corpn 55
Player Phone T. M. Co 137
Plaza Music Co 41, 51, 60, 67, 91, 105.
122, 164, 195
Pleasing Sound Phono. Co , 70
Plywood Corporation 74
Portable Phono. Co..' 99
Precision Castings Co 186
Prescott, F. M 121
Presto Phiono. Parts. Corp 206
Progressive Phonographic Supply* Co 188
R
Reed Co 163
Reflexo Products Co., Inc 28
Regina Co 18
Rene Manufacturing Co 179,202
Repeater-Stop Co ". 119
Rex Gramophone Co 222
Reynalds, Wm. H 229
Robinson, The Plater 137
Roemer Mfg. Corp 135
Roemer Sales Corp., M. M 181
Ross Talking Machine Co 211
Schmelzer Arms Co 80
Seeburg, J. P., Piano Co 147
Sherman, Clay & Co 229
Simon, P. W 215
Smith Drug Co., C. D 65
Smith, Kline & French Co 65
Smith Laboratories, H. J 200
Smith-Schifflin Co 218
Solotone Mfg. Co 96
Sona-Tone Phonograph, Inc. 161
Sonora Phonograph Sales Co., Inc.,
Inside Front Cover, Insert following page 26, '64. 65
Soss Mfg. Co 207
Sound Recording Co., Ltd. * 222
Southern Cal. Music Co 164
Southern Drug Co ." . 65
Southern Sonora Phonograph Co 65
Southwestern Drug Co 65
Stafford Mfg. Co 148
Standard Accessory Corp 33
Standard Talking Machine Co 229
Starr Piano Co 73
Steel, W. R 221
Steger & Sons Piano Mfg. Co 129
Stein-Burn Corp 190
Steinert, M., & Sons Co 83
Stephenson, Inc 189
Stern & Co., Jos. W 186
Sterno Manufacturing Co 214
Stewart T. M. Co 173
Stodart Phono. Co 128
Strevell-Paterson Hardware Co 65
Supplee-Biddle Hdw. Co 70
Supreme Phono. Parts Co 71
Talking Book Corp 211
Talking Machine World Dealer Service 192,193
Thomas & Proetz Lumber Co 200
Toledo Talking Machine Co 14
Tri-Sales Co. 175
U
Udell Works 19
Unit Construction Co 104
United Mfrs. & Dist. Co ; 57
United Phonographs Corp. 166
United Phono. Co 208
United States Music Co 13S. 139
Universal Cabinet Co 19
Universal Fixture Corp 90
Universal Stamping & Mfg. Co 145
Vacuum Record Lifter, Ltd 61
Van Houten, C. J., & Zoon 65
Van Veen & Co., Arthur L 40
Visconia Mfg. Co., Inc 54
Victor Talking Machine Co Front Cover, 5, 7
Vitanola Talking Machine Co 37
Volker & Co., W 229
W
Wade Co., R. C .-. 153
Wade & Wade 131
Wade Talking Machine Co 4S. 142
Wagner Phono. Co 207
Ward Co., C. E 50
Wathall Music Co 65
Watson Bros. & Co 88
Wcber-Knapp Co 63
Weymann & Son, II. A 9S
Whitsit Co., Perry B 229
Widdicomb Furniture Co 160
Wills & Paton 164
Windsor Furniture Co Ill
Wolf, Clifford A 227
Wollman T. M. Co 200
Wonder T. M. Co 215
Wright, Edwin M 67
Wurlitzer Co., Rudolph 229
Y
Yahr & Lange Drug Co 65
Yates, Chas. H 63
z
Zicgler, Baker & Johnson ...31,168
/
THE TALKING MACHINE WORLD
MM REG. U.S. PAT. OFF.
Paramount
Records
Lateral Cut — No Attachments Required
March Releases
20001
20002 "
" Dardanella — Fox-trot — (Felix Bernard-Johnny S. Black) —
For Dancing Benny Selvin's Novelty Orchestra
In Your Arms— Medley Fox-trot Int. "I Know Why" (Elmar
Floyd-Al. Glaser) — For Dancing
N Benny Selvin's Novelty Orchestra
' Isle of Golden Dreams — Waltz — For Dancing
Benny Selvin's Novelty Orchestra
Peggy — Fox-trot — (Harry Williams-Neil Moret) — For
Dancing Benny Selvin's Novelty Orchestra
33058
f Just for a Rose — Male Trio With Orchestra Sterling Trio
Bye Lo — (Ray Perkins) — Male Duet With Orchestra
Hall-Kaufman
33059 "
20003
Floatin' Down to Cotton Town — (Jack Frost-F. Henri
Klickman) — Male Duet With Orchestra Hall-Kaufman
When the Preacher Makes You Mine — Male Duet With
Orchestra ' Hall-Kaufman
Turkey in the Straw — Comic Solo With Orchestra
Billy Golden
Life Is a Merry-go-round — (Golden-Burt) — Comic Song
Dan Quinn
i Morning, Noon and Night — Overture — Part One — (Von
20004 -j Suppe) Rogers Symphony Orchestra
I Morning, Noon and Night — Overture — Part Two — (Von
• Suppe) Rogers Symphony Orchestra
20005
20006
' Baltimore Centennial March — (Herbert) — Military Band
Rogers Band
American Patrol — (Meachman) — Military Band
Rogers Band
■ Love's Dream After the Ball— (Czibulka)— 'Cello, Violin
and Piano Taylor Trio
Minuette in "G" — (Beethoven) — Violin Solo with Piano
Acc. Samuel Gardner
33060 1
r Love's Rosary — (George Buxton-Jennie Innella) — Tenor
Solo with Orchestra Henry Burr
Oh! — (Byron Gay-Arnold Johnson) — Tenor Solo with
Orchestra Billy Murray
Paramount records are recorded and made exclusively within our
' own Laboratories and Plants at New York and Grafton, Wisconsin
THE NEW YORK RECORDING LABORATORIES, Inc.
PORT WASHINGTON WISCONSIN
E. R. GODFREY & SONS CO., Milwaukee
Dutributora for Wisconsin, Michigan, Iowa,
Illinois and Indiana
ORDER BLANK
For March Lateral Cut Paramount Records
Record
Quantity Number
i . Record , Record
Quantity Number Quantity Number
_ J. Record
Quantity Number
Advertising
20001
20002
33058
33059
20003
20004
20005
20006
33060
. Supplements
. Hangers
. Envelope Circulars
.Window Announcements
Date
Order No.
Ship to
City & State.
Edison Message No. 66
What is the Realism Test? It is a
method of demonstrating to music
lovers, in your own store, that, if they
will forget their surroundings they
will experience, in listening to the
New Edison, exactly the same emo-
tions which they would feel if listen-
ing to the living singers, or players.
The Realism Test requires the Guy
Wise Scrapbook and the Realism
Test card.
On March 1st. your jobber's repre-
sentative will be in readiness to show
you just how the Realism Test is
made.
THOMAS A. EDISON, Inc.
Orange, New Jersey
JOBBERS OF THE NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS
CALIFORNIA
Los Angeles — Edison Phonographs,
Ltd.
San Francisco— Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
CONNECTICUT
New Haven — Pardce-Ellenberger
Co., Inc.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph Co.
James L Lyons (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA ■
Dcs Moines — Harger & Blish.
SioiUt City— Harger & Blish.
LOUISIANA
New Orleans — Diamond Music Co.,
Inc.
MASSACHUSETTS
Boston — Pardee-Ellenberger Col
Iver Johnson Sporting Goods
Co. (Amberola only). \
MICHIGAN ' -.*>
Detroit — Phonograph Co. of ->< i»*
Detroit
MINNESOTA
Minneapolis — Laurence H. • *■ ttJV^
Luckcr •
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City. ,
St. Louis — Silverstone Music
Co.
MONTANA
Helena — Montana Phonograph
NEBRASKA
Omaha — Schultz Bros.
NEW
YORK
Phonograph
Albany — American
Co.
New York — The Phonograph
Corp. of Manhattan.
Syracuse — Frank E. Bolway & Son,
Inc. W. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland — The Phonograph Co.
OREGON
Portland — Edison Phonograph
Ltd.
PENNSYLVANIA
Philadelphia — Girard Phono-
graph Co.
Pittsburgh — Buehri Phonograph
Co.
Williamsport — W. A. Myers.
RHODE ISLAND
Providence — J. A. Foster Co.
(Amberola only).
TEXAS
Dallas — Texas-Oklahoma Phono-
graph Ofc.CTSI36HK
UTAH
Ogden — Proudfit Sporting Goods
VIRGINIA
Richmond— The C. B. Haynes
Co., Inc.
WISCONSIN
Milwaukee — The Phonograph Co.
of Milwaukee.
tf-W-rv , ,V CANADA • r *V' '
Montreal— R. S. Williams. &
Sons Co., Ltd.
St. John— W. H. Thorne & Co.,
Ltd.
Toronto — R. S. Williams & Sons
Co.. Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg— R. S. Williams & Sons
Co., Ltd.
Babson Bros. (Amberola only).
Calgary — R. S. Williams & Sons
Co., Ltd.
VOL XVI. NO. 3
SINGLE COPIES. 25 CENTS
PER YEAR. TWO DOLLARS
matters fi)
sellers cf
talking^
machines
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, March 15, 1920
-WIIIIIIIINIMINIIINIIIIINIIIIIII^
The instrument by which
the value of all musical
instruments is measured
Victrola XVI
Entered as second-class matter May 2, 1905, at the .post office at New York, N. Y., under the act of Congress of March 3. 1879.
THE TALKING MACHINE WORLD
1
1 11
ill!
t
EACH year a Sonora sales agency becomes increasingly valuable. Sonoras are so wonder-
fully popular that every time production is doubled it seems that demand quadruples. We
are forced to build new factories without cessation.
THE INSTRUMENT OF QUALITY
onor,
CLEAR AS A BELL
is the leader of the phonograph world because its tone is of matchless beauty, because its de-
sign lines are of unequaled elegance, and because it is unrivaled for important features.
SONORA IS LICENSED AND OPERATES UNDER BASIC
PATENTS OF THE PHONOGRAPH INDUSTRY
Sonora brings more cash sales to dealers than does any other phonograph, for it is sold on a
qpialiiy basis and has at no time made easy payments the leading attraction.
Superb upright and period models are available. Prices, $60 to $2500.
Sonora $l)onograpf) Company, 3m.
NEW YORK: 279 Broadway
GEORGE E. BRIGHTSON, President
Canadian Distributors: I. Montagnes & Co., Toronto
For list of jobbers see double page advertisement in this publication.
The Highest Class Talking Machine in the World
The Talking Machine World
Vol. 16. No. 3
New York, March 15, 1920
Price Twenty-five Cents
EDISON JOBBERS START
SALES PLANS MEETING
JUDGING VOICES BY RECORDS
NEW HOME FOR C. B. HAYNES CO.
William Maxwell Will Attend Conferences
Which Will Be Held to Discuss the 1920
Sales Ideas He Originated and Perfected
The big conferences of Edison dealers, to be
held in various parts of the country for the con-
sideration of the Edison 1920 sales plans, began
with the meeting at Kansas City March 9-10, for
dealers in the Kansas City zone. William Max-
well, vice-president of Thomas A. Edison, Inc.,
and originator of these plans, attended this
as well as the other conferences. For March
11 the Silverstone Music Co., jobber at St. Louis,
arranged a conference for all of its dealers,
and on March 12 the Kipp Phonograph Co., of
Indianapolis, entertained its dealers with a
thorough explanation and discussion of the 1920
plans.
The Edison laboratories have been working
hard finishing the immense volume of work that
will make the 1920 prospectus a finished product
ready for the jobbers' travelers. William Max-
well promised the jobbers and dealers that the
portfolio would be shipped from the labora-
tories by March 1. It is very probable that some
of the jobbers received them before that time.
The 1920 prospectus, which an American ad-
vertising expert recently said incorporates one
of the greatest advertising and sales promotion
campaigns ever planned, is a most carefully
designed and prepared sales direction book. It
is asserted by those who had the privilege of
examining this prospectus that "for originality,
comprehensiveness, conciseness and as a maker
of record sales, it hasi no equal in the world."
Every jobber and those dealers to whom the
sales plans have been explained are enthusiastic
over the business outlook for 1920 and say that
the new prospectus will produce an immense
volume of sales — in dollars and cents — of Edison
instruments.
MAKE YOUR NAME VALUABLE
Arthur Brisbane, whose mind seems to com-
prehend many things with remarkable facility,
recently said something about advertising that
is worthy of the consideration of men in the
talking machine trade desirous of progressing — ■
a thought that is well worth accenting:
"When you start out to advertise, select the
one thing most important and advertise THAT.
Heinz had fifty-seven different things to sell,
but his real asset was HIS NAME — Heinz.
Now that he is dead, his name, because it was
properly advertised, is worth more in real cash
than all his pickle factories; more than all the
millions accumulated by him. Let scientific
advertising men show you how to make your
NAME, which can't burn down or be stolen,
worth more than all the rest of your plant."
K. R. MOSES GOES TO OMAHA, NEB.
K. R. Moses, Amberola sales manager for
g Thomas A. Edison, Inc., has resigned his posi-
tion to become sales manager for Shultz Bros.,
Edison jobbers at Omaha. Mr. Moses was
succeeded on March 1 by P. J. Burns, long in
the employ of Thomas A. Edison, Inc., and who
is now the Edison supervisor for Canada.
OPENS DEPARTMENT IN MARIETTA, 0.
The Carroll Music Co., Marietta, O., opened
last month its new talking machine department
in which several sound-proof demonstration
booths have been installed. Other improvements
will be added to, the store in the near future and
it will be one of the best equipped music houses
in Southeastern Ohio.
How Bonci, the Famous Tenor, Came to Select
Miss Brock as an Associate for His Recent
Concert in Brooklyn — Interesting Happening
A great tribute to the perfection of the talk-
ing machine record was recently paid by Ales-
sandro Bonci, the famous operatic tenor, who
has been giving a series of recitals throughout
the country. Desirous of selecting a soprano
singer who would assist him at his concert at
the Academy of Music, in Brooklyn, he sent for
a number of records of well-known singers so
that he might choose a voice that would blend
with his in duets and to intersperse the program
with songs. He was especially taken with the
voice of Miss Eleanor Brock, and the wisdom
of his selection of this clever artist was demon-
strated in the success which she and the great
Italian tenor scored at this concert.
The important point, as far as our industry is
concerned, is that managers are giving trials to
artists whose voices are submitted to them by
means of the talking machine record. Because of
its modern perfection it presents an exact photo-
graph of the range and quality of the voice, and
thus arouses sufficient interest on the part of
managers to invite artists for a personal hearing.
PHILLIPS & CREW CO. IN SAVANNAH
Branch Store of Prominent Atlanta House to
Be Opened in That City This Month
The Phillips & Crew Co., the prominent and
old-established music house of Atlanta, Ga., have
arranged to open a branch store at 139-145 Bar-
nard street, Savannah, Ga. The new quarters
are now being prepared for occupancy and the
opening will occur some time around March 15.
A complete line of pianos and player-pianos
with the Steinway as the leader will be carried
in the new store and there will also be a very
substantial Victrola department.
ATLANTA EDISON SHOP ENLARGED
C. William Bingeman Made Manager and
Secretary of Phonograph Corp. of Georgia
Atlanta, Ga., March 1. — C: William Bingeman
has been made manager and secretary of the
Phonograph Corp. of Georgia, which recently
took over the retail department of Phonographs,
Ltd., southeastern distributors of Edison phono-
graphs. The store at 182 Peachtree street will
in the future be known as the Edison Shop and
will be completely remodeled and improved. A
repair and service department will be added.
NOW SECRETARY OF CORNISH CO.
F. R. Alleman, of the Solotone Co., Assumes
New Post — Cornish Co. Activities
Washington, N. J., February 24. — F. R. Alleman,
of the Solotone Mfg. Co., of Philadelphia, has
been elected secretary of the Cornish Co., of
this city, which has been established for many
years in the production of pianos and players.
This large plant, with its great facilities, is now
also producing phonographs which it will
supply for the Solotone Mfg. Co. The Cornish
Co. is organizing for a considerable increase of
production.
A VICTOR FOR BEDFORD SCHOOLS
The school board of Bedford, Mass., has de-
cided to add a talking machine to the list of
necessary equipment of its schools and to this
end a Victor machine was ordered from the
Steinert Music House and will be used in the
classes in musical appreciation.
Large Virginia Edison House Expands and
Moves Into Handsome New Quarters — Its
Remarkable Growth Since Establishment
Richmond, Va., March 1. — The opening of the
handsome new .home of the C. B. Haynes Co.,
Inc., 19-21 West Broad street, marks the latest
expansion of this well-known Virginia music
house. The new building is modern in every
detail and the interior store arrangement con-
tains all facilities for efficient service to patrons.
Ten large demonstration booths are situated on
either side of the main aisle, at the end of
which are the executive offices, while a large
record department is another feature. This
house is exclusively Edison and has been since
1906, when C. B. Haynes became an Edison dis-
tributor.
This business, begun in a modest way by Mr.
Haynes, has grown rapidly and to-day controls
a home and a volume of trade that testify to
the position won. In 1915 a half interest in the
company was acquired by E. Bowman, who be-
came secretary and treasurer, and the firm took
the name of the C. B. Haynes Co., Inc. In the
fourteen years of its career this enterprising
Edison house has established an enviable repu-
tation throughout Virginia, the Carolinas and
the District of Columbia. When the new home
was opened admirably arranged full-page an-
nouncements in the daily press carried the news
to the public. Many congratulatory letters were
received by Mr. Haynes and his confreres on
the occupancy of their mew quarters.
PARTY LEADERS IN HEATED DEBATE
But Trouble Is Averted by Shutting Off Talking
Machine on Which New Campaign Records
Are Being Played at Republican Club Contest
A novel departure from usual campaign pro-
cedure was staged at the Central Republican
Club of the Ninteenth Assembly District, New
York, which took place at the clubrooms, 23
West 124th street, on the evening of February
25. By means of the new campaign records the
club was able to stage an interesting debate on
the League of Nations, the high cost of living
and other national problems. The debaters who
gave their views through the medium of the
talking machine were: United States Senators
Lodge and Harding, Republicans; William C.
McAdoo and Attorney General Palmer, Demo-
crats. In commenting on the affair the New
York Tribune said:
"Some see in the innovation the beginning of
the end of the spellbinder and the mass meeting.
It will be much simpler, they point out, for.
John Voter to sit at home and put a William
Jennings Bryan or a Charles Evans Hughes
disc on the old phonograph than to sally forth
to Madison Square Garden to hear them in
person.
"And then, one can always shut it off and put
on Bert Williams or somebody."
A. E. QUERINJEAN OFF TO EUROPE
A. E. Querinjean, sales manager of the Car-
dinal Phonograph Co., Newark, O., sailed for
Europe on Saturday, February 21, on the "New
Amsterdam." His sudden trip was caused by
the illness of his mother, who is ou the other
side. Mr. Querinjean plans to return during the
early part of April.
TO INCREASE CAPITAL TO $100,000
The Southern Photo Material Co., Victor deal-
er of Atlanta, Ga., has made application for a
revision of its' charter and authorization to in-
crease its capital to $100;000.
THE TALKING MACHINE WORLD
March 15, 1920
iiiiiimiii
Collection Problems Hinge Primarily Upon
the Manner in which the Salesman Operates
Tell the average talking machine salesman
that he is a collector of instalment accounts
and he is liable to feel somewhat incensed over
the reflection on the dignity of his position. He
will argue that selling is one thing and collect-
ing is quite another, yet the collection problem
hinges primarily upon the manner in which the
salesman operates in the first instance and upon
the basis on which the sale is closed with the
customer.
There is not, or at least there should not be,
a talking machine dealer or music merchant to-
day who has not impressed strongly upon his
salesmen the necessity of insisting upon proper
terms when making sales, considering the ability
of the customer to make the payments as pro-
vided and taking every other precaution to pre-
vent repossession. It would seem that the aver-
age salesman would realize that the repossession
of an instrument meant the loss of his com-
mission on the sale, but it seems as though in
some instances this loss does> not have the de-
sired effect and it is necessary for the merchant
himself to make drastic rules governing the
situation in order to protect his business.
Sales that lead to repossessions are, in a
great many cases, due not to the ignorance of
the salesman, but rather to his inclination to
take a chance. He realizes that there is a possi-
bility that the customer cannot meet the terms
of the contract, but gambles on the chance that
once the instrument is in the house the customer
will strain his resources to keep it there. Quite
often the idea works out, but it proves faulty
a sufficient number of times to make it a bad
gamble.
It is not always possible to close every sale
for cash, even in these days of prosperity, but
it is possible to arrange for terms that will
clean up the sale within a year, or eighteen
months, and give the customer a substantial
equity in the instrument within three, four, or at
most six months. It is this equity that dis-
courages any inclination to skip payments
through carelessness or with the idea that it can
be done with impunity.
A sale properly made really serves to make
unnecessary the work of the collector, for it
makes it obligatory on the customer to meet the
payments on his own accord. Sometimes a
letter may be necessary to refresh the memory.
111111111111111111111111111
but that should be the only requirement to
bring in the payments in regular order.
A salesman has been known to offer as an
argument that a customer desired a certain type
of machine and could not purchase it on terms
such as 20 per cent down and 10 per cent
monthly. It is quite possible in such a case to
turn the sale to a lower-priced instrument and
thereby do the customer a favor by preventing
him from putting himself under an obligation he
cannot hope to meet without sacrifice. It is to
be remembered that 75 per cent of customers,
especially those in limited circumstances, are
inclined to over-estimate, rather than under-
i
§§ The Sales That Lead ■
|j to Repossessions Are H
1- Often Due to the In- J
[ clination of Salesmen (
H to Take a Chance . . j|
illlllllllllllllllllllllllllilllllllllllllllllllllllllW
in cases where the customers appeared to be all
right, met the minimum terms in full or better,
but had fraudulent intentions, or where the cus-
tomer met with serious reverses that could not
be ordinarily foreseen.
A plan adopted by a Philadelphia house pro-
vides a bonus for the salesman where accounts
are closed up ahead of schedule time, as pro-
vided under the minimum term arrangement.
Both the salesman and the house benefit under
this plan, for, while the salesman gets the bonus,
the house gains in interest charges on the
money thus brought in ahead of time.
The old idea of making the sale and then let-
ting the collector worry about getting the money
has long gone by the boards, and the concern
that permits its salesmen to follow that plan
is not going to get very far in these davs of
heavy overhead costs. The new system is tough
on professional collectors, but good for business.
H JOHN McCORMACK'S WORLD TOUR
Famous Victor Artist Leaves in June for Tour
of Australia, Great Britain and the Continent
estimate, their ability to meet payments. They
gauge their resources on a maximum basis and
do not take into consideration unusual expenses,
temporary loss of income, etc. The salesman,
for his part, should value their promises on that
basis.
There was an Eastern dealer some years ago
who brought up the salesmen with a sharp turn
by making them liable for cartage charges and
repair costs on repossessed instruments, in addi-
tion to loss of commission. There was naturally
considerable protest, but the salesmen for their
own protection improved their selling methods,
watched terms, took more precaution in study-
ing customers, and soon reached the point where
repossessions dropped off almost entirely. In
this particular case the merchant was fair
enough to stipulate that the salesman should
not be punished for repossessions made under
circumstances over which he had no control, as
John McCormack, the famous Irish tenor and
Victor artist, has planned an extensive world
tour. He will leave San Francisco for Van-
couver early in June for a tour of the Com-
monwealth of Australia and the Dominion of
New Zealand. Leaving the Southern hemis-
phere early in 1921, he will go direct to Lon-
don by way of the Suez. Following a series of
concerts in Great Britain and Ireland Mr. Mc-
Cormack will visit several of the European
capitals, and in all probability the capital of
Egypt, returning to America in October, 1921.
The party will include Mr. and Mrs. McCor-
mack, the three McCormack children and
brother James McCormack; Edwin Schneider,
a'ccompanist; Donald McBeath, violinist, and D.
F. McSweeney, manager. It is a matter of
satisfaction, however, that John McCormack
will still be with us during his absence, through
the medium of his delightful Victor records.
Edward Barnes Towne, manager of the Hart-
ford, Conn., branch of the Columbia Grapho-
phone Co., was married last month to Miss Ida
Simoneau, of Bridgeport, Conn.
Fieure No. 1 shows the cabinet in uniform when
equipped with 10-in. container in a 12-in. cover together
with a regular 12-in. album.
SO simpk. Pa.
tkat aduld
can. mjtartffy
fina tJi£ record
SIMPLIFIED INDEX SYSTEM
Boston, Mass. : Boston Talking Machine Accessories Co.
Chicago, 111.: T. J. Cullen.
Cole & Dunas Music Co.
Cleveland, Ohio: Cleveland Talking Machine Co.
Milwaukee, Wis.: Yahr & Lange Drug Co.
New York: Plaza Music Co.
Amalgamated Phonograph Accessories
Corp.
Pittsburgh, Pa.: The Reed Co.
C. C. Mellor Co.
Standard Talking Machine Co.
Washington, D. C: E. F. Droop & Sons Co.
Chicago fac-
tory is now
in full swing
on the loose
leaf record
album.
Redoubled factory
space gives us facil-
ities that save money
and time for you.
Quotations F.O.B.
N. Y. or Chicago.
Our Album is constructed
under our own patents
for durability and style.
Figure No. 2 Illustrates a 10 in. container with a 12 in.
cover ; also shows the staples lifted from position for
removal of pockets should they become worn.
Figure No. 3 shows the
staples replaced into posi-
tion by means of pressure
of thumb.
NEW YORK ALBUM & CARD CO., Inc.
Executive Office and Factory: 23-25 LISPENARD STREET, NEW YORK
Chicago Factory: 415-17 S. JEFFERSON STREET, CHICAGO
THE
' ^ ALBUM
FOR RECORDS
THAT HAS A RECORD
March 15, 1920
THE TALKING MACHINE WORLD
5
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Victor
Supremacy
Victor supremacy is a real asset
for every music retailer.
Just how much of an asset de-
pends upon the retailer himself-
Victrola VI, $35
Mahogany or oak
with no limit to the measure of his
success.
"Victrola"
is the Registered Tradtmark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Wholesalers
Albany, N. Y.
Atlanta, Ga. . .
Baltimore, Mil.
Birmingham, Ala.
Boston, Mass, . . .
.Gately-Haire Co., Inc.
, Elyea Talking Machine Co.
Phillips & Crew Piano Co.
.Cohen & Hughes.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
.Talking Machine Co.
.Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
.American Talking Mach. Co.
G. T. "Williams.
Brooklyn, N. Y. . . .
Buffalo, N. Y W. D. & C. N. Andrews.
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt. ...American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, III Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
Columbus, O. .•. The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, Ia Mickel Bros. Co.
Detroit, Mich Grihnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Honolulu, T. II. ...Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas.
Indianapolis, Did. ..Stewart Talking Machine Co.
Jacksonville, Fla. ..Florida Talking Machine Co.
Kansas City, Mo. ..J. W. Jenkins Sons Music
Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Dos Angeles, Cal. ..Sherman, Clay- & Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis. .
Minneapolis, Minn
Mobile, Ala
Newark, N. J
New Haven, Conn
New Orleans, La..
New York, N. Y.r,
Omaha, Nebr.
Peoria, 111
Philadelphia, Pa..
Pittsburgh, Pa. . .
Portland, Me
Portland, Ore.
Richmond, Va.
Rochester, N. Y..,
Salt Lake City, C.
San Francisco, Cal
Seattle, Wash. .
Spokane, Wash.
St. Louis, Mo. . .
St. Paul, Minn.
Syracuse, N. Y. .
Toledo, O
Washington, D. C
.Badger Talking Machine Co.
..Beckwith, O'Neill Co.
,.Wm. H. Reynalds.
..Collings & Co.
.The Horton-Gallo-Creamer
Co.
.Philip Werlein, Ltd.
.Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Landay Bros., Inc.
New York Talking Macb. Co.
Ormes, Inc.
Silas E. Pearsall Co.
.A. Hospe Co.
Mickel Bros. Co.
.Putnam-Page Co., Inc.
.Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
.Cressey & Allen, Inc.
.Sherman, Clay & Co.
.The Corley Co., Inc.
.E. J. Chapman.
.The John Elliott Clark Co.
..Sherman, Clay & Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Koerber-Brenner Music Co.
.W. J. Dyer & Bro.
,W. D. Andrews Co.
.The Toledo Talking Machine
Co.
.Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
Victor Talking Machine Co,
Camden, N. J., U. S. A.
Victrola IX, $70
Mahogany or oak
Victrola XI, $130
Mahogany, oak or walnut
Victrola XVI, $250
Victrola XVI, electric, $312.50
Mahogany or oak
6
THE TALKING MACHINE WORLD
March IS, 1920
AN IMPORTANT ACCESSORY— ALBUMS FOR FILING DISC RECORDS
The enormous demand for "National" Record Albums keeps apace with the ever increasing demand for machines and records, and
our output capacity has been enlarged to meet the greater needed supply. Record Albums have proved themselves to be the best and most con-
venient, as well as economic, method of filing and keeping disc records.
THE ALBUM
soon pays for itself in time-
saving and preserving records.
The initial cost is really an in-
vestment which comes back four-
fold.
MAKING THEIR SELECTION
Illustrating the daily actual usage of the Album,
the most convenient antf satisfactory record filing
system extant.
THE PERFECT PLAN
The pockets holding the records are substantially
made from strong fibre stock, firmly joined together
and bound in attractive covers.
A PLACE FOR EVERY RECORD AND EVERY RECORD IN ITS PLACE
Albums are an Indispensable Requisite in the talking machine business and wherever records are sold. An accessory that is neces-
sary and worth while. Practical and handy. Save time and records. A profitable adjunct to the business. All owners of machines and records
want Albums to file and preserve their records.
We manufacture disc Record Album containing 12 pockets to fit cabinets of all sizes and styles. We also make Albums containing
17 pockets. With the indexes they are a complete' system for filing all disc records.
For durability, finish and artistic design, our Albums are unsurpassed. We have unexcelled manufacturing facilities, and considering
quality our prices are the lowest. Write us, giving quantity you may desire, and we will quote prices.
WE MAKE ALBUMS TO CONTAIN VICTOR, COLUMBIA. EDISON, PATHE, VOCALION AND ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO. - 239 S. American Street -
CHICAGO OFFICE : 508 S. Dearborn Street
PHILADELPHIA, PA.
TALKING MACHINE EXPORTS GROW
Exports' Including Records, for Twelve Months
Ending December 31, 1919, Total $6,193,387
Washington, D. C, March 6. — In the sum-
mary of exports and imports of the United
States for the month of December, 1919 (the
latest period for which it has been compiled),
which has just been issued, the following fig-
ures on talking machines and records are
presented:
The dutiable imports of talking machines and
parts during December, 1919, amounted in value
to $67,843, as compared with $15,542 worth
llllllllllllilllllllllllllllH
Peerless
Metal Back Album
which were imported during the same month of
1918. The twelve months' total ending Decem-
ber, 1919, showed importations valued at $558,-
253, as compared with $312,966 worth of talking
machines and parts imported during the same
period of 1918.
Talking machines to the number of 4,855,
valued at $133,336, were exported in December,
1919, as compared with 7,286 talking machines,
valued at $329,424, sent abroad in the same
period of 1918. The twelve months total showed
that we exported 66,157 talking machines, valued
at $2,490,719, as against 64,459 talking machines,
valued at $1,906,052 in 1918, and 89,161 talking
machines, valued at $2,395,775 in 1917.
Illlllllllllllllllllllllllllllllllllllllilllllllllllllllllllllllllllllllllllllli
The total exports of records and supplies for
December, 1919, were valued at $391,570, as
compared with $171,579 in December, 1918. For
the twelve months ending December, 1919, rec-
ords and accessories were exported valued at
$3,702,668; in 1918, $2,276,357, and in 1917,
$1,953,852.
INCORPORATED
The Fromkess Phonograph Co., New York,
has recently been incorporated with a capital of
$20,000. The incorporators are E. Propper and
M. and S. Fromkess, 341 East Eighty-second
street.
inn
Does it-stand the strain?
I'LL SAY IT DOES!
Albums Sell Records
It's not hard to sell an umbrella when it's raining — it's no trouble at all
to sell furniture to a man who has just built a house — it's a cinch to
sell records to the owner of an empty record album.
Manufacturers: give your dealers a chance to sell more records by
giving them a phonograph with a liberal filing capacity in the form
of Peerless albums.
Dealers: expose yourselves to greater record sales — throw them in your
way by throwing the album temptation in the way of each of your
customers — sell one Peerless album today and twelve records to-
morrow.
Prices and samples on request
PEERLESS ALBUM COMPANY
PHIL RAVIS, President
43-49 Bleecker Street NEW YORK CITY
Representatives: BOSTON, L. W. Hough. 20 Sudbury Street;
CHICAGO. W. A. Carter. 57 E. Jackson Blvd.; SAN FRANCISCO, Walter S. Gray Co.. 942 Market St.
Our Standard Grade m
Lowest-Priced Quality
Album on the Market
llllllllllllllllllll
March 15, 1920
THE TALKING MACHINE WORLD
1
Victrolo IV, $25
Oak
Victrola VI, $35
Mahogany or oak
Victrola VIII, $50
Oak
Victrola IX, $70
Mahogany or oak
Victrola X, W $H0
Mahogany, oak or walnut
Victor
Supremacy
is firmly established on a basis of
great things actually accomplished.
A supremacy that is growing
greater every day — that insures
ever-increasing prosperity to every
Victor retailer.
"Victrola" i« <he Registered Trade mark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
'WtiBWI&gL.
m
Victrola XI, $130
Mahogany, oak or walnut
Victrola XIV, $200
Mahogany, oak or walnul
Victrola XVI, $250
Victrola XVI, electric, $312.50
Mahogany or oak
Victrola XVII, $300
Victrola XVII, electric, $365
Mahogany or oak
8
THE TALKING MACHINE WORLD
March 15, 1920
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President
J. B. Spillane 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
L. M. ROBINSON, Advertising Manager
Trade Representatives: Wilson D. Bush, C. Chace, Edward Lyman Bill, V. D. Walsh,
E. B. Munch, Chas. A. Leonard, Scott Kingwill, L. E. Bowers, A. J. Nicklin
Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,
Wabash 5774.
Boston: John H. Wilson, 324 Washington Street
London, Eng-., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the
principal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per Year;
Canada, $3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
t®= NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, MARCH 15, 1920
| EDISON'S ANALYSIS OF LABOR CONDITIONS
THERE are few figures in the public eye to whose natal day is
accorded such universal recognition as that of Thomas A. Edison,
whose seventy-third birthday occurred recently. From President
Wilson, members of the Cabinet and public men in all walks of
life, as well as from his associates and fellow-workers in the great
Edison plant he received the most cordial testimonials of affection
and esteem. The leading papers of the country also discussed in a
very interesting way Thomas A. Edison's comments upon labor
conditions, which formed the basis of an interview which he gave
out in connection with his birthday festivities.
The present trend in labor circles toward shorter hours and
less production was pertinently covered by Mr. Edison, who said :
"To-day I am wondering what would have happened to me by now
if fifty years ago some fluent talker had converted me to the theory
of the eight hour day, and convinced me that it was not fair to my
fellow-workers to put forth my best efforts in my work. I am glad
that the eight .hour day had not been invented when I was a young
man. If my life had been made up of eight hour days I don't be-
lieve I could have accomplished a great deal. I am not against the
eight hour day, or any other thing that protects labor from ex-
ploitation at the hands of ruthless employers, but it makes me sad
to see young Americans shackle their abilities by blindly conforming
to rules which force the industrious man to keep in step with the
shirker."
Mr. Edison further pointed out that the present conditions
make it difficult for the working man to improve his condition and
station in life by his own efforts, and dwelt upon the fact that one
of the principal reasons why American progress in the past was
possible was that every man had a chance to become whatever he
wanted to be. "It used to be fashionable to be ambitious," further
remarked Mr. Edison. "The employe planned to become an em-
ployer; the unskilled man sought to become more skillful ; the young
man was not well thought of if he was not striving for a higher
place in life. There appears to have been a change within recent
years. The present disposition is seemingly to say in effect : 'I am
what I am and so shall I remain. I aspire to nothing better than
my present job. I ask for nothing except larger wages and shorter
hours.' "
In this analysis of conditions Mr. Edison goes right to the
bottom of things and affirms what is a trusim — that work makes
success. No individual or business can prosper by accident. There
must be determination, concentration, to win out, and this calls for
work, enthusiasm, efficiency.
Mr. Edison sets forth in this timely sermon the old American
ideal that has made our nation what it is to-day and his remarks
should form the basis of lectures and discussions in our great edu-
cational institutions — they merit the closest consideration of
every American, no matter what his station in life.
GREAT INCREASE IN FOREIGN TRADE
T N the figures bearing upon the exports and imports of talking
1 machines and records which appear elsewhere in The World, it
will be noted that there has been a steady increase in all branches
of our foreign trade. Exports of talking machines for the twelve
months ending December, 1919, were valued at $2,490,719 as against
$1,906,052 in 1918. The greatest increases in exports were in rec-
ords and supplies, which for the twelve months ending December,
1919, were valued at $3,702,668 as compared with $2,276,357 in
1918. Records of American manufacture are undoubtedly growing
in favor throughout the world, and in South America particularly
they have obtained quite a market, which is destined to increase as
the merits of these products become more widely known.
The imports of talking machines, records and parts continue
to be small, comparatively speaking, the twelve months total ending
December, 1919, being placed at $558,253 as compared with $312,-
966 in 1918. The closing months of last year, however, have been
showing a steady increase in imports, and in December alone the
imports of talking machines and parts were valued at $67,843 as
compared with $15,542 for the same month of 1918. This, of
course, can be attributed to the fact that shipments to and from
Europe are now being made with more regularity than just after
the war, and this satisfactory condition is being felt in both domes-
tic and foreign trade.
CONCENTRATING ON THE WHOLESALE END
THE general tendency among talking machine jobbers to discon-
tinue such retail departments as they have maintained with a
view to concentrating their efforts on the wholesaling of machines
and records has been viewed with satisfaction by dealers generally
who for several years have been advocating such a move. Under
ordinary circumstances, with goods plentiful, the retail department
of the jobber's establishment represented simply one more retail
competitor, and in most cases not a very active competitor. With
the serious shortage of stock, however, both in machines and records,
the jobber's retail department appeared to grate more and more on
the nerves of the retailer who felt that no matter how fair and just
the wholesaler might be in the allotment of goods to his own store,
machines and records were being placed therein that might have
served to relieve one or more dealers of embarrassment, temporarily
at least.
There are, of course, a number of cases where wholesalers
conduct tremendous retail musical establishments, handling musical
goods of all kinds from pianos down to sheet music. In such cases
the retail talking machine department is an essential factor not alone
for the volume of retail business that might be done in comparison
with general business, but as bearing out the company's advertised
statements that it handles everything in music. It has been notice-
able, however, that during the shortage even these big houses kept
in their departments only a sufficient stock to give some indication
of what the department was intended to carry, but did not endeavor
to stock up at the expense of their dealers.
Where feasible the "wholesale only" idea is spreading rapidly
and is in a sense a form of preparation for the future. When pro-
duction catches up in some measure with the demand, the whole-
salers who have no retail business to worry about will find plenty
of opportunity for keeping goods moving from the factory to the
dealer's shelves.
CAPITALIZING CONCERTS OF RECORD ARTISTS
THAT the talking machine has proven a powerful factor in
developing a wide appreciation for music of all kinds, and par-
ticularly of the better sort, is undisputed, and the manufacturers of
records generally are proceeding along proper lines to capitalize this
increased interest by hooking up their advertising with the appear-
March 15, 1920
THE TALKING MACHINE WORLD
9
ance in concert and recital of the various leading recording artists.
This tendency of record companies to call attention, through
special advertising, to the fact that certain concert artists record ex-
clusively for this or that company has been particularly noticeable
during the present season. The advertising must of necessity be
special and local in character, fitting in with the concert recital dates
as announced through ordinary channels.
There is no question but that a recording artist has a distinct
fascination for that great proportion of the public owning talking
machines, for it almost generally happens that the records by well-
known artists are purchased before the artist has been heard in
person. Under such circumstances the record owner feels a personal
interest in his favorite recording artist.
This interest has been proven on more than one occasion
through the concerts given by the group of record artists, including
Collins & Harlan, Van Eps, Meyers, Henry Burr and several others.
In cities where regular dramatic or musical comedy companies could
not make expenses the record makers have made it necessary to
hang out the S. R. O. sign, and it is safe to say that for everyone
who came solely for the purpose of hearing a program of popular
music there were ten who came because they felt that they were
acquainted with the artists through their records and were anxious
to see and hear those artists in person.
The advertising of the manufacturers in connection with the
concert appearance of artists offers an example that should be
followed by dealers either in advertising concerts on their own
account, or in supplementing the advertising of the manufacturers.
It is the sort of advertising that is direct in interest and direct in
results. 1 * *
SELF-SERVICE IDEA ENCOURAGES SALES
THE self-service idea in record selling is steadily gaining ground
in all sections of the country as the retailers learn to appreciate
the value of such service in building up record sales. The idea is
not entirely original in the talking machine trade, for the same plan
has worked out in book stores and other channels for a number of
years, and is based primarily on the theory that while some cus-
tomers demand the services of a salesman there are others who
prefer to browse around themselves — look over records at their
leisure and feel free to select or reject any of them without having
the salesman cast upon them a glance of deep regret.
The self-service idea gets away from the obligation to purchase
in one sense, but on the other hand encourages purchase. The aver-
age customer enters the talking machine store with a definite object
in view. He wants this or that record, or to hear certain styles of
records from the new monthly list. The salesman may, or may not,
be able to persuade the customer to spend enough time to listen to
two or three other records on the chance that they may appeal to
him. It often happens that even when a customer cares to listen
to an extended demonstration he does so with the feeling that he
must make some purchase to justify taking the salesman's time.
With a hundred or more records in the rack before him, however,
the customer is inclined to look over the lot at his leisure, and in the
course of the inspection frequently finds one or several records re-
garding the existence of which he was in ignorance. He frequently
is highly elated over his find and a purchase is made with practically
no selling effort.
This saving of selling effort alone in many ways serves to more
than pay for the cost of installing the self-service equipment. No
customer can hope to inspect all the records in a dealer's stock, nor
can any salesman be expected to demonstrate to any one customer
even a small fraction of those records, but if the self-service rack is
well filled with the lesser known selections and the assortment is
changed at frequent intervals, the regular visitor can with little
effort inspect almost the entire line. This, in truth, represents
service that goes beyond the selling point.
RECORDS OF QUALITY GROW IN FAVOR
A FEATURE of the record situation that is, or should be,
gratifying to the trade at large is the tendency of the various
record manufacturers — and they have increased in number greatly
during the past couple of years — to give closer attention to the
quality of their product. It is not stretching a point, to say that
the success of the talking machine business depends primarily upon
the quality of the records made available to the public.
A machine without records is useless and a machine for which
only poor records are available quickly loses interest for its owner.
When, as at present, a talking machine owner can secure records
of the great artists, whether in the operatic or popular field, and can
find in those records music of a quality that makes the preservation
of the record worth while, then the industry is bound to broaden
out and develop.
The value of a record lies not alone in the cost of labor and
material entering into it. It hinges largely upon the cost of securing
artists of reputation and ability. So long as the record companies
realize this fact and feature good artists and good music rather than
the price argument, so long will they enjoy the proper recompense
for their -efforts.
STIMULATING AN INTEREST IN MUSIC
THE action of a number of talking machine dealers in central
New York State in organizing a concert bureau for the pur-
pose of developing musical interest among the public in that
section through the bringing of prominent record artists to the
various cities to appear in concert is a move worthy of emulation
in other sections of the country. Through co-operation the effect
of the concerts is increased immeasurably and the cost to the
individual dealer cut to a minimum. It is building for the future
of the trade along constructive lines calculated to keep musical
interest constantly at high pitch.
REG. U.S.PAT.OFF
AN EQUATION
Ormes Service is to Victor Merchandising as a setting is
to a perfect diamond.
ORMES, inc.
Wholesale Exclusively
26 East 125th Street NEW YORK
THE TALKING MACHINE WORLD
March 15, 1920
The Advertising That Keeps a Store Before I
the Public in a Profitable Way :: B? JosePh 1 Carro" I
Mgr. of Sales, Emerson Phono. Co.
Illllllllllllllllllilllllllllllllllll
In a previous article in The World, I talked
on a few unusual angles of advertising, some of
which are not generally in mind when the sub-
ject is discussed. However, what follows is
more in the light of what most everyone thinks
of when the matter of advertising is considered.
In writing on most any subject it is rare that
anything new is told. More often it is some-
thing most of us know, but served up with a bit
different dressing. Therefore I claim no origi-
nality but put before you some thoughts on the
general subject of advertising which may bring
more vividly before you a picture that, while
familiar, has perhaps become somewhat blurred
and indistinct, because of other and more urgent
things having demanded all your attention.
Did it ever occur to you that if a pretty girl
were to wear a heavy veil to conceal her good
looks from the admiring gaze of the great ma-
jority of the public, ever eager to revel in the
thrill of a beautiful face, many restaurants would
go out of business; likewise theatres would go
a-begging for patronage, while ministers would
be far less active in tying the nuptial knots?
The reason is obvious.
As a pretty face and a modish gown attract
admiration so, too, a merchant's show windows
can be made a valuable asset in interesting the
passer-by, provided the windows be dressed in
effective fashion, employing advertising helps
that portray pleasingly and distinctively faith-
ful and engaging descriptions of the merchandise
carried within.
The dealers who sell talking machine records
and who are bent upon building up thriving de-
partments invariably subscribe to the handsome
"window display services" which various record
lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
companies offer their dealers at a very reason-
able cost. These "services" are done in bright
colors, the subjects closely linked with the
month's releases. The display, as a whole, is
bound to draw that intensely inquisitive and
fixed attention which automatically leads to
sales.
The profit from a very few extra records sold
i
| Why Not Capitalize J
H Window Advertising? ■
| — How Movie, Bill- j
H board and Newspaper I
1 Publicity Will Help |
■
will pay for the "service." All live dealers rec-
ognize this "display service," which changes
monthly, as something decidedly good, and es-
pecially productive of results..
It is almost unbelievable that a merchant could
possibly blind himself to the considerable in-
crease in sales certain to follow the showing of
this "window display" which is designed par-
ticularly to invite attention favorably to certain
records. Strange to say, there are some dealers
who stubbornly refuse to appreciate the value of
this specialized display. They alone suffer.
I
Phonograph Fodder
They wonder why they don't sell more rec-
ords; why folks pass their door and stop in .at
their competitors'. Too often they blame it on
the records, whereas the loss of sales — mean-
ing profits — is practically always directly trace-
able to their false and narrow economy; their
niggardly methods. They may be storekeepers
but rarely become really up-to-the-minute, suc-
cessful merchants. Let every retail merchant
take displays of all kinds out of his windows,
and the loss of sales would be so great that few
could afford to stay in business.
The advertising power of your show window
is valuable. Why not capitalize it to the most
productive degree? Change the display fre-
quently. Make each change tell a new story.
Whenever there is a holida3r season, such as
Christmas, New Year's, Thanksgiving, Hal-
loween. Election Day and the like, as well as
any special local occasion, link up your window
display and also your newspaper advertising
with it, so that it will have a strikingly timely
significance. It is bound to create favorable
attention.
The window can be made a decided asset for
valuable publicity. It's the narrow-minded,
short-sighted dealer who fails to grasp it. The
merchant who is keen, and building for the fu-
ture, forgets the slight initial expense in his
eagerness to use to best advantage a pro-
nouncedljr good "window service," that cannot
but add largely to his list of customers.
Another source of available publicity is your
neighborhood moving picture theatre. It is a
constant gathering place for practically all
classes. Many people will go there several times
(Continued on page 11)
A FTER all is said and done, hits are what people want— and
1 * hits are what most people will continue to select, when they
are buying phonograph fodder.
If you handle hits, business will come walking right in your
front door. If you don't handle hits, trade will tag the man
who does.
Emerson has a reputation for getting out the worth-while hits —
both song hits and dance hits — and getting them out well in
advance of the "trailers."
We are distributors of Emerson Standard 10-inch Gold Seal
Records in the Metropolitan district. When you need quick-
selling records — real lively steppers — give us a call.
Emerson Record Sales Company, Inc.
Exclusive Distributors of Emerson Standard 1 0-inch
Gold Seal Records in the Metropolitan Territory
6 West 48th Street, New York City
I
March 15, 1920
THE TALKING MACHINE WORLD
11
each week. Some folks never miss a night. In
consequence, it offers excellent opportunities for
gaining instant sales-producing attention from
your public at a time when they are in good
humor, and ready and willing to assimilate
bright, pointed and clever advertising notices.
Resourceful dealers appreciate the value of
arranging for display on the screen of attrac-
tive slides, keeping the latest records and ma-
chines insistently and interestingly before the
prospective buyer's mind.
Still another use of the moving picture house
is to have the monthly bulletins of new releases
placed in movie programs, or put upon a stand
or table at the entrance or foyer where the
bulletins can be taken up at the same time that
weekly announcements of new pictures are
sought by the "movie fan." Both of the above
ideas are commonly used and agreed to be
worth-while advertising.
The dealer who is alive to the big and con-
stantly expanding future^ of the phonograph and
record industry, the man who is earnestly reach-
ing out for the most productive forms of ad-
vertising, will readily agree that outdoor "bill-
boards" afford a "pulling force" for increased
demand of the highest voltage.
I have in mind certain dealers who have tried
out this idea and found it so instantly success-
ful that they increased this form of permanent
display many times over, with the result that
their sales have multiplied in quantities far be-
yond their most hopeful expectation.
The locations for these boards, needless to
say, must be selected with infinite care. They
should be placed, above all, where they are
certain to receive the greatest degree of atten-
tion. It must be where the interest encouraged
is not idle, but among that class of buyers most
likely to patronize the store. However much
such signs are read or noticed they are of little
or no value if brought before the notice of
people who do not and would not trade, for
various reasoils, at the store conducting the ad-
vertising.
Sometimes such signs placed on either side
of the store and within reasonable distance
therefrom give best results; again, locations at
either end of the town, along the trolley lines,
or at both ends of the main business street,
opposite the railway station, or at the center of
the town, furnish the most lucrative sales pos-
sibilities. Care should be shown in the colors
used on such signs, the appropriateness of the
illustrations, the style of lettering and particu-
larly the wording of the "message" to the pub-
lic. It is always well to have the signs artistic,
but not fantastical or overdone. The effective-
ness of the advertising depends largely upon
these important points.
It would s'eem superfluous to call a dealer's
attention to the unquestionable "returns" from
well-placed newspaper advertising. Neverthe-
less, it is true that many dealers fail to use this
instant form of profitable publicity. A neigh-
borhood dealer in a big city may, with some
justice, hesitate to use this means of selling, but
nothing can justifiably be advanced to excuse
the lack of progressiveness of the dealer in the
small or comparatively small city or town who
refuses to recognize the local paper as a certain
means of developing large and ever-increasing
sales.
Newspaper advertisements should be pre-
pared with care and designed to have the maxi-
mum "pulling" power. Many important things
should be given deep thought. The "copy" or
"wording," as a rule, should be brief, clear and
snappy — conviction behind every phrase or sen-
tence. The illustrations must be live, smart and
catchy, each bringing vividly to the eye a pic-
ture closely associated with the song, dance or
particular music described.
Effort should be made to make the advertise-
ments especially distinctive, so they will stand
out prominently and conspicuously beyond all
other advertising. Frequently a novel border
or unusual style of type will accomplish this
very necessary result. I particularly favor bor-
ders asi giving individuality to advertisements.
It is well to have an advertisement somewhat
similar to the general characteristics of the
paper. In other words, I doubt if an "ad" set
up in a big city "daily" style would be quite in
harmony with the layout of a small village or
town paper, and vice versa. What would appeal
in a turbulent city may be entirely out of place
in a quiet town.
"Position" is vital in advertising. An "ad"
prepared to appeal to men would lose much of
its force if placed on a page read principally by
women; so, too, an "ad" on women's things
would be sadly misplaced on or opposite a
"sporting" or "editorial" page.
Whether it is advisable to use a full column
long or employ the same space in two-column
width, half column long, or three-column width,
third column long, is also a matter requiring
thoughtful consideration.
Let your advertisements be timely, right up
to the minute. Each holiday season or local
occasion should speak through your "ads." Lo-
cal appeal is always well taken.
Study always to keep your publicity within
the bounds of "good taste." Never, for an in-
stant, let it become coarse, vulgar or offen-
sive in the slightest degree. Bring out the
prominent features in striking type that gives
individuality. Less important matter is satis-
factorily expressed in more modest type. Art!
Indeed, yes. Artistic arrangement is most de-
sirable. It attracts — even more, it pleases. By
no means fail to grasp its importance.
And last, but perhaps more important than
any other single idea, is "originality." Let it
stick out all over — copy, illustrations, type, ar-
rangement. Ah, yes, "originality" is a rare gift
that cannot be employed too often or too pro-
digiously.
Perhaps I've bored you. You knew all this
before — even better than I. Well, granting that,
won't you admit a repetition has done no harm?
Possibly it has revived your waning interest
or the value of some minor detail — if so, the
effort is not entirely wasted.
We Build PHONOGRAPHS to an Ideal—
At a Price That Will Appeal!
We won't say we build the best as we do not deal in superlatives (there's too much competition in that line)
but when it comes to Phonographs, well — we will leave it to your judgement as a connoisseur and business man.
"WE DO CLAIM SUPERIORITY
WHEN IT COMES TO SERVICE"
Three big plants operating continuously give us an out'
put that enables us to supply some of America's biggest
jobbers promptly.
THREE LARGE
— ADDRESS —
GENERAL SALES
CORPORATION
1520 Buffum'St.
MILWAUKEE, WIS.
Retailers — We have a jobber in your terri'
tory who can supply you over night with
big value phonographs at a liberal discount.
6 Models— Retail Prices $85 to $200
FACTORIES
OWNING AND OPERATING
General Mfg. Corporation
Recordeon Phonograph Co.
Heaney-Schwab Billiard Mfg. Co.
Makers cf Billiard Tables Since 1882
12
THE TALKING MACHINE WORLD
March 15, 1920
"Absolutely Non-Resonant
99
IN this instrument there are no counter-
vibrations of sound in the cabinet to
interfere with tonal purity — because we
use a non-resonant cabinet of reed.
And in this instrument there is no me-
tallic tone taint whatever — because we use
a non-resonant, "cushioned" reproducer.
Thus is the Heywood-Wakefield made
free of the two great impurities which
have been a blemish upon phonograph
tone in the past.
to hear it to recognize
the achievement which
music production. In
there are no closed-in
wood cabinets. The
bringing
You have only
the brilliance of
it represents in
the reed cabinet
air spaces as in
music flows through the open spaces
of the reed without any vibratory inter-
ference whatever. The cushioned repro-
ducer moves, flexible, pliant,
out the hidden beauty of the music m
every detail.
Again, you have only to see the Hey-
wood-Wakefield to recognize that its reed
cabinets offer decorative values heretofore
unobtainable in a phonograph. The Hey-
wood-Wakefield can be had in three hun-
dred color tones, appropriate for any and
every decorative scheme.
The announcement of this new and
different reproducing instrument, made
under the extensive Perfek'tone patents,
is an event of importance both to the
music lover and the dealer in musical
instruments.
Write today for details of models,
prices and specifications. Address the
nearest office of
HEY WOOD BROTHERS AND WAKEFIELD COMPANY
New York Philadelphia Boston Baltimore Buffalo Chicago Portland, Ore. San Francisco Los Angeles
Factories: Gardner, Mass. ; Chicago ; Wakefield, Mass.
When you visit Atlantic City see all models of the Heywood-Wakefield at the Perfek'tone Store, 517 Boardwalk
March 15, 1920
THE TALKING MACHINE WORLD
13
Methods for Taking Record Inventories that
Will Meet Demands of the Average Business
iiiiiiiiiiiiiiiiiiiiiiiin
One of the problems of the talking machine
retailer is that of devising some definite method
for inventorying his records so that he may at
all times know just how his record stock stands
and be able to order intelligently and to best
advantage. It is true that during the past couple
of years the question has been not of ordering
records but that of getting them, a blanket
order for anything available being almost as
good as a detailed order for certain specified
records. However, as the record situation im-
proves, this question of ordering will again be-
come one requiring accurate knowledge and the
inventory will again come into its own.
The period at which record inventories are
to be taken depends largely upon the individual
business demands of the retailer and particularly
the size of the business he is doing. If there
is constant and heavy turnover of record busi-
ness, as in a big central establishment, a daily
inventory of records is generally considered nec-
essary, for under any other system confusion
would result. With the dealer doing a medium
sized business, however, a weekly inventory
proves quite satisfactory. This permits the
making up of weekly record orders and com-
bines the work of inventorying and ordering
at a considerable saving of time.
Certain dealers combine a weekly inventory
of general record stock with a daily inventory
of the big selling numbers, such as "Smiles"
happened to be a few months ago, or as "Dar-
danella" is to-day. Under this plan, accurate
information is easily obtainable regarding the
really live numbers at all times. Some retailers
simply have one inventory a month, but unless
business is very small the monthly inventory
■11
Style A
Dulcitone Figured Walnuf, Rich
Mahogany, red or brown
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIII1III1IIIIIIIIIIIIIIIIIIIIIIII1IIIIIIIIIIIIIIU
is considered by well-versed trade members as
inadequate to proyide proper information.
The development of an inventory plan that
will suit best the needs of his particular business
rests largely with the dealer himself. Practi-
cally all the large companies as a part of their
dealer service see to it that some inventory sys-
tem is made available for the dealer's use. But
jj Weekly Inventory Es- ■
jj sential Although a B
jj] Daily Analysis May j|
■ Be Necessary Where m
■ Turnover is Heavy M
iiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiuiiii
such systems are general in character and the
dealer must study them in order that he may
be sure that they will provide him witfu all de-
sired information and at the same time do not
overburden him with unnecessary details and
system.
Many retailers, some with very large busi-
nesses, use specially designed automatic or semi-
automatic systems for checking up record stock.
Some of these systems call, for the marking
on a special slip on or near the record bin the
number of records of a certain number in stock.
II
As each record is sold, a check is made against
the number and in- making up the order it is
simply necessary to look at these records to
determine what record stocks are low.
Another system adopted by several houses is
to set a fixed minimum of safety covering the
stock of each record. For instance, two records
of a given number may be considered sufficient,
while in other cases the minimum may be five
or ten records. Under this system a specially
colored or marked envelope is provided and in
this envelope is placed the second or tenth
record as representing the danger line. When
records are sold down to this special number,
the envelope itself acts as an automatic warn-
ing that new records of the number must be
ordered. In such a case it is only necessary to
go over the stock and watch for special enve-
lopes in order to make up a record list quickly
and accurately.
Retailers who are in doubt as to the method
of inventorying that will prove most suitable
to their particular businesses will do well to
keep in touch with the representative of the
manufacturer, or wholesaler, in their territory,
who, in view of his experience and as a result
of observation, is most generally able to make
practical suggestions of particular value.
INCREASES CAPITAL STOCK
The Master-Tone Phonograph Co., of Co-
hoes, N. Y., has increased its capital stock to
$75,000 and has leased new quarters in that city.
The mechanical force will be increased to one
hundred workers and the new building is rapidly
being put into shape for increased production.
Dulcitone
Superiority of Finish Unquestioned
It is not only necessary that a Phonograph should have tone, proper reproduc-
tive and amplifying power, which is the result of right equipment, but it should
also have sightliness, appearance. Sight is the medium of the greatest
of all impressions. As a selling proposition appeals to the eye of your cus-
tomer first, please it, then, all else being equal, your sale is made.
Dulcitone Finish both appeals and satisfies. Years of specializing in the selec-
tion and matching of veneers enables us to produce a finish that for beauty
is absolutely not duplicated.
The equipment is right, too, of the highest order, giving to the dealer a com-
bination of finish, reproducing accuracy, and musical perfection that is not
found in other phonographs. Not a good machine housed in a poor cabinet,
nor a poor machine housed in a good cabinet, but a FINE machine housed
in a FINE cabinet.
Prompt deliveries.
Write for prices and particulars.
Dulcitone Phonograph Company
SOUTH HAVEN, MICHIGAN
14
THE TALKING MACHINE WORLD
March 15, 1920
IIIIllllllllllIIIIilllllllHIlllllllIllllllilllllllli
Bringing the Talking Machine to the Atten-
tion of the Public in Texas »
By W. Bliss Stoddard I
aiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^
New uses for the talking machine are con-
stantly being found. It is no uncommon thing
to find it employed to take the place of a piano
or even an orchestra for a dance, but its pos-
sibilities as a crowd drawer on the streets were
recently demonstrated to good advantage in
San Antonio, Tex. Attracted by a throng of
people gathered on a street corner and the
strains of the "Miserere" emanating from the
midst, the writer pushed through the mob, and
there, under the flickering gaze of a big oil
torch, was a phonograph grinding away, while a
shrill-voiced woman was proclaiming the low
price and remarkable beauty of some mechanical
dolls she was demonstrating. ''Music hath
charm" — and those who sell know it is a factor
to interest the general public.
The Tri-State Talking Machine Co., El Paso,
Texas, recent^ used a very effective compar-
ison to show the immense stock of records car-
ried. At one side was a framed picture of the
Mills Building — one of the largest office build-
ings in El Paso, and at the other a cartoon
showing a stack of records piled at an angle to
represent the leaning tower of Pisa. A card
between them said:
^ninnituiuiiriiMmiuuiriniEHiiiTUMiiiiiiiiiMriiiTinnniiiimiiiiiTiiiinnuHiiiiriiiiMMiiiiiFiriTiniinnfiiinnMiiiiiiiiiMritiriHiiii^
| • WHAT IS IT?
g A stack of 9,500 records. A stack that would g
g reach to the eighth floor of the Mills Building — g
g and no two records alike.
1 This is the size of the Victor and Columbia I
g records that we carry. It is the largest stock =
1 in El Paso and the southwest.
- Seventy new ones received each month. Call g
1 in and look them over. We will be delighted g
§ to play just as many of them as you care to hear. 1
^TitiiiiimiiiiiririiiiijiitiiiiiiiiiiiiiiiiiiiitiiiiEiiiiiiiiiiiiiiiiiiiiiciiiiiiiiiiiTiiiiiiiiiiiiiiijijifitiiiiiiiiiiTiiiitiiiiiJiitiiitiiiiiriiiiiiaiiiitiiii^P
This company makes good use of the tele-
1
phone in calling attention to its records. It has
a complete list of names and addresses of all
who have purchased a phonograph or records
the past year, and during her leisure one of the
saleswomen calls them up in turn and suggests
the purchase of at least one new record each
month. A complete list of the new records is
sent each month to the different customers,
with the printed suggestion: "Telephone your
order for the month — Records promptly de-
livered at regular rates."
The Phoenix Furniture Co., Beaumont, Texas,
has a large room with several demonstration
chambers, and pays much attention to its talk-
ing machine department. A recent ad run by
it suggested:
^^■■jiiiiiiiiJtiiiiiiiitiiiiiiiiiiJiiiiiiriiiuiijriiiiiiiiiiiiiiiiiiiiiiiiiiijiiiiiiiiiiiiiiiiiiiiiiittjiiiiiniiiiiiiiiriiiiiJiiiiiiiiiiiiiiiuiiiiiiiiEiiiiiiii^^
I HOME IS THE ALTAR WHERE TRUEST BLISS j
IS POUND
g Did you ever visit or inhabit a cheerless home, =
1 where the children and even the older folks spend 1
I most of their evenings at a vaudeville or the g
1 movies? If so, send the head of the home to us. 1
g_ Or tell them to invest in a Victrola, and stay g
g at home, and in comfortable chairs listen to the |
1 greatest music of the age, instead of the cheap 1
= and trashy songs of the music halls.
iiiiiiiiiiiiiiiiniiniiiniiiiiiiiiiiiiiiiiiiuiiiiniiiiiiiiD
The company complemented this printed ad by
taking from its extensive stock furniture and
draperies and -fitting up a cozy music room —
cheery and beautiful, but not too fine for active,
growing children. At one side was shown a
Victrola, . upon which a child was placing a
record. In the chair sat a mother, and sprawled
out upon a rug was a second child. All of these
figures were borrowed from a local dry goods
store and appropriate credit given for the
courtesy. A large card advised: "Happy is the
HIS MASTER'S VOICE
Yes, We Are Teaching
Better Selling
Any sales force can, if the store has the merchandise, fill the needs
of the people who come in and ask for certain models or " hits "
among Records. That's the old familiar business of order-filling.
To create a desire for some model that the customer didn't come
in to buy — to introduce Records that the customer didn't ask for
but which are "just as good" as those asked for, maybe a lot bet-
ter—that's REAL SALESMANSHIP.
Miss Grazella Puliver, formerly of the Educational Department
of the Victor Talking Machine Company, has immediate charge
of this interesting work. Mr. S. Roland Hall, formerly head of
the International Schools of Advertising and Salesmanship, will
play a part, particularly in the Better Selling pointers that will
appear regularly in The Victor Turnover, our publication.
This service is open to all dealers and salespeople in our Part of the coun-
try. Several classes have been formed and are making excellent progress.
THE CLEVELAND TALKING MACHINE CO.
1125 Oregon St., Bingham Building, Cleveland, O.
Victor Products Exclusively
■IIIIIIIIIH
home where good music is a nightly occurrence."
Thos. Goggan & Bro., Houston, Texas, at-
tracted considerable attention to their Victrolas
and added many sales of records through their
recent artistic display. In honor of a recital by
Charles Wakefield Cadman they arranged a set-
ting of his beautiful song, "Land of the Sky
Blue Water." The window was floored with
moss, in which was imbedded a large mirror.
Overhead was hung a blue cloth, which was re-
flected in the mirror. On the simulated lake was
a little birch bark canoe guided by an Indian
doll. On the shore back of the lake .was a small
tepee. At one side was a camp fire over which
was suspended a big iron kettle, and on a log
covered with an Indian blanket were a couple
of tom-toms. Hung on the wall were bows
and arrows. At the other side was placed a
Victrola. On an easel was a framed picture of
Cadman, and scattered at the base records of
a number of his compositions. A large card
advised: "Hear Charles Wakefield Cadman play
a number of his own compositions at the recital
Thursday night — and then come in and select
the records of his that please you most. You
can hear the great artist perhaps only once in a
lifetime, but you can enjoy his music every
evening in the year as reproduced upon a phono-
graph."
Having accumulated a considerable stock of
second hand Victrolas, which they had taken
in part payment for machines of a later date,
they determined to dispose of their stock in a
short period. They accordingly inserted in the
paper a very practical ad:
i liiiliiiiiiiiiiiiiJiiiiiiiniiiiiirijiTiiiitiiiiiiiiiitiiifufitiriiiinniiitiiiiiiHM tui m u h mil h in muiui ■■ mu mi ii mil n mti m ■• ■• in nmi^g
| YOU FOLKS WITH NO TALKING MACHINES j
—BUY AN OLD ONE TO START WITH
§ You can never know how much pleasure can be g
g introduced into a' home until you have a talking g
j machine. If you think that you cannot afford a H
g new talking machine at this time, buy one that has §
g been used and later, when you can afford it, trade g
g it in for a new one. But — g
DO IT NOW
I Do not deprive the family of the joy of music i
1 for a single day longer. §
g Come in and see our large stock of slightly used g
= talking machines, and learn the easy rates upon g
1 which they may be secured. 1
The group of used machines was segregated
from the new ones, and a tag, indicating the
price, placed upon each machine.
In a number of- the Texas music stores and
others handling talking machines, special St.
Patrick's Day decorations were used, featuring
records of Irish melodies. One catchy way of
indicating the price was to use large shamrocks
cut from green cardboard, with the price printed
on same in black letters. Another firm used
the same device to feature the name of each
record, the green shamrock being attached to
the center of the black disc.
VICTOR FOREIGN SUPPLEMENTS
The March monthly supplements issued by
the Victor Co. contain an attractive list of new
recordings by some of the most celebrated Vic-
tor artists. This supplement is furnished to
Victor dealers in the following languages:
Bohemian, Danish, Hebrew, Hungarian, Italian,
Mexican, Norwegian. Polish, Portuguese, Rou-
manian, Serbian, Slovene, Swedish and Turkish.
These foreign supplements are printed attrac-
tively in the colors of the respective nations.
The usual newspaper ads and record reviews
arc also furnished dealers.
C. H. Moore, Jr., has organized the Moore
Phonograph Co., in Tacoma, Wash., and has
secured the exclusive agency for the Mandel
phonograph, manufactured in Chicago, for
Tacoma. The showrooms arc at 1145 Broadwav.
March 15, 1920
THE TALKING MACHINE WORLD
15
We are pleased to
announce that we have
appointed
CONDON & CO., Inc.
200 Fifth Avenue
New York
Sole Agents for the Sale of
COPPER PROCESS TONE
ARMS
and other Copper Parts
Manufactured under our new
secret process of fabri-
cating Copper
COPPER PROCESS COMPANY
19 West 44th St. New York
The next page contains
an interesting message from
CONDON & CO., Inc.
which deserves your attention.
16
THE TALKING MACHINE WORLD
March 15, 1920
Four Secrets of
Wonderful New
COPPER
TONE ARM
Only one manufacturing process
can produce this wonderful product,
the copper tone arm. It is made by a
remarkable new secret process of fab-
ricating copper — in the only plant of
its kind in America.
— 11 —
Amazing Features
(i)
(2)
(3)
(4)
(5)
(6)
(7)
(8)
(9)
(10)
(11)
Greater manufacturing speed and
production.
Adaptable to any design you sub-
mit— through new secret process
of fabricating copper.
No liability of breakage. Could
hammer it flat, same way • as
gold, without its breaking.
No possibility of imperfection in
manufacture.
No peeling of the plating.
Lighter in weight.
Smaller assembling costs.
No leakage — seamless copper arms
specially moulded or of our reg-
ular stock designs.
Can be brought to a higher polish.
Produces better tone — more nat-
ural, mellow and full.
Real advertising and selling strong
points which will prove just as
evident to and effective with
your dealers as with their cus-
tomers.
THE Copper Process Tone Arm has 11
distinct features of superiority. Chief
among them is the fact that it can be
made in any design the manufacturer de-
sires. Whatever design you may require
can quickly be made through this won-
derful new secret process.
The Production You Demand
Can Be Speedily Obtained
Production through this process is now
available to you in whatever quantity you
may desire. When you read the 11 spe-
cial features of the Copper Process Tone
Arm you will understand why you should
act at once. Every manufacturer wish-
ing to learn more about the Copper Pro-
cess Tone Arm should promptly mail the
coupon on the opposite page. It is a
product which is just as attractive from
a manufacturing and selling viewpoint as
from an advertising and selling angle.
The coupon will bring you all the facts.
Mail this coupon now.
CONDON & CO., Inc.
Sole Agents
200 Fifth Avenue
New York City
CONDON
SURETY
EXPRESS
March 15, 1920
THE TALKING MACHINE WORLD
17
Bigger Profits for You
Torrington
Uniform
Needles
Made with the fam-
ous "ball-point." Elimi-
nates scratching. Im-
proves tone. Each - Torrington Uni-
form Needle perfectly uniform in
size, finish, tone value and merit.
Don't make the mistake of supply-
ing your customers with the sort of
needles which discourage record sales.
Torrington Uniform Needles make
better friends for you — and bigger
profits. Our Plan K will interest you.
GLISS
The New Kind of Cabinet Polish
T T ERE is a new kind of cabinet
*- -1 polish — Gliss. Not only does it
produce a bright, glistening lustre —
but the polished surface stays that
way; "the lustre lasts." A special
chemical compound 'insures- this re-
markable result. Gliss does not
smear and quickly wear off. It does
not catch the dust. A phonograph
or any other piece of furniture when
poilished with Gliss looks as though
it had an outer surface of shimmer-
ing glass. The pleased face of your
customer is reflected as she gazes at
the results Gliss brings.
When you consider that Gliss is
absolutely free from all injurious sub-
stances and that it quickly produces,
without hard rubbing, a shining
lustre which . lasts, "it is not so sur-
prising that it' has won the en-'
dorsement of one of the largest
manufacturers of musical instru-
ments in the world, praise from
households which use it, and profit
for dealers who handle it.
Gliss is made so that your custom-
ers are pleased with their purchase —
and marketed so that you are pleased
with your profit.
MAIL COUPON
For full information about this market-
ing plan and further facts about this won-
derful new kind of cabinet polish, mail the
coupon printed below. But do it at once,
because altho production is going forward
on a large scale yet prompt delivery can
be . assured only by prompt action. Mail
the coupon today.
GROOVITE
Improves Record Tone Over 30%
THE grit and dust which each little
record groove carries pays no attention
to brushes or dusters. There is only one
way to clear the groove-track — one way to
enjoy from each record all of its beauty
and purity of tone. "Groovite" is the
answer. This wonderful new liquid cleans
each record groove as
the needle goes over
it — and improves the
record tone over 30
per cent.
"It Cleans As It Plays"
No mess or trouble
in using "Groovite"—
altho the difference
in results would be
well worth it. It is
a liquid which runs
around the grooves,
absorbing _and dispelling. all the tone-killing
dust and grit particles, and making each
groove as clean as a whistle — enabling the
needle to bring out over 30 per cent, more
sweetness and purity o>f tone.
"Groovite" is sold at a price attractive to
the consumer, but also bringing a profit that
well satisfies the dealer. It is an article
that commands repeat business because of
its merit and boosts record sales because.it
makes each customer's records sound bet-
ter and "taste like more."
Mail Coupon for Special
Proposition
This coupon, mailed
promptly, will bring
you full information
about our special
proposition on
"Groovite." Learn
more about this
proposition and about
"Groovite" itself.
Learn how "Groov-
i t e ' ' makes the
needle go as smoothly
and-noiselessly over the record as a rubber
ball rolls over glass. Let us tell you more
about "Groovite" and our special proposi-
tion.
MAIL THIS
COUPON TODAY
This coupon will bring you full information
about any or all of these four propositions. Let
us tell you more about them. Let us show
how you can profitably market them. Every
manufacturer should learn more about the
Copper Process Tone Arm. Everyone in
the trade should learn the facts about
Gliss, Groovite, and Torrington Uni-
form _ Needles. Specify on this cou-
pon in which product (s) you are
interested — and mail it to-day.
Wm. A. Condon & Co., Inc.
Sole Agents
200 Fifth Ave., New York
(COUPON)
Condon & Co., Inc., -
^ 200 Fifth Avenue,. New York City.
. Please tell me more about □ Copper Process
Tone Arms, □ Gliss, □ Torrington Uniform
Needles, □ Groovite. I understand, of course,
that this request obligates me in no way.
Name .
Address
City ...
The
Line
t o
Greater
Profits
18
THE TALKING MACHINE WORLD
March 15, 1920
That most beautiful ol all " Barcarolles " from
Tales of Hoffman is the first duet for Columbia Records
by Rosa and Carmela Ponselle. Columbia 78846.
John Kralund Elected Second Vice-President
and Chas. Pack Secretary of the Company
At an executive meeting of the Doehler Die-
Casting Co., held recently at the offices of the
company in Brooklyn, N. Y., John Kralund was
elected second vice-president and Chas. Pack
secretary of the company. Mr. Kralund has been
connected with the Doehler Die-Casting Co.
from its inception, starting as a die maker in
1906. It was through his inventive genius' that
a practical casting machine was perfected, and
his advancement with this company has been
rapid.
Chas. Pack became connected with the com-
pany in 1911, directly after he left college. Since
then he has won a reputation as a chemist of
national standing and advanced with the com-
pany to the position of secretary.
Announcing the election of these two new
officers, H. Doehler, president of the company,
predicted a bright outlook for the future in the
following words: "The development of the die-
casting industry for the next ten years, com-
pared with the past ten years, will not only be
greater, but also in consequence thereof will
bring forth greater opportunities for our execu-
tives than ever before."
Roy M. Chapman and Cecil E. Allen have
purchased the Hamilton Stationery Store in
Grand Junction, Col., and the firm will in the
future be known as Chapman, Allen & Co. The
Pathe machines and records are carried.
Pkonoorapli
UPlays all
disc records
with an un-
usual clear-
ness,richness
and beauty
in tone.
Attract ice
Proposition
for actioe
Dealers
Tht REGINA Co
47 W. 341b St.,
New York
209 S. State St..
Chicago
Columbia Graphophone Co
NEW YORK
NEW DOEHLER CO. EXECUTIVES
THE BOICE VOICE SHOP
A Thriving Victrola Shop in Kansas City That
Is Very Attractively Arranged
VICTOR 1920 NUMERICAL LIST
Volume Containing Many Useful Helps for
Victor Dealers Sent Out to the Trade
Kansas City, Mo., March 3— The Boice
Voice Shop, the exclusive Victrola shop re-
cently opened by Mr. Boice under the manage-
ment of Mr. Hendricks, reports that the busi-
ness during the month of January was so
heavy that the company was handicapped in
supplying the machines ordered. A number of
The 1920 Numerical List of Victor records,
containing a complete summary of the titles and
numbers of all records in all languages made
by the Victor Co., has been sent out to Victor
dealers and is a volume which will prove of
great value to the dealer in the keeping of his
accounts. Twelve ruled spaces, one for each
month in the year, preceding each record num-
ber provide a practical method of keeping stock.
Dealers are urged to make use of this special
feature, for it enables them to tell at all times
just how their stock is in regard to any record.
A ready-reference classification for salesmen is
found at the front of the book and shows the
series of numbers which denote certain classes
of records. The volume is strongly bound and
is meant to be used constantly by the dealer.
NEW POST FOR NORMAN B. SMITH
Partial View of Boice Voice Shop
styles were so far in demand that the company
experienced considerable delays. However, ac-
cording to Mr. Hendricks, the business has now
almost been caught up with and the demand is
seemingly finding no stopping point. The com-
pany has one of the best appointed shops in the
city, having an exceptionally large space on the
second floor at 1104 Walnut Street, which is
centrally located in the heart of the retail busi-
ness district.
The establishment is well appointed, and it
has a number of demonstration booths of double-
paneled glass which are attractively designed
and absolutely sound-proof.
Becomes Assistant Manager of Chicago Branch
of Columbia Graphophone Co. — H. C. Cooley
Also Appointed to Assistant Managership
The Smith Phonograph Co., Sioux Falls, S. D.,
has been incorporated with a capital stock of
$50,000. The incorporators are J. Frank Smith,
George E. Secrest and S. A. Reike.
Geo. W. Hopkins, general sales manager of
the Columbia GraPhophone Co., New York,
announced recently that Norman B. Smith had
been promoted from the post of assistant man-
ager of the company's Cincinnati branch to
assistant manager of the Chicago branch, which
is under the management of Kenneth Mills.
Mr. Smith, who is one of the most popular
members of the Columbia sales organization,
attained signal success at Cincinnati and his
work at that branch well warranted his promo-
tion to the important position of assistant man-
ager of the Chicago branch.
Mr. Hopkins also announced last week the
appointment of H. C. Cooley as assistant mana-
ger of the New Haven branch. Mr. Cooley was
formerly connected with the record department
at the Bridgeport factory.
AUTOMATIC STOPS
The simplest and most efficient Auto-
matic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.
Send SO cents for Sample Stop
Kirkman Engineering Corporation
484-490 Broome St., New York
The Talking Machine World, New York, March 15, 1920
Seventh Supplement
LATERAL
CUT
Records
LATERAL
CUT
Ready Soon
FRECKLES— Fox-trot. Instrumental.
4069 I pa„i Biese and His Novelty Orchestra
10-inJ
$1.00 ] PLEASE — Fox-trot. Instrumental.
Paul Biese and His Novelty Orchestra
40:0
10-in.<;
$1.00
f MYSTERY — Fox-trot. Instrumental.
Paul Biese and His Novelty Orchestra
MEET ME IN BUBBLE LAND — Waltz. Instrumental.
Paul Biese and His Novelty Orchestra
4071 (TENTS OF ARABS — One-step. Instrumental .. Conway's Band
10-inJ
$1.00 (NOBODY EVER — Fox-trot. Instrumental Conway's Band
4073
10-in.<;
SI. 00
4073
HOT FOOT (Xylophone solo with Conway's Band) — One-
step. Instrumental j. George H. Green
DON'T YOU REMEMBER THOSE SCHOOL DAYS One-
step. Instrumental All Star Trio
ONLY" — Tenor, with Orch. Accomp Sam Ash
10-in.<j SWEET AND LOW— Vocal Trio, with Orch. Accomp.
*100 Crescent Trio
4074
10-in.
$1.00
4075
10-in.
$1.00
4076
10-in,
$1.00
4077
10-in.
$1.00
4078
10-in.
$1.00
FOR EV'RY DOOR THAT CLOSES (Another Will Open
for You) — Tenor, with Orch. Accomp Reed Miller
I LOVE YOU JUST THE SAME (Sweet Adeline)— Vocal
Quartette, with Orch. Accomp Peerless Quartette
"LEND ME JIM — Contralto Duet, with Orch. Accomp.
Watson Sisters
NEVER LET NO ONE MAN WORRY YOUR MIND— Con-
tralto, with Orch. Accomp Fannie Watson
"LULLABY BLUES (In the Evening)— Vocal Trio, with
Orch. Accomp Crescent Trio
JUST FOR ME AND MARY ('Twas a Beautiful Wedding
Day) — Vocal Trio, with Orch. Accomp Sterling Trio
MOTHER MAC H REE — Tenor, with Orch. Accomp.
William Robyn
BELLS OF ST. MARY'S— Baritone, with Orch. Accomp.
Joseph Phillips
"SWANEE — One-step. Instrumental.
Green Brothers' Xylophone Orch.
BLUES (My Naughty Sweetie Gives To Me)— Fox-trot.
Instrumental Harry Raderman's Jazz Orch.
Dealers
Service
y Our Window Display Service has tremendous sales value. Every Okeh dealer should
use it. There is nothing better to solve your window decorating problem. Tell your
distributor to enter your order beginning with the display for the Seventh Bulletin of
Okeh Records at the low price of $2.00 monthly. DO IT NOW.
General Phonograph Corporation
OTTO HE1NEMAN, President
25 West 45th Street, New York City, N. Y.
Factories: NEWARK, N. J.; ELYRIA, OHIO; PUTNAM, CONN.; SPRINGFIELD, MASS.; KITCHENER, 0NT.
Branch Oifices: CHICAGO, ILL.; SAN FRANCISCO, CAL. ; TORONTO, CAN.
March 15, 1920
THE TALKING MACHINE WORLD
19
'CERAMIPHONE" APPEARS IN OHIO E. N. UPSHAW HAS RECORD MONTH Iiiiiiiiiiiiiii"^
East Liverpool China Concern Enters Talking
Machine Field With Ceramic Amplifier— Re-
tail Trade Flourishing in That Section
East Liverpool, O., March 3. — The manufacture
of talking machines has been started here by
the Smith-Phillips Music Co., the firm develop-
ing the "Ceramiphone." In addition to the ma-
chine, the company is presenting a new ampli-
fier, the latter being manufactured by the Smith-
Phillips China Co., of this city. The amplifier
is a ceramic product and produces a very mel-
low tone. Wilson F. Smith, head of the Smith-
Phillips Music Co., is spending much of his time
on the road looking after the distribution of the
"Ceramiphone." Extensions to their manufac-
turing department will be undertaken very soon.
This is the only talking machine manufactured
in this section of Ohio.
A very satisfactory business is reported in
the distribution of the Brunswick talking ma-
chine by Reed Ashbaugh, a local druggist, who
also carries a very liberal stock of records. The
department is a new one, and it is the first of
the kind to be installed in any drug store in
the Upper Ohio Valley.
The retail talking machine trade in this sec-
tion of Ohio has never been better and all deal-
ers find their business growing steadily. The
Frank Crook Furniture Co., local Columbia dis-
tributor, has found its trade in January and
February to be three times that done in the same
period last year. Manager Edward Simms de-
clared that the demand for records is so great
that new shipments are often sold out on the
day they arrive. The Lewis Bros. Co., Victor
dealers, have also greatly exceeded their sales
record of 1919.
Davis, Burkham & Tyler, Victor dealers for
southeastern Ohio, have found their talking
machine trade growing remarkably, especially
since the war. In discussing this phase of the
industry Olan Dawson, general manager of the
local branch, declared that many sales have been
traced directly to returned soldiers who had
come to appreciate music through the work of
the Y. M. C. A. and the army itself. It is
noticeable that classical selections are selling
as well as the popular songs.
The William Marik Mfg. Co., Sturgeon Bay,
Wis., is making a talking machine which is
known as the Starik Phonograph.
"The Music Without the Blur!"
This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola's Tone Deflector eliminates the scratch"
Wa.tcKir\J The Music Come Out
We want to show you how to make money with
MAGNOLA; and how MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
Southern Sonora Co. Does Large Business in
First Month Following Its Organization
E. N. Upshaw, president and general man-
ager of the Southern Sonora Co., which was re-
cently organized in Atlanta, Ga., is more than
pleased with the business done by his company
in the first few weeks of its organization. In a
chat with The World Mr. Upshaw said:
"It was very gratifying to" us to do such a
business the first month. During my fourteen
years in the wholesale talking machine busi-
ness ? have had the pleasure of piling up some
pretty hefty months' business, and to be able to
go out with a brand new firm and exceed any
previous month the very first thirty days of our
career is, I consider, a very striking tribute to
the lines we handle, namely, the Sonora phono-
graph and Emerson records."
The Southern Sonora Co. is exclusive dis-
tributor in the States of Alabama, Georgia and
Florida for Sonora phonographs and Emerson
records. It does only a wholesale business and
expects to be able to give the dealers in its
territory the kind of service which will make
its business successful.
LEAVES FORTUNE TO SECRETARY
School Teacher Made Sole Heir to Estate of
Walter P. Phillips, Former Columbia Man
Oak Bluffs, Mass., March 1. — Miss Frances A.
Wood, twenty-six years of age, a teacher of
languages in the local high school for over two
years and confidential secretary to Walter P.
Phillips, well-known newspaperman, and one
time connected with the Columbia Grapho-
phone Co., has been named sole heir to Mr.
Phillips' estate, which is estimated to be more
than $50,000. Miss Wood is a graduate of the
University of Maine and came to this city in
1917 following her graduation. She boarded at
the same house as Mr. Phillips and soon after
was offered the position of private secretary
by him.
FRIEDA HEMPEL SCORES IN CONCERT ■
Frieda Hempel, the distinguished soprano
and Edison artist, scored a remarkable success
at her recital at Carnegie Hall, New York, last
month, when she revealed her consummate art
and musicianship in a song recital which was
admirably conceived, embracing some delightful
numbers which were sung in French and Eng-
lish, her diction in both languages being abso-
lutely a delight. She was assisted by August
Roderman, flutist, Robert Gaylor, who presided
at the organ in the opening number, Handel's
"Arioso," and Coenraad V. Bos, accompanist
at the piano. Mme. Hempel has demonstrated
that she is a concert artist of the first rank,
and her delightful singing at this recent concert
deservedly aroused a great deal of enthusiasm.
HOW TO GET A CHANGE OF AIR
There is more than one way of obeying a
doctor's orders as was proven by a New Yorker
recently. He was feeling poorly and went to a
physician who advised him that what he wanted
was a change of air. Instead of buying a ticket
for Florida, the patient bought two new records
for his talking machine. It is quite possible that
the "change of air" benefited the neighbors
quite as much as it did himself.
SEABROOK LABORATORIES MOVE
The Seabrook Laboratories, formerly located
in New York for the demonstration of the Sea-
brook phonograph, have been moved to 44 Har-
rison street, East Orange, N. J., where larger
and more suitable quarters have been secured.
The Central Talking Machine Shop, New
York, last month increased its capital stock
from $50,000 to $250,000.
UDELL
CABINETS
OF
QUALITY
FOR
QUALITY
TRADE
UDELL
MEANS SATISFACTION BASED
ON EXPERIENCE AND VALUE.
THE CITY
INDIANAPOLIS
THE PRODUCT
No. 1405
(Horizontal Shelves)
For New Victrola IX-A
Height. 36% in. Width, 19 in. Depth, 22%
in. Holds 10 Victor albums. Mahogany Front
or Quartered Oak Front. Average weight,
crated, 90 pounds.
[If vertical interior is desired, order No.
405.1
[If felt interior is wanted, ask for No.
405F.]
Catalog on Request
THE TRADE MARK
lui
Ml UDE LL Sit
l- m
€31111
The Uclell Works J
1205 Twenty-eighth St.
Indianapolis, :: :: Ind. ■
m
20 THE TALKING MACHINE WORLD march is, 1920
The Best Selling
AL JOLSON records are red hot hits, but they've
never been known to warm any counters. Al Jolson makes
records for Columbia exclusively.
HARRY FOX records fascinate all those fortunate
enough to hear them. Harry Fox makes records for
Columbia exclusively.
BERT WILLIAMS records never remain in the shop
for long. Bert Williams makes records for Columbia
exclusively*
These popular stars are only a few of the best-
selling artists of every kind who make records for
Columbia exclusively.
© Strauss Peytonke
Al Jolson*
© Apeda, N. Y,
Harry Voxr
Bert Williams "
March 15, 1920
1HE TALKING MACHINE WORLD
21
/
cords
Exclusive Artists
NORA BAYES records are always bought just as fast
as she can make them. Nora Bayes makes records for
Columbia exclusively.
VAN and SCHENCK records go fast as soon as they
are put on sale. Van and Schenck make records for
Columbia exclusively.
TED LEWIS' JAZZ BAND records are just what all
jazz dancers like. Ted Lewis makes records for Columbia
exclusively.
COLUMBIA GRAPHOPHONE COMPANY
New York
Canadian Factory: Toronto
Period Designs
up to $2100
Nora Bayes
51
22
fHE TALKING MACHINE WORLD
March 15, 1920
Velvet
THE VELVET contact of these smooth
little domes between furniture and
floor means:
No more rasping noises on polished floors.
No more strain on furniture legs and joints.
No more dig and scratch to your flooring
and rugs.
No more chipped leg bases.
No more discomfort to the nerves.
ME S of
^2 ¥ ¥ W W JH W
UP JL JUCfX^I %*s Mlj
Why, the dollars they save in damage alone
is reason enough why Domes of Silence
our National Advertising and should stand protectively beneath each
Reg. U. S. Pat.
Off. No. 995758,
which will be
strictly enforced
the many million sets already in piece of furniture,
use have taught the public to ex- r
pect Domes of Silence on their
furniture.
Trifling in cost, tremendous in value.
HENRY W. PEABODY & COMPANY
D
omes
of Sil
ence
D
lvision
1 7 STATE STREET
NEW YORK
SPECIFY DOMES of SILENCE
March 15, 1920
THE TALKING MACHINE WORLD
23
illllllllllllllllllllllllllllllllllllllllllllllM IllllllllllllllllilllllllllllllllllllllllllllllllllllW
I 1
I The Importance of Imbuing Salesmen With 1
I Enthusiasm for Their Work -
By J. L. Stephenson I
9 B
IlllllllllinillllllPIIIIIIII!!l!l!lllllll!llllllllllllllllll!llllllllllllllllll^
The problem of getting the best results from
a sales force is one which every executive seeks
to solve and perhaps the best answer is: Make
their work a game and teach them to play it.
In other words, infect salesmen with the joy of
doing a good job. Foster the spirit which
makes each man put forth his best efforts to
reach the top or win the race. Many large busi-
ness houses in this country are acting on this
principle and are doing all in their power to
foster this game spirit among their salesmen.
They set a goal which all can reach with suffi-
cient effort, but this goal is not set too high or
too low. To those who reach the goal there are
tangible rewards which stand as concrete proof
that the winning salesmen are doing their best.
The progressive house is willing to divide with
its salesmen the profits from increased business
due to their efforts and has found that it pays
to stimulate its sales force.
Valuable as this method of stimulating sales-
men is, the plan has been neglected by some
smaller concerns because of the difficulties of
keeping it up. The cost has been thought to be
too great and indeed in some cases this has been
true. But it might be worth while to cite the
example of one concern and show what the sys-
tem used was and what its advantages are in
the hope that some executives may derive in-
formation which they may be able to apply to
their own business. An Indianapolis concern
has developed a plan which is both a guide to
managers in determining the value of their men
and at the same time acts as a spur to the men
who represent the house on the road and in the
store. The plan is simple, easy to keep up. It
is an adaptation of the percentage system and
is susceptible of use in a variety of interesting
contests.
The form used is divided into two parts, one for
the sales manager and one for the men, with a
perforated line marking the division between
the two columns. The names of all the men
to be graded were written in the Name column
of the Salesmen's Report section. Next the
amount of their sales for the month was entered
in the Sales column and the amount of salary
earned posted from the pay roll in the Salary
column. As the third step, the amount of salary
earned by each man was divided by his sales
to find his percentage. The figures were entered
after each man's name in the Per Cent column.
Finally- each man's standing was determined by
comparing the various percentages. The sales-
man who showed the lowest percentage was
graded No. 1 and others were ranked accord-
ingly. Then their names were written in the
standing column of the Salesmen's Report sec-
tion. When this simple task was completed
the name and the rank of each salesman were
written in the Salesmen's Standing section. This
section may be detached and posted where
every man may see it.
Obviously this record was taken on the sales
■j Something of a Sim- g
U pie and Inexpensive ■
I System That Will ■
m Speed up Sales or m
m Whip up Production B
of one line and certainly it would not do for
salesmen selling a large number of lines at
varying rates of profit and expense. The prin-
ciple of percentages on which the form is based
may, however, be adopted without change. If
the amount of sales of a certain line or lines
is not a fair basis, the percentage of selling
expense for the month may be the grounds for
the contest. Salesmen may also be graded on
the percentage of sales quota filled. The amount
of profit made may be a fair way of figuring.
Gain over the previous year's business, com-
plaints, canceled orders, bad accounts, new
orders, may all be factors on which to base a
contest. But no matter what variation in-
genuity suggests, the simple little form which
has been illustrated will go far in telling the
busy manager or proprietor little and big truths
about the ability of his men.
The plan is suitable for retail stores as well
as for wholesalers, and if the store is too .large
a unit, it may be kept by departments. In the
shop the basis may be the output of the worker.
In short, the record with but slight modification
may be adopted to almost any line of business.
In all cases the use of the simple and inex-
pensive system will speed up sales or whip up
production as the case may be. When it is
used, there need be no guessing on the part of
an employe as to how he stands with the boss.
The man who wants a raise or who needs one,
knows that the best way to get more money
is to work to the top of the list and to stay
there. The man at the bottom of the list will
certainly make Herculean efforts to attain a
higher standing because he'll know that his job
is in jeopardy. He'll be spurred in his efforts
by the certainty that the man next above him
will leave no stone unturned to advance or at
least to hold his old grade. The same situation
holds at the top of the list. Number 1 will
scratch hard to hold his position, while Num-
ber 2 will do his best to displace him.
In this way the executive may bring system
into his work and enthusiasm to his men. By
his organization working precisely and ac-
curately he can secure the fullest returns from
dollars invested in his working force.
C. J. IANNELL LEAVES THE TRADE
C. J. Iannell, for some time past in charge of
the talking machine department of Gimbel
Bros., New York, resigned recently to enter the
silk business. Mr. Iannell has been in the talk-
ing machine business in and about New York
for over twelve years, and before going with
Gimbel Bros, was in charge of the talking ma-
chine department of Frederick Loeser & Co.,
Brooklyn, and Bloomingdale Bros., New York.
FIRE DAMAGES HECTOR FACTORY
Fire that started early in the morning of
February 17 in the building at 55 Commercial
street, Newark, N. J., occupied by the Hector
Talking Machine Co., destroyed a large part of
the building and many thousand dollars' worth
of stock.
Wehrley & Co., Inc., Columbia dealers, have
opened up in Stroudsburg, Pa.
24
THE TALKING MACHINE WORLD
March IS, 1920
REORGANIZATION OF EDISON ADVERTISING DEPARTMENT
New Organization of Experts, Headed by Joseph B. Gregg as Advertising Manager, to Specialize
on Service to Dealers — Something About the Men Associated with This Important Department
Joseph B. Gregg succeeds A. J. Palmer as
advertising manager of Thomas A. Edison, Inc.
Mr. Gregg, who is known as one of the most
thoroughly experienced men in all lines of print-
ing in the Greater New York district, will de-
vote himself chiefly to dealer service and the
production end of advertising. He has been
attached to the advertising department for the
past six months as manager of advertising pro-
duction.
C. G. Wood has been appointed assistant ad-
vertising manager. He is a highly trained ad-
vertising man and has been "breaking in" for
this position for several months. He was for-
merly manager of the advertising department
of the Universal Film Exchange of New York
and manager of important departments with the
Gage Publishing Co. and the William R. Greg-
ory Publishing Co. of New York. He has had a
wide experience in retail sales.
D. B. Babcock, who is an expert on window
display and store display, and who prepared the
Edison exhibit at the recent national Music
Show in New York City, has been appointed
manager of dealers' store service. He was at
one time on the reportorial staff of the New
York World, and has also had a broad training
in retail sales.
Roy T. Burke succeeds C. H. Miller as editor
of Along Broadway, Diamond Points and the
Amberola Monthly and will continue in charge
of the Edison feature news service which he
originated, as well as trade paper and other
publicity. Mr. Burke has had an exceedingly
broad and comprehensive education in editorial
work and publicity. He formerly was a feature
writer and later city editor and in charge of
other important editorial departments of leading
American metropolitan papers. As a director of
advertising sales he brought several metropoli-
tan papers to a leading position in their field.
He also directed political and corporation pub-
licity, and because of his work was twice ap-
pointed to represent states in hearings before
Congressional committees.
The position of editorial director has been
created in the Edison advertising department
and will be filled by a man who has had many
years' editorial experience on leading magazines.
The personnel of the new organization has
been selected with particular reference to its
practical knowledge of printing and the service
end of advertising. The Edison Co.'s sales pro-
motion plans for 1920 involve a great amount of
detail and it is believed that the new organiza-
tion is qualified to give nearly 100 per cent
service.
VALUABLE TIPS FOR SALESMEN
Stewart Talking Machine Co. Bulletin Offers
Good Suggestions for Selling Records — Give
the Customer a Chance to Look Around
Among the many hints for dealers in the mat-
ter of salesmanship the following from the bul-
letin of the Stewart Talking Machine Co., In-
dianapolis, is of interest to every dealer in talk-
ing machines:
Beyond making an unpleasant commotion in
the store, the custom of snapping in quick re-
sponse to a customer's inquiry, "We're out of
that record!" has a distinctly harmful effect upon
the sales total of any Victor store.
Smooth and pleasant order should prevail in
every store. The store decorum should be re-
garded just as highly as clever salesmanship.
In fact, the good salesman is always quiet and
pleasant of manner.
And no good salesman tells his customer that
his store is out of any record without first giv-
ing that customer a chance to look about and
think of some other record which he would like
tc hear.
Take, for example, this occurrence in a model
Victor store:
Mrs. Customer asks for "Bubbles."
The salesman knows perfectly well that the
record is out of stock, but he says:
"Please wait a moment and I will see if we
have the record in stock." While he is looking
through the racks Mrs. Customer sees an at-
tractive advertisement of the latest Galli-Curci
record; she reads through the list of February
records on the display bulletin; she notices one
after the other the lithographed cards in which
the record that they advertise is set.
When the salesman returns with the informa-
tion that "Bubbles" is out of stock, Mrs. Cus-
tomer is at least prepared to listen to his sug-
gestions of other choice numbers, if she has not
another desire of her own to express.
In stores that are continually bombarded by
requests for records that they do not have, this
practice of giving a customer time to think can-
not, perhaps, be followed. The salesman of such
a store, nevertheless, should have other sugges-
tions on the tip of his tongue. The customer
must not be made to feel that he or she is being
shunted out of the store.
MERIDEN PATHE DEALER TO MOVE
John W. Fearnley, a Pathe dealer in Meriden,
Conn., now located at 62^2 East Main street,
will move into new quarters in the Nissen block
at 17 State street. The decision to enlarge his
business was made following his visit to New
York during Music Week.
The Musicola Talking Machine Co., Brooklyn,
N. Y., was recently incorporated with a capital
of $10,000 by A. Di Benedetto, M. Cicio and F.
Maggio, 242 Knickerbocker avenue.
A Profit Producer
for Victor Dealers
m MYERS
Replayer
Easy to Attach— Automatic In
Operation— Practical— Dependable
Can be Attached to any Victrola. Replays the Records. Creates New Enthusiasm. Increases Sale of Records
EASY TO ATTACH: One thumb screw
does it. Any child can quickly and easily
attach The Myers Replayer.
AUTOMATIC: The Myers Replayer does
exactly what its name implies, — replays a
record without interfering in any way with
the usual operation of the machine. It does
not deface or injure any mechanical part
or the ornamental appearance of the ma-
chine. Attaches to the tone-arm only, —
and with a single thumb screw.
PRACTICAL: Once The Myers Replayer
has been properly attached and adjusted,
no further attention is necessary. No need
to dis-assemble or remove when changing
records. Instantly adjusted for non-opera-
tion without having to be removed from
machine.
SAFE— CAN'T DAMAGE NEEDLES OR
RECORDS: The Myers Replayer is
equipped with a patented air-cushion dash-
pot which returns needle to record with the
deftness and ease of the human fingers.
This not only protects the needle point but
also prevents the defacement of the record
by scratching, marring or nicking.
PERMITS USE OF ANY LENGTH
NEEDLE: Any style or length of needle
can be successfully used with The Myers
Replayer without special adjustment or
changing height of Replayer attachment.
All parts nickel plated and highly polished to correspond with similarly finished parts of machine
Present model made only for Victor Machines.
Models for other machines now under construction.
Dealers are requested to watch for future announce-
ments.
Retail price $5.00. Quickly pays for itself in the
increased pleasure it brings. Sample for dealers
sent postpaid for $3.00. Send for sample. Begin
Now to Boost Your Accessory Profits.
The Myers Replayer Co., W Totedo, Ohio, U. S. A.
March 15, 1920
THE TALKING MACHINE WORLD
25
Have you noticed how many makers who formerly consid-
ered themselves leaders in the phonograph industry are now fol-
lowing the leadership of the Windsor Console Phonograph?
The success of the Windsor Console Phonograph seems to
have inspired these makers to accord the Windsor the most sin-
cere form of flattery.
When we decided to make phonographs we did not try to
copy or imitate the cabinets of some other maker, but we origi-
nated a cabinet of our own, the Windsor Console Phonograph,
patented November 9, 1915, and September 24, 1918.
The acknowledged leader of all phonographs, "The Windsor,"
is sold direct from the factory to the dealer, no jobber's profit to
pay.
We invite progressive dealers to consider the Windsor when
making their plans for the coming year.
An attractive catalogue on request to dealers only.
* AVE. CHICK6°/i
.ESTABLISHED 1S35>
y?iL0FiI5f,WINDS0R PHONOGRAPH CABINET PATENTS
2SS. EStI:-*0*"- -"/aw ^80. ss?g: 83!?:
THE TALKING MACHINE WORLD Ma*ch is, 1920
IT FY'Q GRAPHITE PHONO
g SPRING LUBRICANT
Ilsley's Lubricant makes the Motor make good
Is prepared in the proper consistency, will not run out, dry up, or
become sticky or rancid. Remains in its original form indefinitely.
Put up in I, 5, 10, 25 and 50-pound cans for dealert.
This lubricant is also put up in 4-ounce cans to retail at 25 cents
each under the trade name of
FITRFKA noiseless talking
Ij^nijiin MACHINE LUBRICANT
Write for special proposition to jobbers.
ILSLEY-DOUBLEDAY & CO., 229-231 Front St., New York
26
DOEHLER CO.'S NEW CHICAGO PLANT
New Building About Ready for Operation Oc-
cupies 56,000 Square Feet — Wonderful Plant
for the Manufacture of Die Castings
The new Chicago plant of the Doehler Die-
Casting Co. is now reported in operation. The
initial building of the group, occupying 56,000
square feet, with a capacity for about forty-
eight machines and employing between 200 and
300 workers, is now completed. The building is
a real daylight factory of saw-tooth roof con-
struction, with every modern device to facilitate
and protect the health and welfare of their em-
ployes. A well-equipped first aid room, showers,
cooled water drinking fountain system, modern
plumbing and syphon ventilators are some of
the features included. The plant will manu-
facture white metal and aluminum die castings.
Some members of the Doehler organization
connected with the Brooklyn and Toledo plants
will sever their connection with the parent
plants and compose the initial executive force
of the Chicago plant.
EFFECTIVE COLUMBIA PUBLICITY
C. E. H. Whitlock Features Columbia Records
in Connection With Yale Junior Prom
New Haven, Conn., March 6.— C. E. H. Whit-
lock, head of Whitlock's Book Store in this
city, successful Columbia dealer, was responsible
recently for one of the most effective and valu-
able sales ideas that have ever been introduced
to the public by a talking machine dealer in
this territory.
This sales idea was introduced in connection
with the annual Yale Junior Prom, which took
place in this city last week. This Prom is one
of the greatest social events of the season and
is attended annually by prominent members of
society life from all parts of the country. It is
given publicity in the leading newspapers every-
where, and among its participants each year are
members of the Yale Alumni from all walks of
life.
Realizing the importance and significance of
this event, Mr. Whitlock, after considerable el-
fort, completed arrangements with the chair-
man of the Prom dance committee, whereby
every dance number on the program was a selec-
tion that is included in the Columbia dance
library. After making these arrangements, Mr.
C. E. H. Whitlock
Whitlock used a full page advertisement in the
official Prom program stating that all of the
dance numbers could be secured on Columbia
records and mentioning that he carried a com-
plete stock of these records.
As a mark of their appreciation of Mr. Whit-
lock's progressiveness and energy, the Colum-
bia Graphophone Co. used an effective and at-
tractive advertisement in the leading New Haven
newspapers, co-operating with Mr. Whitlock,
and featuring special copy that produced ex-
cellent results for Whitlock's Book Store.
BIG WAREHOUSE FOR WHITSIT CO.
Columbus, O., March 6. — Construction will
soon start on a $100,000 fireproof warehouse at
Fifth and McKee streets for the Whitsit Realty
Co., a subsidiary of the Perry B. Whitsit Co.,
wholesale dealers in talking machines. The nev>
warehouse, which will be devoted to the stor-
age of musical instruments, will be of rein,
forced concrete, three stories high.
A BOSTON INCORPORATION
The Cenola Talking Machine Co., Boston,
Mass., has been incorporated with capital stock
of $50,000, by William B. Gulliver, Alfred A.
Tutin and James H. Burns, all of Boston.
ROTTEN STONE
We arc the only miners and manu-
facturers in this country of Rotten
Stone for use in Phonograph Record
making. Our product is now in use
by practically every record manu-
facturer in this country. We are also
headquarters for all other minerals
for record making and everything we
handle is made especially for this pur-
pose and absolutely guaranteed. Ex-
pert advice given upon any formula.
KEYSTONE MINERALS CO.
41 Union Square, Now York City
FAULTLESS
PIVOT BEARING
CASTERS
Casters that roll easily across the floor — and
smoothly. No chatter — no unsteadiness.
Simple construction — no complicated parts to
get out of order, nothing to retard easy
movement. Strong — plenty of metal in
required places to resist strains.
Silent — neat appearing — a real necessity to
YOUR talking machine, these FAULTLESS
CASTERS.
Made with leather, fibre, felt, steel
and lignum vitae wheels. A word
from you puts all our caster
experience at your service and
brings you a copy of Faultless
Catalog "G".
FAULTLESS
CASTER COMPANY
EVANSVILLE, INDIANA
"Move the FAULTLESS Way"
Eastern Sales Office:
Full Size— C65 Geo. Mittleman, 487 Broadway, N. Y.
March 15, 1920
!
THE TALKING MACHINE WORLD
2?
Oscar Seagle's rich baritone in "Mali Lindy
Lou" and "Sorter Miss You" makes a
beautiful record that many will buy.
A-2875.
Columbia Graphophone Co
NEW YORK
W
H. A. LAMOR WITH COLLINQS & CO. DENVER MUSIC CO. NOT TO RETIRE MADE KNIOHT-CAMPBELL MANAGER
Well-known Victor Man Joins the Forces of
Newark Victor Distributors — David Roach
Added to Sales Force — Business Developing
L. W. Collings, president and general man-
ager of the Collings & Price Co., the well-
known Victor distributors of Newark, N. J.,
has purchased the interests of the late Mal-
colm Price and hereafter this company, as
L. W. Collings
briefly referred to in The World last month,
will be known as Collings & Co.
In order to further extend their service to
their dealers, they have been adding to the ex-
ecutive staff a number of very prominent men
in the talking machine trade. Only recently
they announced the appointment of John L.
Spillane in charge of their record department,
and now we learn that H. A. Lamor will head
the traveling department of this company. Mr.
Lamor was formerly the east of Pittsburgh
Victor representative and by reason of his wide
knowledge of the industry, both in the factory
and on the road, is in a position to lend valu-
able aid to those with whom he does business.
Some very original plans are already being de-
veloped which will be put into force, by the
executive of the traveling department, of which
more later.
Another well-known talking machine man
who recently joined the sales force of Collings
& Co. is David Roach, formerly associated with
one of the leading talking machine companies.
He joined the above organization in the ca-
pacity of outside salesman and will call regu-
larly on the trade in the vicinity of Newark.
W. R. Long, who recently assumed charge of
the Columbia Grafonola department of the Will
A. Watkin Co., Dallas, Tex., reports that the
business of his department has already shown
a very satisfactory increase.
The Pathe is now being handled in Norwalk,
O., in the retail store of the A. B. Chase Piano
Co., in charge of E. J. Fishbaugh, manager.
Old Colorado Music House Will Not Be Ex-
clusively a Talking Machine Store — Same
Policy to Be Followed as in the Past
Darius Allen Advanced to Position of Manager
of Colorado Springs Branch Store
Denver, Col., March 1. — The Denver Music
Co. is not going to be exclusively a talking
machine store as was announced some time
ago. When the announcement was first made
it was the intention of some of the members
of the firm to retire from business and those
who were to remain thought that it would be
best to discontinue the line of pianos and other
instruments and devote their energies entirely
to the retailing of talking, machines. However,
after some consideration, it was decided that
all kinds of musical instruments should be car-
ried in a music store and the business should
be conducted as- formerly.
E. A. Cox, who has been in the music busi-
ness for the past twenty-six years in this city
and Chicago, has been chosen president; F. R.
Flannigan, for four years a member of the
Denver Music Co, is vice-president; John C.
Kraus becomes secretary and treasurer. Mr.
Cox will really serve in the capacity of general
manager, and has announced that no change
will be made in any department policy, for the
talking machine department as well as the piano
department in future will remain the same as
before.
Colorado Springs, Col.. March 3. — Darius Allen,
a prominent young business man of this city
and for the past year assistant manager of
the Knight-Campbell Music Co. branch here,
has been promoted to the post of manager to
succeed J. Hugh Cooley, who has held that po-
sition for the past six years. Mr. Cooley leaves
the music trade and will .enter the automobile
business in Spokane, Wash. Mr. Allen was
with the local branch before the war and dur-
ing his service with the military forces won a
captaincy overseas, returning last summer to
resume his duties. He has made a thorough
study of the requirements of the trade and has
earned an excellent reputation in his chosen
field.
MUSIC CONTEST IN LOUISVILLE
A music contest very similar to the "Music
Memory Contests" with which the trade is al-
ready familiar has been worked out by Carl
Dorr, of the J. L. Riehn Piano Co. of Louis-
ville, Ky. According to Mr. Dorr's plan, 100
standard pieces of music are played for children
in the public schools, each piece being ex-
plained by a short talk.
j3U
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Follow Through!
The music trade is spending a King's ransom
in national advertising which is made doubly
effective when it is "hooked-up" with the
dealers through window advertising. Ask
your manufacturer about the importance of
window display.
Ellt/ON LITHO
INCORPORATED/
NEW YORK Originators of Window Advertising for
71 W. 23rd St. Phonograph and Player Roll Manufacturers
CHICAGO
332 S. Michigan Ave.
28
THE TALKING MACHINE WORLD
March 15, 1920
I
I
I
1
The New Model "E"
Garford Phonograph
The Greatest Value on the Market
Immediate Deliveries in Any Quantity.
High in ^ iPBjg High in
Quality ' ^jflBi Quality
Lz:: M fflflk. Lzi:
New Model "E" Garford Phonograph
The New Model "E" Garford Phonograph
has every desirable feature of the
high price phonograph.
1 Plays all makes of records without an attachment.
2 Superior Tone Quality.
3 Standard Motor of Recognized Merit.
4 Artistic Appearance.
5 Guaranteed to give Excellent Service.
Order Now For Immediate Delivery
Sells like "Wild-Fire" the Year Round
We have an Attractive Dealer Proposition
The General Phonograph Mfg. Co.
( FORMERLY NAMED THE GARFORD MFG. CO. )
ELYRIA, OHIO
1
I
I
I
1
I
I
1
1
March 15, 1920
THE TALKING MACHINE WORLD
29
DEALERS FORM A CONCERT BUREAU
Victor Retailers of Central New York Organize
Capitol Concert Bureau to Bring Noted Rec-
ord Artists to That Locality
Albany, N. Y., February 28. — There has been
recently organized and incorporated in this
city the Capitol Concert Bureau, an organ-
ization unique in character made up entirely
of talking machine dealers of central New York
and designed to arouse and keep alive musical
interest in that district in a manner calculated
to prove of direct benefit to Victor dealers.
The president of the Capitol Concert Bureau
is Louis H. Schutter, of Albany; the vice-presi-
dent is James S. Gray, prominent piano manu-
facturer and talking machine dealer of this
city; the secretary is Albert Edelstein, manager
of the Strand Talking Machine Shop, which re-
cently took over the retail business of the
Gately-Haire Co. The members include R. F.
Heidner, Holyoke, Mass.; Harry Meyers, Pitts-
field, Mass.; Thomas C. Connolly, Rensselaer,
N. Y.; William Kempf, Utica, N. Y.; Louis H.
Schutter, Albany, N. Y.; James S. Gray, Al-
bany, N. Y.; Edward C. Dorwaldt, Jr., Albany,
N. Y.; Albert Edelstein, Albany, N. Y.; George
A. Cassedy, Schenectady, N. Y. ; Mrs. William
T. Morrison, Amsterdam, N. Y.; Conrad L. Pel-
tier, Gloversville, N. Y.; Mannie Feldman, Little
Falls, N. Y.; Edwin Moak, Utica, N. Y.; Alex-
ander Williamson, Binghamton, N. Y.j M. Doyle
Marks, Elmira, N. Y.; Frank H. Burdick, Troy,'
N. Y.; Royal Braydon, Glens Falls, N. Y.;
Henry Phillips, Whitehall, N. Y.; N. M. Brad-
ley, Rutland, Vt; William Finley, Hudson, N.
Y.; C. A. Winter, Kingston, N. Y.; Albert
Wood, Pittsfield, Mass.; Paul R. Burtt, Green-
field, Mass.; James B. Towne, Saratoga Springs,
N. Y., and Roy M. Peltier, Cohoes, N. Y.
The object of the Bureau is to present mu-
sical events of interest in the cities and towns
of Central New York and in the neighboring
section of Massachusetts. It is planned to bring
prominent record artists to the different cities
and to advertise and otherwise exploit their
appearance in a big way, emphasizing the fact
that their records may be found in the catalog
of the Victor Co.
STORE COURTESY A BIG FACTOR
Manager of Day Drug Co. Says It Helps to
Build Up Good Business — Co-operative Ad-
vertising Used to Feature Columbia Line
SCHMELZER ARMS VICTOR SCHOOL
Kansas City Victor Distributors to Have Sales-
manship School in New Home
Kansas City, Mo., March 2. — The Schmelzer
Arms Co., Victor distributors, who will occupy
a handsome new home on Grand avenue some
time this Spring, will establish a Victor sales-
manship school along the lines found so suc-
cessful by the Victor Co. in its school at Cam-
den, N. J. In conducting this department it is
hoped to have men and women who are experts
in exploiting all phases of the Victor business.
The Day Drug Co., Akron, O., is carrying
on an active publicity campaign, using some
of the attractive advertisements furnished by
the Columbia Co. James M. Ervin, manager
of the Grafonola department, is enthusiastic
over, the way his Columbia business is devel-
oping and lays much stress on store courtesy
as a factor in building up a substantial trade.
In speaking on this point he said: "When
people get older they learn a lot of things they
did not know in their youth. One of them is
courtesy. This is also true of drug stores. The
Day Drug Co. has been twenty years learning.
That is why people like to trade with it."
REPORTS SATISFACTORY CONDITIONS
WM. A. PENN TENDERS RESIGNATION
Wm. A. Penn, who for the past four years
has been director of the recording department
of the Pathe Freres Phonograph Co., recently
tendered his resignation, and after a brief sea-
son of rest and a much needed vacation intends
to enter the same field1 of endeavor in an im-
portant capacity, of which he will announce
details later.
Max Willinger, president of the New York
Album & Card Co., has just returned from Chi-
cago, where he reports conditions in the Chicago
factory of the company as in first-class shape.
Production has been considerably increased and
the point has been reached where prompt de-
liveries are possible.
HARTFORD MEN HONOR EDISON
Members of the Brown-Howland Co., Hart-
ford, Conn., were among the many who honored
Thomas A. Edison on his recent birthday. Each
member of the company wore the Edison but-
ton made especially for the occasion.
30
THE TALKING MACHINE WORLD
March 15, 1920
Worth Its W
and It Weighs
march is, 1920 THE TALKING MACHINE WORLD 31
eight In Gold
Fifteen Pounds!
To Every Edison Dealer:
The mammoth portfolio reproduced on
the page opposite is the book of knowledge,
the encyclopaedia of facts, the modus
operandi for increasing your business.
Every Edison jobber, the best advertising
men we could find and the entire Edison
Sales and Advertising personnel have been
• working on this book for the past three
months.
We have been told that our 1920 Sales
Promotion Plans are the most comprehensive
ever undertaken by any manufacturer. To
lay these plans before you necessitated this
portfolio.
Your jobber's salesman has a copy of this
book and will be glad to show it to you.
THOMAS A. EDISON, Inc.
Orange, New Jersey
32
THE TALKING MACHINE WORLD
March 15, 1920
SALESMANSHIP SCHOOL A SUCCESS
Several Classes Instructed in the Art of Selling
Victor Machines and Records in the School
Established by Mickel Bros. Co.
Des Moines, Ia., February 28. — One of "the
features of the Mickel Bros. Co. service to its
dealers that have proven particularly successful
during the past couple of months has been the
school of Victor salesmanship which was estab-
Seal School in Camden, is thoroughly compe-
tent to carry on the work. The course of study
includes the following subjects: Store deport-
ment, meeting the trade, how to acquire a
knowledge of records, how to present records
to customers, Victrola salesmanship, selling Red
Seal records systematically and others of equal
importance.
The school has been held on the third floor
of the Mickel Building at 411 Court avenue,
which was entirely remodeled for the purpose.
their knowledge of salesmanship by attending
the school.
In speaking of the success of the venture,
one of the officers of the company said:
"The classes have been a wonderful success;
in fact, greater than we had ever anticipated.
This is very evident from the complimentary
letters received from every dealer who attended
or who sent his salesman or saleswoman. The
instruction has given them a bigger and broader
vision of the Victor line, inspired them with a
larger conception of the Victor possibilities
and made each one an enthusiastic Victor
booster, naturally increasing their efficiency and
value to the employer. From the dealers' testi-
mony the Mickel School of Victor Salesman-
ship has done more for Victor prestige in the
State of Iowa than anything we have ever
undertaken."
PATHE EXHIBIT AT GIMBEL'S
Handsome Display Shown in Special Room at
New York Store Attracts Attention
Where Classes in Salesmanship Are Held at Mickel Bros. Co.
lished by that company in this city early in
November. The opening of the school had been
duly announced, and the result was the sessions
opened with full classes and enough enrollments
to provide the basis for a second-class.
The school is under the supervision of Miss
Mayme Jardine who, with her broad experi-
ence in retailing Victor goods in Omaha and
the knowledge she received at the Victor Red
In connection with the school there has been
installed a service room, in which has been
placed all the advertising matter pertaining to
Victor products. There has also been installed
a complete Unico system, including booths,
racks, record counters, etc., for instruction pur-
poses. Practically two score salesmen and
saleswomen from all sections of the State have
taken advantage of the opportunity to improve
The exhibit made by the Pathe Freres Phono-
graph Co. at the National Music Show was re-
cently set up in a special room in the large talk-
ing machine department of Gimbel Bros. New
York store. The various models of the Pathe
line together with the regular and period models
of the Actuelle were exhibited, as were the pic-
tures of Pathe record artists, which graced the
walls of the exhibit at the Grand Central Palace.
The Gimbel store has had very gratifying re-
sults with the Pathe line in the short time in
which it has been carried and the exhibit drew
large numbers of visitors.
PROMINENT LUMBERMAN DIES
In the death of Alfred Struck, of the Pres-
tonia Mfg. Co., Louisville, Ky., the trade loses
a prominent lumberman and talking machine
cabinet manufacturer. His death was due to
pneumonia. His son, Charles Struck, will take
over the affairs of his father's business.
i
Emerson Hits Hitting Hard
In Western Pennsylvania
Folks living in Erie, Warren and Oil City
like to hear the newest songs, the latest
dance hits.
They buy Emerson Records because Emer-
son is first to bring out the new hits that
every one is humming and whistling.
Our job is to see that the dealers in these
and other Western Pennsylvania cities are
supplied with the new Emerson hits — as
they come out.
To that end, we carry a complete line of
Emerson hits, and make a point of filling
orders the same day they are received.
Let us give you a dollars-and-cents demon-
stration on the advantages of being an
Emerson dealer. Write today.
.o<i :»;«;.«■«. >< « >< -
Fmereon iales fbmpany
B B B B B B B B B B B B B B B B B B B B B B B
'■: « a]
4018 JENKINS ARCADE BUILDING
PITTSBURGH, PA.
March 15, 1920
THE TALKING MACHINE WORLD
33
Should BeOn Every
Talking Machine
7
AT LAST
ANEW LIGHT that will apply to every
make of talking machine in the world.
It is reliable, easily applied, and will give perfect
satisfaction.
Beautifully finished in nickel and gold.
Both lights and batteries are fully guaranteed.
Low in price, within reach of every talking
machine owner or buyer.
Big discounts to dealers. Write your jobber or
direct to us for descriptive circulars outlining our
selling and advertising campaign.
RETAIL PRICES
Nickel Finish ... $2.25
Gold Finish 3.00
Special RECORD-FLASHER Battery 75
ENTIRELY NEW PROPOSITION
Angular Vertical Horizontal
Each package complete as illustrated above
355-357 East Water Street
MANUFACTURERS
and
PATENTEES
Milwaukee Wisconsin U.S.A.
34
THE TALKING MACHINE WORLD
March 15, 1920
^22
Dear Little Boy of Mine" in StracciarFs
splendid baritone will break many sales
records. Columbia 78686.
Columbia Graphophone Co.
NEW YORK
BI-PARTISAN RECORDS NOW READY
Nation's Forum Records Will Be Merchandised
Through Columbia Dealers Exclusively — At-
tractive Window Display Prepared for Trade
The dealer service department of the Colum-
bia Graphophone Co. has mailed to Columbia
dealers an interesting sixteen-page pamphlet
entitled, "Mobilizing Phonographs for the
Presidential Campaign." This publication,
Nation's Forum Window Display
which was prepared by the Nation's Forum,
New York, describes in detail a-monthly service
of publicity news records which will carry the
living voices of presidential candidates and
other prominent public officials into homes,
clubs and meetings. The records, which will be
bi-partisan, will be merchandised exclusively
through Columbia dealers and are particularly
important in view of the coming presidential
campaign.
Every Columbia dealer subscribing to the
regular Columbia window display service has
received a very attractive window card an-
nouncement of the Nation's Forum records.
Columbia branches have been furnished with a
large. supply of these display cards, which are
at the disposal of all Columbia dealers. Some
idea of the attractiveness of this display may
be gleaned from the accompanying illustration.
On either side of the cen-
ter display are facsimile
reproductions of the first
records in this important
series, consisting of timely
and informative messages
by Henry Cabot Lodge,
Republican leader of the
U. S. Senate, and William
G. McAdoo, former Secre-
tary of the Treasury, and
possible Democratic presi-
dential nominee.
It is planned to issue
two records each month,
one record being a mes-
sage from a prominent
Republican and the other
from a prominent Demo-
crat. The list of speakers
scheduled for this record
library comprises the
leaders in both parties and
an extensive advertising
campaign featuring these
records is now in course
of preparation. It is expected that these records
will prove very popular if results may be fore-
cast from a recent demonstration held at one
of the clubs in New York City.
AEROPLANE DELIVERY A SUCCESS
E. H. Jones Piano Co. Closing Contracts With
Many Vitanola Dealers for Aeroplane Delivery
— A Unique Advertising Idea
Des Moines, Ia., March 5. — The E. H. Jones
Piano Co., of this city, distributors of Vitanola
phonographs, has closed contracts with prac-
tically all of its dealers providing for the aero-
plane delivery of Vitanola phonographs. This
unique sales and advertising plan, which was
evolved last Fall by DeWitt Jones, president
of the company, has attracted countrywide at-
tention.
The E. H. Jones Piano Co. has contracted for
a State advertising campaign through the me-
dium of the aeroplane service connected with
the Herring Motor Co., of this city. As an ad-
vertising novelty the E. H. Jones Piano Co. de-
livered a Vitanola phonograph by aeroplane, and
this unusual method of delivering the instru-
ment has produced invaluable publicity for the
Vitanola dealer. Many of the Vitanola repre-
sentatives who have tried out the plan for a
single delivery are repeating it several times,
advising the E. H. Jones Piano Co. that the
proposition is a profitable one from every stand-
point.
ISSUE BOOKLET ON ARROW RECORDS
The Vitanola agency in Steamboat Springs,
Col., has been taken by the Chamberlain-Gray
Drug Co.
Cleveland, O., March 5. — The Arrow Phono-
graph Corp. of this city (formerly the Liberty
Phonograph Co.) is mailing to its dealers
an interesting folder giving details of the com-
pany's merchandising plans and policies. The
first list of records has been favorably received
by the trade, and it is now a question of quan-
tity production. Referring to the technical
manufacture of Arrow records, this folder stated
in part: "Arrow records are made with a lat-
eral groove formed in an entirely new manner,
carrying the most minute sound qualities to an
exceptional degree of accuracy."
s s s
SERVICE f^^\\ J f\ SELLS SERVICE
I lie If XJTT^C a Combination
V^y/\£i^v XXI J. O Hard to Beat
YELLOW DOG BLUES- =The Great Big "Hit" 4061
( Bo-La-Bo Fox-Trot J Ching-A-Ling One-Step
4060 < When You're Alone - One-Step 4U5S | A Lb Carte One-Step
| Pickaninny Blues Vocal Trio j Little Girls, Good-Bye Vocal
4067 | When Two Hearts Discover. - Duet 4066 j Just Like the Rose Vocal
Exceptional facilities for New York, New Jersey and Connecticut dealers to get the livest Record Proposition in the trade
ZT.%i:'" 5'28 ZIEGLER, BAKER & JOHNSON 100 c£: ™'££
The Talking Machine World, New York, March 15, 1920
LEOPOLD GODOWSKY
Premier Pianist
DOROTHY JARDON
Prima Donna Soprano
Chirago Opera Company
Destined to win
HEN the House of Brunswick sets out to do a
thing, all are certain that it will be done well.
No expense will be spared — nothing left undone. You
all know what these resources mean when you con-
template the phenomenal success of the Brunswick
Phonograph.
And so it should point a lesson in regard to Brunswick
Records, now commencing to be advertised to the public.
It means that Brunswick Records are right in prin-
ciple and that they bring superiorities.
It means that Brunswick would never be satisfied with
the common or the mediocre.
And the result will be a positive success. Every
Brunswick dealer will reap new profits.
To be widely advertised
An appropriation for advertising Brunswick Records
has been made. The first page appears in The Saturday
Evening Post. Then begins a continuous campaign of
education.
We will offer the masterpieces of famous artists, such
as pictured here. Together with all such numbers as are
necessary to make a complete and wanted list.
Throughout the land, music lovers will come to know
and appreciate the selec-
tions we offer, and their
superior reproduction.
Thus we bring to the
Brunswick Phonograph
its inevitable team-mate,
Brunswick Records.
Thus we offer again
something that is dis-
tinctly better. And to
prove it, we are asking
the American people to
hear and compare.
In our story to the pub-
lic, we state that it is
again the privilege of the
House of Brunswick to
bring to music lovers an-
other innovation, another
advancement in the art of
phonography —
ARCHER CHAMLEE
Tenor
Brunswick
The Talking Machine World, New York, March 15, 1920
universal applause
— one as advanced as those revolutionary ideas intro-
duced in the Brunswick Phonograph four years ago.
Thus we fulfill our great ambition to bring something
better, something superior into the making of records.
What we mean by "Individuality
graven into them"
We bring not only world-famous artists with their in-
dividual interpretations — not only the historic master-
pieces of music, but in addition that third factor — direc-
tion of concerted selections.
Some will venture that this is nothing new. Nor is it,
as an idea. It is the fulfillment of the idea, the actual
laboratory practice, that makes it real or fiction.
We have long felt that in concerted numbers there was
much to be accomplished. Too frequently the members
of an orchestra, for instance, played as individuals.
Master direction was too rare.
This we have insisted on avoiding. Our first interest
in all but solo numbers has been to attain the utmost
from sympathetic direction.
Hence we bring to ensemble numbers a finer spirit, a
new and added charm.
The method is difficult to explain. But the result is
obvious. To tell the public too much about the mechan-
ics of recording robs music of its spiritual flavor.
So again, in advertising Brunswick Records, we ask
people to hear and compare. We abide by the decision
of music-lovers, people who know and appreciate better-
ments.
We invite the trade to watch Brunswick developments
and to note the success of Brunswick Records.
The Brunswick-Balke-Collender
Company
General Offices:
623-633 South Wabash Avenue, Chicago
Branch Houses in Principal Cities of
United States, Mexico and Canada
Canadian Distributors :
Musical Merchandise Sales Co.
819 Yonee St , Toronto
MAX ROSEN
Violinist
IRENE PAVLOSKA
Mezzo-Soprano
Chicago Opera Company
March IS, 1920
THE TALKING MACHINE WORLD
3S
MAKE EXHIBIT AT TOY SHOW
Homer Stephens in Charge of Display of Gar-
ford Phonographs — Booked Large Orders
The General Phonograph Mfg. Co., Elyria,
O., formerly named the Garford Mfg. Co., con-
ducted a very attractive exhibit at the annual
Toy Show, which was held at the Hotel Im-
perial, and which closed on Saturday. Homer
Stephens, sales manager of the company, was
in charge of this exhibit, and a number of large
orders, including several export orders, were
closed as a direct result of the exhibit.
Among the instruments on display at the com-
pany's booth were the popular Model E Garford
phonograph, which has achieved international
success, and two toy phonographs, retailing at
$10 and $6. These toy phonographs were or-
dered in large quantities by buyers representing
well-known houses, and judging from the com-
ments of these purchasers the demand for toy
phonographs is constantly increasing.
At the annual meeting of the American Toy
Exhibitors' Association Mr. Stephens was re-
elected president of the organization. During
the past year Mr. Stephens occupied this post
and his work in behalf of the association well
merited his re-election as president.
INTRODUCING THE "REED-ER"
Pittsburgh, Pa., March 6. — The Reed Co. of
this city, manufacturer of Reed demonstrating
booths, record racks and efficiency counters, and
distributor of Regina phonographs and Opera-
phone records, has just issued an attractive
house organ named the "Reed-er." According
to the editor, this publication is "edited by the
Reed-man and published monthly in the interest
of Reed dealers." Its chief purpose is to tell
important things, but it aims not to be too
strenuous.
The first three numbers of this newsy house
organ have been enthusiastically received by
the Reed Co.'s dealers, who are pleased with
the informal contents of the publication and
the various practical ideas featured in the news
columns. Each issue contains a page devoted
to personal items, and a semi-humorous column
emphasizes the thought that good-fellowship and
informality are important factors in the com-
pilation of the "Reed-er."
INCREASE BOOTH EQUIPMENT
The Silver Grafonola Shop, 22 Delancey
street, New York, successor to the Marconi
Phonograph Co., has recently increased its dem-
onstration booths from six to ten — all of which
are necessary to meet the demands of this busi-
ness which has been steadily expanding. This
concern is now under the able management of
J. Morris, assisted by I. A. Silver, who report
very excellent business in Victor and Columbia
machines and records.
Mr. Gunst, of the Gunst Piano Co., was al-
most entirely cleaned out by the great hurri-
cane that swept through Corpus Christi, Texas.
He related a strange incident that occurred
while the storm was at its height. A party who
had been rescued in a boat saw a wrecked house
floating along, with broken furniture scattered
about. In the center of the wreckage stood a
Victrola, apparently intact.
New Automatic
Cover Support
Practical — Inexpensioe
Fool Proof
Made in two different styles
No. 1 Fit Cover at any angle
No. 2 Hinge Plate bent to
Fit CoTer
Samples on Request
Quantity Discount
AUTOMATIC COVER SUPPORT MFG. CO.
77-81 MILL STREET BLOOMFIELD, N. J.
DEFENDERS FOR "CANNED MUSIC"
Number of Newspapers Take Occasion to Call
Editorial Attention to Usefulness of Art
A number of newspapers in New York State
and New England have recently taken up the
cudgels editorially in behalf of talking machine
music. The thought back of all the editorials
is practically the same and the article repro-
duced herewith, from the Niagara Falls, N. Y„
Gazette, is a fair sample.
"In our more or less witty slang, the product
of the phonograph is frequently referred to as
'canned music' The phrase is commonly used
disparagingly. But 'canning' is one of the most
useful arts that civilization has developed and
it takes one of its highest forms in the mechan- .
ism of the phonograph.
"A leisure half hour might be spent pleas-
antly and not unprofitably in recalling some of
the uses of 'canning.' Of course fruits and vege-
tables are conserved in that way for future use
and the shelves in the grocery and the rubbish
piles in the alley tell eloquently of service to
men along that line.
"But very many of the things that make life
worth while are 'canned' products that would
not otherwise have been available. Books are
the 'canned' wisdom or foolishness of the ages.
Without this 'canned' process the wisdom of
Solomon would have died on the eastern winds
and Shakespeare and Longfellow and Mahon
and Bancroft and all scientists and seers and
singers would have died with their own gen-
erations."
BUYS VICTROLAS FOR SCHOOLS
The Oldendorf Music House, Mt. Carmel, 111.,
has again sold a Victrola to the schools of that
city and now the Berry School is the possessor
of one of these instruments. The machine was
purchased through the efforts of the parent-
teachers' association, which is taking an active
part in the school music work.
ECECTIIK
I
PHONOGRAPHS
1 2 Months to Pay
Sure "brings in
the business"
The first payment brings you the sign — and
you have the 12 months to complete the pay-
ments. Pays for itself many times over.
— A Permanent Fixture That Soon
Pays for Itself, Many Times Over
Everyone who passes within blocks of your store is a prospective cus-
tomer. It you put your name and business before the public you may
expect them to buy. But the store that is lost in darkness loses many a
sale and also much prestige with the people of the community
Electric sign advertising is indispensable to every merchant. It carries
your message day and night, attracting the attention of people from blocks
around, it gives a timely suggestion to the prospective customer that
here is a store ready to take care of his needs. And a timely suggestion
brings many a sale.
But it pays to invest in a sign that will be a permanent fixture in front
of your store. This Federal Electric Sign is made of porcelain-enameled
stee , will not rust, decay or fade— never needs refinishing. An occasional
washing keeps it sparkling like new. Costs but a few cents a day for
electricity— n-o other expense. It is strongly legible both day and night
from a distance in either direction. It will last a lifetime and will pay for
■tselt many times over in increased business.
Send the coupon to-day for full information — no obligation.
Tear Off and Mail Coupon Now
FEDERAL ELECTRIC COMPANY
representing Federal Sign System (Electric)
Lake and Desplaines Streets, Chicago, 111.
Please send me full information on Porcelain-enameled Steel Sign for my business. Explain your
12-months-to-pay Plan.
Name City
Street and No Business
Store Frontage No. of Floors
fTTTaTfiirmiiiiiittwi si hitmu ill rrmn
State
M. W.-3
fffff
itiiuiuiiiiiiiamfJiMfUJuuHi*
36
THE TALKING MACHINE WORLD
March 15, 1920
INACCURATE TERMS AND COMPARATIVE PRICES DECRIED
Richard H. Lee, Special Counsel for Associated Advertising Clubs of the World, Condemns
Use of Misleading Terms and Comparative Prices in Address on Truth in Advertising
Decrying the use of comparative price adver-
tising and warning against deceptive trade
terms, Richard H. Lee, Special Counsel of the
Associated Advertising Clubs, in an address
before the convention of the National Retail
Dry Goods Association in New York, recently,
urged the elimination of practices which under-
mine confidence in advertising and business and
jeopardize the good will of a retail store. Mr.
Lee, who has in the past made some forceful
addresses before the piano men, said, in part:
"One of the enigmas to me in present-day
business life is the careless way in which busi-
ness houses treat their greatest asset, their own
good name. You insure your building; you in-
sure your stock; you bond your -employes; you
even insure your accounts; you protect yourself
as to all of these tangible assets; yet any of
them - could be replaced in the open market.
But what are you doing to protect your own
good name — the biggest asset in any business?
"In my opinion one of the most destructive .
influences in retail merchandising is the use
of comparative prices and comparative values—
$125 Suits, $79.50; worth $50, our price, $37.50,
etc. Comparative values are fraudulent on their
face. They bespeak a fact which is nothing
more or less than the opinion of the merchant.
And comparative prices involve changes in
season's styles and other matters which are very
apt to create dissatisfaction with the customer.
But the real evil which lies in both of these
practices is the avenue you open for the use
of your illegitimate competitor. Assuming
that you are perfectly honest, that your compar-
ative prices are fair, and that your comparative
values are based on your best judgment, you
must realize that your competitor, who thinks
Records
We are direct factory dis-
tributors for these new
lateral cut records and
our dealer plan is un-
usually attractive.
OK*.
Records
are a quality proposition
and they feature timely
vocal and dance hits.
Write us for catalogs
and sample records
Staffer & Stackhouse Co., Inc.
Bourbon, Ind.
Made in Our
Watch Oil
DEPARTMENT
which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.
The Best Oil For Any Talking Machine
In refining, Nyoil is given the same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it
Colorless, Odorless and Stainless.
Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, chill or become
rancid. Sportsmen find it best for guns because it
prevents rust.
NYOIL is put up in 1-oz., 3' i-oz. and 8-oz. Bottles
and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers
WILLIA F. NYE, New Bedford, Mass., U.S.A.
less of the future of his business than you do
of yours, has thrown open to him a field, ap-
parently legitimatized by you, in which he has
no limits. It only takes a pencil to send his
former sales price up and his present sales price
down, and while I would concede that this is
a practice which will eventually relieve you
of his competition, you must admit that it is
confidence-destroying in character and that the
shopper who loses confidence in his advertising
is very apt to lose confidence in all advertising.
"The farseeing and successful merchant to-day
believes in pyramiding on his advertising in-
vestment. He looks forward to the day when
his institution will be so well advertised as to
begin to advertise itself. Advertising is but a
means of contact with the public. It is a
method of bringing the public into your place
of business. Any merchant can pyramid on his
advertising by taking just as great pains in
satisfying a customer as he does to get a cus-
tomer into the store. The satisfied customer is
an advertising asset. A dissatisfied customer is
a heavy liability. Where pains are taken to
satisfy the customer, the strength of your ad-
vertising is pyramided. The merchant who de-
pends on his copy to get a new crowd into the
store each day is playing long on a falling
market. It should be the aim of every busi-
ness man who expects to stay in business to
so firmly establish his own good name that
his business house becomes an institution. When
he can get the public to saying that his place
of business is a safe one in which to shop,
he has established an advertising value which
will go on and on and continue to pour dollars
into the till long after he ceases to use the
printed word.
"That kind of a reputation cannot be built
on a foundation of deception. The merchant
who advertises a bargain which he cannot pro-
duce when the customer calls has created a
handicap which he must overcome if he de-
sires to stay in the good graces of that partic-
ular individual. It is far better for any institu-
tion to lose a sale than the good-will of a pos-
sible customer."
J. Vernon Davis, prominent in business in
Spokane, Wash., has been selected to take
charge of the phonograph department of the
Simon Piano Co., that city. Mr. Davis has
been with the company since last spring and
has given special attention to the development
of the talking machine business.
SEND FOR ILLUSTRATED PRICE LIST
AND FREE SAMPLE
"GLOBE" TRANSFER NAME PLATES
DEALERS EVERYWHERE APPLY THEM
ON PHONOGRAPHS. PIANOS. ETC.
GLOBE DECALCOMANIE CO.
JERSEY CITY, N. J.
March 15, 1920
THE TALKING MACHINE WORLD
The Phonograph Salesman
SAYS:
"It's my job to sell Talking
Machines, and I want to tell
you that the machines
equipped with the best
motors are the easiest to sell.
That's why it is easy to sell
Phonographs equipped
with the New Enclosed
KRASCO Motors." And
he's right.
Send for Literature
on KRASCO open
and Enclosed Motors
Sterling Reproducers
and Tone Arms.
THE NEW
ENCLOSED
KRASCO MOTOR—
THE SENSATION OF THE NEW YORK SHOW
Krasberg Engineering S
Manufacturing Corporation
38
THE TALKING MACHINE WORLD
March 15, 1920
Artiste
•HE ARTIST IN REALITY
Announcement
We have opened offices and show rooms with
warehouse facilities in
THE BUSH TERMINAL BUILDING
130 WEST 42nd STREET
NEW YORK
showing L'ARTISTE PHONOGRAPHS in
regular and console models of unusual merit,
unequaled in tone, finish and design.
You are cordially invited to call.
Prompt and courteous service.
Good territory now open.
THE PHILADELPHIA SHOW CASE CO.
Main Office:
127 NORTH 13th STREET
PHILADELPHIA, PA.
New York Office
THE BUSH TERMINAL BUILDING
Room 845
Pittsburgh Office
JENKINS ARCADE BUILDING
Pittsburgh, Pa.
March 15, 1920
THE TALKING MACHINE WORLD
3®
FIGHT MAIL ORDER COMPETITION ON ITS OWN GROUNDS
Practices of a Chicago Mail Order House Featuring Phonographs Formed the Basis of a Discus-
sion at a Recent Gathering of the National Association of Retail Secretaries in New York
That the best way to meet mail order compe-
tition is by comparative prices and by the stores
themselves doing a mail order business was the
opinion generally held in a discussion of that
subject at the session of the National Associa-
tion of Retail Secretaries, held recently at the
Hotel Pennsylvania, New York.
The country-wide campaign which was put on
last Fall by one of Chicago's prominent mail
order houses was discussed, and the secretaries
expressed themselves on the way in which this
competition had been met in individual cities
— a matter of direct interest to talking machine
dealers.
One of the important items which had been
offered by this Chicago mail order house had
been phonographs. T. M. B. Hicks, secretary
of the Association, said that at Boston they had
not tried to have the newspapers suppress the
advertisements, but that the dealers had gone
ahead to meet the competition. He stated that
in a Boston warehouse at the present time
there were over 3,000 machines that had been
returned by the purchasers as being defective
and unsatisfactory.
The opinion in Boston had been, Mr. Hicks
stated, that unless the local retailers could selL
phonographs as cheaply as a mail order house
could from Chicago they had no right ' to
be in business. He advised meeting mail order
competition on its own level and not trying to
circumvent it by other means.
Newspapers Refuse Advertisements
In speaking of this same series of advertise-
ments, President K. F. Niemoeller said that in
St. Louis they had pointed out to the news-
papers that these advertisements were inimical
to the retailers' interests, and that the press had
refused to accept moTe of the ads. Particularly
was this so, he said, since the department stores
of St. Louis had been greatly restricted as to
advertising space, and to allow a mail order
house to dominate with full pages would have
been manifestly unfair.
A. Jacobsen, of South Bend, Ind., said that
the merchants of his city were getting out a
catalog which was about half the size of the
catalog issued by the Chicago mail order house,
and which would compete with them in prices.
E. M. Trowern, of the Merchants' Association
of Canada, told of how they intended to curtail
the activity of mail order houses. Catalogs are
carried in the Dominion by the post office at a
cheap rate, he said, and, as a matter of fact, it
costs the people about $2,000,000 a year to do
this, which must be raised from other sources.
Legislation is to be proposed before the
legislative body of the Dominion, he said, which
will make the mail order people pay the actual
cost of this distribution of catalogs. He gave
further information on how mail order business
is conducted in Canada by the statement that a
customer cannot take a catalog and go to the
home office of the concern and buy at the prices
stated. In other words, the catalog prices are
special prices. The general opinion of the sec-
retaries was that the same condition did not
hold true in the United States.
FINE FEBRUARY SALES REPORTS
Iroquois Sales Corp. Closing Healthy Okeh
Record Business — Master-Tone Sales Increas-
ing Steadily — Road Men Tell of Progress
Buffalo, N. Y., March 8. — In a recent chat
with The World L. M. Cole, sales manager of
the Iroquois Sales Corp., of this city, stated
that the company's sales totals for February
were very satisfactory. The new retail price
of $1 for Okeh records has been favorably ac-
cepted by the trade, as the great majority of
dealers appreciate the fact that the unprece-
dented advances in the cost of raw material and
labor have made the $1 retail price of records
an absolute necessity. Mr. Cole states that
many new accounts have been opened since the
first of the year, and the older accounts have
been ordering so heavily that there is a sub-
stantial increase in Okeh business as compared
with the holiday figures. Master-Tone business
is showing a satisfactory growth, with every
indication of continuing along similar lines
throughout the Spring.
Harry H. Dahl and A. C. Bentzen, of the
Iroquois sales staff, are sending in gratifying
reports from the East. Bertram H. Gould
started on a trip to Ohio territory a few days
ago, and Pennsylvania is also being covered to
excellent advantage. Mr. Cole is concentrating
his activities^ on the western New York field,
and has established excellent representation in
Rochester, Syracuse, Buffalo and adjacent lo-
calities.
1 1 »«! .iv iini i: i 1 ; : ■ mitiiiniii rmiiimi iimi ■■ imiiTm iiiiiini utm miiitiiif iiimi run im n ■■ n ii in ■■ itn n it inimm in uitm f n imit n nit m ri iiij ii im ruin lit ■ i ■■ n iitiiii miti i ■ i n ii ■■iiiiiim n ■■ mni iijhi untitii ■■ iiuii n innniH iiiii^
T i
HEAT
MOISTURE
1 1
1 1
When properly combined
produce the most ideal
condition for drying
OXYGEN
All air delivered to the dry-
rooms is thoroughly wash-
ed, making a deep, clean
finish.
I 1
The temperature and hu-
midity are automatically
controlled, making the fin-
ishing process independent
of outside weather con-
ditions.
stain, filler and varnish.
Years of experience have
taught us the combination
1 1
Ii
The users of our system are licensed under and protected by the
Grosvenor process patent No. 1,186,477
DRYING SYSTEMS, Inc.
322 No. Michigan Ave. Chicago, Illinois
Note: Send for descriptive bulletin
,. ,. ,. . , . , , „ 1({ g
-iiiiiiiiKiiiiiiiiiiiiiin 1 1 1 - j i : 1 1 n 1 1 i mm m m imimiiiimimni mil uimmimiiiiiiiiiiiimimiiimiiiiiii tiiiiiiiiiiuiiiiiimiiiiiimmiimin iiiimiiimHuiimimmiiiiiiiiiiuiiiiminiiiiiiuBminiiiiuiuiimiiiiiimiiiimi^
Compare them!
COMPARE Sonora Semi-Per-
manent Needles with other
needles. Remember that Sonora
S. P. Needles sell for 25c a pack-
age instead of 10c or 15c and
they bring you a bigger and easier
profit than any other needles'.
STKC IMSTRUS*£KT Of QUALITY
onot>
CLEAR AS A DELL CZ
Semi-Permanent
NEEDLES
are extensively advertised, are
well known, and are in strong
demand. Buyers of these needles re-
turn to your store with their friends
for more.
Attractive counter cards, leaf-
lets and display material are
available free. No matter what
makes of phonographs you
stock you need Sonora S. P.
Needles. They play many times,
are used on ALL MAKES of
steel needle records, sweeten
the tone, do away with constant
needle changing and are most
economical. Having parallel
sides (not tapered) they do not
increase in diameter as they
wear and do not harm the record
grooves, This means a longer
life for the records. If you haCen't
ordered, order now.
THREE GRADES
LOUD, MEDIUM, SOFT
25c per card of 5 40c in Canada
Sonora $t)onograpf)
Company, 3mc.
GEORGE E. BRIGHTSON, President
NEW YORK: 179 Broadway
Canadian Distributors:
I. Montagnes & Co.
Toronto
^onf iaf» I Beware of similarly
VdUllOIl I constructed needles
of inferior quality.
40
THE TALKING MACHINE WORLD
March 15, 1920
Manufacturers
To handle this year's business we have
greatly increased our production and are
now prepared to care for a few hundred
more live dealers.
The standards and quality of our product
will not be changed; on the other hand
this season's models have added features
that will make for sales.
May we not send you our
Write now — line up
The Excel Cabinet Co.'s dealers' proposi-
tion is one that you should investigate at
once. There are large profits for you
in handling this line of fast selling
machines.
circulars, discounts, etc.
with a winner.'
Executive Offices: 136 West 23rd Street
EXCEL CABINET CO.
Factories: Benton Harbor, Mich.; Holland, Mich.; Chicago
Manufacturers of
HighGrade
Talking
New York City
J
March 15, 1920
THE TALKING MACHINE WORLD
41
BIO VICTOR GATHERING IN PEORIA
As Guests of the Putnam-Page Co. Great Army
of Dealers Listen to Interesting and Con-
structive Addresses on Various Important
Topics — Enjoy Luncheon and Banquet
Peoria, III., March 3. — Victor dealers from all
parts of Illinois were guests of Putnam-Page
Co., Inc., Victor distributors, at that city on
February 21, when they enjoyed an informal
luncheon tendered to them exclusively and later
the annual banquet of the Creve Coeur Club, an
event of national importance, which was at-
tended by over one thousand diners. While
the Victor men were in evidence at two promi-
nent tables at the banquet, the big event of the
day for them was their own gathering of the
afternoon, which was presided over by Fred H.
Putnam, president of the Putnam-Page Co. Mr.
Putnam took this occasion to introduce P. A.
Ware, who was just beginning his connection
the Putnam-Page Co., where they attained a
more intimate knowledge of the effective or-
ganization of this important distributor of the
Victor Co. under the guidance of Roy Page,
secretary of the company, and A. E. Severe and
Leonard Putnam.
Among those who attended the luncheon and
the great banquet later were: E. J. Dingley, of
the Victor Co., Camden, N. J.; E. T. Froyd, of
Froyd's Music Shop, Paxton, 111.; P. R. Fritsche,
Mackinaw, 111.; T. A. Conboy, of the Up-To-
Date Music House, Sterling, 111.; M. E. Wright,
Eureka, 111.; G. E. Lester, Hoopeston, 111.; F. A.
Doyle, of The Doyle Furniture Co., Galesburg.
111.; T. J. Griggs, of The Griggs Music House,
Kewanee, 111.; Fred Lehman, of Lehman's
Music House, East St. Louis, 111.; Geo. Cheatle,
of The Music Shop, Springfield, 111.; Thor. Nor-
berg, of The Norberg Music House, Rock Is-
land, 111.; Will Haley, of J. Haley & Son, Areola,
111.; R. N. Smith, Carthage, 111.; C. N. Lenhart,
Mattoon, 111.; A. E. Sundquist, of A. Sund-
E. J. Dingley, of Victor Co., and Illinois Deal
with Putnam-Page Co., to whom he was trans-
ferred from the Victor factory, and after a brief
talk Mr. Ware introduced E. J. Dingley, man-
ager of the machine order department of the
Victor Co., who addressed the dealers in behalf
of the Victor factory. He spoke at length on
topics close to the heart of Victor dealers and
his address was something different from that
usually expected at gatherings of this kind. Mr.
Dingley reviewed some of the problems of
manufacturing with which the Victor Co. has
to deal and gave in a very interesting man-
ner an exposition of how ably these problems
are met. He gave a most intimate word picture
of the remarkable manufacturing achievements
necessary to turn out such great volumes, of
machines and records as are produced by the
Victor plant. Later Mr. Dingley answered
questions regarding the more intimate problems
of the dealers. He took occasion to con-
gratulate them on the progressive attitude
which prompted the questions.
During the latter part of the afternoon the
dealers visited the new exclusive Victor depart-
ment of the Block & Kuhl Co., which is a store
in itself, and here again, through effective or-
ganization of the hosts and with the aid of J.
D. O'Malley, departmlent manager, a further
general discussion of progressive methods en-
sued. During the day most of the visiting deal-
ers took occasion to survey the headquarters of
ers, Guests of Putnam-Page Co., Peoria, 111.
quist & Son, Toulon, 111.; L. L. Archibald, of
P. A. Bergner & Co., Peoria, 111.; F. M. Leslie,
Urbana, 111.; H. C. Kupfer, of Mandel &
Schwartzman, Bloomington, 111.; J. F. O'Malley,
of Block & Kuhl Co., Peoria, 111.; J. E. King,
of King & Bailey, Virginia, 111.; W. W. Bond,
of D. H. Lloyde Co., Champaign, 111.; H. J.
Wald'schmidt, Metamora, 111.; Harry Duncan, of
Duncan-Schell Furniture Co., Keokuk, Iowa; A.
R. Meyer, Havana, 111.; Lyle Straight, of A.
Livingston & Son, Bloomington, 111.; E. E.
Hanger, of Hanger Bros., Lincoln, 111.
APPOINT ILLINOIS JOBBERS
The Reed Co., Inc., Pittsburgh, Pa., has an-
nounced the appointment of the Cole & Dunas
Music Co., Chicago, 111., as distributors in the
State of Illinois for the popular Reed record
demonstrating booths, record and player roll
racks and efficiency counter. Reed efficiency
furniture has attained considerable success
throughout the country, and the Cole & Dunas
Music Co. is planning to institute an aggressive
campaign featuring this furniture throughout
the State of Illinois.
Money is not always power. There are scales
on which an ounce of integrity is worth a mine.
The noisiest welcome is not the most contin-
uous cheer.
Phonographs and Show Window Record Stands
These Show Window Record Stands will increase
your Sales on records and help you make attractive
window displays. Send for Dealers* Price.
THE OSCAR ONKEN CO., 6651 4th Street, Cincinnati, 0.
PLAZA
BUY YOUR
ACCESSORIES
Ml From One Source
Gold Finish
MAGNEDO
Multi-playing
STEEL NEEDLES
Retail at 10c.
per box of 50
Magnedos are the STANDARD
Steel Multiplying needles.
Extensive advertising has estab-
lished a ready market for you.
Attractive packing sells Mag-
nedos on sight — and every sale
means repeat business.
Each needle is guaranteed to
play 10 records.
There are large profits waiting
for you if you handle Magnedos.
To Jobbers
We have an interesting
merchandising proposition
for you. Write for details.
To Dealers
A sample carton will dem-
onstrate how your needle
sales can be developed.
Order One Now
Loud and Medium Tones
4
0
I
o
i
Plaza music Co.
18 WEST- 201* STREET
NEW YORK
42
THE TALKING MACHINE WORLD
March 15, 1920
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
[This department of The Talking Machine World is
designed for the service of all classes of our readers,
including those who make, and those who sell, talking
machines.
Andrew H. Dodin, who conducts this department, has
a wide and enviable reputation as a repairer of talking
machines at 176 Sixth avenue. New York: Tell him your
troubles through The World and he will help you if
possible. The service is free. — Editor.]
SOME QUESTIONS AND ANSWERS
Hints on Sound-Box Repairs
Trenton, N. J., January 24, 1920.
A. H. Dodin,
Care The Talking Machine World, New York.
I have but recently engaged in the phono-
graph business and I find several problems to
solve, and it occurs to me you may' be willing
and able to give me some information. I have
just had returned from the Edison factory a
speaker or reproducer as used on a late style
Amberola. When playing some notes appear to
produce a rattle similar to that caused by a loose
needle sometimes when it has fallen into the
machine below the motor. Can you write up
for publication in The World some of the
methods of procedure when putting new mica
in reproducers, and some of the most usual re-
pairs required in repairing reproducers? As a
beginner on phonograph repairing I like to see
the department in The World devoted to repair
problems as large as possible. — Edward Aller.
Answer — The trouble with the Amberola
speaker is probably due to the fact that the
gasket ring is not tight enough, allowing dia-
phragm to blast on certain notes. As to sound-
box troubles, the troubles and causes are about
the same in all makes of boxes — bad dia-
phragms, dead rubber gaskets, weak tension
springs, or loose needle bars. The two most
important points in assembling a sound-box are
first to shellac the diaphragm to the gasket in
such a position that its edge does not touch
the frame of the box at any spot, and second,
that the needle bar is placed in a proper posi-
5°
The Certainty of Promised Delivery
One of the most important elements in the ser-
vice of this company is the certainty of promised
delivery, which is largely assured by the fact
that we are probably the largest complete or-
ganization in the country devoted to the pro-
duction, manufacture and distribution of
Mahogany Lumber and Veneers
With the largest mill on the Atlantic and Gulf
Seaboard, centrally located at Long Island City,
New York, with half a mile of dock frontage
and immediate accessibility to railroads, we en-
joy unusual facilities both for the receipt of logs
and for the shipment of lumber and veneers
either by water route or rail.
Astoria Mahogany Company, Inc.
347 Madison Avenue, New York
Successors to
Huddleston-Marsh Mahogany Co.
Astoria Veneer Mills and Dock Co.
F. W. Kirch, Inc.
Mills and Yards, Long Island City, New York
BRANCHES:
44 North Market Avenue
Grand Rapids, Mich.
2256 Lumber Street
Chicago, III.
tion, if with pivot screws, that the arm is held
snug with no side motion, and if with tension
springs, that the springs are drawn; down to
the frame in such a manner as to insure an equal
tension in both directions from the mica.
For good results when you have a box with
two tension springs on the needlearm, one of
which is broken, it is always best to put on two
new springs, insuring a more even tension on
the arm. This also applies to the rubber gas-
kets— always put in two new ones when one
has become dead; you can be assured that the
other is not much better, and changing both
gaskets will prevent blasts and insure the proper
back spacing. Another important point is to
wax the connection of the mica and needle bar
so that box is positively airtight.
Preventing a Metallic Blast
Meridian, Miss., January 17, 1920.
A. H. Dodin,
Care The Talking Machine World, New York.
Could you give me any information about the
Nystrom motor which is to be used in the
new "Brunswick" models?
Please, also, can anything be done to relieve
the shrillness of the Columbia sound-box? There
is nothing loose and it is perfectly assembled,
still there is a shrill metallic blast occasionally.
Do the paper insulators have anything to do
with this? — Donald Tanner.
Answer — Have not as yet seen the "Nys-
trom" motor but will be pleased to inform you
of same as soon as I do. In reference to the
Columbia sound-box: The paper washers are
used to insure the proper distance between the
diaphragm and the back facing of the box, as
the rubber gaskets are not always the proper
thickness. These paper washers cannot have
any effect on the sound of a box providing the
clamp ring is screwed in tight enough. You
will find in many cases that a box will not
sound good when the clamp ring has been
screwed in too tight; it should be just tight
enough to hold mica firm. The same applies to
the needle bar pivot screws; they should not be
so tight that they lock the arm; just firm enough
to hold the arm tight without any side motion
or play. If you look to these points and the
mica diaphragm is in good condition I can see
no reason why the box should sound shrill or
do anything but play satisfactorily.
How Springs Should Be Left
Editor, Talking Machine World: — There
seems to be a wide difference of opinion among
repairmen and salesmen as to how the main
springs in talking machines should be left when
through playing the instrument. I should cer-
tainly appreciate your opinion.
Answer. — If a machine is to be put away for
some months and not used, the proper thing
to do is to see that the springs have entirely
run down. Where a machine is being used, say
every week or so, it is not necessary to let the
springs run down each time, though they should
not be left under any great tension.
ADVERTISING THE STEGER
The Smith & Nixon Co., Louisville, Ky.,
which handles the Steger & Sons talking ma-
chines and pianos, has been featuring the fact
that the Steger Co. has announced that prices
will not be advanced. Full pages in the local
newspapers have been used in this campaign.
fPRECiSI
PRECISION CASTINGS COMPANY. Inc.
SYRACUSE. NEW YORK.
Manufacturers of Die Castings in
Aluminum, Zinc. Tin. Lead Alloys.
Babbitt Bearings
The Talking Machine World, New York, March 15, 1920
The Heineman Motor
The Standard Motor For High- Grade Phonographs
The Motor
of
Quality
THE HEINEMAN MOTOR No. 77
TheWorld s Leading Phonograph Manufacturers
have shown a preference for the Heineman
Motor No. 77 because it always gives satis-
faction and has mechanical precision.
Your phonograph becomes "high class" as soon as
you equip it with a Heineman Motor No. 77.
You will find unvarying
quality in these motors and
we can promise prompt
shipments in any quantities
The Motor
of
Quality
THE HEINEMAN MOTOR No. 77
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street
OTTO HEINEMAN, Pres.
New York City, N. Y.
FACTORIES : Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCHES : Chicago, III. San Francisco, Cal. Toronto, Can.
March 15, 1920
THE TALKING MACHINE WORLD
43
Al Jolson Wrote "Chloe" himself. Then he
sang it in Sinbad and for us. Yes, we're
turning out these records as fast as we can.
A-2861.
Columbia Graphophone Co
NEW YORK
CLEVER WINDOW DISPLAY
Aldrich-Howey Co. Uses Design of Eclipse
Musical Service Department to Advantage
Cleveland, O., March 4. — The Aldrich-Howey
Co., one of the big retail furniture stores, at
East Fourth and High streets, this city, featuring
An Attractive Victor Window Exhibit
extensively the Victor talking machine, now and
then puts across a window display worth while.
The window display shown in the accompany-
ing picture was designed by the Eclipse Musi-
cal Co.'s service department, under the personal
direction of George W. Savage, service director.
Victor dogs occupied the baskets of the small
Ferris wheel which was revolved by an electric
fan. The firm carries a complete stock of Vic-
trolas and records and. finds them to be good
sellers.
BRUNSWICK MILWAUKEE AGENCY
In a half-page display published in the Sun-
day newspapers, Gimbel Bros., Milwaukee, Wis.,
announced last month the acquisition of the
Brunswick line of phonographs, which hence-
forth will be featured in connection with the
Victor. A year ago the New York store of
Gimbel Bros, added the Brunswick, and later
the Philadelphia store did likewise. The re-
sults have been so eminently satisfactory that
similar action has been taken at the Milwaukee
store. A complete stock of Brunswick models
has been installed in the music section of the
big store and the line will be energetically ad-
vertised and pushed by the salesforce, which
has been increased in size to handle the dual
representation.
INITIAL "REED" EQUIPMENT
The Beckwith-O'Neill Co., of Minneapolis,
Minn., Victor distributors, have installed in their
handsome new quarters a complete equipment of
Reed efficiency furniture, consisting of booths,
record and player roll racks and efficiency coun-
ters. . This equipment has won the praise of
visiting dealers, who have commented particu-
larly upon its numerous and very practical fea-
tures.
The Smith Phonograph Co., Sioux Falls, S.
D., has been incorporated with capital stock
of $50,000 by J. Frank Smith, George E. Secrest
and S. A. Reik. The company will handle Edi-
son phonographs, attachments and supplies, with
M. E. Crew as manager.
A STEP IN THE RIGHT DIRECTION
Name of Record Used on Program as Well as
■ Name of Piano Used — Brunswick-Balke-Col-
lender Co. Makes First Move in New York
While the name of the piano used in a recital
or concert is usually found on the printed pro-'
gram, it has in the past been very seldom that
the name of the record company for which the
artist records has been mentioned. A step in
the right direction has been taken by the Bruns-
wick-Balke-Collender Co. At a recent recital
in Carnegie Hall given by Theo. Karle, the ex-
clusive Brunswick artist, the close of his pro-
gram contained announcement of the fact that
he recorded his art on the Brunswick records.
The fact that an artist may be heard on records
made by this company or that is certainly of as
much interest to the music-loving public as the
fact that such-and-such a piano is used. With
the present tremendous dernand for records, not
only popular records, but selections from the
operas as well, the mention on a recital program
of the records on which the artist of the day
records is the most effective kind of publicity.
NATURAL VOICE PHONO. CO. GROWS
Under Direction of Ben Ferrara This Concern
in Oneida Has Grown Rapidly in Three Years
During the past three years Ben Ferrara, head
of the Natural Voice Phonograph Co., at Oneida,
N. Y., has built up a large trade. He has had
many years' experience in all kinds of wood-
working, and with most of his equipment for
making talking machine cabinets already at
hand, he decided to turn over his factory to the
manufacture of this product. The factory at
Oneida is well situated and employs the most
modern machinery. The first floor is devoted
entirely to the making of cabinets. On the
second floor are the polishing and finishing
rooms and on the third floor the machines are
assembled and shipped.
<±xia
A4k
eon
incomparable
A Valuable Franchise
One Delpheon Dealer in a place — room
for only limited number of nerv dealers.
An unusual opportunity for securing
exclusive rights for your locality.
[ A contract with us means your orders
'filled.
A lone that is ineffably
exquisite — not phonographic
STEADILY INCREASING PRODUC-
TION ASSURES DELIVERIES
Delpheon
Model A
$150
THE DELPHEON COMPANY
Bay City, Michigan
New York Office, 25 Church Street
Rosen Phono. Sales Co., 27-28 Court Street, Boston, Mass.
Delpheon Shop, Peachtree Arcade, Atlanta, Ga.
Walter Verhalen Co., 703 Busch Building, Dallas, Texas
Verbeck Musical Sales Co., Buffalo, N. Y.
44
THE -TALKING MACHINE WORLD
March 15, 1920
Anew
©tnnttt!
Reflections
As the face in the crystal mirror is true to the gazer so are
CStfttttPtt Stecnr&S faithful to the original voice or instrument.
To know the utmost in music's reproduction hear %tx\xi?W No.
9020. In the "Dardanella" Fox Trot the famous Cordes' Dance
Orchestra makes your toes fairly tingle . and this same orchestra
unites with the clear tenor of Billy De Rex to bring out all the
sweetness of "When My Baby Smiles at Me."
Betters all Phonographs— Hearing is Believing.
Write for record catalog
THE STARR PIANO COMPANY
Richmond, Indiana
Los Angeles New York Birmingham, Ala.
March 15, 1920
THE TALKING MACHINE WORLD
45
COURT DECISION CONCERNING INTERESTING PRINCIPLE
Vice-Chancellor Learning's Finding in the Case of the Victor Talking Machine Co. Versus
Chas. P. Stitt and the Columbia Graphophone Co. Presented in Full
There is presented herewith in full a recent
decision of Vice-Chancellor Learning in a bill
of injunction filed by the Victor Talking Ma-
chine Co. against Charles P. Stitt, former em-
ploye of the company, and the Columbia
Graphophone Co. The Vice-Chancellor's order
is published in view of the general interest of
the trade at large in the principle involved in
the litigation.
IN CHANCERY OF NEW JERSEY.
Between: Victor Talking Machine Co., Complainant
and Charles P. Stitt and Columbia Graphophone Co.,
Defendants.
On Bill for Injunction. Hearing on return of order to
show cause. Conclusions.
LEAMING, V. C:
Complainant corporation seeks an Injunction to restrain
defendant Stitt, its former assistant superintendent of its
cabinet department, from communicating to defendant
Columbia Graphophone Co., a trade competitor, trade secrets
winch it is alleged that Stitt has become familiar with in
the course of his confidential employment as assistant
superintendent of the cabinet department. It is also sought
to enjoin defendant company from using such trade secrets
as have been communicated to it by said Stitt, and from
procuring further trade secrets from him.
O'n the return of an order to show cause, with restraint,
answering affidavits have been filed on behalf of defendant
Stitt; defendant corporation has appeared specially to con-
test jurisdiction over its person; these conclusions accord-
ingly relate alone to defendant Stitt.
No doubt can exist touching complainant's right to the
relief sought if the several matters set forth in the bill can
be established at final hearing. The only field of con-
troversy at this time is whether, in view of the matters
contained in the answering affidavits, restraint against de-
fendant Stitt can be properly retained pending final
hearing.
It is admitted that complainant has for many years
manufactured in its cabinet department the cabinets for its
sound reproducing machines, and that defendant Stitt has
long occupied the position of assistant superintendent in
that department, and that up to this time defendant com-
pany has never made its own cabinets, but has recently
determined to build and equip an establishment of its own
for that work. The claim of complainant is. that defendant
company employed defendant Stitt, while he was still em-
ployed by complainant, to divulge trade secrets pertaining
to complainant's cabinet department.
The averments of the bill touching the secret processes
of complainant's cabinet department, verified by the super-
intendent of that department, are as follows:
"An essential part of complainant's plant or factory is
the Cabinet Department in which the cabinets for its
sound-reproducing machines are made. This department is
a vast wood-working establishment in which lumber, glue,
varnish and other materials are stored, aged and at the
proper moment put through carefully-planned secret proc-
esses and treatment in connection with machinery which
it has devised and had specially constructed for the purpose
until they are transformed into complete and perfect cabi-
nets. As a result of great expense, time and experience,
machinery and appliances have been so arranged, grouped,
located and combined, and torse power and speed have
been so regulated, as to provide ways, not in use or to be
found elsewhere, of cutting and using material to advantage,
eliminating waste and reducing the cost of production.
These results cannot be accomplished elsewhere without
the data so obtained by the complainant. The secrets of
the Cabinet Department consist, however, not only in the
peculiar construction of that part of the plant and in the
character and combination of the machinery, materials,
chemicals and utensils used, but also in the methods of their
use and application. These secrets always have been and are
guarded with the utmost care and every precaution has
been and is taken to prevent their becoming known. Only
certain officers and trusted employes of the complainant
are made acquainted with these secrets and all the em-
ployes of the Cabinet Department, including the defendant,
Charles P. Stitt, were employed with the understanding
that all inventions and discoveries used or devised for or in
connection with the business -or discovered by its employes
were the complainant's exclusive property and were not to
be disclosed to others or utilized in any manner by said
employes or any of them."
Defendant Stitt, in. his answering affidavit, states that
there is nothing secret about the manufacture of com-
plainant's cabinets; that the machines that make them can be
bought upon the open market; that there is nothing secret
in the handling of the material as it is fed to the machines;
that as a scientific proposition this a mere matter of making
the best use of the floor space available, and the system
in use by complainant for handling the wood and grouping
the material and its allotment among the machines is
adapted to the particular layout of complainant's plant
with nothing unique or secret about the system; that it has
long been the custom in complainant's factory to furnish
guides to visitors through that department; that he has
acquired valuable experience while working for complainant,
but that experience is the experience that anyone would
have acquired working among machinery of the type em-
ployed, and could have been acquired in numerous plants
in this country of the type of complainant's plant and is
in nowise peculiar to complainant's plant.
The bill further charges that defendant Stitt obtained
and took away drawings, blue prints and photographs of
the complete layout of complainant's cabinet department-,
and detailed specifications and allocations of the material
going into its cabinets and of the grouping of all machines
on the different floors, and that he remained in complain-
ant's employment for the purpose of being enable*d more
accurately to furnish information from time to time to
defendant company with reference to complainant's cabinet
department, the equipment and arrangement thereof and
contemplated improvements thereon and the operation under
said secret processes.
All these latter charges are specifically denied by de-
fendant Stitt. He admits, however, that during the latter
portion of the time that he was employed by complainant he
was employed by one Palmer, who was constructing en-
gineer for defendant company and who had been instructed
by defendant company to lay out and equip with the
necessary machinery a plant for making sound-reproducing
machine cabinets; that his employment by said Palmer was
not to include the hours of labor which he owed to com-
plainant; that Palmer's experience - did not enable him to
determine the kinds or numbers of machines necessary for
that class of work and he accordingly supplied to Palmer
the necessary information as to the kinds of machines and
numbers of the several kinds which would be required to
manufacture a given number of cabinets per day, each
containing a given amount of lumber, and that he also
assisted Mr. Palmer in the selection and purchase of these
machines for use in the proposed plant of defendant com-
pany. Both Palmer and defendant Stitt testify that this
was the full extent of the information imparted and assist-
ance rendered by defendant Stitt, and that neither arrange-
ment of floor space, grouping of machines or material nor
any matters other than the number and kinds of machines
necessary for the proposed work were or have been at any
time considered or suggested by either of them.
Defendant Stitt nowhere specifically denies the state-
ments contained in Mr. Keiffer's affidavit to the effect that
his employment and duties were of a confidential nature;
his distinctive claim appears to be that the disclosures
whdeh he has made to a trade competitor of complainant's
were not in the nature of trade secrets, and that no trade
secrets existed in his department.
The foundation and basis of all equitable relief of the
nature here sought is to be found in the trust and con-
fidence either expressly or impliedly reposed in the em-
ploye by the employer; it is the breach of trust by an
employe which may be injurious to an employer that a
court of equity seeks to prevent. In the language of
Judge Story:
"It matters not in such cases (secrets communicated to
an employe in the course of his confidential employment)
whether the secrets be secrets of trade, or secrets of title,
or any other secrets of the party important to his interests."
2 Story's Equity Juris. Sec. 952. "The word property, as
applied to trade marks and trade secrets, is an unanalyzed
expression of certain secondary ' consequences of the pri-
mary fact that the law makes some rudimentary require-
ments of good faith." DuPont Powder Co. vs. Masland,
244 U. S. 100. The mere circumstance that the possession
of the trade secret may at some future time embarrass the
employe in his work for others affords no obstacle to the
appropriate enforcement of the trust. "The first thing to
be made sure of is that defendant shall not fraudulently
abuse the trust reposed in him. It is the usual incident of
confidential relations. If there is any disadvantage in the
fact that he knew the plaintiff's secrets he must take the
burden with the good." DuPont Powder Co. vs. Masland,
supra.
Accepting as true, for present purposes, all that appears
in the affidavits filed on behalf of defendant Stitt it is
obvious that what defendant company sought and procured
from defendant Stitt, while he was still employed by com-
plainant as assistant superintendent of its cabinet depart-
ment, was the benefit of his knowledge acquired through
his experience as such assistant superintendent. Mr. Palmer,
defendant company's engineer, did not know the kinds of
machines necessary for the work, and even with that in-
formation admittedly would not have been able to determine
the kinds most desirable or the numbers of the various
kinds of machines necessary to turn out the aggregate
amount of treated material entering into the proposed daily
output ot sound-reproducing macnine cabineis, each con-
taining a given amount of material. That information
defendant Stitt possessed. His own affidavit touching his
experience elsewhere fully discloses that that information
was obtained in the course of his work in complainant's
cabinet department. With that information imparted to
Palmer defendant company would be enabled to equip a
plant for the manufacture of sound-reproducing machine
cabinets which, when completed, would, so far as equip-
ment was concerned, begin its initial operations with the
same degree, of efficiency and avoidance of waste that long
experience and experimentation had enabled complainant to
obtain. Defendant Stitt necessarily knew that such in-
formation imparted to a rival concern was of great economic
benefit to that concern and a like detriment to the concern
whose best interest he was employed to serve. It is only
to conjecture why defendant company did not apply to the
management of complainant for this information to becotm^
reasonably assured of the inherent spirit and aim of tffe
entire transaction.
It may perhaps be, as stated by defendant Still, that
the machines used by complainant were standard wood-
working machines, and that nothing unique was to be
found in their use, and it may also be true that like in-
formation could have been procured elsewhere — although
it is not pointed out where; but when it is borne in mind
that the proposed plant was solely for the manufacture of
sound-reproducing machine cabinets by a trade competitor
of complainant and that the information imparted embraced
not only the kinds of machines needed but also the cor-
relation of uses and capacities of various machines in kinds
and numbers to insure economic efficiency in the desired
production of cabinet output per day, and that this infor-
mation was in fact the result of experience by long oper-
ation and experimentation of complainant's plant and had
come to defendant Stitt's knowledge through his confidential
employment by complainant, it seems impossible to regard
the disclosure of this information by a trusted employe as
other than a breach of faith to complainant, resulting alike
in detriment to complainant and great benefit to defendant
company, or to regard the kind of information thus ad-
mittedly imparted to the business rival as less entitled to
protection than would have been a secret chemical formula
or a new and patentable mechanical device discovered and
in use at complainant's plant, since it is the breach of
confidence of the employe to the detriment of the employer,
and not the inherent quality of the secret information,
which a court of equity primarily considers and seeks to
prevent. While the affidavits filed on behalf of defendant
Stitt are to the effect that- no disclosures have yet been
made by him touching complainant's methods and processes
in the aging of its lumber and at the proper moment
putting it through carefully planned secret processes and
treatments, or touching the grouping of material and
mechanism in ways not in use or to be found elsewhere
for eliminating waste and cutting and using material to
advantage and reducing cost of production, yet the ad-
mitted disclosures should, in my judgment, impel the
retention of restraint against further disclosures pending
final hearing, especially in view of the circumstance that
to withhold such restraint would wholly defeat the objects
of the bill. Soloman vs. Hertz, .40 N. J. Eq. 400.
I will advise an order retaining restraint until final
hearing against further disclosure by defendant _ Stitt of
secret processes and methods used in complainant's cabinet
department. .
Submitted: February 11, 1920. Determined: February
16, 1920.
Messrs. French & Richards, for complainant. Joseph
Coult, Jr., Esq., for defendant Stitt. Frank S. Katzen-
bach, Esq., for defendant company.
The Eastern Commission House, Brooklyn,
N. Y., has been incorporated with a capital of
$10,000 to do a business in talking machines.
The incorporators are C. B. Glover and H. L.
and H. Williamson, 619 Eastern Parkway,
PEERLESS
record mm$
In Concert and Entertainment
Personal Appearance of
Eight Popular Favorites on One Program
A live attraction for live dealers and jobbers
Bookings now for season 1920-1921
Sample program and particulars upon request
P. W. SIMON, Manager
1604 Broadway New York City
Famous Ensembles' including
Campbell & Burr - Sterling Trio ■ Peerless Quartet
F-RANX, BANTA
Brooklyn.
You're headed the wrong way if you quit ad-
vertising your Victor records because you can
sell them all without advertising. Use that
advertising space you secure without cost — the
face of your wrapping envelopes. We have some
clever cuts designed especially for you, Mr. Vic-
tor Dealer. Investigate. Clip coupon TO-DAY.
My Name is
The Firm Name
Our Address is
LU-FRANC SALES SERVICE
1202 Dime Bank BIdg. Detroit, Mich.
46
THE TALKING MACHINE WORLD
March 15, 1920
The Highest Class Talking
Louis XVI
Jacobean
Chippendale
Supreme
«THE HMSTBUMIINIT OF QUALITY
A BELL
Prices $60 to $2,500
T T ERE are just a few of the famous
Sonora phonographs which for
quality of tone, for beauty of design,
for elegance of finish, for importance
of constructional features, and for
popularity, are unrivaled.
Sonora offers and carries in regular stock, (as
distinct from "specials"), a far larger variety
of superfine instruments, selling at prices com-
mensurate with their quality, than does any
other manufacturer.
Sonoras sell with ease against all competition
and are wonderful money accumulators for
progressive dealers.
Write for information if you'd like to handle
the Sonora.
Grand
March 15, 1920
THE TALKING MACHINE WORLD
47
Machine in the World
«im !IMSTRUM[£NT OF QUALITY
CLEAR AS A HELL
Gibson-Snow Co.
Syracuse, N. Y.
State of New York with the exception
of towns on Hudson River below
Poughkeepsie and Greater New York
W. B. Glynn Distributing Co.
Saxtons River, Vt.
States of Maine, New Hampshire,
Vermont and part of Massachusetts.
Griffith Piano Co.
605 Broad St., Newark, N. J.
Northern New Jersey.
Hessio - Ellis Drug Co.
Memphis, Tenn.
Arkansas, Louisiana, Tennessee, Mis-
sissippi.
Hillman Phonograph Co.
Wheeling, W. Va.
Virginia and West Virginia.
Kitfer-Stewart Co.
Indianapolis, Ind.
Entire State of Indiana.
C. L. Marshall Co.. Inc.
Cleveland, Ohio., Detroit, Mich.
States of Michigan and Ohio.
Minneapolis Drug Co.
Minneapolis, Minn.
States of Montana, North Dakota,
South Dakota, Minnesota.
I.' Montagncs &. Co.
Ryrie Bldg., Toronto, Canada.
Dominion of Canada.
M S & E
221 Columbus Ave., Boston, Mass.
Connecticut, Rhode Island and east-
ern Massachusetts.
American Hclwc. & Eouipment Co.
Charlotte, N. C.
North Carolina and South Carolina.
C. D. Smith Drug Co.
St. Joseph, Mo.
Nebraska, Missouri, northern and
eastern part of Kansas and 5 counties
of N. E. Oklahoma.
Sinilli, Klin« Sl French Co.
Philadelphia, Pa. 1
States of Pennsylvania, Maryland.
Delaware, District of Columbia, and
New Jersey south of and including
Trenton.
The Magnavox Co.
616 Mission St., San Francisco, Cal.
Washington, California, Oregon,
Arizona, Nevada, Hawaiian Islands,
Northern Idaho.
Sonora Phonograph Company. Inc.
279 Broadway, N. Y.
Distributors for Greater New York.
Southern Drug Co.
Houston, Texas.
Southeastern part of Texas.
Southern Sonora Company
Atlanta, Ga.
Alabama, Georgia and Florida.
Southwestern Drug Co.
Wichita, Kans.
Southern part of Kansas, Oklahoma
(except 5 N. E. counties), and Texas
Panhandle.
Strevell-Paterson Hardware Co.
Salt Lake City, Utah.
Entire States of Utah, Colorado,
Wyoming, New Mexico and South-
ern Idaho.
C. J. Van Houtcn & Zoon
Marquette Bldg., Chicago, 111.
Illinois and Iowa.
Sonora Distributing Co. of Texas
Dallas, Texas.
Western part of Texas.
Yahr & Langc • Qrug Co.
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Lee-Coit- Andreescn Hdwe. Co.
Omaha, Nebraska.
State of Nebraska.
Robinson-Peitct Company. Inc
Louisville, Kentucky.
State of Kentucky.
Sonora is licensed and operates under BASIC
PATENTS of the phonograph industry
Baby Grand
Louis XV
Sheraton
Italian Renaissance
Minuet
48
THE TALKING MACHINE WORLD
March 15, 1920
I
o
I
C^FFICIENCY in organization, production
■1— ' and management is rapidly finding its
way into American retail business. Of re-
cent years there has been no greater step
forward in this direction than the instal-
lation of Unico Equipment in music stores.
As a sales help Unico Equipment provides
for proper and get-at-able display of stock.
It speeds the transactions between the sales
force and the customers. Decorative in de-
sign and finish, its attractiveness creates an
atmosphere pleasing to the customer. As
an efficient means for serving the individual
customer it is in a class by itself.
Our increased facilities in production
enable us to give you prompt service and
put you in a position to [have the full
benefit of our installation in time for the
Spring rush.
We can ship from stock in ten designs and
our Planning Department is in a position
to co-operate with you to the fullest extent.
Write us for our booklet, "Musical Mer-
chandising." Its contents will be a help
to you.
UNIT CONSTRUCTION COMB\NY
Unit Construction Co.,
Philadelphia. Pa.
Dear Sire:-
We have jast closed the moat successful
Christmas season Bince our entering the Victor buB
IneBB. Our Sales on Machines show a gain of fifty
percent oyer 1918. Records sales naturally showed
an increase as we were able to give much better
Bervice to our customers due to the effioient way
In which you arranged our demonstrating booths.
Our cuetooora tell ua. our store is a
credit to the town, and is the prettiest and best
arranged store for the sale of Victor Maohines
and Records in South Jersey.
Thanking yon for your help in the de-
signing of our store, we are,
Yours very truly,
Stiles' liuBlo Store jan 9 1920
Ans.
UNIT CMSTBUCTIUN CO
RECEIVED
A, M.
H.S./H.L.S.
Send us today dimensions of
your floor space. Plans
and estimates rvill be sub-
mitted promptly without cost.
Unico Con-
struction is
Patented
NEW YORK
299 Madison Ave
Corner 4 1*-1 St.
BOSTON
85 !.•..-. Street
Ra-yburn Clark Smith President
58 — Street & Grtxxjs Ave.
PH I LADELPHIA
CH ICAGO
Lqon &Healg«
Bu 1 1 d i ng
SAN FRANCISCO
Ho I brook Building
Unico
Designs are
Patented
S5»'
J?/
March 15, 1920
THE TALKING MACHINE WORLD
49
COLUMBIA DEALERS HOLD FIRST MEETING OF THE YEAR
Lambert Friedl Presides at Most Interesting Gathering Held Recently — George V/. Hopkins
Talks on Service — Margaret Romaine, Columbia Artist, Arouses Great Enthusiasm
More than_400 Columbia dealers in local terri-
tory, with members of their sales staffs, at-
tended a dealers' meeting at the Hotel McAlpin
on Wednesday, February 18. This meeting
marked the inauguration of a series of 1920 gath-
erings and, judging from the success of this ses-
sion, the meetings this year will far outdistance
in importance and practical value the very suc-
cessful series of 1919 gatherings.
Lambert Friedl, manager of the local Columbia
branch, presided, and, as this meeting was held
under the auspices of the New York wholesale
branch, Mr. Friedl and his associates well de-
served the encomiums which they received from
the Columbia dealers. Mr. Friedl inaugurated
this idea of dealer gatherings in this territory
more than a year ago, and under his able guid-
ance the plan has developed and increased in
importance month after month. Each meeting
is more interesting than its predecessor, and
Lambert Friedl
there is a get-together spirit among Columbia
dealers in local territory that can be traced
directly to these informal gatherings.
The company had arranged to accommodate
about 300 Columbia dealers and their sales
people, but the attendance was far beyond this
figure and, although the Winter Garden, one of
the largest meeting rooms at the McAlpin, had
been secured, quite a number of the visiting
dealers were able to secure standing room only.
Mr. Friedl opened the meeting with a brief
address of welcome to the dealers and during
the course of his talk referred to delays experi-
enced by Columbia representatives the past few
weeks in the delivery of Columbia Grafonolas
and records, but explained that transportation
conditions had been demoralized. He pointed
out incidentally that the local Columbia branch
had utilized extraordinary resources to co-oper-
ate with its clientele and expressed his appre-
ciation of the forbearance of the dealers during
the past six weeks.
In connection with the musical program of
the afternoon, Mr. Friedl presented Theodore
Bauer, head of the Columbia Co.'s operatic and
concert department, who has been an important
factor in the acquisition of famous artists for
the Columbia library exclusively. Mr. Bauer
introduced to the dealers Mme. Jeanne Gordon,
famous mezzo-soprano of the Metropolitan
Opera Co. and exclusive Columbia artist. Mme.
Gordon had planned to sing several selections
but as an important dress rehearsal of "Parsifal"
was scheduled to take place that afternoon, she
was obliged to change her plans and was unable
to sing. Mme. Gordon promised the dealers,
however, that she would be present at their next
meeting and would be very happy to appear on
the program.
The next speaker introduced by Mr. Friedl
was H. L. Tuers, manager of the Columbia Co.'s
Dealer Service department and one of the
trade's foremost exponents of profitable mer-
chandising methods for the progressive dealer.
Mr. Tuers only recently returned from an ex-
tensive trip, upon which he addressed Columbia
George W. Hopkins
dealers in the leading cities of the country as
far West as Kansas City.
Mr. Tuers gave a very important message
to the Columbia dealers in this territory, stating
that the Dealer Service department had made
plans whereby a Model Shop would be installed
in every Columbia wholesale branch in the
country. This plan represents an expenditure
of $250,000 and the Model Shop will be complete
in every detail. , It will be installed in the new
home of the local wholesale branch at Sixth
avenue and Twentieth street as soon as possible,
and the dealers will be welcome to use the
Model Shop in any way which they may deem
advantageous and profitable. According to
present plans this shop will measure 50 feet by
25 feet, and will embody every idea or plan
which the Dealer Service department of the
Columbia Co. considers worthy of recommen-
dation to its dealers. Mr. Tuers promised that
motion pictures, showing every detail of this
important idea, will be ready for presentation
at the next meeting of the dealers.
The next artist on the musical program was
Miss Margaret Romaine, celebrated soprano of
the Metropolitan Opera Co. and an exclusive
Columbia artist. Miss Romaine rendered sev-
eral selections, which were enthusiastically re-
ceived, and she was obliged to sing a number of
encores before the applause subsided. Miss
Romaine has made several Columbia records
which are now being offered to the public, and
which, judging from all indications, will attain
signal success.
The following number on the program was
unique in many respects and proved to be one
of the most interesting ideas that have been in-
troduced at a dealers' meeting. The "actors"
in this scene were H. E. Speare, manager of
Widener's Columbia Shop at 407 Fifth avenue,
Miss Margaret Romaine
and Albert H. Lee, of the Dyckman Grafonola
Shop, New York. Mr. Speare represented a
salesman in a Columbia store and Mr. Lee took
the part of a discriminating purchaser, who en-
tered the store with an open mind as to the
machine he wanted but with every intention of
{Continued on page 50)
Buy Direct
FROM MANUFACTURER
The BoxTon B«l©k (9
57-65 Hope Street, Brooklyn, N. Y.
501-509 Plymouth Court, Chicago, 111.
50
THE TALKING MACHINE WORLD
March 15, 1920
"Wondering," Ted Lewis' latest jazz, will
make you wonder where the crowd all
comes trom when you play it in your store.
A-2857.
Columbia Graphophone Co,
NEW YORK
MEETING OF COLUMBIA DEALERS
(Continued from page 49)
making a purchase. Mr. Speare overcame every
possible "objection'' offered by his customer,
admirably answered every question propounded
by Mr. Lee, and closed the sale of the $250
model Grafonola amidst the enthusiastic ap-
plause of the Columbia dealers. The practical
nature of this demonstration was evidenced
in the keen interest of every one present and
the various questions which were asked at the
close of the "sale." In response \o the request
of his dealers, Mr. Friedl stated that a similar
demonstration would be given at future meet-
ings.
Mr. Bauer introduced the next artist on the
program in the person of Sascha Jacobsen,
whose violin recordings in the Columbia li-
brary have met with a phenomenal sale from
coast to coast. Mr. Jacobsen, who is an exclu-
sive Columbia artist, favored the dealers with
several selections which emphasized the excep-
tional beauty of his playing and also reflected
the opinions of musical critics who predict that
this young violinist will soon be entitled to
recognition as one of the world's greatest artists.
Mr. Jacobsen played a group of selections which
he has recorded for the Columbia library, and
the dealers received his playing with hearty
applause.
In introducing Geo. W. Hopkins, general
sales manager of the Columbia Graphophone
Co., Mr. Friedl paid a well deserved tribute to
Mr. Hopkins' indefatigable and untiring efforts
in behalf of every phase of Columbia products
and merchandising. A considerable measure of
the phenomenal success achieved by the Colum-
bia sales organization the past few years must
be attributed to the executive acumen and re-
markable merchandising ability of the com-
pany's general sales manager. Mr. Hopkins has
addressed Columbia dealers several times in the
past year or two, and in his talks he has in-
variably embodied practical merchandising sug-
gestions that the dealers have utilized to ex-
Ward's Khaki Moving Covers
Distributors
BRISTOL & BARBER, INC.
Ill E. 14th St., New York City
YAHR & LANGE DRUG CO.
207-215 E. Water St., Milwaukee, Wis.
COHEN & HUGHES, INC.,
Washington, D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.
STRtVELL-PATERSON HARDWARE CO-
Salt Lake City, Utah
OHIO SALES CO.
Beckman Bldg., Cleveland, Ohio
rfiir nrrrv ff\ 237 Fifth Avenue
IHLKLLDLU., Pittsburgh, Pa.
Grade "D" Cover with No. 3 Straps.
CHAS. H. YATES
311 Laughlin Bldg., Los Angeles, Cal.
W. D. & C. N. ANDREWS
Buffalo, N. Y.
The C. E. Ward Co.
(Well-Known Lodge Regalia House)
101 William St., New London, Ohio
Also Manufacturers of Rubberized Coven
and Duil Covers for the Wareroom
cellent advantage. His talks are, therefore,
awaited expectantly by the dealers and the
members of the Columbia sales organization,
for he has the faculty of driving home straight-
from-the-shoulder sales arguments that are
based on sound logic.
In the opening part of his interesting address,
Mr. Hopkins pointed out several distinc-
tive features of the Columbia Grafonola that
had been partially overlooked in the sales
demonstration the early part of the afternoon,
and these sales arguments won immediate recog-
nition from the dealers because of their prac-
ticability. Referring to the company's plans
for the coming year, Mr. Hopkins stated that
''Service is the Columbia watchword for 1920."
He mentioned some of the measures which can
be followed by Columbia dealers to increase
their sales of Symphony Series records, and
emphasized the fact that one of the policies of
Columbia advertising during the coming year
will be the featuring of exclusive Columbia
artists. He stated that there is not a single
vaudeville artist of recognized fame and pres-
tige who is not making Columbia records, and
that Marion Harris would be a Columbia artist
in June.
In bespeaking the sincere co-operation of the
Columbia dealers, Mr. Hopkins called attention
to the fact that the company had increased its
business 100 per cent in 1919 with less dealers
than it carried in 1918, its previous biggest year.
This co-operation on the part of the company is
further reflected in its tremendous advertising
campaign inaugurated the first of the year. Ac-
cording to Mr. Hopkins' figures his company is
the world's largest individual user of advertising
space. It is the company's intention to use
large space in colorS in forty national maga-
zines this year, with a circulation of 23,000,000.
In addition to its vast advertising appropri-
ation in the newspaper, magazine and general
advertising fields, the Columbia Co. has just
completed arrangements whereby it becomes
the country's largest individual user of adver-
tising space in farm papers. Mr. Hopkins pre-
sented facts and figures which amazed the
dealers because of their magnitude and which
visualized the unlimited scope of the service and
co-operation being afforded Columbia represent-
atives by the company. Mr. Hopkins told con-
cretely why the Columbia Co. considers itself
a full-fledged partner with every Columbia
dealer and why it is interested in developing the
business of every one of its representatives
along profitable and progressive lines. This ad-
dress was thoroughly enjoyed by every one in
the audience and Mr. Hopkins was congratu-
lated upon the invaluable data which he had
furnished the dealers as to the aims and ideals
of the Columbia Co.
COTTON FLOCKS
..FOB..
Record Manufacturing
THE PECKHAM MFG. CO., &wAMc.SN.eS!
The Talking Machine World, New York, March 15, 1920
; ; ! ; .
RADIV>
NOWN FOR TONE
mm
iiiiiiiiii
fv
NO UNCERTAINTY
A few high points of policy
which make the Stradivara
appeal to substantial dealers
A fixed and exceedingly high
standard of Quality throughout a
complete line.
A permanent and liberal sales
policy. The dealer handling the
Stradivara knows what he can de-
pend upon now and for years to come.
A most enviable reputation won
through sheer merit of tone, con-
struction and finish.
* * *
To permanently insure the profits
of your phonograph department you
owe it to yourself to make a very
careful investigation.
Your territory may be open for
1920 allotment.
Write today. It will pay you
The Compton-Price Company
COSHOCTON OHIO
I /
March 15, 1920
THE TALKING MACHINE WORLD
51
SUPREME COURT DECISION BARS RESALE PRICE FIXING
District Court of Ohio Reversed and Supreme Coutt Declares Sherman Law "Was Violated —
Colgate Case Decision Invalidated by Latest Judgment Rendered by Justice McReynolds
Washington, D.- C:, March 2. — Members of the
trade learned to-day with surprise that the Su-
preme Court yesterday handed down a decision
which reverses the verdict obtained last June
in the Colgate case which maintained that manu-
facturers were within their rights in fixing a re-
sale price for their goods. The Supreme Court
reversed a Federal Court decree which held that
the Sherman Anti-Trust Act did not prohibit a
resale price fixing unless triere was an intention
of creating a monopoly in restraint of trade.
The opinion was rendered in the Government's
appeals from dismissal in Ohio of indictments
charging A. Schrader's Sons, Inc., with entering
into a combination in restraint of trade by com-
pelling the manufacturers to whom the concern
sold its products "to execute uniform contracts
concerning resales and refusing to sell those'who
did 'not enter into such contracts and adhere 'to ~
uniform resale price fixed by it."
Justice McReynolds, who gave the opinion,
said, in answering the opinion of the lower court,
that the main defense of the defendants was
that the effect of the Colgate decision was to
prevent their prosecution for resale price fixing;
that the opinion of the court was that this was
not the intent and application of the Colgate de-
cision, and that resale price fixing is a violation
of the Sherman Anti-Trust act.
The Federal Court in Ohio in quashing the
indictment construed the Sherman Anti-Trust
act to mean that in the absence of allegations
charging an intent and purpose to monopolize
trade the statute does not make the alleged
acts of the defendants a crime.
There appears to be different issues in the two
cases where the resale price fixing point was
involved. In June, 1919, the United States Su-
preme Court affirmed the judgment of the Dis-
trict Court for the Eastern District of Virginia
sustaining a demurrer to an indictment returned
in that district in December, 1917, against Col-
gate & Co. i
The indictment charged that the defendants
indicated to wholesale and retail dealers by
letters and circulars and orally the prices they
desired to have maintained on their products and
that dealers failing to maintain such prices were
placed on so-called "suspended lists" and refused
further supplies until they gave assurance that
the prices indicated would be observed.
The defendants said that this had been their
practice for years and that- there was no in-
tent to monopolize trade.
While the United States Supreme Court held
that this method did not come in conflict with
the Sherman Anti-Trust act the opposite was
held in the Schrader case, just decided. An
indictment was returned June, 1918, against this
firm, manufacturer of valves and valve parts,
pneumatic pressure gauges and other acces-
sories in connection with pneumatic tires.
The defendants were charged by the Govern-
ment with requiring tire manufacturers and job-
bers to whom it sold its products "to execute
uniform contracts concerning resales, and with
refusing to sell to those who did not enter into
such contracts and adhere to the uniform resale
prices fixed by it." In' this way it was alleged
by the Government that competition was sup-
pressed and prices to retail dealers and the con-
suming public were maintained and enhanced.
The United States Court for' thS Northern
Ohio District sustained the demurrer and held
in effect that the case came within the opinion
previously rendered by the United States Su-
preme Court in the Colgate case, wherein it was
held that the resale price fixing practiced by the
Colgate firm was not illegal within the mean-
ing of the Sherman Anti-Trust act.
MISS HOWARD MAKES HER DEBUT
Grand Rapids, Mich., March 1. — E. C. Howard,
well known throughout the talking machine
trade through his former connection with the
Widdicomb and L'Artiste phonographs, and
who is now importing sapphires and diamonds
for the trade, has an entirely new announcement
to make to the trade. Miss Howard, weighing
eight and one-half pounds, recently arrived,
which has caused Mr. Howard to lay extensive
plans for the increase of his business so that
young Miss Howard may have all the comforts
of life which are rightly hers.
RUTLAND STORE ADDS NEW BOOTHS
The United Talking Machine Co., Rutland, V*|
which is located at 7 Center street, is making
improvements on its present store and has dou-
bled the number of demonstration booths. This
latest addition makes a valuable improvement in
the store equipment.
IOWA DEALERS
LOOK US OVER
We are the Iowa Distributors of
Vitanola Phonographs
" THE PHONOGRAPH OF MARVELOUS TONE"
— — — A ND
>
Story & Clark Pianos
"MANUFACTURED SINCE 1857"
We Are Equipped To Give You Service
E. H. JONES PIANO CO.
DES MOINES
Shops Building
IOWA
PLAZA
BUY YOUR
ACCESSORIES
Ml From One Source
l
o
4
American Made
Steel Needles
EXTRA
LOUD
Half
TONE
Only the finest grade of
Carbon Steel wire is used in
our product.
The points are ground by
experts. Thus you are as-
sured of a uniform product
of consistent high quality;
This means superior tone
quality, maximum volume
and minimum surface noise.
Packed in tin boxes of 200,
in envelopes of 100, or in
bulk.
Can be supplied in Extra
Loud, Loud, Medium, Soft
and Half-Tone. (
Write for Samples
and Prices
REPAIR p
NEEDUri— Ts
plaza Music Co.
18 WEST- 20 U3 STREET
NEW YORK
52
THE TALKING MACHINE WORLD
March 15, 1920
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The Proof of the
Pudding
"The proof of the pudding is in the eating
thereof."
The proof of the merits and value of a talking
machine is had by comparing it with other
talking machines.
The salesman who sells talking machines may
tell, fairly well, by the way the cabinet looks,
how it will sell. But it takes a careful exami-
nation and test of the instrument to learn of its
true worth. The cabinet work and its finish
must be examined. The hardware must be
scrutinized. The motor must be gone into.
And last, but not least, the tone must be
thoroughly tested.
If this test is applied to a Crippen "Interpretone" it will be found to be ten years
ahead of any other talking machine on the market in salability.
In cabinetwork and finish, in size, in hardware and in its motor it is on a parity with
any talking machine made which sells for an even hundred dollars more, at retail.
But in tone — it is superior to all other machines at any price. There is a clarity and
life-like character to the tone of the Crippen "Interpretone" such as have not, here-
tofore, been produced on any talking machine, it matters not what its size or price —
and this can only be determined and experienced by comparison.
I will ship any reputable talking machine dealer in the United States a Crippen
''Interpretone" by express, at my expense.
He may make any test with it he wishes.
He may test it beside any other talking machines he likes and with any and all
records he likes.
If after 10 days' test he is not thoroughly convinced that my Crippen 'Tnterpretone" is
the "best talking machine buy" on the market, and if he cannot see that it is a machine
withfwhich he can make a lot of money, he may ship it back— also at my expense.
If on the other hand he is thoroughly sold on the
machine, as I know he will be, we will then get
together on the details for his representation of it.
lis the bestldllijn^ Machine ajfer all.
March 15, 1920
THE TALKING MACHINE WORLD
53
Radio Sound Box
Just as the dampers make the piano
possible, the damping device incor-
porated ONLY in the Crippen "In-
terpretone" puts it ten years ahead
of any talking machine on the market,
and makes it the most widely dis-
cussed machine of recent years.
Specifications
The Crippen "Interpretone" has a mahogany
veneered case, 45 inches high, 20 inches wide,
22 inches deep. It has a Revolving Record Cab-
inet (a remarkable selling feature) equipped with
8-record albums, each holding four ten-inch
and four twelve-inch records. Plush Turn-
table that runs true. All metal work gold
plated. "Radio" Sound Box of concert size
entirely different from anything hitherto placed
on the market. It is the only box which
eliminates interference of one tone with the
succeeding tone. System of "damping" has
been introduced. Suspended Non- Rigid Horn.
Machine guaranteed for one year, which in-
cludes spring breakages.
We can guarantee deliveries
The Crippen Company. Inc., 437 Fifth Anemia, NenrQork,
54
THE TALKING MACHINE WORLD
March 15, 1920
Barrientos and Stracciari, in their beautiful
duet trom Rigoletto, are two great opera
singers in a supremely dramatic aria.
Columbia 4&611.
Columbia Graphophone Co
NEW. YORK
BRUNSWICK AT INDUSTRIAL SHOW CHANGES AND ADDITIONS IN VICTOR TRAVELING STAFF
Attractive Exhibit a Feature of Indianapolis
Show Staged by the Optimists' Club
Important Announcement Made by the Victor Talking Machine Co. Regarding the Respective
Territories to Be Covered by the Various Staffs
The Optimists' Club of Indianapolis, Ind.,
staged an industrial show at Tomlinson Hall
during the week of February 17 and one of the
prominent displays was that of the Brunswick
The following important additions and
changes have been effected in the traveling de-
partment of the Victor Talking Machine Co.
The new members of the staff and their re-
spective territories are as follows:
T. L. R. Husselton, North and South Carolina,
Georgia and Florida.
O. C. Pearson, Iowa.
E. R. Dunning, assistant to Mr. McCready "in
New York City.
P. G. Roberts, New York State.
William B. Gannon, Michigan.
The changes just announced by the Victor
Talking Machine Co. are as follows:
Harold B. Smith from New York State to
Philadelphia.
W. E. Witham from the Pacific Coast to Pitts-
burgh and West Virginia.
W. G. Gaston from Eastern Pennsylvania to
the Northwest Coast.
R. H. Bartley from Iowa to Eastern Penn-
sylvania.
In addition to the above changes, Harold
Lamor, who formerly traveled in Michigan, Wis-
consin, New York State, Pittsburgh and West-
ern Pennsylvania, has resigned to become af-
filiated in an important capacity with Collings
& Co., Victor wholesalers of Newark, N. J.
CLOSES DEALS IN THE WEST
F. C. KENT CO. REORGANIZED
Brunswick Display at Optimists' Club
Shop. George Standke, manager of the shop,
is the member of the club representing the
talking machine industry. This display was de-
signed to bring out the special points of the
Brunswick machine and the Brunswick method
of sound reproduction and received many .fa-
vorable comments from members of the trade.
L B. Williams, of Independent Talking Machine
Co., Takes Orders From World Ad
Incorporated With Capital Stock of $125,000 —
F. C. Kent Elected President
THE VALUE OF INITIATIVE
Initiative is a big factor in scoring success
in private or business life, and it is interesting
to note Elbert Hubbard's definition of what is
initiative. He said: "It is doing the right thing
without being told. But next to doing the right
thing, without being told ^s to do it when you
are told once. Next there are those who never
do a thing until told twice — then there are
those who do the right thing only when NE-
CESSITY kicks them from behind." To which
category do you belong?
L. B. Williams, sales manager of the Inde-
pendent Talking Machine Co., returned early this
month, after visiting several of the trade centers
in the Middle West. He was successful in clos-
ing negotiations with several, large firms in the
territory mentioned for the exclusive state rights
of Independent machines.
After arriving in Chicago it was found that
Mr. Williams' baggage, which contained, among
other things, the new Independent model No.
110, had been lost in transit. This forced him to
close his deals from photographic reproductions
of the machines which he found in his firm's
advertisement in the February issue of The
Talking Machine World, copies of which he
obtained from the Chicago office of The World.
The Vitanola department of the Johnston Fur-
niture Co., 227-229 South Main street, Memphis,
Term., has been considerably enlarged.
The F. C. Kent Co., Newark, N. J., well-known
manufacturers of Kent tone arms and sound
boxes, and specialists as manufacturers of at-
tachments for Edison machines, recently filed
papers of incorporation with an authorized capi-
talization of $125,000. The following were an-
nounced as officers in the reorganized company:
F. C. Kent, president and general manager;
Robert L. Kent, Jr., vice-president and produc-
tion manager; WTilfred S. File, secretary and
treasurer.
The F. C. Kent Co. has during the past year
felt a steadily increasing demand for its prod-
ucts and this has necessitated the company not
only enlarging its plant, but installing much
new equipment, especially designed by F. C.
Kent, head of the company, and among the ma-
chines is one for the purpose of manufacturing
tone arms, the parts of which are turned out
under a high pressure hydraulic process.
Wagner Phonograph Co.
139 EAST FIFTY-FOURTH STREET
NEW YORK CITY
Offers to the Trade:
Motors: Double and triple Spring, of any standard make :: :: ::
Needles: Brilliantone, any tone. :: Cabinets: Any size and price.
Tone Arras : With sound boxes, springs, lid supports, turntable felts
Large Selections in Standard Make RECORDS
>
March 15, 1920
THE TALKING MACHINE WORLD
55
55
1 1;!
Individuality
T
HE CHENEY is an instrument of remarkable individuality,
rendition of all records sets it in a class apart.
Its
Tlirough a series of orchestral
chambers. The Cheney gains com-
plete mastery over its tones, and
gives them that rich quality which
distinguishes the original from
an ordinary reproduction.
More than melody and harmony are revealed in the music of The
Cheney. Its delicacy of tonal shading reflects the very personality
of each artist.
The acoustic principles of the .violin ;and pipe organ, have been combined in The
Cheney. Through' the special construction of The Cheney reproducer, needle scratch
and mechanical noises are muted. 1 Basic patents protect Cheney individuality, every
dealer^ 'franchise is invaluable. iA
""Otl
0. IlLT '
CHENEY TALKING MACHINE COMPANY
CHICAGO
56
THE TALKING MACHINE WORLD
March 15, 1920
AROUSING INDIANAPOLIS PUBLIC TO THE NEED OF MUSIC
Great Campaign Under Way Will Help Talking Machine Trade — Experience With Mail Order
Houses — Columbia Dealers Meet at Lincoln Hotel — Interesting News Budget of Month
Indianapolis, Ind., March 5. — A campaign to
arouse the interest of the public in music has
been started by the Indianapolis park and school
boards and Community Service, Inc., that should
prove a big stimulant to the music business.
"Like music?"
This two-worded question will be blazed into
the public's mind in advertising all the musical
enterprises the municipal authorities will
sponsor. A municipal musical program covering
the next six months has been prepared, includ-
ing band concerts, community sings, orchestra
recitals and organ recitals.
The talking machine is playing an important
part in the effort of the school authorities to
get school pupils familiar with the best music.
The high school students are now preparing for
a music memory contest. Fifty selections of
the best music have been made for the students
- to become familiar with so that when they hear
the airs they can name the selection and give
the composer's name. The talking machine is
being used to get the students trained to know
the selections. -
Each of the three high schools will conduct a
test soon and the ten students making the high-
est grades in the music contest from each of
the high schools will be entered in a public con-
test, when certain pieces will be played by or-
chestra or band. Like the old-fashioned spell-
ing matches, the contest will be carried on until
the winner is determined.
Edward Birge, director of music in the In-
dianapolis schools, is endeavoring to arrange
with the school board to permit prizes to be
awarded in the music memory contest. Mr.
Birge said that C. M. Tremaine, of the National
Bureau for the Advancement of Music, had of-
fered to give a prize and that several talking
machine dealers had offered to contribute prizes.
The dealers are highly pleased with the musical
\ campaign and they'believe it will result in bring-
- ~ ing more musical instruments into the homes.
J. B. Ryde, of the Fuller-Ryde Music Co-
had an experience with a purchaser of a mail
order house talking machine which he said
shows the mistake people make in ordering ma-
chines through such houses. A man brought in
a motor from the mail-order rrlachine and wanted
tc know whether it could be repaired. Mr.
Ryde looked at the motor and told the man
that his shop was not prepared to repair it.
The man became very indignant, but before he
left Mr. Ryde impressed on him the fact that
had he purchased a reliable machine from a
reliable local dealer he would have had no dif-
ficulty at all in getting it repaired.
"Here was a man who invested more than
$100 in a machine and yet as far as its ability
to give him music was concerned, it was worth-
less," commented Mr. Ryde. "Now he might be
able to send it back, but all the time he is
waiting, he is without music which he has paid
for and is entitled to. Local dealers should
never forget the service they are able to give
their customers and this fact should be im-
pressed on the public's mind."
Gennett records are enjo3ring a heavy demand
and their sales are steadily increasing in
volume, T. H. Bracken, manager of the Starr
Piano Co. branch, reported. C. H. Sallee, sales
manager of the store, has left to accept a po-
sition with the American Piano Co. in New
York City. B. T. Clay succeeded Mr. Sallee as
retail sales manager of the Starr store.
E. R. Eskew, manager of the Pathe Shop,
told The World that the February Pathe busi-
ness was exceedingly good and Mrs. J. Ellison
Fish, manager of the Pearson Piano Co.'s talk-
ing machine department, reported the heavy
record business continues. H. E. Whitman, of
the Circle Talking Machine Shop, said that the
chief complaint was the shortage in Victor
goods.
Sickness has crippled the sales force of the
Widener's Grafonola Shops, Inc., and the rush
of business has kept W. G. Wilson, manager,
on the jump. Miss M. Byfield has been added
to the record sales force.
Columbia record business has been very brisk
at the Baldwin Piano Co. store, C. P. Herd-
man, manager, said. Ernest Arthur, manager
of the Sonora department of Charles Mayer &
Co., is boosting Sonora business through a series
of clever newspaper advertisements.
W. F. Standke, brother of George Standke,
manager of the Brunswick Shop, was a visitor
here last week. W. F. Standke and Otto
Standke. brothers, run the Grafonola Shop in
Kansas City, Mo.
C. O. Mueller, in charge of the talking ma-
chine department of the Mooney-Mueller-Ward
Co., distributors of the Pathe line, reported that
the Pathe dealers were highly gratified at the
way Pathe record hits were getting out first.
J. M. Wallace. Jr.. of the Wallace Music Co., of
Marion, who visited here last week, reports that
the Wallace store is adding six new booths
to the four it already has to take care of in-
creased business. The D. N. Foster Co., of
this city, is putting in three demonstration
booths in its Pathe department. The Spurgeon-
Baum Co., of Anderson, is putting in demonstra-
tion booths for its Pathe business.
The Amplifone Co. is receiving orders from
all parts of the world for the Amplifone, some
of the latest sales being to McAlpin's Dry Goods
Co., Cincinnati; the Penn Phonograph Co.,
Philadelphia; A. Hamburger & Sons, Los An-
geles, Cal., and the Root Dry Goods Co., Terre
Haute, Ind. Carl Anderson, of the company,
has gone to Chicago to arrange with the Chicago
Telephone Co. for the use of Amplifones in the
Chicago Loop district. An inquiry has been re-
ceived about this telephone device which is used
in selling records and machines over the tele-
phone from a World subscriber in Norway.
Cuyler Supplee, Indiana representative of the
Victor Co., spent several weeks this month in
visiting the local Victor dealers. He arranged
with the seven local Victor dealers for co-opera-
tion in newspaper advertising, it being ar-
ranged so that at least one Victor dealer's ad-
vertisement will appear in every issue of the
newspapers during the week.
The Stewart Talking Machine Co., Victor dis-
tributor, held its second monthly salesmanship
course for Victor dealers and retail salesmen
this week. George Stewart reported that the
Victor shipments continued to improve.
A meeting of Columbia dealers was held at
the Lincoln Hotel on February 26, which was
attended by twenty-five dealers. Preparations
were perfected by the Columbia dealers for
Novelty Record Week. The dealers reported
that the Green Label records are becoming more
and more popular and that "Something Differ-
ent" is greatly in demand. There was discus-
sion of the various ways and means of appeal-
ing to the country trade.
Ben Brown, manager of the Columbia In-
dianapolis district, called attention to the ex-
clusive Columbia artists booked in Indianapolis
during March — Al Jolson, Bert Williams, Van
and Schenck — and the dealers are planning to
boost the sales of records by these artists.
The A. C. Hoffer Music Co., Vincennes, Ind.,
has just opened its new music shop, which
handles Columbia Grafonolas and records ex-
clusively. The Kaufman Hardware Co., at An-
derson, Ind., has also opened a very attractive
Grafonola department-
The concerts of Sascha Jacobsen^ violinist,
and exclusive Columbia artist, at New Albany,
Ind., under the direction of the Gable Furni-
ture Co., and at Bowling Green, Ky., under Will
B. Hill, Columbia dealers, were a tremendous
success, and the Columbia Stellar Quartet,
booked at these places April 22 and 23. are
eagerly awaited.
If you want the Best, insist on getting
Xhe De Luxe Stylus
THE BEST SEMI • PERMANENT NEEDLE MADE
Plays 100-200 Records Produces Rich, Clear Tone
FULE-TqNE MEDIUM TONE
3 for 30 cents
LET THE "DELUXE" SPEAK FOR ITSELF AND
SEND FOR FREE SAMPLES, DISCOUNTS, ETC.
DUO TONE COMPANY, Inc.
Manufacturers of Talking Machine Needles
ANSONIA, CONN.
March 15, 1920
THE TALKING MACHINE WORLD
57
The Manor Model — An excellent
piece of cabinet work and an
instrument of perfect reproduction
An Ideal Line
to Handle
Real value is so obvious in Cardinal Phono-
graphs that they always find ready sale
wherever they are displayed. To a cus-
tomer they immediately look like more for
his money — they sound like better instru-
ments than he thought such a price would
buy. He sees the quality — hears it — and
buys the Cardinal on the strength of it.
We invite comparison. Stand any Car-
dinal instrument alongside a similar type
of phonograph from some other line.
Note, first of all, the Cardinal's excellent
cabinet work and its beautiful symmetry
of design. Then play the same record on
both instruments. Compare the Cardinal's
rendition with that of the other. Note the
velvet smoothness of its reproduction.
Make a thorough test of this kind and you
will quickly see why the Cardinal is an
ideal line to handle.
We will gladly grant exclusive territory to
the man who can handle it. Get in touch
with us today for proposition.
The Cardinal
Phonograph Company
NEWARK, OHIO
Factories at Zanesville, Ohio
58
CLOSED MANY IMPORTANT DEALS
Kesner & Jerlaw Have Been Displaying Their
Line of Instruments in the Pennsylvania Hotel
for the Past Month With Splendid Success
Kesner & Jerlaw, manufacturers of the Sonata
phonograph, and specialists as producers of ex-
clusive phonographs for jobbers and large dis-
tributors, had a display of their line in room
1420-21 in the Pennsylvania Hotel, New York,
during the month of February, and they closed
a number of important deals with several large
jobbers and other users of talking machines in
quantity.
The " Kesner & Jerlaw line is known for its
necessary to state that their shipments to the
trade average over a car-load a week to the
individual house. During the most trying
periods of the past season their deliveries were
very prompt, and much of this was due to the
fact that two of their eight factories are run
by water power. Herewith is reproduced the
original Kesner' & Jerlaw factory, Quincy, 111,
from which they haVe progressed until they now
have eight large plants situated in Chicagd, 111.,
Dayton, O., and Ostego, Mich. All their plants
are most modern and the shipping facilities are
of the best.
The 1920 volume of business of the firm will
be much larger than that of 1919, inasmuch as
plans are already in effect to increase the output,
EFFICIENT ENVELOPE SERVICE
Lu-Franc Sales Service Co-operates with Vic-
tor Dealers to Excellent Advantage — Service
Requires Speed and Precision
Plant of Kesner &
distinctive cabinet workmanship and the equip-
ment throughout is of high grade. The ma-
chine has large tone volume and the amplifying
horn is all wood.
The executives of the concern state that the
biggest part of the territory of this country has
now been contracted for, and the duplicate or-
ders received for the year 1920 show that their
machines have given excellent satisfaction.
The company are proud of their reputation for
prompt deliveries, and to show the size of the
houses they are doing business with it is only
Jerlaw in Quincy, 111.
and according to the officers of the company this
will be done without lowering the standard of
their products. It is estimated that they will
have an output of well over 100.000 machines
during the year 1920.
Smith Bros., Ridgway, Pa., have moved their
Victor department from the second to the first
floor of their store, which is new one of the
finest show rooms in Pennsylvania. Their
equipment includes six large new booths and
extensive record racks.
Detroit, Mich., March 6.— The Lu-Franc Sales
Service of this city, manufacturers of record
envelopes for Victor dealers, has received many
letters during the past few months comment-
ing upon the value of the service that it is
rendering to the trade. This company has built
up a country-wide demand for its envelopes,
and on the ifirst day of every month enterpris-
ing Vic to*, dealers in every locality receive from
the Lu-Franc Sales Service a1 new supply of
record delivery envelopes, printed in a very
attractive fashion andi 'carrying advertising with
a "punch" to it that helps sell records.
The extent and scope -of the service offered
the dealers by this organization are visualized
when it is ^considered that the Victor Talking
Machine Co. rarely has its advance list of new
records ready more than thirty days before the
records themselves are offered for sale to the
general public. As the Lu-Franc Sales Service
incorporates in its advertising these new lists
of records, as well 'as lists Of previously issued
records, it is not difficult tti realize how fast
the company's organization must work in order
to" co-operate efficiently with the subscribers to
its service. No time is lost in the making of
the engravings from which to print the en-
velopes, the actual printing, the preparation for
shipment and the shipment of the completed
envelopes, and regardless of the dealer's loca-
tion the envelopes are in his hands before the
first of the following month. This work is ac-
complished with a smoothness and precision
that is little short of marvelous.
Bartenders are fast forgetting the'ir wine lists
and are learning the names and' tunes "of the
latest syncopated melodies. Thus music has a
new missicfn." "-*-"~~ ' ~~'
OieL
Records
Ua*e
lave
th
e new
February Releases and shall
be glad to demonstrate them to you.
All the latest and best in vocal and dance
music — a quality recon
COMPLETE CATALOG AND SAMPLES READY FOR YOU
The Steinola Company, Inc.
1113 WALNUT STREET
KANSAS CITY, MO.
Makch 15, 1920
II. -Aj \ JS {. ' AU iN, V\ Ui i U
THE TALKING MACHINE WORLD
59
T" t 3 o' ' o ■
The Sign of a Good Shop
DID YOU GET YOURS ?
GifanQ>fen& HAS NO EQUAL
; NO OTH^R IS LIKE IT. ^ , p
IT HAS SET A NEW STANDARD
ASK FOR
*m Hon run
vonofom
THE MASTER NEEDLE
jig ;BH
BW fff Ifli
t*f itlft III
I ii i. lift!
ABOVE IS PHOTOGRAPHIC REDUCTION OF 11x15 IN. ART POSTER IN 5 COLORS
EMBOSSED ON HEAVY BOARD WITH EASEL BACK AND CORD HANGER
FURNISHED FREE TO DEALERS WHO SELL TONOFONE NEEDLES
EASTERN AND EXPORT REPRESENTATIVES INVENTORS AND SOLE MANUFACTURERS
EMERSON INTERNATIONAL, INC. R. C. WADE CO.
1780 BROADWAY, at 57th STREET write for full particulars 110 [SOUTH WABASH AVENUE
...... w AND NAME OF NEAREST
NEW YORK CITY distributor CHICAGO
PHONE!, C:HR CLE 3I8I212 PHONE RANDOLPH 2045
60
THE TALKING MACHINE WORLD
March 15, 1920
BUY YOUR
ACCESSORIES
Ml From One Source
1^
PERFECTION
RECORD ALBUMS
THE ALBUM OF QUALITY
These albums are made of
heavy stock and neatly bound
with the finest grade of Bind-
er's Linen.
The pockets are made of the
best grade of green kraft paper,
bound securely together, and
protected by metal ends that in-
sure long life.
In fact, Perfection Albums
are constructed with a view to
giving maximum service under
constant use.
We carry large stocks on
hand at all times, so that your
wants will be promptly supplied
here.
For Victor, Columbia,
Pathe and Edison Records.
Write for Prices
1
o o
14
o
I
o
4
PLAZA MUSIC CO
18 WEST* 20 IS STREET
NEW YORK
SPECIALIZING IN SALES OF TALKING MACHINE RECORDS
Departments for Special Records Leading Rapidly to the Formation of the "Opera Room,"
"Concert Room," "Jazz Parlor" and Other Features That Appeal to Buyers
As developments become apparent in talking
machines and records, ways and means material-
ize for marketing these products most efficiently
and successfully. Those engaged in the retail
trade perceived years ago that they were not
engaged in a fly-by-night industry and, there-
fore, began to build up their establishments on
a permanent basis. As the trade advanced,
methods of handling the trade progressed, un-
til to-day many of the talking machine estab-
lishments throughout the country are veritable
palaces of music, with thousands of dollars in-
vested in attractive equipment alone.
What the future holds for the talking machine
establishment is an interesting question, but
recent developments would appear to indicate
that the day of the talking machine shop with
special departments is coming fast. In a num-
ber of shops already there have been introduced
departments devoted exclusively to this or that
' type of records. One concern out West has
gone so far as to make a special appeal to the
children by including in its remodeled quarters
a children's room, decorated and furnished with
special reference to the tastes and requirements
of the little ones, with Mother Goose wallpaper,
small tables and chairs, and all that goes with
the usual nursery. In this room the little ones
can remain while they listen to records* of
Mother Goose and Uncle Remus stories, or play
songs or other music that appeals to the kiddies.
It is only another step to the "opera room,"
the "concert room," or the "jazz parlor," where
the record customer may listen to operatic con-
certs or popular songs as he will in an environ-
ment best calculated to be in harmony with the
class of music selected, and which he desires to
hear.
The power of suggestion is a big factor in
salesmanship and explains why talking ma-
chines, pianos and other similar articles are dis-
played amid normal furnishings of a room at
home, thereby giving the prospective purchaser
an excellent idea of how the instrument will
look when placed in his own domicile. An opera
room, the walls of which are hung with scenes
from the various popular operas and with por-
traits of noted artists, while the demonstrating
machine is devoted entirely to the reproduction
of operatic records, is calculated to keep the
mind of the customer in proper tune for the
buying of records of the better sort.
A number of talking machine stores already
have large departments devoted exclusively to
the demonstration and sale of foreign records,
that is, records in foreign languages, and it is
not beyond the realm of possibility to see some
of these stores divide their foreign record de-
partments in order that a special room may be
provided for the demonstration of records in
each language.
So many talking machine establishments have
already shown the way in the matter of pro-
viding separate rooms for special purposes that
it would seem that it will not be long before
the practice becomes general. It is the latest
development in distributing methods.
REMARKABLE V0CALI0N EXHIBIT
Large Model of Record Mounted on Truck At-
tracts Much Attention in Hamilton, Ont. —
Prepared by Nordheimer Co.
Hamilton, Ont., March 5. — An Aeolian-
Vocalion record eight feet high was recently
Featuring the Vocalion in Hamilton
exhibited on a motor truck through the streets
of Hamilton, Ont. In the evening it was
lighted with electric lamps, the power being
generated by the motor of the truck. This novel
display was arranged by Harry Bolton of the
Vocalion department of the Nordheimer Piano
& Music Co., Ltd., Hamilton branch, and to
him credit is due for the working out of the
scheme. This display created great interest in
Hamilton and materially stimulated the sale of
Vocalion records in the "Ambitious City."
PRESERVE PHONOGRAPH RECORDS
WITH A
64
TONAR
99
TRADE MARK
RECORD BRUSH
Oar special treatment not only removes the dust but lubricates the record so as to bring out the most
delicate tone qualities
It Not Only Cleans But Preserves the Tone
RETAIL PRICE. FIFTY CENTS
PARKS & PARKS, Inc. TROY, N. Y.
New York Office, C. E. Peabody & Co., 143 Chambers St.
March 15, 1920
THE TALKING MACHINE WORLD
61
Qnuented by %sephMenchem inventor
andjpatentee of the first liquid Bra
appliances used by the Allied armies
vacuum record lifter
IT RAISES THE RECORD WITHOUT TOUCHING
THE TONE ARM < IT PREVENTS SCRATCHING
THE RECORD * AVOIDS SOILING YOUR FINGER
NAILS * NOTHING TO GET OUT OF ORDER,
NEVER WEARS OUT CAN BE ATTACHED TO
ANY MACHINE WITHOUT THE USE OF TOOLS.
9ts al919Master Patent '!
DIRECTIONS :
Press your finger downward on the lifter until the cup
qriys the record,place otner kand beneatK the record,
remove finger slowfyfr om the vent andrecordis released.
Price: Nickel plated $2.50 complete. Gold plated $3.50
To obtain more detailed [infor-
mation concerning the Record
62
THE TALKING MACHINE WORLD
Trade Mark
Registration
Applied for
y ! o
March 15, 1920
Do ALL of Your Customers
the B & H Ne
it
COME do — and they are the enthusiastic clientele i of
constant buyers, the record collectors — but do they /fill
know that records last forever when played with B,& H
Fibre Needles ?
Are they familiar with the Fibre Needle s pure,
sweet, unalloyed reproduction of the best operatic and
orchestral selections, free from scratch^
Suggest these facts to your customers. It is decid-
edly to your interest to do so. Make them realize that it
is safe to buy expensive records if they buy B & H Fibre
Needles, too. Do this and watch the increase in your
record sales.
B & H Fibre Mfg. Co.
33-35 W. Kinzie Street, Chicago, 111.
March 15, 1920
THE TALKING MACHINE WORLD
63
SOME PLAIN TALK ON MACHINE SITUATION IN NORTHWEST
Invasion of "Cheap" Machines Hurting Legitimate Trade — Dealers Urge Manufacturers of Estab-
lished Makes to Supply Market-^JBeckwith-O'Neill Co.'s Handsome New Quarters — News of Month
Minneapolis and St. Paul, Minn., March 7. —
Unless the manufacturers of the well-established
makes' of talking machines take some decisive
action toward supplying the Northwestern de-
mand they will find their market to a large ex-
tent ruined. This is not a bluff to expedite the
shipment of talking machines into, the "Twin City
territory, but a bald statement of the convic-
tions of . all the talking machine dealers, whole-
salers and. retailers in this territory, as gathered
by The World. Already great damage has been
done and it is not going to be any easy task to
make repairs. ^ ■ , , v
Ever since the shortage of talking machines
became acute machines inferior in quality ,have .
been appearing in the., Minneapolis an<l St. Paul;
territory. The numbers have, increased by leaps
and bounds and scores upon scores of prac-
tically unknown and poorly constructed ma-
chines have been literally dumped upon the
market.
Certain sash and door factories, box fac-
tories and other kinds of industrial plants have
been converted into talking machine factories,
although the concerns were and have been with-
out experience in the manufacturing of musical
instruments and had not an organization trained
for such work. The output of these assembling
plants has been sent in large part into the North-
west, and now there is a deluge. As a result
well-established retail talking machine houses
by the hundreds have undertaken to add piano
departments, feeling better assured of good
profits in this end of the music business as
against their old stand-by, the talking machine.
Much of the stuff referred to above is trash,
but it has been bought and paid for and taken
the place of the more reputable machines. The
promoters are working tooth and nail to push
the wares, while the pushing is good, while the
legitimate dealers who "wquld not touch the clap-
trap with a pitchfork see their sales"disan1pear
by the hundred.
If the manufacturers of the machines which
arej regarded as high grade wish to retain this
great Northwest as a lucrative territory it be-
hooves them to take speedy measures to ship
goods into the territory and then to join with
the retailers in an aggressive campaign for
eradicating the toadstools. So say all the phono-
graph dealers and the foregoing language,
though strong, may be attributed to any of them.
Business is fine in spite of the active competi-
tion of scores of "opportunist" assembling
houses. Machines of good quality are appearing
in greater and greater numbers and there is a
fervent hope in every, breast that the manufac-
turers now have adequate , facilities, for produc-
ing an output that will be commensurate with
the demand. .. . ,
Jay H. Wheeler, Pathe manager for the G.
Sommers Co., returned last week from New
York, where he visited Pathe, headquarters when
the condition of municipal traffic would permit.
He was filled full of hope by the optimistic talk
of the Pathe chiefs and is home confident that
there will be enough machjnes consigned to him
to meet all the normal calls. Mr. Wheeler re-
ports that the volume of trade continues to in-
crease with each succeeding month. ■■ The new
Actuelle has become an excellent seller and has
attained a degree of popularity that Mr. Wheeler
frankly acknowledges he at first thought was
impossible.
George A. Mairs, the Victrola mogul for W. J.
Dyer & Bro., also visited New York. His ob-
jective was the general office of the Victor Co.
He was highly elated over the strenuous efforts
of the company to increase its output and hopes
that all the promises and assurances handed
him in New York will eventuate into facts.
P. Benson, one of the old-time music dealers
of Minneapolis, has bought the building at
1227 Washington avenue S., and is making al-
terations. He will greatly increase the space
for all departments and particularly the Vic-
trola department.
Two cars of, Edison phonographs reached
Lawrence H. Lucker one day last week. Minne-
sota demanded fourteen machines, which already
had been sold and as many more as could be
spared. It was allotted eight machines to cover
the fourteen, the remainder of the two carloads
being scattered over the Northwest.
It does one good to hear E. F: O'Neill, of the
Beckwith-O'Neill Co., tell about the establish-
ment he soon will dominate at 14-16 South Fifth
street, Minneapolis. This he hopes will be the
great Victrola distributing center of the North-
west and he correspondingly is elated and en-
thusiastic. The building is five stories high, has
a frontage of sixty-six feet, is located midway
between Nicollet and Hennepin avenues, the
two leading retail business streets' "of Minne-
lllllllllllllllllllllll^
PHONOGRAPH ENVELOPES IN STOCK
PROMPT DELIVERY
What Are Your Requirements ?
WE SPECIALIZE ON PAPER AND PAPER PROD-
UCTS FOR PHONOGRAPH MANUFACTURERS
AND DEALERS. LET US HELP YOU SOLVE
YOUR PROBLEMS FOR PACKING PHONO-
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P-A-P-E-R
PLY-WOOD HORNS
{Phonograph Sound-Chambers)
U.S.A. PATENT No. 1047789-1912
(and corresponding foreign Patents)
i Inventor and Registered Proprietor : —
J. GREEN
38 Rutland Gardens - Hove, Sussex, England.
apil^s, and. is right^across^the street from the
General Electric Co.'s building, the most bril-
liantly lighted building in ,the Northwest. So
Beckwith-O'Neill will virtually be in, the lime-
light all the time and,vat slight expense. There
could be no better location for a Victrola head-
quarters t,han tfye one chosen.
The, first and second floors will be sublet.
The three upper floors, which will be reached
by a private elevator, will be devoted entirely
tc Victor business. The third floor will be de-
voted to the executive offices, the fourth to show
and storage rooms and the fifth to records, with
equipment for a million or more. The work of
remodeling is under way and will cost about
$35,000. The new Victrola home should be
ready for occupancy about the middle of April,
according to the Unico construction representa-
tives on the job. It cost a bonus of $20,000 to
obtain possession of the lease, which has fifty
years to run.
Two hundred Dardanella records reached the
Metropolitan Music Co. one day last week — by
express' — and every one was gone within two
hours, according to the veracious J. A. Simon,
head of the talking machine department.
Miss Gladys Hutchins, manager of the Vic-
trola department of Davis & Rubin, has gone
to Washington to visit her father, who is ranch-
ing in the Wenatchee valley.
Walter E. Polzin, a well-known dealer of
Rapid City, S. D., died February 13, from an
old ailment. He came through the Twin Cities
not long ago on his way to the Mayo Hospital
at Rochester for an operation.
PROFIT SHARING FOR EMPLOYES
The Pacific Phonograph Mfg. Co., Portland,
Ore., will in the -future be operated on the-profit-
sharing basis. This plan has been tried1 out in
; some departments of the factory and has proved 1
so satisfactory that it has been adopted in the
entire plant. Shortage of material from the
East no longer hampers production, it is said,
and the plant is running at capacity turning out
the Stradivara machine.
W. A. Carey of Rochester, N. Y., has increased
| his business and has taken the name of the
3 =W. A. Carey Talking Machine & Record Co.
H For some time Mr. Carey has been engaged in
J selling talking machines at his store on State
m street and the growth of trade decided him
B him to enlarge.
H. G. Neu & Co.,
108 WORTH STREET
NEW YORK. CITY
ARE YOU LOOKING
for something new and different? Are you in-
terested in improving the appearance of your
record deliyery envelopes? Do you want to ao%
vertise YOUR Victor ' store in a way that wiH
command attention? Yes? Then clip the cou-
pon on page 45 or pin this ad to your let-
terhead and mail to
LU-FRANC SALES SERVICE
1202 Dime Bank Bldg.
Detroit, Mich.
64
THE TALKING MACHINE WORLD
March 15, 1920
Phonograph Motors
Quality Motors— Prompt Deliveries
We manufacture motors, tone arms and reproducers for some of the largest
phonograph makers in the country.
Our product is guaranteed A-l as to material, workmanship, silence and
general qualities. An enlarged, completely equipped plant enables us to keep
the supply up to the demand.
Covered on our material requirements, we can assure a reliable source of supply.
The fact that leading phonograph concerns find our products satisfactory in
every way is sufficient recommendation of their high quality and mechanical
perfection.
Phonograph makers, jobbers and dealers needing a dependable supply of motors and
tone arms will find it greatly to their advantage to get in touch with us at^once.
SALES DEPARTMENT
United Manufacturing &Distributing Co.
LAKE SHORE DRIVEand OHIO ST. CHICAGO, ILL.
March 15, 1920
THE TALKING MACHINE WORLD
65
THE VALUE OF MUSIC
AS A THERAPEUTIC
Prominent New York Physicians and Musicians
Organize to Develop Definite Plans to De-
termine by Experiment and Analysis the Ex-
act Value of Music as a Therapeutic Agency
The talking machine will soon occupy an
established place as a medium for treatment
under the new methods of therapeutics" which
are being formulated by prominent New York
physicians and musicians, who have organized
with a view to carrying out certain definite plans
to determine by experiment and analysis the
exact value of music in healing diseased mind
and body. Prominent in the movement are
such men as Charles D. Isaacson, editor of the
Music page of the New York Globe and a writer
on many musical subjects, and Dr. Siegfried
Block, a well-known neurologist, who is chair-
man of the new organization. These two men
have for several years carried on experiments
in musical healing and will ask all physicians
and surgeons to submit results of any observa-
tions made by them on cases where music has
been a factor in the treatment. Mr. Isaacson
will undoubtedly prove a most valuable witness
for the proponents of musical therapeutics. He
has actually been applying the musical treatment
— under medical direction, of course— for over
five years. His field has covered such institu-
tions as Bellevue, Central Islip Insane Aslyum,
Ward's Island, Randall's Island, Paupers' House
and Sing Sing prison and hospital.
Experiments have already shown that music
is of great use in healing and the talking ma-
chine is becoming more and more popular as a
means of furnishing this music. Indeed, in many
institutions and in the majority of homes it is
the only means by which such music can be ob-
tained. Authorities agree that treatment of
diseases by music requires a varied selection of
subjects, each case demanding a special type of
music. With the vast resources of the record
libraries of the present day it is possible to ob-
tain at once any kind of music desired.
In discussing the relation of music to the
science of healing and outlining some of his ex-
periments, Mr. Isaacson said:
"My experiments, however, have not been by
any means confined to mental cases," said Mr.
Isaacson, "unless such ailments as insomnia, in-
digestion and various other organic and chronic
troubles can be so classed.
"The best music for curative effects is the
violin and the soprano voice. It is only the
liquid, flowing notes — not the strongly cadenced
ones— that are soothing; certain instrumental
music has the same effect on a patient as a saw
drawn across his bare flesh. A 'cello, for in-
stance, would be absolutely injurious, for it in-
duces melancholy, and most wind instruments
are not suitable.
"Sometimes, however, the effect desired is to
startle the patient out of some temporary mood,
and in such cases music can be used, as a doctor
would use, for instance, strychnine to stimulate
heart action.
"Almost every one vibrates or responds to
certain notes or tunes more than to others.
Theodore Roosevelt could never hear Massenet's
'Ouvrez Tes Yeux Bleus' without showing emo-
tion. This individuality of note appeal is some-
thing to be reckoned with in musical treatments.
"Hungarian music and jazz are not for sick
people. One of the most effective pieces for
musical treatments is Mendelssohn's 'On Wings
of Song.' Others are Dvorak's 'Songs My
Mother Taught Me,' and both Gounod's and
Bach's 'Ave Maria.' As in medicine music is
sometimes desired as a counter-irritant, to stim-
ulate by its vigorous contact with the nerves.
For this purpose the selection would be such
pieces as the prelude of Rachmaninoff or Wag-
ner's 'March of the Valkyries.'"
A man may be a born genius, but if he will
not exert himself he can achieve little. Lazi-
ness is fatal to success.
TH E Harponola tonal
chamber of alluringly
beautiful and ideally
resonant golden spruce rep-
resents the first big improve-
ment in phonograph design
developed within the past
two years.
When the grille of a Harpo-
nola is removed the average
customer thrills with ap-
proval as the golden interior
breaks on his vision.
The rich tone, the superb
general appearance and fin-
ish, the thoroughly high
grade mechanical equip-
ment,— all combine to make
the Harponola one of the
quickest - selling and most
desirable of lines.
The dealer who wants the
most profitable independ-
ent record finds our Okeh
records exceptionally satis-
factory. We job them on
advantageous terms.
PAONOGfc\Pfl
vOitfx the
THE HARPONOLA CO.
EDMUND BRANDTS, Sales Manager
CEL1NA, OHIO
Harponola Cabinets are built by
the Mersman Brandts Brothers in
a separate up-to-date factory
66
THE TALKING MACHINE WORLD
March 15, 1920
MARDI GRAS IN NEW ORLEANS FAILS TO BOOST TRADE
Carnival Followed Period of Strikes and Industrial Troubles — B. G. Powell, Manager of Maison
Blanche Talking Machine Department, a Live Wire — "Dardanella" Sales Big
New Orleans, La., March 2. — -Despite three
rather . demoralizing events during the past
month, talking machine business in New Or-
leans was excellent. The retail merchants re-
port their sales were good, considering inter-
ferences; and the wholesalers did still better,
except those whose shipments were delayed.
Fracticalty every other business suffered.
The three events were a second edition of a'
freight handlers', car loaders' and dock, work:
ers' strike. Thje coastwise longshoremen struck
and let freight stand on wharves and none could
be unloaded from steam cars. One house re-
ports a big shipment tied up by this strike.
This was followed by Mardi Gras. Retail
stores followed the lead of the larger depart-
ment stores and closed all day. It was the
first Mardi Gras the stores did not remain open
at least part of the morning. The crowd was
small, due to the rain, and there were few out-
of-town visitors, with the result the wholesale
houses did not profit.
Parham Werlein of Philip Werlein, Ltd., says
his house is going after the business during
the Spring buyers' meet. He must be getting it.
then, his competitors graciously acknowledge.
He may have an advantage on some because he
is both retailer and wholesaler.
"People have no time to think of much else but
superficial pleasures during the carnival," Mr.
Yoges said. "Business usually picks up about
the carnival season, but this year the Mardi
Gras was a failure and business remained as it
has for the past two months."
"Dardanella" has broken all sales records for
any song in the South except "Bubbles," ac-
cording to retailers. Every dealer in the city
said he was unable to supply the demand.
W. J. Voges of the Grunewald music store,
said "Bubbles" broke all records in that store
a few months ago and still is going big.
"Dardanella," he admits, is running close if not
already ahead and he does not doubt that it
would break the record, of "Bubbles" if enough
records could be procured.
J. V. Dugan, president of Dugan Piano
House, said he would welcome the opportunity
to buy lots of a thousand of the popular num-
ber. The initial supply of Victor and Emerson
records was exhausted within a week and no
more can be pr'ocured.
J. L. Billet, manager of the Diamond Disc
Shop, said the Edison record would be available
in a few days, but he had lost many sales al-
ready because he was unable to get "Dardan-
ella" on the Edison record. The Amberola rec-
ord of the number had a great sale.
It has been said that the lowly newsboy is a
true indicator or barometer of the musical
standards of a community, and here in New
Orleans, if we may judge by this humble illus-
tration, music has reached the mass of the peo-
ple as it has in few other centers of this coun-
try. Newsboys whistle an aria from "La Bo-
heme," while even their tiny sisters of tender
years have very decided tastes between the
melodies of different opras. Critics agree that
nothing has done so much to popularize the
opera as the talking machine. The Maison
Blanche has found-, according to Edgar New-
man, that the talking machine trade here is
B. G. Powell
growing by leaps and bounds and the people
are buying the best class of selections.
The talking machine department at this store
boasts of the very latest in accommodations.
The unprotected male who seeks an hour of
rest while selecting his favorite songs can make
himself at home in the luxurious smoking rooms
and listen to the newest releases. But he has
nothing on the female of the species, who also
has her own special smoking rooms finished in
old ivory and gold, silks, satins, and even gold-
fish to make the setting complete.
B. G. Powell, new manager of the enlarged
talking machine department of Maison Blanche,
says he was made manager almost by accident.
He was traveling, for the Cheney Talking Ma-
chine Co., from Atlanta, Ga., when he called iOn
Edgar Newman, one of the officers of the "Big-
gest Store South'." He talked to Mr. Newman
about putting in a larger department and han-
dling his goods. Mr. Newman was willingj but
did not have the manager. Then things began to
happen with the result Mr. Powell was engaged
and became -manager of the largest talking ma-
chine department in the South. It has fifteen
demonstration booths, furnished by Philip Wer-
lein, Ltd., and made by the Unit Construction
Co., of Philadelphia. The design is Adam in old
ivory enamel finish. Columbia, Victor and
Brunswick machines and records are handled.
Before becoming a traveler for the Cheney
Co. Mr. Powell was with the Columbia Co.,
working out of Atlanta. He was the oldest man
on the road out of that office in point of service.
He covered Tennessee, Alabama, Georgia, Flor-
ida and part of Mississippi. When he went with
the Cheney Co. he was assigned to Louisiana.
Mississippi, Alabama and Georgia.
NEW VOCALION RECORDS POPULAR
Are Now All of the Lateral-cut Type — Dealers
Display Much Interest in the New Listings —
Addition to Roll of Recording Artists
The' recent release by the Aeolian Co. of the
first of the company's lateral-cut Vocalion rec-
ords served to arouse an unusual amount of in-
terest among Vocalion dealers throughout the
country, and the testing of the records them-
selves, upon receipt, served to add to the gen-
eral enthusiasm. At the present time the cur-
rent releases of Vocalion records are all of the
lateral-cut type, the March list including the
first recording by Mme. Marguerite D'Alvarez,
together with a number of other special features.
In the production of the Vocalion lateral-cut
records the Aeolian Co. has endeavored to elimi-
nate any possible faults and to offer a record
of a quality, musically and mechanically, to
measure up with the general standing of the
Vocalion products in the field of music.
The number of new artists of standing who
have been added to the list of those recording
exclusively for the Vocalion have served to lend
increased prestige to the product. Many of
these artists enjoy national and international
reputations in the opera and concert field and
their names alone are sufficient to interest the
general public in their recordings.
Negotiations are now under way to add still
more names to this list of artists, information
that should prove interesting to dealers.
The regular monthly bulletins of Vocalion
records are gotten up in elaborate style, with an
abundance of descriptive matter for the infor-
mation of both the dealer and the customer, and
with unconventional portraits, of the various
recording artists. These monthly bulletins are
supplemented with mid-month specials of
selected records that are released far enough
• ahead of the regular bulletin to afford the dealer
an opportunity! for enjoying a much greater
volume of sales than were he compelled to wait
two or three weeks until the new records were
released with the regular monthly list. In these
days of over-night hits, special mid-month re-
leases of the hew records are especially desir-
able from the. viewpoint of the dealer.
ForVictor Service
PHILIPWERLEIN Ltd
of New Orleans
The Leading Southern Wholesalers
The Talking Machine World, New York, March 15, 1920
Orchestra
New Window Display Service For
Records
TWO DOLLARS MONTHLY
We take pleasure in announcing that our Dealers' Service Department has
evolved a new and attractive idea in window display service for Okeh
Dealers. Each month we will have a different display, treating completely
and harmoniously the new records as they are issued.
The subject of window decoration and display same time solving your problem of window
is not new. Every dealer knows that a clean, decorating. Each display will be in several
attractive window draws business. This new colors and so designed as to fit into any size
service will sell more Okeh records, at the window. Easy to set up — easy to "read:"
YOUR WINDOW IS 80% OF YOUR RENT. IT IS
EASILY WORTH $2.00 MONTHLY TO MAKE IT
THE LI VEST WINDOW IN YOUR NEIGHBORHOOD.
TELL YOUR DISTRIBUTOR SO — TO-DAY.
NOTE : The photo shows the Sixth Bulletin Okeh Display. The Seventh is now ready.
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street OTTO HEINEMAN, President New York City, N. Y.
FACTORIES : Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCHES: Chicago, 111. San Francisco, Cal. Toronto, Can.
Q)4l
March 15, 1920
THE TALKING MACHINE WORLD
67
Disc Record
Manufacturers
ATTENTION
If you are not satisfied with
your product —
If some part of the manu-
facture needs perfection —
Let me help you.
I was the pioneer to intro-
duce the present disc rec-
ord into Europe in 1 90 1 .
Successful factories were
erected in England, France,
Spain, Germany, Austria,
and Brazil under my man-
agement. I know the record
business from A to Z, and
can straighten out your
difficulties.
The present system of per-
manent masters was per-
fected in my laboratories in
1 904 and has never been
improved upon.
The double - sided record
was my patent and brought
out in 1903.
If you want the best to be
had in recording machines;
if you want the latest devel-
opment in pressing records
from -shells; if you want in-
creased record production
in power - driven presses
— I can help you.
Complete installations
taken charge of
F. M. PRESCOTT
RIVERDALE, N. J.
Phone
No. 2 Pompton Lakes
N. J.
Telegrams
Prescott, Pompton Lakes
N. J.
how edison tests
salesmen;s gameness
Leading Insurance Journal Uses William Max-
well's Experiences, As Told in "The Training
of a Salesman," for Featured Article
PLAZA
"Have you ever been 'bawled out' for some-
thing you didn't do?" questions The Under-
writers' Review, the leading insurance journal
of the Middle West, in a featured article in the
issue of January 25.
"Nearly everybody has, even William Max-
well, one-time star salesman and now vice-
president of Thomas A. Edison, Inc. He tells
about the experience in his book, 'The Training
of a Salesman,' just recently published.
" 'One day,' relates Mr. Maxwell, 'Mr. Edison
summoned me to his library and asked me to
explain something with which I had absolutely
no connection. I started to alibi myself. His
eyes flashed with scorn. I was in the position
of a policeman who had permitted a crime to be
committed because the scene of its perpetration
was beyond his beat.'
"There is no truer test of a salesman's
qualities for permanent success than the
way in which he takes criticism. The
little-minded man can't stand it. It pricks
his egotism. He 'crawfishes.' He makes
excuses. Then, when he finds that ex-
cuses won't take the place of results, he
sulks and pouts. It never occurs to him
that he might profit from the incident."
" 'Mr. Edison gave me the worst tongue lash-
ing I . have ever received. It was the exact
chronology of all the stupid and ineffective
things I had done from the first day I entered
his employ, but more particularly it was a re-
cital of the things I had not done that might
have been done.
" 'His arraignment of me was not altogether
just; however, it was extremely beneficial. He
punctured my self-complacency without impair-
ing my self-confidence. That "bawling out" was
worth a good deal to me, and I am sure it was
worth more to Mr. Edison. He may have been,
and probably was, irritated with me, but I
believe his outburst was not primarily a show
of temper. I think it was chiefly a test of my
gameness.' "
"Now the interesting point about this experi-
ence of Mr. Maxwell's is not the fact that he got
'bawled out' at all," continues The Underwriters'
Review. "It is the way he took it. How many
insurance salesmen do you know who would say
that being called down for something they didn't
do was good for them? What would your feel-
ings be?
"There is no truer test of a salesman's qualities
for permanent success than the way he takes
criticism. The little-minded man can't stand it.
It pricks his egotism. He 'crawfishes.' He
makes excuses. Then, when he finds excuses
won't take the place of results, he sulks and
pouts. It never occurs to him that he might
profit from the incident.
"But the truly big salesmen see the other side.
They don't like to be criticized any more than
the little fellow, but they are shrewd enough to
know that 'a little criticism now and then is
good for the best of men.' We are all like boys
in training — if left to run wild and imbibe too
freely of praise, we degenerate into weaklings.
"Your gameness is reflected in the attitude
you show when improvement in your work is
suggested, or personal handicaps are pointed
out. If you were not worth developing you
would not be worth keeping on the pay-roll.
The right sort of a salesman welcomes con-
structive criticism just as Mr. Maxwell does.
Do you?"
BUY YOUR
a ACCESSORIES
Mil from One Source
»
REPUBLIC
PLAYER ROLL*
Every Phonograph Shop Can
Sell Player-Piano Rolls Just As
Well As Records.
The public look upon you
as a logical source of supply for
everything musical. This means
Player-Piano Rolls as well as
Records.
Why You Can Sell Player Rolls
1. 80% of all Pianos sold are
Players.
2. This means a big demand for
Rolls.
3. The experience of other
Ph onograph Shops proves
this.
Why You Should Handle Player Rolls
1 . Profits are larger than on
Phonographs and Records.
2. The stock is clean and easy
to handle.
3. 90% of your customers own
Player-Pianos and buy Rolls.
4. Only a small initial invest-
ment is required.
We are prepared to serve
you with the two best lines on
the market —
REPUBLIC WORD ROLLS
and
PIANOSTYLE INSTRUMEN-
TAL ROLLS
Write to-day for catalogues of the
latest hits, prices and discounts.
REPAIR p
B. F. WHITE IS MANAGER
B. F. White has been made manager of the
record department of the W. B. Fulghum Vic-
trola Shop, Richmond, Ind.
Plaza music Co.
18 WEST- 20 ia STREET
NEW YORK
68
THE TALKING MACHINE WORLD
March 15, 1920
i^u.':>Mw;i^iiu;i;LaM:^
Artiste
THE ARTIST IN REAL I
The Phonograph That
Pleases Eye and Ear
Is Easiest to Sell
Phonographs are judged by
their cabinet beauty and by the
fidelity with which they repro-
duce music. These are the
things the dealer in phono-
graphs has to sell to his cus-
tomers.
L' Artiste phonographs were
designed to make their selling
easy, to make them quick turn-
over merchandise at good
profits.
L' Artiste cabinet beauty is beyond cavil. Both
consoles and uprights win the approval of pro-
spective buyers in a first admiring glance at their
chaste splendor of design and finish. Next, the
buyer hears music reproduced by L'Artiste with
a volume and beauty of tone that is captivating.
He notes numerous mechanical superiorities and
up-to-date improvements. L'Artiste prices are
strikingly reasonable, all these things considered-
Thus a sale is made. This is the invariable ex-
perience in selling L'Artiste. What more can
a dealer ask ?
These instruments present all the most desirable
elements of salability, and, what is more,
L'Artiste STAYS sold. Buyers like them
better the longer they own and enjoy them.
There are nine beautiful
Console and Upright Models
PRICES RANGE FROM $110 TO $340
GRAND RAPIDS PHONOGRAPH COMPANY
GRAND RAPIDS, MICHIGAN
THE PHILADELPHIA SHOW CASE COMPANY
123 North 13th Street Eastern Distributors 2002 Jenkins Arcade
Philadelphia Bush Terminal Bldg.— 128 West 42nd Street, New York Pittsburgh
March 15, 1920
THE TALKING MACHINE WORLD
69
FOX MUSIC CO. TO CHANGE HANDS
Wisconsin Victor Store Becomes Badger Music
Shop Co., and Incorporates for $25,000— E. R.
Sweeney Vice-President and Manager
Fond du Lac, Wis., March 3. — E. R. Sweeney,
son of Mr. and Mrs. Eugene Sweeney, Forest
avenue, will take over the management of the
Fox Music Store March 1, the store to be known
as the Badger Music Shop. Articles of incor-
poration were recently filed with Merlin Hull,
Secretary of State, at Madison for $25,000. Mr.
Sweeney is vice-president of the company and
general manager of the business. Aside from
the regular line of pianos and other musical
instruments carried by Mr. Fox, the new shop
will carry an exclusive line of Victor goods.
The Fox Music Store has been a well-known
music stand since 1882. For one year Mr. Fox
was in business with J. W. Trout. The latter
disposed of his interests to Mr. Fox about seven
years ago and Mr. Fox has continued the busi-
ness alone since that time.
Mr. Sweeney graduated from the Fond du Lac
High School in 1906 and left here almost im-
mediately after, when he engaged in the music
business. He has followed this line since, hav-
ing been with music interests in Milwaukee
for the past eleven years. He was connected
with one of the largest music houses in the
United States for several years and during this
time traveled extensive territory.
The interior of the Fox store is undergoing
extensive improvements. New fixtures are be-
ing installed with the addition of six additional
booths to accommodate the patrons of the shop.
The walls are being refinisfoed and everything
put in readiness for the opening the first of the
month.
A new talking machine articulator will soon
appear on the market and is the product of
Frank B. Ling, head of the Melodia Mfg. Co.,
San Francisco.
LEND A HAND FOR INDIANAPOLIS
Tom Griffith, Udell Works Sales Manager,
Sending Out Copies of an Indianapolis Creed
Tom Griffith, sales manager of the Udell
Works, Indianapolis, Ind., who has been very
active in all the affairs of that city and largely
instrumental in securing the convention of the
Associated Advertising Clubs of the World for
Indianapolis on June 6 to 10, has sent out to
his friends a copy of an Indianapolis creed
which has been written by Meredith Nicholson
for the Board in charge of arrangements. The
creed follows:
Lend a Hand for Indianapolis
Indianapolis is the capital of the land of op-
portunity. Bring your dreams to Indianapolis,
the city of vision, a place where dreams come
true. The pulses of the city throb with an
energy drawn from the most fruitful soil in all
the world.
Lend a Hand for Indianapolis
One hundred years ago destiny marked In-
dianapolis for steady and triumphant progress.
It is the natural center of distribution for North
America. Our commerce and industries have a
continent for their market. The Indianapolis
label guarantees an honest job and an honest
price.
Lend a Hand for Indianapolis
From this city of homes James Whitcomb
Riley sent winging his songs of light and cheer
to gladden the hearts of a nation. The Riley
spirit is the Indianapolis spirit of confidence and
hope.
Lend a Hand for Indianapolis
This best of cities rests solidly upon the en-
during foundation of American liberty under
law. By serving my city, I serve my country.
Each day I will help, not hinder; work, not
shirk.
The Venetian Phonograph Co., Wilmington,
Del., has incorporated with $250,000 capital.
STRADIVARA MOVIE SLIDES
Slides Being Offered Dealers by Compton-
Price Co. are Exceedingly Attractive
One of the features of the service which the
Compton-Price Co., Coshocton, O., offers to its
dealers in ' connection with the exploitation of
Stradivara phonographs is the series of mov-
ing picture slides which may be -used in con-
nection with local moving picture performances.
These slides have been very carefully prepared
Slides for Use of Dealers
and are of a most distinctive nature, display-
ing in natural colors a model of the Stradi-
vara, together with suitable text, each phrase
of which embodies a forceful selling argument.
At the bottom of these slides a space is reserved
for the name of the dealer.
NEW VICTOR AGENCY IN HERRIN
Cline's Drug Store, Herrin, 111., has taken on
the Victor line of talking machines and records
and the department has been made complete in
every detail. Miss Ruby Chitty is in charge.
_
_______
The Brooks Automatic Repeating Phonograph
is justly termed The Wonder
Instrument. It has all the good
Dealers
There are some com-
munities where the
Brooks is not repre-
sented effectively as
yet. Perhaps yours is
one of these. There is
as much profit and
satisfaction in selling
the Brooks as there is
in owning it.
The Repeating Device
The Brooks Automatic Repeating and Stop Device
is an exclusive Brooks feature. It gives this phono-
graph a broader scope than any other make and
requires no attention beyond setting the needle and
turning a little knob.
qualities of other high grade
makes, but is completely put in
a class by itself by virtue of
the inbuilt Repeating Device,
which enables
the operator
to play any
make of
record, any
desired num-
ber of times.
'There are three
Brooks models,
of different sizes,
all beautifully
carved and finished. Each
style may be had with
electric motor, if desired.
The
Wonder
Instruments
Automatic Repeating
Phonographs
BROOKS MANUFACTURING COMPANY, SAGINAW, MICH.
70
THE TALKING MACHINE WORLD
March 15, 1920
/TONE ARMS & SOUND BOXlF
Vibration and harsh
tones are greatly min-
imized by the perfect-
ed ball-bearing Tone
Arm with its new
improvements.
Ji done
Jlrmfor
Gvery
JVeed
I TONE ARMS & SOUND BOXES
Rugged and simple in
construction, power-
ful and pleasing in
tone — the Supreme is
in a class by itself.
This highly efficient Wood-
en Tone Arm produces an
exquisite tone and provides
the talking machine manu-
facturer with a sure - fire
talking point. ,
What
areyour
require-
ments?
INCREASE the selling possibilities of your talking machine by in-
creasing its tonal merits. Tell us your troubles. Our engineering
department is equipped to give you expert advice. Come to "Tone Arm
Headquarters" for tone arms that make good. Unchanging quality is as-
sured by our force of skilled workmen under the supervision of engineers:
Herman Siegel Nathan Kurman Fred G. Hoppe
Write to-day for descriptive literature and prices.
ENGINEERS
PHILLIPS
145 West 45tiSt
New York. >
Chicago Representative :
H.Engel, Republic Building.
r" TONE
ARM
SERVICE
DEPARTMENT
March 15, 1920
THE TALKING MACHINE WORLD
71
SUGGESTS CO-OPERATION BETWEEN TRADE TECHNICIANS
Honest Exchange of Ideas and Findings Regarding the Scientific Problems That Have Developed
and Will Develop in Connection With Sound Reproduction Urged by World Reader
A subscriber to The World who is deeply in-
terested in the scientific, musical and mechanical
development of talking machines and records
generally, makes the pertinent, although some-
what Utopian, suggestion that the leading manu-
facturers of machines and records, particularly
those who have been chiefly responsible for the
development of the industry to its present
status, should get together with a view to or-
ganizing a general consulting board to solve
the various technical problems that come up
in the industry.
According to the suggestion the board should
be made up of the technical men of the vari-
ous leading companies, together with scientists
from outside fields who have specialized in the
study of acoustics, sound reproduction, etc.
Under this plan he believes that the progress
of the industry as a whole will be much more
rapid than under present conditions, with the
experts of each company wrestling with the
various problems in their own particular way.
The subscriber cites instances of industries
that have pooled their brains, as it were, for the
purpose of concentrating upon general prob-
lems, and arriving at solutions much more
quickly than were each of the experts to seek
to solve the problems along individual lines.
It is his opinion that the art of sound reproduc-
tion, although apparently far advanced, is really
in its infancy, and that the greater develop-
ments are of the future. In a letter to The
World he said:
"There are a great many capable men in the
talking machine industry to-day — men who have
grown up with the business, as it were — who
have devoted the greater part of their lives to
carrying on experiment after experiment for the
purpose of finding ways and means for im-
provements in machines, records, and partic-
ularly recording and reproducing methods and
in perfecting those improvements when found.
Their work has been slow in that probably a
score of the experts have been engaged at one
time or another in going over the same ground
and finding out for themselves what some of
their confreres could have told them.
"Every so-called expert or trade scientist has
had occasion to work out problems for himself
that are, or were, common to the industry. He
has experimented in this or that way in going
over ground already covered by some other
specialist without having the advice and coun-
sel of the other man to save him from un-
necessary work and worry. As soon as one
new development has been announced by a cer-
tain company, all competitors naturally set to
work to progress from that given point and
place on the market some new improvement.
Many of these improvements are not basic in
character and their general adoption would not
in any sense interfere with any patent rights.
"The talk to-day is of co-operation — of asso-
ciations designed to bring about trade better-
ment— and in my opinion this co-operation can-
not find a better starting place than in the bring-
ing together of trade scientists for mutual and
helpful discussion. Let them pool their stories
of success and failure in this or that given line
and we will have a basis to work upon that
should advance the industry more within a
period of two years than it has advanced dur-
ing a decade.
"Competition we will admit is helpful to trade
and it spurs the individual to new efforts, but
there are so many openings for competition in
the general manufacture and sale of instruments
and records that this factor can be lost sight of
in some measure in the case of scientific devel-
opment. The public has become well acquainted
with the talking machine as it is, and its in-
terest in the instrument is at high pitch. The
continuance, of this interest dep-ends upon the
development of the art — not simply the .creation
of new 'talking points,' but of a more perfect,
scientific and satisfying means of recording and
reproducing.
"A conference of the scientific men of the
trade will not in any sense necessitate the un-
folding of vital secrets, but there are so many
common problems, the proper surfacing of rec-
ords, the eliminating of scratch and of over-
tones, etc., to be given attention that there
should be no reason to go into the details of
any one or another process of general manu-
facture. Take the question of motors alone.
The losses that have been sustained by many
companies through experimenting with motors
of new design that proved faulty could have
been avoided very readily had it been possible
to bring motor experts into consultation — men
v\ ho had gone over the same ground and who
had made the same mistakes — before advancing
' to the production of a satisfying mechanism."
ATTRACTIVE MUSIC WEEK WINDOW AT AEOLIAN HALL
What was considered to be the most striking
and artistic window display arranged by a New
York piano house during the recent Music Week
The display was backed by a row of gilded
pillars, between which were placed a Duo-Art
piano, a couple of attractive models of the
Artistic Window Display at Aeolian Headquarters During Music Show Week
celebration was that installed at Aeolian Hall.
Simplicity was the keynote of the display. The
features were a series of greatly enlarged por-
traits of noted" artists who have, and are, re-
cording exclusively for the Duo-Art piano and
the Aeolian-Vocalion.
Vocalion, together with cabinets of rolls and
records. Elaborate lighting effects served to
add to the attractions of the display during the
evening hours. The entire arrangement of the
display was under the direction of R. Alston
Brown, head of the Aeolian art department.
72
THE TALKING MACHINE WORLD
March IS, 1920
PUTTING OVER 100-PROOF MUSIC IN PROHIBITION DAYS
How One Talking Machine Man Broke to the Waiting Public the News That Well-selected Melo-
dies Have Much the Same Effect as a Few Drinks of the One-time Private Stock
With the news that national prohibition, in-
stead of being a nightmare, or an anticipated
pleasure, according to the individual idea, had
become a reality, there likewise came the state-
ment that there were many substitutes for al-
cohol to keep humans in the proper spirits,
among them sugar and music. Swift, the talk-
ing machine man, heard all the stuff about the
jazz tune being as good as a highball, and a
melancholy ballad having power equal to a slow
gin fizz, but he was one of those babies who
demanded to be shown.
Swift naturally found that much of the money
that formerly went over the bar between the
quitting whistle and the "father-come-home-
with-me-now" stuff had found its way into his
cash register in payment of instalment ac-
counts. This amount was not sufficient to cause
any great elation, because with machines scarce
Swift wasn't selling any more on instalments
than he had to. The thing to find out was if
prohibition was going to do him any direct
good, beyond keeping his stomach lonesome
and his pocketbook intact.
If music was to take the place of liquor as a
direct stimulant of the human mind, Swift
wanted to be positive of the fact so he could in-
form the public in general of the glad news.
He felt that even the professional prohibitionist,
with a cellar full of "bitters," might like a little
musical stimulus in his parlor to save the private
stock.
Swift had heard, and was almost moved to
adopt, the slogan in his advertising, "Lushers
listen, lose the lust for liquor, lay in a library
of limpid lyrics," but he felt that this direct ref-
erence to so painful a subject would not have
the desired effect. Then he thought of a line
something like this: "Shutters are upon the gin-
mill. Now you've got to stay home. Make it
pleasant with a talking machine and some jazz."
But even this did not seem to have the proper
sound. The result was the revamping of the
home and family idea, the ad reading somewhat
as follows:
having about the same effect, with no hangover.
The system worked so well that Swift for a
time was between two minds — whether to hire
an ex-bartender, or wear a white coat and apron
himself.
For long Winter evenings at home —
No place to go and the cellar dry —
Tired of growling at the family and kicking the
cat-
Parlor like a cage of tigers —
Something needed with "pep" and a "kick" —
Li'l ole talking machine mixed with a bunch of
this month's records is the answer.
100 proof, and "stays with you."
Let SWIFT fill the prescription.
Ill Main Street.
Office hours 8 a. m. to 6 p. m., daily.
PARAMOUNT FOR PITTSBURGH HOUSE
Shipley-Massingham Co., Under W. H. Cross,
Made Distributors for Paramount Line
The people that Swift wanted to reach got the
idea promptly, and the advertising, with suit-
able variations at intervals, attracted plenty of
attention and some real business. It's hard to
sell jazz music to mourners, but Swift made
them think it was stylish, and got away with it.
Old boys who had been home so seldom that
they had forgotten their children's first names,
and whose noses proved the fact, got enough
excitement in battling with the family for the
fiist week or so, but it takes some energy to
fight all the time, and there was nothing to
stimulate energy. These same old fellows began
to turn to talking machines, for there are just as
many sobs in a half dozen old-fashioned ballads
as there are in an equal number of glasses of
"red eye." Then again, the purchase of a new
machine caused the family to lay off the new
permanent member, temporarily at least.
Swift played the thing scientifically. When
the ex-tank showed up the first number was a
jazz record, simulating the tinkle of the first
drink. As a rule a second jazz followed, after
which came a pleasing waltz, one of these senti-
mental love songs, and finally the tear-producing
mother ballad, taking the place of the fifth drink,
Pittsburgh, Pa., March 4. — The Shipley-Mas-
singham Co., 949 Penn avenue, has arranged to
take Western Pennsylvania and West Virginia
as the territory in which to distribute Para-
mount products.
W. H. Cross, who has been with this ex-
clusive wholesale company for eighteen years,
will have charge of that branch of the business.
Fred Clark, whom the Paramount Talking
Machine Co. has placed in this territory as fac-
tory representative, will co-operate with Ship-
ley-Massingham Co. in rendering the most mod-
ern and efficient service to dealers.
The Shipley-Massingham Co. is an old-estab-
lished house, having a wide reputation for its
remarkable development and growth and for
its fairness in dealing with the trade. The
dealers in Western Pennsylvania and West Vir-
ginia will welcome this source of supply as they
will realize it is another step forward in the de-
velopment of the dignity of the. talking ma-
chine industry, for this distributor handles noth-
ing of doubtful quality and character and it
bases its success on the ability to judge both
the products it sells and the ability of the
manufacturer to guarantee.
Paramount talking machines and records have
an excellent name. The sales policy is based on
that which has proven the most successful and
every effort is being made by the manufacturer
and distributors to assure success for the dealers.
The Stafford Phonograph Co., of Ashland,
O., has been incorporated with a capital stock
of $1,000.
Yes you can— with the Kent
Can what?
Playing
hill-and-dale
cut record
Make Customers for lateral-cut records out of all
Edison owners in your community. That's worth
while. You mike a profit on the Kent Master Adapter and then many
more profits on the records. Besides, they will all thank you for having
multiplied the enjoyment of their machines
The
KENT
Master
A dapter
Ask us
about it
Registered in U S Pal Office
Playing
lateral-cut
record
MANUFACTURERS OF
Tone Arms, Sound Boxes, and Attachments
for Edison, Columbia and Victor machines.
KENT PRODUCTS "Win their way by
their play."
F. C. KENT COMPANY
Mulberry and Chestnut Sts.
Newark, N. J.
March 15, 1920
THE TALKING MACHINE WORLD
73
Advertising is good only to the extent
that it^produces results.
Our Saturday' Evening Post publicity is
creating hundreds of thousands new
prospective purchasers which VITANOLA
dealers are daily developing into buyers.
Our national advertising, as well as
catalogs and other sales helps, are all
developed with the view of helping the
dealer sell his stock of VITANOLAS at the
least possible expense to him and in the
shortest period of time.
We have a real business - building,
profit -making proposition for dealers
who apply for it on their business
stationery.
Write today for the much talked of booklet
"Making a Phonograph Department Pay"
and sample of attractive vest pocI?et catalog
Metropolitan Sales Representatives: M. M. Roemer SaleS Corp. NEW YORK ^Y;
VITANOLA TALKING MACHINE COMPANY, 508 West 35th Street, CHICAGO, U. S. A.
74
THE TALKING MACHINE WORLD
March 15, 1920
PHONOGRAPH NEEDLES
EACH NEEDLE WILL PLAY 10 RECORDS)
» Q inaizsp 'dnb^
' 0nn2E3 17:;,t;.-; r? c^jJJECi
V
^ E.A.CH NKDLEWII.I.PLAY lO RECORDS
The Best Talking Machine Needle on the Market
PACKED IN COUNTER SALESMEN
50 Needles to a box and they retail at 10 cents per box.
60 boxes to a package, $6.00. This package costs you $3.90 net.
Your profit is $2.10 and your customer gets a needle that will give satisfaction.
THE FRED. GRETSCH MANUFACTURING COMPANY
60 Broadway
Manufacturers of Musical Instruments
BROOKLYN, N. Y.
Canadian Wholesale Agent, H A. BEM1STER, 10 Victoria Street, Montreal, Can.
Western Distributor: WALTER S. GRAY, 530 Chronicle Building, San Francisco. Cal.
INTERNATIONAL BUREAU FOR TRADE-MARK PROTECTION
Established in Havana to Act for South American Countries and the United States — Bills Passed
by Congress to Afford Protection to Trade-marks Used in Other Countries Over a Year
Washington, D. C, February 24. — President the convention for the protection of trade-marks
Wilson is expected to give prompt approval to and commercial names, made and signed in
the bill to give effect to certain provisions of Buenos Aires, Argentine Republic, on August 20,
A QUALITY RECORD— A FAST SELLER
A LIVE ORGANIZATION
Write At Once for
Dealer's Terms, Etc.
Immediate Deliveries
Lyraphone Co. of America
117 Mechanic Street
Newark, N. J.
1910, which the Senate has just passed. The bill
was passed by the House several weeks ago.
An international bureau to act for the coun-
tries of South America and the United States
has been established in Havana, pursuant to this
convention, but is unable to deal with the United
States in the absence of specific statute giving
the requisite authority to the Commissioner of
Patents.
Senator Brandegee, in favoring the bill, stated
that many manufacturers making trade-marked
goads could not trade-mark any of the side lines
they might desire to manufacture with the
trade-mark they now own. "When they manu-
facture other articles and endeavor to give them
their trade-marked name there is no way in
which they can protect themselves in foreign
countries," he added. "This bill provides that,
if they continue to use that name in foreign
countries for one year, they may file their trade-
mark on that name, as well as on the other
goods they manufacture.
"The situation now is this," continued Sen-
ator Brandegee. "Take, for instance, the case
of popular makes of pianos and other musical
instruments; a 'shark' in Cuba, say, or in some
other country, files an application for a trade-
mark on the name of ' ,' or ' ,' or other
popular trade-marked names, and gets a trade-
mark. The result is that none of our pianos,
etc., of those names can be exported and landed
in those countries under their laws without
paying tribute to the shark who has trade-
marked the names, although he has done so
without the knowledge or consent of the manu-
facturers of the articles. This proposed legisla-
tion is designed to correct this evil, so that the
manufacturer here may trade-mark the name of
his own product if he has used it in foreign com-
merce for one year. The bill is designed to
relieve the situation I have outlined. Both the
House and Senate Committees on Patents were
unanimously of the opinion that it was a meri-
torious measure."
"The situation is as Senator Brandegee has in-
dicated, not with reference to Cuba, because
there is an international bureau now estab-
lished in Havana in pursuance of other legisla-
tion and other conventions," said Senator
Fletcher. "But with reference to Argentina, I
am told, as an actual occurrence, that a mer-
chant of Buenos Aires ordered a lot of goods
from the United States which are shipped under
a trade-mark. Under the laws of Argentina the
'shark' to whom Senator Brandegee has re-
ferred can register that trade-mark even after
the order is given and the goods are on the
way, and when they arrive he can claim tribute.
In one instance such an individual actually
undertook to confiscate the American goods be-
cause they came under a trade-mark which he
had registered and claimed as his own."
All worth while results are achieved by effort,
usually by painstaking, persistent, unsparing ef-
fort. Thoroughness is not accompanied by
hasty, careless methods.
"WHAT ARE YOU SHORT?"
Get in touch with us. We have everything in
the phonograph line — Needles, Tone Arms, Motors,
Cabinets, all kinds of accessories and repair parts.
We specialize on Main Springs, Bettertone Phono-
graphs. Let us dc your repairs.
PLEASING SOUND PHONOGRAPH CO.,
204-206 East 113th St., New York.
The Talking Machine World, Neiv York, March 15, 1920
March 15, 1920
THE TALKING MACHINE WORLD
75
"Just Like the Rose" and "When You're
Alone," fox-trots by the Paul Biese Trio,
will sell fast. A-2864.
Columbia Graphophone Co.
NEW YORK
OHIO TO HAVE PARAMOUNT SERVICE
John Young of Cleveland Organizes Ohio Para-
mount Sales Co. to Distribute Paramount Ma-
chines and Records in the State of Ohio
HEMPEL FLIES TO CONCERT
Famous Edison Artist Makes 200-mile Air Trip
to Keep Texas Engagement
DEATH OF WELL=KNOWN VICTOR MAN
Lucien D. Callahan, Representative of the Louis
Buehn Co. of Philadelphia, Passes Away Fol-
lowing Short Illness at Wilkes-Barre
Cleveland, O., March 5. — The Ohio Paramount
Sales Co. has been organized by John Young,
of the Young Furniture Co., 6101 Euclid avenue,
to distribute Paramount talking machines and
records to the dealers in the State of Ohio.
Mr. Young made a brilliant success in the
talking machine business and, a few years ago,
organized his own company to handle high-
grade furniture and instruments, but waited
until he could secure a line of unquestionable
quality and merit.
This indicates another step forward in de-
veloping the dignity of the industry, as Mr.
Young's organization is of exceedingly high
character and will consider handling nothing but
that of quality with which to supply the trade.
Now merchants can secure a complete line of
instruments and records of the same name and
guarantee for their customers instead of risking
a commercial black eye by selling merchandise
of doubtful quality.
Theo. Zillier has been placed in this terri-
tory by the Paramount Talking Machine Co. as
their factory representative for the purpose of
co-operating with the Ohio Paramount Sales
Co., and to render the most modern and efficient
service to dealers.
With this new representation the Paramount
Talking Machine Co. expects to do a large
business in the Ohio territory. Mr. Young has
made plans for an active campaign and is lining
up dealers in all sections.
Frieda Hempel recently made an airplane
flight from Fort Worth to Austin, Texas, a dis-
tance of about 200 miles, to keep a concert
date. Her own telegram, sent immediately af-
ter she landed, tells the story:
"Fort Worth just wild with enthusiasm.
Wouldn't depend on train down here. Hated to
disappoint audience, so I engaged two airplanes,
one for Bos (pianist) and one for me. We had
most wonderful trip. Stopped for lunch at
Waco. Made the whole trip in less than .four
hours with excellent pilots. This the only way
of traveling. Please wire friend husband that
I am alive. Oh, how we loyed it."
VISITORS AT COLUMBIA OFFICES
Among the recent visitors at the executive
offices of the Columbia Graphophone Co. were
the following Columbia dealers: Byron Mauzy,
San Francisco, Cal.; Helen Plummer Howard,
manager of the Hauschildt Music Co., Oakland,
Cal.; A. Shemanski, Eastern Outfitting Co.,
Seattle, Wash.; J. Shemanski, Eastern Out-
fitting Co., San Francisco, Cal., and N. A. Mel-
vin, Bangor, Me.
Philadelphia, Pa., March 1. — Lucien D. Calla-
han, while engaged in his work as representa-
tive for the Louis
Buehn Co., this city,
was taken suddenly ill
on February 17, pass-
ing away in the hospital
at Wilkes-Barre on the
following Saturday,.
February 21.
This news came as
a great shock to the
Victor trade, both in
the East and West, for
Mr. Callahan, previous
to his coming with the
Louis Buehn Co., acted as representative for
the Victor Talking Machine Co. in' the Middle
Western States and on the Pacific. Coast.
He was a young -man of recognized ability,
and through his personality and character of
work made many close friends in the talking
machine industry. The remains were brought
to his home in Philadelphia, where the funeral
took place on Tuesday, February 24. It was
largely attended.
L. D. Callahan
E. A. Geissler, of the George J. Birkel Co.,
Los Angeles, Cal., married recently Miss Louise
Nixon Hill, of that city, the wedding being a
most fashionable affair. Mr. and Mrs. Geissler
plan to spend a portion of their honeymoon
in the East.
The Albert Phonograph Co., 211 South War-
ren street, Trenton, N. J., has been incorporated
with capital stock of $100,000 to engage in the
manufacture of phonographs, talking machines,
etc.
D
I
Humanly Efficient
Best Describes the
DITSON VICTOR SERVICE
s
E
R
T
S
0
DITSON SERVICE does not confine itself to the work
of forwarding goods from the factory to the dealer, but
goes beyond and offers to the dealer that personal inter-
est that helps him meet problems and make profits.
Ideal for New England Victor Dealers
Victor Exclusively
V
I
C
N
OLIVER DITSON COMPANY, Boston
CHAS. H. DITSON & CO., New York
E
76
THE TALKING MACHINE WORLD
Makch 15, 1920
AND WHILE THEMUSIC IS PLAYING
Farmer Habig Collects 115 Eggs From His
Musically Uplifted Hens — Writer in New York
Mail Tells the Temperamental Story
Fast on the heels of several important or im-
portant-if-true scientific discoveries that have
gob-littered the columns of the public prints
since the story of the interstitial gland saw
the light, comes a significant announcement
from Indiana, the literary center of the nation.
A farmer, having discovered a phonograph
in his spare sock on Christmas morning, per-
mitted his hens to listen to the music it pro-
duced. The results of the impromptu musical
mornings have astonished and delighted him.
His hens, only tolerable layers in the old music-
less days, have begun to double their output.
This Indiana farmer — Habig is his euphonious
stage name — now not only permits the hens to
overhear the music as the phonograph grinds
out its notes in the kitchen, as he used to do,
but he has installed the phonograph right in
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS ( TURNTABLES
~ T J MOTOR FRAMES
(jrey Iron "\ TONE ARMS
and Brass for ( HORNS and THROATS
Direct Quantity Importations On
D. R. D0CT0R0W
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
EASTERN REPRESENTATIVE
CHERING TON MFG. CO
IRONCLAD MOTORS
Vanderbilt Ave. Bldg.
51 East 42nd St., New York
Tel. Vanderbilt 5462
the hen house, where 122 Orpingtons and Ply-
mouth Rocks, Buff Cochins and Brahmas dwell
together in peaceful industry. The result is
that, whereas formerly he gathered 65 eggs in
one day, he now collects 115.
It must be carefully noted, also, that the
music furnished to the denizens of Habig's hen
house is jazz — only jazz, to the entire exclu-
sion of the higher forms of musical art. We
a urn ' 1 1 1 1 m l m 1 1 1 1 1 1 1 1 1 m 1 1 1 rfTTTTTmrTmrmfTrfmrrm
10 Square
turn
offers
least
^ Position of the reproducer for
changing needle — turned up from
either placing position does not
interfere unth lou?ering cabinet lid
CT he SCOTFORD Tonearm and
Superior Universal Reproducer
l "1*1 *}E ATTRIBUTE a large part of our success
WJ to the improvement in our machine from the
first Scotford Tonearm received from qou. IDe are
positively satisfied, and our only fear is that in the
face of the multitude of competition temporarily on
the market you may try in some way to cheapen to
meet this. DOTl'T DO ITl The writer has been
connected with "tone" all his life — and you have it"
Frank D. Perry— Hudson, Rew Ijork
<The Scotford Qbnearm and Superior Universal Repro
ducer u?ill not be cheapened. VJe knou? that the field is
amply piled irith Tonearms and Reproducers that sell on
price. IDe are seruing that better class of trade which is
building on quality. CTheq appreciate the fact that onlu
those who build the Phonograph as an Instrument of JTlusic
ipill suruiue the tests of time.
Tlickel Qold
Sample Set toith clack Composition Diaphragm
Extra Reproducer with mica Diaphragm . . .
Tlickel
S8.50 S 10.50
5.75 6.75
Prepaid amjrchere. on receipt of price. Submitted on approval, subject to
return ujithin a reasonable time; in u>Kich event the full price unit be refunded
Quantity Prices on Application
3 Barnhart Brothers & Spindler
makers of Superior
Specialties for PhonoqrapKs
Ttlonroe and Throop Streets
Chicago, Illinois
li
11 111 11 1 11 11 1 11 11 11 11 11 111 ii lii mil 11
would suggest that Mr. Habig develop his re-
munerative experiments further by subjecting
his hens to the elevating influences of such
classic selections as Dvorak's Symphony No. 3 in
M major, Opus 76; the Bruch Concerto in G
minor, Opus 26; "Sounds of the Forest," from
Wagner's "Siegfried," and Beethoven's Sonata,
Opus 57.
We are confident that these works would im-
part to the fruit of Mr. Habig's spiritually stim-
ulated hens arpeggio effects and pizzicato
nuances that would open new worlds of emo-
tional uplift to the ultimate consumers thereof.
We await from Mr. Habig interesting dis-
closures of the possibilities of the higher forms
of music upon the languid hen that hesitates
on the verge of being lost in the sterile re-
gion of paralytica! unproductiveness.
E. 0. BROWNE IN FLORIDA
Secretary of the Talking Machine Men,
Enjoying Vacation in the South
Inc.,
E. G. Browne, secretary of the Talking Ma-
chine Men, Inc., the organization composed of
talking machine dealers of New York, New Jer-
sey and Connecticut, left last month for Palm
Beach, Fla., accompanied by his family, where
he will spend several weeks in an effort to get
a much-needed rest.
Mr. Browne is very active in both the pianu
and talking machine trade associations, and re-
cently much of his energies has been devoted
to those channels.
GRUBSTEIN HELD FOR FORGERY
Samuel Grubstein, 32, of 91 Springfield ave-
nue, Newark, N. J., who was taken to the
Eellevue Hospital in New York recently, suf-
fering from bichloride of mercury poisoning,
was placed under arrest charged with forgery.
He is said to have taken blank checks from
Nathan Krasner of 54 West 115th street, and
presented one of them for $191 to the Fulton
Phonograph Co., 640 Broadway.
NEEDLES
and
The Best in the World in
Talking Machine Accessories
AND
United States Music Co. Player Rolls
The retail price of these rolls runs from fifty
cents to one dollar each. Your discount 40%
f. o. b. San Francisco.
942 Market St., San Francisco, California
March IS, 1920
THE TALKING MACHINE WORLD
Model 175— Price $175
THE MOST WONDERFUL TALKING MACHINE OF THE PRESENT AGE
AT THE PRICE. AN INSTRUMENT OF SUPREME
VALUE, TONE AND QUALITY
US £LE^RT.™E Haf beC°me .Very P°Pular because of its quality, splendid value
and the advertismg sales campaign that now stands in back of & DEALERS 1
Watch us grow— write for our agency and grow with us UtALLRS!
•LATEST 84-PAGE CATALOG NOW READY
LUCKY 13 PHONOGRAPH CO, 46 East 12th Street, New York
78
THE TALKING MACHINE WORLD
March IS, 1920
NEEDLES
cw PHUMuu mm
SPEAKS FOR ITSELF
SAPPHIRES DIAMONDS
SPECIAL OPPORTUNITY
Sell Highest Grade Needles Packed in Envelopes.
We Are Getting 100 Million Per Month— All Live
Dealers Are with Us — Send for Samples and Particulars
We are the largest job-
bers of Steel Needles
in the world
Opera Needles
are made to our own specifications.
They are highly-polished, nickel-plated
needles.
A glance at a sample will convince you that they ,
are the finest finished needles on the market. Must Sell one billion needles in 1920
You can be assured of the quality by sending 2 customers 100 million each;
for free samples. who's next ?
Prices as follows:
10,000 lots, 45c. per M
1,000,000 lots, 35c. per M
100,000 lots, 40c. per M
5,000,000 lots, 32c. per M
We are the largest jobbers of Sapphires and
Diamonds in the world
We are the original headquarters for genuine
Cleartone Sapphires and Diamonds
All our genuine Diamond and Sapphire Points are absolutely uniform,
silver-plated and the highest quality jewels on the market
Sapphire Balls
Each
Dozen Lots 16c
Hundred Lots 13c
Thousand Lots 12c
5-Thousand Lots lie
Prices subject to revision without notice
Sapphire Points
Each
Dozen Lots 18c
Hundred Lots 15c
Thousand Lots 13J^c
5-Thousand Lots 12c
Genuine Diamonds
Each
Sample $1.75
Dozen Lots 1.50
Hundred Lots 1.40
Thousand Lots 1.25
5-Thousand Lots 1.15
SPECIAL PRICES ON LARGER QUANTITIES
1920 Catalog Listing Everything a Phonograph Man Needs
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
March 15, 1920
THE TALKING MACHINE WORLD
79
SPEAKS FOR ITSELF
Motors, Sundries and Supplies
STOP! LOOK! READ!
Something new for Lucky 13!
We are now manufacturing our
own motor, and can offer imme-
diate deliveries in any quantity.
Send for samples — you can't
go wrong.
This is the best buy on the
motor market to-day.
Half Dozen, $9.75 Each.
Dozen, $9.00 Each.
100 Lots, $8.50 Each.
1000 Lots, $8.00 Each.
Bevel-gear wind; plays seven
1 0-inch records without re-win-^
ing. Complete with all parts in-
cluding 12-inch turn table.
CLEARTONE MOTOR NO. 11
SPECIALS FOR MOTOR, TONEARM, REPRODUCER AND CABINET MANUFACTURERS
Cast-iron Turn Tables in any quantity at the right Main springs and governor springs to fit any motor
price. Felts in Discs or Squares, 1 0 and 1 2-inch, all- Tone modifier rods,
wool. Continuous hinges.
Mica, first and second quality, clear, in any size. Cover Supports.
Your inquiries will have our best attention.
MOTORS
No. 1, double-spring, 10-ineh turntable,
plays 2 10-inch records $3.75
No. 2, double-spring, 10-inch turntable,
plays 3 10- inch records, $4.00, with
12-iuch turntable 4.25
No. 0, double-spring, 12-inch turntable,
plays 3 10-inch records, castiron frame 7.85
No. 3,- double-spring, 32-inch turntable,
plays 4 10-inch records, castiron frame 9.85
No. 11, double-spring, 12-inch turntable,
plays 7 10-inch records, castiron frame,
bevel gear wind : 9.75
TONE ARMS AND
REPRODUCERS
( Play All Records )
No. 2 Per set $1.75
No. 3 Ter set 1.95
SUNDRY DEPARTMENT
No. 4 Per set 4.00
No. 6 Per set 3.75
No. 7 Per set 3.75
No. 9 Per set 2.95
Sonora tone arm with a reproducer to fit
MAIN SPRINGS
No. 00, % in., 9 ft 29o
No. 01, % in., 9 ft , 25c
No. 02, % in., 7 ft 25c
No. 1 % in., 10 ft 39c
No. 01A, % in., 10 ft 49c
No. 2, 13-10 in., 10 ft 39c
No. 3, % in., 11 ft 49c
No. 1, 1 in., 10 ft 49c
No. 5, 1 in., 11 ft., heavy 69c
No. 0 1% in., 11 ft 99c
No. 7, 1 in., 25 gauge, 15 ft 89c
We also carry other size main springs to fit
Victor, Columbia and all other motors.
Special prices on springs in large quantities.
RECORDS— COLUMBIA
10-inch double disc records, 42c each; 12-in.,
60c each.
We also manufacture special machine parts,
such as worm gears, stampings, or any screw
machine parts for motor; reproducer and part
manufacturers.
Special quotations given to quantity buyers
in Canada and other export points.
Write for our 84-page catalog, the only one
of its kind in America, illustrating 33 different
styles of talking machines and over 500 differ-
ent phonographic parts.
LUCKY 13 PHONOGRAPH CO.
46 East Twelfth Street ..... New York
80
THE TALKING MACHINE WORLD
March 15, 1920
-2S
Oh, how you'll laugh when you hear Nora Bayes sing
Oh! How I Laugh When I Think That I Cried Over
You" and "Snoops, the Lawyer." This record is
worth lots of money to you. A-2852.
Columbia Graphophone Co.
NEW YORK
PIANOS AND PLAYERS IN THE TALKING MACHINE BUSINESS
Can Be Made to Work Out to Excellent Advantage Is the Experience of F. Clark Adsit, of the
Edison Shop, Indianapolis — Training Talking Machine Men in Player Selling
Indianapolis, <Ind., March 4. — That the talk-
ing machine business can fit into the piano
and player business has long been demonstrated.
When F. Clark Adsit took charge of the Edi-
son Shop he decided that there was no reason
why the piano and player business could not be
fitted into a former exclusive talking machine
business without benefiting one line to the
injury of the other.
For five years the Edison Shop was run
by the Kipp Phonograph Co. as an exclusive
phonograph shop, and it was not only one of
the first, in the local field, but it was equipped
as only the modern talking machine shops are
equipped. The Shop was recently acquired by
the Adsit Music Co. Mr. Adsit has had years
of experience in the piano business and he is
well qualified to build up a piano and player
business in conjunction with the phonograph
business.
In answer to the question as to whether he
thought the piano and player business could
be handled along with the talking machine
business, Mr. Adsit said that it was being
done by other music houses in the city.
"A man from Davenport, la., was in the store
the other day and he said the piano and player
business could not be added to a phonograph
business without turning the business into a
piano business chiefly or keeping it a phono-
graph business," said Mr. Adsit. "But I be-
lieve that it can be done.
"The piano business is already working into
our business very nicely. The first day we had
a piano on the floor we sold it a few hours after
it had been there. And it was one of our phono-
T HE
Portroia
Pat.
Pend.
The Phonograph of Value
Newest Type Motor Universal Tone-Arm
Record Compartment
For Home Use For Outings
Leatherette covered case made of resonant wood, with
leather handle, complete nickel trimmings and needle
carrier. Finished insi
silk grille.
de in maroon leather effect with
OPEN VIEW
PLAYS ALL RECORDS
CLOSED VIEW
MADE LIKE AN ELEGANT
TRAVELING CASE
X 13'A X 10 INCHES
TONE EQUAL TO ALL HIGH GRADE
PHONOGRAPHS
EVERY MACHINE GUARANTEED SATISFACTORY
DEALERS, ORDER FROM YOUR NEAREST
DISTRIBUTOR— A PROFITABLE
PROPOSITION FOR YOU:
WADE TALKING MACHINE CO.
14 N. Michigan Avenue, Chicago, III.
TIMES SQUARE AUTO & SUPPLY CO.
12th St. and Michigan Avenue, Chicago, 111.
S. J. STONE & CO., Beloit, Wis.
A. G. KUNDE CO.
516 Grand Avenue, Milwaukee, Wis.
TRI-STATE SALES CO.
218 East 10th Street, Kansas City, Mo.
NATIONAL PHONOGRAPH SUPPLY CO.
411 Shukert Bldg., Kansas City, Mo.
Distributors, make connections now to handle this very
popular machine in your "district
PORTABLE PHONOGRAPH COMPANY
RESERVE BANK BUILDING, KANSAS CITY, MO.
graph salesmen who sold the piano." Mr. Adsit
explained that he proposed to carry on his piano
and player business through his present staff
of phonograph salesmen.
"If a man has selling ability he can sell
pianos," said Mr. Adsit. "If he can sell phono-
graphs there is no reason why he should not
be able to sell pianos and players." Mr. Adsit
is giving his force pointers on piano selling.
"There is some difference in the way a phono-
graph is sold as compared to a piano," com-
mented Mr. Adsit. "There is more inclina-
tion as a rule in the sale of phonographs for a
salesman to go into details of construction, tell-
ing the customers about the tone arm, etc. A
salesman does not have to contend with these
details so much in piano salesmanship. A cus-
tomer who is musically inclined is first inter-
ested in the tone of the instrument and also in
the beauty of the thing as a whole. As r< rards
tone, it is something like selling a violin to a
musician. The violin may be black and smudgy
in appearance, but what the musician is after is
the tone.
"Of course, there are people who buy through
their eyes more than through their ears. If the
design of the case of piano or player appeals
to them they are more likely to be pleased with
the tone."
Mr. Adsit is working out plans to interest the
phonograph customers of the Shop in the
piano and player lines. Where it is found a
What More Can You Ask
All the features that go to make a talking
machine Profitably) Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."
WMcKuvj TKe Music Conr\e Out
Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Ofloei
711 MILWAUKEE AVENUE
CHICAGO
Southern Wholesale Branch
1530 CANDLER BLDG.
ATLANTA. GA.
March 15, 1920
THE TALKING MACHINE WORLD
51
You cannot afford
to take chances
Assuming that you have already been convinced
of the economy of using die-cast parts there is
still the matter of choosing the die-caster in
whose hands you are willing to trust the
reputation of your product.
If you make a choice on a purely price basis —
that's one thing. But if you demand quality,
uniformity and service the Doehler Company
can supply your need. It produces only cast-
ings of that high grade on which you insist.
The Doehler Company places at your execute your order, however large or
disposal a staff of engineer specialists small, within a specified time, and an
whose recommendations are author- organization of skilled workmen who
itative, manufacturing plants able to are expert through years of experience.
You can do no better than put your die-casting up to Doehler
THE WORLD'S LARGEST MANUFACTURERS OF DIE CASTINGS
DB-G
A talking machine motor casing — die-cast by Doehler
MAIN OFFICE AND EASTERN PLANT
BROOKLYN, N.Y.
CENTUM. PLANT
TOLEDO, OHIO.
SALES OFFICES IN ALL PRINCIPAL CITIES
WESTERN PLANT
CHICAGO, ILL,
D. D. C.-21
customer has a player, then his roll business will
be sought. The Shop is now handling the Vocal-
style and Q R S rolls.
"The reason the young man who bought the
first player made the purchase was due to two
things," Mr. Adsit remarked to his salesmen.
"He was stuck on the case and the tone pleased
him." Mr. Adsit recalled that some of the
greatest piano salesmen have not been able to
play a note and said the fact that a salesman
cannot play should not be permitted to handi-
cap him.
Mr. Adsit is hoping to have his full line of
pianos and players in the Shop by March 1.
This line will include Packard pianos and
players and the A. B. Chase reproducing pianos.
BIG STRADIVARA SALES
Compton-Price Co. Finds New Factory Develop-
ments None Too Large to Take Care of In-
creasing Demand for Stradivara Phonograph
State Representatives Wanted
By established manufacturer of
talking machines making an unusually
high-grade line at moderate prices.
This is a big money proposition and
only men who can show a successful
record will be considered.
Kindly answer the following ques-
tions in your application.
All replies will be treated as strictly
confidential.
1. Territory desired?
2. What territory have you been cover-
ing?
Experience, if any, in the talking ma-
chine business. (Experience is de-
sirable but not essential.)
Give summary of your experience for
the past five years.
Are you employed at present?
By whom?
In what capacity?
Why do you wish to make a change?
HaVe you sufficient financial strength
to employ sub-salesmen for the pur-
pose of thoroughly covering your
territory ?
Give references.
Address M. R, 17, care The Talking Ma-
chine World, 209 S. State St, Chicago, 111.
3.
4.
5.
6.
7.
8.
9.
10.
Compton-Price Co., of Coshocton, O, makers
of the Stradivara phonograph, did the most
successful business in January and February
that this house has ever experienced. Louis
V. Nippert, of the company, recently stated
to a representative of The World: "Our dealers
seem keenly alive to the situation in the
phonograph market, and are protecting them-
selves against shortage and further raises in
prices by sending in their requirements for
many months ahead. We are glad that a fore-
sighted policy on our own part enables us to
accept and book these orders for shipment at a
later date. We have bought well ahead on
materials, and are in turn able to give our deal-
ers the benefit of this saving.
"These dealers are not a bit slow in taking
advantage of our service, seeing as they do the
uncertainty of market conditions. In this con-
nection, we have always tried to make it plain to
our trade that it is the policy of this company
to further protect them by not booking more
orders than we are capable of handling. One
hundred per cent, service in every department
of our business is our motto, and > our rapidly
increasing list of enthusiastic Stradivara dealers
is tangible proof that we are succeeding in mak-
ing this idea a genuine reality."
in the country. It is the intention of the com-
pany to continue the popular Tone Arm
Monthly, but the weekly will try to give the
news of the organization in a newsy way and
by being published oftener will keep pace with
the tremendous growth of the Columbia factory
forces. The first issue is filled with interesting
and timely chats regarding the various depart-
ments at the Columbia plant, together with ar-
ticles of a semi-editorial nature and cartoon
drawings that combine humor with pertinent
messages.
The Columbia Tone Arm Weekly is a four-
page newspaper and in size and make-up is simi-
lar to the Columbia Record, which is issued at
the executive offices in New York and is
recognized as one of the leading industrial
house organs. An interesting feature of the
new .weekly is the use of photographs and short
biographies of employes in the factory depart-
ments, and this section promises to be an im-
portant link in enhancing the spirit of good-
fellowship and good-will that pervades the
entire Columbia manufacturing organization.
NEW WEEKLY HOUSE ORGAN
Attractive Publication Issued by Columbia Co.
Makes Its Initial Appearance
A new house organ named the Columbia Tone
Arm Weekly made its appearance last month,
and this publication, which is issued by the Co-
lumbia Graphophone Mfg. Co., at Bridgeport,
Conn, promises to be one of the most valuable
house organs issued by any factory organization
KEEPING IN TUNE
means harmony; co-operation means harmony.
If you Victor dealers intend to co-operate with
the Victor Management, keep in tune with Victor
advertising policies. Advertise your Victor rec-
ords inexpensively, yet effectively on your record
delivery envelopes. For details, use coupon on
page 45 or pin this ad to your letterhead and
mail to
LU-FRANC SALES SERVICE
1202 Dime Bank Bldg. Detroit, Mich.
82
THE TALKING MACHINE WORLD
March 15, 1920
The Booth Felt Company, Inc.
Mechanical Felt Products
Turntable Felts Motor Felt Washers
Motor Brake Felts
Needle Rest Felts Cabinet Strip Felt
We carry a large stock of well assorted- merchandise
which insures prompt deliveries.
If interested in Velour or Velveteen Discs
we can supply them.
FACTORIES
BROOKLYN, N. Y, CHICAGO, ILL.
463-473 Nineteenth Street 732 Sherman Street
GARFORD MFG. O^NAME CHANGED
Elyria, O., Motor Manufacturing Concern Now
to Be Known as the General Phonograph Mfg.
Co. — Otto Heineman Chairman of Directors
It was formally announced last month that
the name of the Garford Mfg. Co. had been
changed to the General Phonograph Mfg. Co.
A. G. Bean, president of the company, states
that there is no other change in the organization,
the officers remaining as they are now and the
location of the factory continuing at Elyria, O.
-The controlling interest in the Garford Mfg.
Co. was purchased some time ago by Otto
Heineman, president of the General Phonograph
Corp., and at the present time the mammoth
plant of the Garford Mfg. Co. is devoted almost
in its entirety to the production of Heineman
motors, tone arms and sound boxes. The fac-
tory is one of the most up-to-date and efficient
manufacturing plants in the Middle West, and
under the able direction of Mr. Bean has been
a vital factor in the tremendous success of the
Heineman product. Otto Heineman is chair-
man of the board of directors and an exception-
ally capable factory organization has been de-
veloped during the past few years.
AEOLIANITES HAVE LEAP YEAR DANCE
Ladies of the Aeolian Employes' Association
Act as Hosts to the Men at Interesting Party
Held on Last Tuesday Night of February
The members of the Aeolian Employes' Asso-
ciation, at least the lady members, took advan-
tage of the opportunity that occurs only once
in four years to hold a Leap Year dance on
the fourth floor of Aeolian Hall on Febru-
ary 24, following a buffet supper. The arrange-
ments for the party were in charge of Miss
G. E. Quinn, secretary of the Association, and
there were a number of interesting surprises
for the male guests. Being Leap Year, the
ladies appeared in the role of hosts, asking the
men to dance, to partake of refreshments, etc.
The men enjoyed the unusual experience to the
utmost and got on the floor in couples just in
order that the members of the fair sex might
"break" them for the dance. One bright mind
went so far as to suggest that the ladies might
appreciate the temporary change of position to
the utmost by staging a theatre party, but the
hint was not taken.
OSBORNE'S CLEVER ADVERTISING
During a recent lecture in Belfast, Ireland, on
'"Some Musical Facts, Fancies and Fads," Cap-
tain C. J. Brennan delivered quite a eulogy of
the gramophone, which, he stated, had done
much to popularize good music of late years.
This lecture formed the basis of a very excel-
lent advertisement carried by T. Edens Osborne,
the enterprising talking machine factor of that
city, in which he said: "Having been the first
to introduce the gramophone to Belfast (in
1898) twenty-two years ago, I naturally feel
grateful for the Captain's praise of a marvelous
musical entertainer the popularity of which is
attested by the fact that thousands of these
world-famous instruments and many thousands
of records have been sold by me during the time
mentioned."
TALKING MACHINE MEN MEET
Plans Progressing for Annual Banquet on April
14 — Success in Combating Questionable Ad-
vertising— Other Features of the Session
The monthly meeting of the Talking Machine
Men, Inc., the organization composed of talk-
ing machine dealers of New York, New Jersey
and Connecticut, was held last month at the
Hotel Pennsylvania. Of special importance was
the report of the various committees on the
plans and arrangements for the annual banquet
and election to be held on April 14.
The committee on entertainment, composed of
John E. Hunt, chairman; J. J. Davin, E. G.
Browne, A. Galuchie, Irwin Kurtz, M. W. Gib-
bon and Cass B. Riddel, have arranged a very
novel affair for the evening and among other
things they announced that the affair was to
■be devoid of speeches. The tickets, including
dancing, dinner, etc., are five dollars, and the
present plans have been made to care for over
six hundred people.
A nominating committee was appointed, com-
posed of O. J. Rooney, M. Goransky, H. Bersin,
G. Armstrong and I. Resenberg.
The meeting was addressed by representatives
of the Harlow Insurance Plan and the Morris
Plan of Industrial Finance Corp., who explained
the workings of their businesses as applied to
the talking machine trade.
The grievance committee reported on the re-
sults they had obtained in bringing to the at-
tention of various advertisers misleading copy
which had appeared in some New York papers
since the first of the year. In every case the
advertisers in question entered into agreements
acceptable to the members, which proves that
much can be accomplished by getting together
with the house or houses who from time to
time are charged with lowering the standards of
their newspaper copy. Over forty members at-
tended the session.
The Red Cross Decorating Co., of Centerville,
la., have installed two booths and have placed
a competent manager in charge.
The Talking Machine World, New York, March 15, 1920
THE MYSTO NEEDLE
CHANGED ONLY ONCE FOR PLAYING
TEN RECORDS — AND GUARANTEED
WE ARE GOING TO PUBLISH A BIG LIST OF MYSTO JOBBERS AND
DISTRIBUTORS NEXT MONTH.
EVERY REAL JOBBER SHOULD BE LISTED.
WRITE TODAY FOR MONEY-MAKING JOBBERS' ARRANGEMENT.
NEEDLES FURNISHED IN COUNTER DISPLAY STAND JUST LIKE
CUT SHOWN— 50 NEEDLES IN EACH PACKAGE RETAILING FOR 10c.
"If it pertains to a phonograph we have it."
Amalgamated Phonograph Accessories Corporation
^-Hi,ifi„ l^n \k ..§:::,n,aj":J m NEW YORK
March 15, 1920
THE TALKING MACHINE WORLD
83
JOHN H.WILSON, Manager
324 WASHINGTON ST., BOSTON, MASS.
UOOIvyll 9 ENGLAND
Boston, Mass., March 3. — Never in the history
of the talking machine business has the trade
suffered so much inclement weather. February
will pass into history as a month that brought
nothing good to business at large and the talk-
ing machine houses everywhere have shared in
,the difficulties due to unprecedentedly cold
weather and heavy snows. While other parts
of the country have suffered considerably, it
has been New England that probably has been
the hardest hit and from Connecticut to Maine
business has been at times completely demoral-
ized. That occupants of homes have been shut
in for days at a time, thereby materially halting
retail trade, was not the worst of the situation
by any means, for the rigid embargo placed on
shipments has seriously halted the receipt of
goods from the factories. Machines have been
very hard to get at times, but perhaps the most
noticeably serious consequence has been in the
late arrival of the March records, most of
which did not come into the possession of the
distributors until the eleventh hour. As the
trade well knows there is an immense amount
of work involved even then in getting the in-
stalments ready for the retail shops. The re-
sult was that in many large Boston establish-
ments the employes worked all night of the
twenty-eighth and all day the following day
(Sunday) supplying dealers* requirements.
Hope for Normal Conditions Soon
Meanwhile the demand for goods began heavy
the first of February and continued right
through the four weeks, so that if the goods
could have been obtained — for the freight em-
bargo went into force early in the month — busi-
ness would have been splendid. Everybody is
therefore hoping that March has something bet-
Steinert Service Serves
M. STEINERT & SONS CO.
35 ARCH ST.
BOSTON
WHOLESALE HEADQUARTERS
With our newly completed service depart-
ment, a reality and a model for the good
of the retailer, we are prepared to offer
valuable ideas to our retailers to help resell
such goods as are now obtainable.
ter in store for the trade. If only normal con-
ditions can obtain from now on (one wonders
how late this weather is to continue into the
Spring, for the snow is four and five feet on
"New England Service for
New England Dealer^'
U SERVICE
is always char-
acteristic of
good business.
Without one
the other does
not exist.
"C^ASTERN Service specializes in New
England and has one chief aim — to help
Victor merchants put over the best year in 1920.
The Eastern Talking Machine Co.
VICTOR
85 Essex Street
WHOLESALERS
BOSTON
the level in most sections of suburban New Eng-
land) there will be an opportunity to catch up.
Fundamentally, conditions are excellent and it
only needs favorable weather to open the
Spring campaign.
Boston Men Liked Music Show
The Boston trade was well represented at the
National Music Show in New York and every-
one who went over appears to have had a de-
lightful time in a social way as well as a profit-
able one from the business point of view. Talk-
ing machine men found much to interest them
in some of the new types of standard makes,
while there were many new products whose
special claims to distinction were carefully in-
quired into. It is generally conceded that the
show was quite worth while, as it gave the
manufacturer, distributor, dealer, jobber, all of
them, a new angle on trade developments.
Period Vocalions on Boylston Street
Under the local management of E. M. Wheat-
ley the Vocalion Co. is making good headway.
The Boylston street warerooms are now fur-
nished with some new models, some of them
period design, which are quite the handsomest
designs seen in a long time. The two able young
men whom Mr. Wheatley brought over from
the New York warerooms, John Francis Leavy
and Raymond Clarke, are proving themselves
welcome additions to the retail staff.
Steinerts Beat Freight Embargo
The M. Steinert & Sons Co. was one of the
local concerns that had to bravely face the
freight embargo, especially as regards the
March Victor records. Kenneth Reed, the
wholesale manager, in discussing the situation
with The World, made it plain that the Steinert
organization aims to give its dealers the best
possible service, which meant that it would be
necessary for all hands to work all of Saturday
night and all day Sunday. He said that the
American Express had refused to handle any
more freight and that there were even then
(this was the eve of March) several hundred
pieces of freight in which the Steinert house
was interested awaiting disposition. It is of
special interest, however, that in this case the
March consignment of records was distributed
{Continued on page 86)
84
THE TALKING MACHINE WORLD
March 15, 1920
March IS, 1920
THE TALKING MACHINE WORLD
85
■H : J,
W. J. BAGSHAW
Secretary
N order to improve Bagshaw quality
sary to organize a steel company.
Steel Co. was formed to make the
talking machine needle wire, which
in Bagshaw needles. The president of this
Bagshaw, and the treasurer is W. J. Bagshaw
has been making needles for 30 years, while
W J. Bagshaw totals 20 years.
it became neces-
So the Hy-Carbo
famous Hy-Carbo
is used exclusively
company is C. H.
. C. H. Bagshaw
the experience of
86
THE TALKING MACHINE WORLD
March 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 83)
to dealers and Manager Reed was able to get
away the night of the first on a trip that is
taking him to the factory at Camden, to Phila-
delphia, Baltimore, Washington, New York and
Brooklyn. Speaking of general conditions out-
side of the weather Manager Reed said just be-
fore leaving town: "While conditions are not
all that we would like to have them, the man
is blind who cannot see an improvement. The
record business is far better than it was a year
ago and even machines are being received in
more satisfactory quantities. All that can rea-
sonably be asked for is a steady increase and
this is what really is happening."
Eastern T. M. Officials Visit Camden
President George Dodge and Vice-President
C. H. Farnsworth of the Eastern Talking Ma-
chine Co. were over at the Victor factory the
middle of February. They returned to Boston
convinced that the company is pushing ahead in
its output to the limit of its capacity. Manager
Shoemaker reports that the machine situation
seems to be better than it was and he thinks
the record situation will be about the same.
New Pathe Accounts for Hallet & Davis
Arthur J. Cullen, who came here from Chicago
to associate himself with the Hallet & Davis
Co. in handling the Pathe line, is at present
devoting much of his time to training the road
men in handling this line. Two concerns that
have just signed up with Hallet & Davis to
handle the Pathe are J. F. Quilty of Chatham,
down on the Cape, and A. G. Wheeler of Win-
chendon. Pathe distribution is making surpris-
ing gains throughout the territory controlled
by Hallet & Davis.
New Brunswick Records Popular
Kraft, Bates & Spencer, Inc., report that the
records which the Brunswick put out for the
first time a couple of months ago are coming
along very well and that there is a marked de-
mand for them by owners of Brunswick ma-
chines. The billboard campaign on which the
house is about to embark by way of familiariz-
ing all New England with the merits of the
Brunswick will be got well under way as soon
as Spring sets in, the weather up to this time
having been prohibitive for outdoor work.
PERFECTION
BEARING TONE ARMS
PERFECTION FLEXI-TONE REPRODUCERS
Manufacturers-
Jobbers—
Dealers—
The Perfection Flexitone reproducer No. 7 attached
to the Perfection ball-bearing tone arm No. 4 plays
all lateral cut records on all types of Edison Disc
Machines. Made in nickel and 24 carat gold fin-
ish, extra fine quality disc.
These reproducers and tone arms are the very finest made, mechanically — reproducing as
the records were recorded in the recording room — Clarity of sound with great volume.
WRITE FOR. QUANTITY PRICES
Manufactured by
New England Talking Machine Co.
Largest Manufacturers of Phonograph Accessories
16-18 BEACH STREET BOSTON, MASS.
Pacific Coast Distributor: WALTER S. CRAY
942 Market St., San Francisco, Cal.
Phoenix Trading Co., 1265 Broadway, New York
Eastern and Export Office
by
Billy Fitzgerald Now "On His Own"
Fitzgerald, the Victrola man," accompanied
his picture, is the way the advertisements
The SPIRIT ot SERVICE
prevails throughout our
ORGANIZATION
CRESSEY & ALLEN
Victor Distributors
PORTLAND MAINE
in the daily papers begin in telling of the open-
ing of the new Victrola shop by Billy Fitz-
gerald, for eighteen years with the Eastern
Talking Machine Co. The location is at 110
Tremont street, at the corner of Bromfield
street, in what is known as the Studio building.
The shop was opened the last Saturday in Feb-
ruary. Few men in the trade know the talk-
ing machine business better than Fitzgerald and
he should meet with success as he has many
friends in the business.
J. O. Morris a Visitor
J. O. Morris, president of the Musical Supply
& Equipment Co., was in town for a few days
the latter part of February to confer with
Manager Joseph Burke, who is meeting with
great success in handling Sonora machines,
Emerson records and other lines. Mr. Burke
himself went over to New York the end of
the month, but was away only a few days.
Tells of Empire Popularity
Charles G. Faux, head of the New England
Piano & Talking Machine Co., makes a most
encouraging report of the way the Empire and
New England machines are going. The house
is placing the machines in excellent hands
throughout the New England field.
Edward Ginsberg Laying Plans
The products of Brown, McManus & Co. are
rapidly finding their way around in Greater
Boston and Manager Edward Ginsberg, who
has supervision of the New England field, is
carefully mapping out his program preparatory
to a pushing campaign.
Mysto Agency for Sharmat & Son
S. W. Sharmat & Son, of Bromfield street,
Send lor Dwerlptlva Circular
• Demonstration Booths
and Record Cases
IN STOCK OR TO 0
FRANK B. CURRY
72-74 Dodham St. Bolton, Mass.
March 15, 1920
THE TALKING MACHINE WORLD
87
THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 86)
New England Dealers!
We have a most unusual plan of
financing your phonograph department
Write for Particulars
New England Phonographs Empire Phonographs
New England Piano and Phonograph Co.
Largest Distributor s^of Phonographs in New England
405 Boylston St. Boston, Mass.
who are making a success with the Vitanola,
have taken on the agency for the Mysto needles
and already the house is finding a good field
for this additional line. It is Mr. Sharmat's
idea to be constantly on the lookout for any
talking machine accessory that will prove of
value to his clientele.
Kenneth Reed Uses His Snowshoes
During the bad weather in February when
the snow lay to the depth of several feet in
the country districts, Kenneth Reed, wholesale
manager of the M. Steinert's Victor depart-
ment, made the distance between his home in
Canton and the railroad station on snowshoes
and he got to be quite proficient in their use.
March Records Cause Night Work
Manager Henry Winkelman, head of the Vic-
tor department of the Oliver Ditson Co., was
another house that had to work hard to keep
faith with its dealers apropos the delay in get-
ting the March records through from the fac-
tory. But by dint of hard work all of Saturday
night and Sunday he and his faithful staff had
a clean slate by Monday morning.
Wandering Shipment Reaches Port
Manager Arthur W. Chamberlain of the Iver
Johnson Co. ordered a carload of Stegers that
was supposed to have left Chicago January 6
which up to a few days ago had not arrived.
This by way of hint as to the abominable
weather and how it has affected transportation.
Steinerts Go North and South
Alexander Steinert, head of the M. Steinert
Co., is enjoying a vacation at Pinehurst, N. C.
Robert Steinert, his son, who makes his head-
quarters at the Arch street establishment of the
house, spent several days at Hanover, N. H.,
where he took part in the winter sports of
Dartmouth College, his alma mater.
Dockendorf Now an Edison Man
W. P. Dockendorf, who has been associated
with several talking machine houses in this city,
is now located with George Lincoln Parker in
the distribution of the Edison line, over which
he has become most enthusiastic. Before
Chickering & Sons disposed of their talking ma-
chine department Mr. Dockendorf was with that
prominent establishment.
E. J. Dunham Entirely Recovered
E. J. Dunham, who has the Western Massa-
chusetts territory for the Eastern Talking Ma-
chine Co., is back on the job after a siege of
illness which included an attack of influenza.
John W. Canivan Recovering
John W. Canivan of the Oliver Ditson Co.'s
Victor staff has been on the sick list, being a
sufferer from an attack of influenza. Cani-
van, it will be recalled, is an overseas man, and
suffered the experience of being gassed while at
the front. His many friends will be glad to
learn that he will soon be well enough to re-
sume his duties.
The Achievements of the Bagshaws
It is rather unusual to find two men — brothers
— who are associated in the same business and
who get along harmoniously without even the
slight small family scraps. In fact, so well do
they chum together that they are frequently
called the Bagshaw twins. The men referred to
are C. H. Bagshaw, president, and W. J. Bag-
shaw, secretary, of the W. H. Bagshaw Co.,
Lowell, Mass., makers of talking machine
needles.
C. H. Bagshaw has been with the concern
for thirty years and W. J. Bagshaw twenty
years, and it is a striking testimonial to not
only the regard that the Bagshaw boys have
for each other, but it is cited as a model for
other brothers and other men, that it is easier
to get along well together than on any other
basis.
C. H. Bagshaw has directed the manufacture
of more talking machine needles than any other
man in the world, for not only was this or-
ganization the first makers of talking machine
needles, but it enjoys the reputation of having
to-day the largest output in trade history.
{Continued on page 88)
Above — Brunswick phonograph factory at Dubuque, Iowa
Other Brunswick phonograph factories — Muskegon, Mich.; Chicago, 111.; Rockford, II
Record factories — Long Island City, N. Y.; Jersey City, N. J.
Knoxville, Tenn.
All Brunswick
Brunswick Phonographs are Brunswick made — completely
All their features are our own
This advertisement is placed as an as-
surance to Brunswick dealers that Bruns-
wick Phonographs are not assembled.
Every Brunswick is 100 per cent. Bruns-
wick.
KRAFT, BATES & SPENCER, Inc., 156 Boylston St., ^iTsON
NEW ENGLAND DISTRIBUTORS
Tonofone Victrolene Motrolas Steel Needles Jewel Points
Albums Record Brushes Khaki Covers
88
THE TALKING MACHINE WORLD
March 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 87)
Disc Record, Player Roll and Sheet Music
Cabinets. The Best in the Market
See Display Ad in This Issue
em
Standard of Quality to preserve the Records
See Display Ad in This Issue
Send your orders for both these lines to
L.W. HOUGH. 20SudburySt., Boston, Mass.
:.New England Representative
So that the supply of needle wire for making
talking machine needles be developed to its
highest degree of efficiency, it was necessary
some time ago to incorporate the Hy-Carbo
Steel Co., makers of the famous Hy-Carbo talk-
ing machine needle wire, this being used ex-
clusively in needles made by the W. H. Bag-
shaw Co. Of this latter organization the presi-
dent is C. H. Bagshaw and the treasurer is W. J.
Bagshaw.
Nelson Goes to Chicago
Richard M. Nelson, vice-president and gen-
eral manager of the Beacon Phonograph Co.,
made a flying trip to Chicago the latter part of
February in order to arrange for the Western
territory representation of his company.
Amos E. Russell a Visitor
Amos E. Russell, who is pleasantly remem-
bered from the days of his association with the
Vocalion Co., was in town the first of the month
renewing old acquaintances. Mr. Russell, who
was with the Vocalion in New York for a time,
is now with Cluett & Sons, at Troy, N. Y.,
which concern also conducts stores at Albany
and Schenectady, N. Y. As the manager of
the phonograph department for this house he
is making a distinct success.
Columbia Co. Wholesale in New Quarters
The Columbia Co., wholesale, has finally got
moved from its Federal street quarters to 1000
Washington street, where in a comparatively
new fire-proof building it will soon be ready to
greet its friends. The first instalment of re-
moval was made on Washington's Birthday and
thereafter so expeditiously was the removal ac-
complished that the house was out of service
only one day. The contractors, however, will
be at work in the new place for at .least a
couple of weeks yet. Manager Fred E. Mann
states that when the freight embargo of the New
Haven Railroad is finally lifted there will be an
immense amount of goods released for the trade
from Bridgeport; that at the present time there
is at least $2,500,000 worth of records awaiting
shipment.
BEACON PHONO. CO. REORGANIZED
New Location at 19 Milk Street— Albert R. Mac-
Donald Made President — Many New Beacon
Distributors Appointed — Plan Big Campaign
Boston, Mass., March 1. — The Beacon Phono-
graph Co., Inc., which began business at 248
Boylston street, has been reorganized and is
now located at 19 Milk street, down in the
commercial section of the city. Albert R. Mac-
Donald, who is now president and treasurer,
according to a statement put out by the com-
pany, was formerly vice-president and assistant
general manager of one of the largest efficiency
concerns in the country. Richard M. Nelson,
the vice-president and general sales manager,
whose name has long been identified with the
talking machine industry, was formerly general
manager of the Musical Supply & Equipment
Co. Alvah L. Falla, vice-president and factory
manager, has been connected with one of the
large woodworking plants in New England and
is thoroughly familiar with cabinet making.
John M. Falla, secretary and production man-
ager, has been associated with his father for a
number of years and is said to be an expert on
Watson Brothers, Inc.
170 PURCHASE ST.
BOSTON - - - - MASS.
all matters pertaining to the production of talk-
ing machines. Chester W. Johnson is in charge
of the research arid experimental department.
He has spent a number of years in experimental
work pertaining to talking machines.
According to the statement in the hands of
The World correspondent, Beacon distributors
have been appointed for Maine, New Hampshire,
Vermont, New York, part of Pennsylvania, Ala-
bama, Mississippi, West Virginia, Kentucky,
Ohio, a part of Indiana and a part of Michigan.
General Sales Manager Nelson, who is highly
enthusiastic over the prospects, states that in-
side of sixty days the company will be pre-
pared to take care of considerable additional
business; that when the Beacon was exhibited
at the Music Show it not only made a tre-
mendous hit, but that a large volume of business
was booked up. He says, also, that plans have
been made for considerable export business,
which will be begun during the summer months.
The company is planning for a big billboard ad-
vertising campaign.
PLAN TO DOUBLE BUSINESS
Boston, Mass., March 5. — The Lenox Jewelry
Co., of this city, states that the Pathe line is
going fine and that it expects to double its
business this year. This company' is planning
to open a new store in the near future.
TO TALKING MACHINE DEALERS!
All talking machine dealers who recognize the value of
having a line of fast selling Records in connection with
their business are asked to communicate with us at once.
The exceptional facilities we enjoy in connection with the
general distribution of Pathe Records make it possible for
us to offer advantages and a character of service that are
next to impossible to obtain at this time.
Hallet & Davis Piano Co.
146 BOYLSTON STREET, BOSTON, MASS.
New York Office: Hallet & Davis Bldg., 18 East 42d Street
Exclusive Distributors for New England States
and General Distributors for the United States
for Pathe Phonographs and Pathe Records.
March IS, 1920
THE TALKING MACHINE WORLD
89
^Ae Phonograph yT^larvelous Tone
Vitanola
Phonographs
The Popularity of
this Wonderful
Talking Machine
in New England
has been unprece-
dented. If you are
looking for
QUALITY
SERVICE
AND
PROFIT
GET IN TOUCH
WITH THE
MOST PRO-
GRESSIVE
HOUSE IN
THE EAST
Records
Mysto Needles
S. W. SHARMAT & SON
Wholesale Distributors
5 Bromf ield Street, Boston, Mass.
C. C. M01R GETS L'ARTISTE AGENCY
Closes Contract With Philadelphia House for
Exclusive Distribution in New England — Line
Includes Fourteen Period Models
Boston, Mass., March 1. — C. C. Moir, of 828
Massachusetts avenue, Cambridge, has just
closed a contract with the Philadelphia Show
Case Co., of Philadelphia, for the exclusive dis-
tribution of L'Artiste machines in New Eng-
land. This prominent Philadelphia house has
been handling L'Artiste machines for some time
past and has placed very large orders with the
Grand Rapids Phonograph Co., manufacturers
of this machine, which will enable the company
to give Mr. Moir excellent co-operation. New
York and Philadelphia already have taken enthu-
siastically to this line during the past season and
as it is an exceptionally high-grade one there
is no question as to its reception in New Eng-
land. The line includes fourteen period models,
ten uprights and four consoles. The fine cabi-
net work and artistic designing come well up
to the standard for which Grand Rapids is
famous.
It is understood that R. H. Monroe, formerly
with the Steger line, secured the contract for
Mr. Moir and will have entire charge of the
jobbing end. It is planned to open a Boston
salesroom with a competent man in charge and
an ample sales force to cover the New England
territory.
METROPOLITAN OPERA IN ATLANTA
Record Sales Greatly Stimulated by Appearance
of Metropolitan Opera Co.
THE BRAIN A FILING CABINET
There was a time when -men believed the size
of a brain was an indication of its mentality.
The brain is nothing but a filing cabinet for the
thoughts born of our own feelings or gathered
in from those generated by other people's feel-
ings. In these filing cabinets the law of all
nature prevails in that "everything goes to its
own place" — every thought finding its place with
every other thought of its own kind, and react-
ing in the generation of other thought and other
feeling. Hence feeling generates thought, and
thought becomes the mother of feeling.
Atlanta, Ga., March 3. — The talking machine
business in this city, particularly the record
branch of it, has been unusually active, owing
to the appearance of the Metropolitan Grand
Opera Co., of New York. The records of the
celebrated artists making up this organization
have been featured in window displays and ad-
vertising by the local dealers with splendid suc-
cess. The public is not only interested at the
present time, but when the company leaves the
city the demand is certain to continue, because
the thousands of people who heard these grand
opera artists will want to get permanent records
of their voices in their favorite arias.
Providence, R. I., has purchased several talk-
ing machines for the entertainment of the pu-
pils in the public schools of that city.
Lansing Khaki Moving Covers
Despite the obstacles that have arisen during the
past year have maintained their high standard of
QUALITY
The Quality of the LANSING cover has given it leadership in the field
These covers are made of Government Khaki,
interlined with heavy felt in Grade A, or cotton
in Grade B, fleece lined, quilted and properly
manufactured under the personal supervision of
E. H. Lansing, the originator of the Talking
Machine Cover for protection in moving. Made
in two grades.
Write for prices and
descriptive catalogue
K. H. LANSING
611 Washington St., BOSTON
San Francisco Representative: WALTER S. GRAY
942 Market Street
PHOENIX TRADING COMPANY
1265-69 Broadway, New York
PLAZA
BUY YOUR
ACCESSORIES
Ml From One Source
Sapphire Point
Sapphire Ball
Diamond Point
Genuine Diamond
and
Sapphire Needles
You should always carry
a stock of these needles, be-
cause there is a steady sale
for them.
It is important to know
that the needles you handle
are accurate and uniform.
You are assured of this in
our product.
Can be supplied as fol-
lows:
Pathe Loud Tone
Pathe Half Tone
Edison Loud Tone
Edison Half Tone
There is a big demand for
genuine Diamond Point
Needles also. You can buy
them from us at very at-
tractive prices.
Note to Manufacturers:
Your dealers will appre-
ciate your including with
each machine a set of Sap-
phire Needles. It makes a
good talking point.
Write for Prices
Plaza music Co.
18 WEST- 201* STREET
NEW YORK
; ; -A
90
THE TALKING MACHINE WORLD
March 15, 1920
CONVERTO
PATENTED DEC. II. 1917
Talking Machine CABINET
The proof of the high selling value of the Lund-
strom "Converto" has been established at the hands
of Victor dealers all oyer the country. At present
their demand for Convertos exceeds the supply.
Profits from Converto sales have been greatest
for those who were first to realize that the Con-
verto does sell readily to present owners of Portable
Victors, that it does arouse new interest in Records,
and that it does offer in connection with a Portable
Victor a more salable instrument to meet the com-
petition of low-priced cabinet machines.
The C. J. Lundstrom Mfg. Co.
LITTLE FALLS, N. Y.
Lundstrom "Converto" Cabinets are broadly cov-
ered by patents. Infringements will be promptly
prosecuted.
Wholesale Distributors
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Phillips & Crew Piano Co.
Baltimore, Md . . . . Cohen & Hughes
E. F. Droop & Sous Co.
Birmingham, Ala. Talking Machine Co.
Boston, Mass The Eastern Talking Machine
Co.
Buffalo, N. T W. D. & C N. Andrews
Burlington, Vt .... American Phonograph Co.
Chicago, Dl.. Lyon & Healy
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O Cleveland Talking Machine Co.
The Collister & Sayle Co.
The Eclipse Musical Co.
Columbus O The Perry B. Whitslt Co.
Dallas, Tax Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, Ia...Mickel Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex......W. G. Walz Co.
Houston, Tex The Talking Machine Co. of
Texas.
Kansas City, Mo. J. W. Jenkins' Sons Music
Co.
Sehmelzer Arms Co.
Jacksonville, Fla. Florida Talking Machine Co.
Memphis, Tenn...O. K. Houck Piano Co.
Milwaukee, Wis. . .Badger Talking Machine Co.
Mobile, Ala Keynalds Music House
Newark, N. J Collings & Price Co.
New Orleans, La.. Philip Werlein, Ltd.
New York, N. Y. . Emanuel Blout
C. Bruno & Son, Inc.
The Cabinet & Accessories
Co., Inc.
Knickerbocker Talking Ma-
chine Co.
Omaha, Neb Mickel Bros. Co.
Peoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa..C. J. Heppe & Son.
The Geo. D. Ornstein Co.
Penn Phonograph Co., Inc.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
Standard Talking Machine Co.
Portland, Me. ...... Cressey & Allen, Inc.
Providence, B. I.. J. Samuels & Bro., Inc.
Richmond, Va The Corley Co., Inc.
San Francisco,
Cal Walter S. Gray
Sioux Falls, S. D. Talking Machine Exchange
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co. ■
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C.Cohen & Hughes
B. F. Droop & Sons Co.
March 15, 1920
THE TALKING MACHINE WORLD
91
DEVELOPING TONE AMPLIFIER
Bureau of Standards Conducting Research Work
in the Development of New Electron Tube
Washington, D. G, March 1. — Members of the
talking machine and the musical instrument
trade generally will doubtless be interested in
the experiments which are now being made by
the United States Bureau of Standards, Depart-
ment of Commerce, in the development of the
electrical song and speech amplifier known as
the "electron tube."
In a bulletin just issued the bureau states that
"this is such a recent development that as yet
there are no standards of performance by which
these devices are rated, and there are few of the
generally recognized principles of electrical de-
sign by which an amplifier can be produced for
a particular purpose without extensive and costly
experimental work.
"With the idea of standardizing the construc-
tion of these devices the bureau is conducting
an exhaustive experimental and theoretical in-
vestigation of all available types of amplifiers of
both foreign and domestic design.
''It is expected that two important results will
be secured: (1) The establishment of standards
of operation for each type of amplifier according
to which manufacturers can rate their product.
(2) Principles of design will be formulated, data
on constructional details will be assembled and
all such information made available for the use
of those interested in methods of electrical com-
munication and the reproduction of sound."
"LARGEST SIGN IN THE WORLD"
Advertising Authorities Credit the Sonora Co.
With Peekskill Sign Being Out of Ordinary
The advertising department of the Sonora
Phonograph Co. has been advised by advertis-
ing authorities that the new Sonora painted
sign near Peekskill, N. Y., alongside of the
tracks of the New York Central Railroad, is
one of the largest signs in the world, if not
the largest. This enormous sign is 750 feet
long and forty-three feet high. As aids in com-
pelling attention, huge arrows are being put up,
pointing it out in a way that no one can escape
seeing it.
This gigantic sign has an area of 32,250 square
feet, and it took forty men five weeks to erect
the sign. Before it could be started, an entire
orchard of apple and pear trees, covering two
acres, had to be removed, the ground space
clearing being 1,000 feet in length by 500 feet
deep.
This tremendous sign is one of the leading
factors in the Sonora outdoor publicity plans
for the coming year. Other important loca-
tions have been secured and work is progress-
ing on these sites.
WHO WILL GIVE SOME RECORDS?
The New Orleans division of the RedfCross
is making a plea for used talking machine rec-
ords to be distributed to army and naval posts
on the Gulf Coast. Dealers might aid by of-
fering to announce records brought to them
would be turned ov,er to the Red Cross, and then
replace the old ones by selling the latest.
VISITS GR1NNELL STORE
Frank Tinney, during his appearance in the
city of Detroit in "Sometime," a musical show,
paid a visit to the new store of Grittnell Bros,
on Broadway. The event was given much ad-
vance publicity and the store was crowded dur-
ing the afternoon.
"W0NQ-BRETT0
M ■ I ^kw (phonograph libretto)
^pr I *As necessary io the phonograph-owner as is the
• opera-libretto to the opera-goer. The book you have
been waiting for I It contains the words of over
800 favorite records of all makes. S1.00 postpaid.
THE PHONO- BRETT0 CO. INC., - 817 Faik St, NEW YORK CITY.
EUGENE A. WIDMANN OFF TO FRANCE
President of the Pathe Freres Co. to Spend a
Month Abroad — Will Also Visit London
Eugene A. Widmann, president of the Pathe
Freres Phonograph Co., Brooklyn, N. Y., sailed
on Saturday, March 6, on the "Imperator" for
Cherbourg, from whence he will proceed to
Paris. Mr. Widmann expects to spend about
E. A. Widmann
a month in the French capital and on his way
back will stop at the London offices of the Pathe
Freres Phonograph Co. for a day or so. Maxime
Pathe, who has been in this country since De-
cember, returned on the same steamer with Mr.
Widmann. Mr. Pathe recuperated nicely from
his trying experiences in the war and carried
back with him many pleasant recollections of
his stay on this side.
The demand for records continues to be un-
precedentedly large.
NEW DISTRIBUTORS APPOINTED
Robinson-Pettit Co. in Kentucky and Lee-Coit-
Andreesen Co. in Nebraska to Handle the
Sonora Business in That Territory
Frank J. Coupe, director of sales of the
Sonora Phonograph Co., New York, announced
this week the appointment of the Robinson-
Pettit Co., Louisville, Ky., a prominent whole-
sale drug house, as Sonora distributors in the
State of Kentucky, and the Lee-Coit-Andreesen
Co., Omaha, Neb., a wholesale hardware house,
as Sonora distributors in the State of Ne-
braska. Both of these concerns are well
equipped to handle Sonora business in their
respective territories, and they are making plans
for an energetic sales, and service campaign.
Mr. Coupe returned recently from a two
months' trip, which included a visit to every
Sonora jobber as far west as San Francisco.
He states that he found conditions wonderful,
and that every jobber is making plans for a
record-breaking year. A gratifying feature of
the general Sonora business is the fact that the
sales of the higher priced models are predom-
inating in practically every trade center.
PUBLICITY OPENS WIDER SPHERE
The advertising by the Pathe Freres Phono-
graph Co. in foreign language newspapers of
their foreign record lists has brought excep-
tionally good results, according to H. Leviton, a
Pathe dealer of 551 E. 138th street, New York.
In one instance Mr. Leviton reports it brought
about the sale of three instruments and numerous
records. Mr. Leviton has written the Pathe
Freres Phonograph Co., congratulating them on
the help they are giving to their dealers.
A new building is being constructed by the
F D. Rice Music Co., Victor dealers of Wells-
ville, N. Y., whose former store was burned to
the ground. It will be equipped with every
modern improvement.
LAWS0N
UNIVERSAL
PHONOGRAPHS
Tom
Play All Disc
Records
BEST
with the
Lawson Wood
Tone Arm
(Patented)
Backed Up By
40 years' experience in manufacturing Musi-
cal Instruments and a "Gold Bond Guarantee."
LAWSON UNIVERSAL DEMAND
Is Increasing Faster than Production
Agents' Territory Allotments now being made as
fast as new business can be handled. Your appli-
cation should not be delayed.
SOLD DIRECT TO DEALER AT JOBBER'S PRICES
Lawson Piano and Phonograph Corp.
Executive Offices
2572-2574 Park Ave. New York
92
THE TALKING MACHINE WORLD
March 15, 1920
Unusual Opportunities For Live Wire Dealers
THE PORTROLA
(Trade-Mark)
PLAYS ALL RECORDS
Size 13^x13^x10 Inches
Retail Price, $35.00
Dealers Write for Discounts
MODEL C-130
Height 46", Width 20", Depth 21"
PHONOGRAPHS
that appeal to the Eye and
Ear and are Sure Sellers.
Interested Dealers are re-
quested to Write for Prices
and Discounts.
MODEL D-160
Height 48", Width 21", Depth 21"
THE WADEROLA
Table Machine
Model A-70
Made in Oak and Mahogany
15x17x20^ Inches
T
H
E
W
A
D
E
R
0
L
A
T
H
E
W
A
D
E
R
0
L
A
MODEL B-100
Height 44", Width 19", Depth 20"
I 4 si
6 'f i
MODEL G-250
Height 50", Width 23", Depth 23"
WHOLESAIE DISTRIBUTORS:
12-20 NORTH MICHIGAN AVE., CHICAGO
March IS, 1920
THE TALKING MACHINE WORLD
93
THE TALKING MACHINE ACTS THE ROLE OF SPELLBINDER
Senator Harding and Wm. G. McAdoo Heard in Debate Through the Medium of the Colum-
bia Records Made Under the Auspices of the Nation's Forum
Local newspapers have been devoting con-
siderable publicity to the recent debate which
was held in the club rooms of the Central Re-
publican Club of the Nineteenth Assembly Dis-
trict, New York. At this debate the partici-
pants were William G. McAdoo, formerly sec-
known Columbia dealer, was in charge of this
unique debate.
Referring to the general subject of talking
machine debates during the Presidential cam-
paign, the Evening Telegram on its editorial
page viewed the subject in a way which met
political opinion? Suppose the Lincoln-Douglas
debates were preserved on phonograph records
— would they not take on wonderful significance
to-day? We imagine the super-race that inherits
this nation a century or two from now will be
greatly interested in what we did and said
right after the great war."
BUT MAYBE SHE LIVED IN JERSEY
Popular Columnist in Evening Sun Tells of
Visit to Upper Broadway Music Store
The Woman was in an upper Broadway music
store a few days ago when a smartly dressed,
self-possessed young woman entered.
"Have you Citronella?" she asked in a high,
clear voice. A look of blank amazement re-
placed the smile on the clerk's face . "I — I'm
afraid you'll have to go to a drug store for
that, Madam," he stammered.
"Why a drug store?" This coldly.
"Because citronella is a remedy for mosquito
bites, Madam."
"The very idea! Haven't you heard of the
latest fox-trot?"
"O — h! You mean 'Dardanella,' don't you?"
And she did.
L. K. LINCOLN CONVALESCING
L. K. Lincoln, advertising manager of the
Sonora Phonograph Co., New York, is now con-
valescing at the Midwood Hospital, Brooklyn.
N. Y., after a serious operation. Mr. Lincoln
has been away from his desk the past few weeks,
but hopes to resume the active direction of
Sonora publicity about the first of the month.
Partial View of Listeners to Debate at Central Republican Club
retary of the treasury, and Senator Warren G. with the general commendation of the trade and
the public. In this article the editorial writer
said in part:
"Would not modern audiences be glad to pay
admission to hear Hamilton and Burr argue
on the phonograph some of their differences of
Harding of Ohio. These prominent men carried
their message to the club members through the
medium of talking machine records, made under
the auspices of the Nation's Forum, and played
on a Columbia Grafonola. Irwin Kurtz, well-
FEATURING THE PATHE LINE
The Pathe line of machines and records is
meeting with much favor in Norwalk, O., and
the A. B. Chase Co. has found the addition
of the Pathe line to be very advantageous.
Repair
Department
VICTOR
Service
A repair department, completely
equipped in every detail and
conducted by expert repairmen;
exclusively devoted to your
interests. Another part of
Andrews ViciorService
awflfrS
94
THE TALKING MACHINE WORLD
March 15, 1920
We have picked a
Winner for you in
OKEH RECORDS have met with phenomenal success
— but it is a success that is well deserved, for this Record
line is undoubtedly the fastest selling line on the market.
The latest song and dance hits are released promptly
and the tone quality of
Records
is recognized everywhere. Our facilities for serving you
are unsurpassed, and we know how to assist you in de-
veloping Record business.
Drop us a line for further details
PHILADELPHIA SHOW CASE COMPANY
127 North 13th Street
PHILADELPHIA, PENNSYLVANIA
Pittsburgh Branch : 2002 Jenkins Arcade Building
»
March 15, 1920
THE TALKING MACHINE WORLD
95
ISrPNILADELPHIA^S
^37
Philadelphia, Pa., March 3. — The talking ma-
chine business in this city during February-
showed little change from the business in Janu-
ary. Machines did not come through in very
much better quantities and in some instances
not as good. The Victor jobbers and retailers
have been the greatest sufferers from the fact
that the big plant in Camden was badly hit by
influenza and other illnesses, so much so that
several thousand men were out at one time, and
it is estimated that these causes resulted in the
Victor output being curtailed more than it was
expected it would be in February.
Talking machine jobbers, however, were suc-
cessful in getting a fair number of machines
through, but those who depended on getting
stock here from the West have been especially
disappointed in the freight embargo that was
placed on shipments from a considerable dis-
tance.
Conditions With the Louis Buehn Co.
The Louis Buehn Co., Inc., reports a satisfac-
tory business in talking machines and records in
February in spite of the fact that the receipt of
Victor stock was not up to expectations. Mean-
while the company was able to shift what it
received in such a way as to keep its trade
fairly well satisfied. During the month Mr.
Buehn lost one of his best-known salesmen by
death. Lucien Drake Callahan, while on a trip
for the firm, died at Wilkes-Barre, Pa., on Feb-
ruary 21. He was buried in this city on the
24th and his funeral was attended by the entire
Buehn force, with whom he was very popular.
He had been sick only three days. He resided
at 515 Arbutus avenue, Germantown, and is
survived by his widow.
Among the Buehn visitors recently were S. H.
Hostetter, of the Hostetter-Keepers Co., of
Parkesburg, Pa.; H. B. Mowers, representing the
F. Hayes Harmon store, Waynesboro, Pa., and
M. H. Housel, of M. H. Housel & Co., Williams-
port, Pa.
Penn Phonograph Co. News
The Penn Phonograph Co. reports that things
have been coming through a little better for
the past few weeks. Mr. and Mrs. T. W. Barn-
hill, of the Penn Co., are at present on a trip
South and West as far as Texas and the Pacific
Coast. They left this city on February 18 and
will not be back before April 1.
Harold Cregar, who has been in the Penn
Co. office for a number of years, has been placed
on the outside sales force to look after the firm's
trade in Philadelphia and Camden. He re-
cently graduated from the Victor Red Seal
course. Mr. Pitts, of the O. K. Houck Piano
Co., of Memphis, Tenn., was a recent visitor,
and he also spent two weeks at the Victor fac-
tory taking the Red Seal course. F. S. Allen,
of the Musical Record Co., Los Angeles, was
also a recent visitor, as well as George Gewehr,
of the Gewehr Piano Co., of Wilmington, Del.
Mr. Gewehr was recently married to Miss
Florence Goodley, and they are now in Florida
on their honeymoon.
Meeting of Columbia Sales Force
About the middle of February J. D. Wester-
velt, the "Columbia Man," held a most inter-
esting meeting of the new salesmen and sales-
ladies employed by the Columbia dealers in his
territory, at the Columbia headquarters, 40 North
Sixth street. There were about seventy pres-
ent. Manager N. J. Wilcox welcomed the as-
semblage; Assistant Manager Jennings spoke
on "Service"; E. A. Manning on "Systems"; Mr.
Shriner on "The Model Shop," and Mr. Wester-
velt on "Grafonola Demonstration."
An Attractive Display Window
Starr Moss, 3631 Germantown avenue, recent-
ly had a very attractive Columbia window disr
play, a large colored cardboard cut-out of Al
Jolson listening at the telephone, advertising
Columbia record No. 2836— "You Ain't Heard
Nothin' Yet," one of Jolson's best. The Grafo-
nola Shops, 1109 Chestnut street, are featuring
at present Columbia record 2844, "Oh," by Ted
Lewis. A group of small musicians in the
window attracts the attention of all who pass.
New Quarters for A. J. Heath
, A. J. Heath, the big Okeh record man here,
says that his business in February was most
satisfactory. He has taken new quarters in the
Transportation Building three times as large as
those formerly occupied, and now has room to
handle the large stock of records which he in-
tends carrying and which his trade, he believes,
will demand.
Stock Coming in Greater Quantities
Harry Fox, of the Emerson Philadelphia Co.,
states: "Everything seems to be encouraging
and we are getting lets of stock now. I just
returned from a visit to New York, where I
was promised close co-operation from the Em-
erson officials. Upon my arrival home I was
greeted by one of the biggest shipments of rec-
ords I ever received since I have been in busi-
ness."
"We are progressing in a very satisfactory
way," says Mr. Fox, "in the securing and hold-
ing of the best dealers in the industry in this
city and territory. They are ordering in very
large quantities and are very well pleased with
(Continued on page 96)
A BUSINESS ORGANIZATION
EQUIPPED FOR BIG BUSINESS
Backed by a loyal clientele developed thru years of fair
dealing and accurate business methods.
Progressive business program which serves both the higher
interests of The Victor Company and our Victor Dealers.
The Louis Buehn Company
OF PHILADELPHIA
Exclusive Wholesale Victor Distributors
96
THE TALKING MACHINE WORLD march is, 1920
Entertaining Camden
Popular entertainers sing the newest song hits for Camden people
— through the medium of Emerson Standard 10-inch Gold Seal
Records.
Camden toes trip lightly (and nightly) to the intriguing strains of
Emerson dance music.
Camden folks like the way Emerson gets the big hits out on time
Also, we make bold to say, Camden dealers like the way we take
care of their orders. Filling Emerson orders for dealers in
Eastern Pennsylvania and Southern New Jersey is our hobby —
and we ride it hard.
If it pays these dealers to handle Emerson Records, it may pay
you. Ask us to prove it.
Fmereon Philadelphia Co.
Parkway Building
BROAD and CHERRY Streets -:- PHILADELPHIA, PA.
Distributors of EMERSON RECORDS
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95)
the Emerson records. We have been unable to
take on any new accounts. I have succeeded in
building up a very substantial office and sales
force and all are pulling together as a unit
for the success of the Emerson. Compliments to
the dealers' service department are in order, as
it has succeeded in giving real service to our
dealers. William D. Neff, the eastern Penn-
sylvania representative, is making a very good
record on the road."
W. H. Shire, of the executive force of the New
York Emerson, is expected in Philadelphia dur-
ing this week to look over the work accom-
plished by the Emerson Philadelphia Co., and
O. W. Ray will make his customary monthly
visit in a few days.
Mr. and Mrs. Eames, of the Round Tree Cor-
poration, Emerson distributors, at Richmond,
Va., were in Philadelphia during the month;
also Miss L. M. Guth, of the New York Emer-
son offices, and Julius Fox, of New York, a
brother of the Emerson Philadelphia man, who
was here on his honeymoon. He is an ex-
captain in the aviation service of the Govern-
ment and was wounded in France, as well as
gassed.
Jobbers Meet in Harrisburg and Reading
On Thursday of last week the Columbia local
jobbers were called to a meeting at the Penn-
Harris Hotel, Harrisburg, and Messrs. Wilcox,
Jennings, Shriner and Manning, of the local
jobbers, went up and gave a talk to them on the
Columbia system and service and sales plans for
1920. It was a general get-together meeting of
Columbia dealers from Harrisburg, Lancaster,
York and other points in the district. It was
attended by about fifty dealers.
The same Big Four will hold a similar meet-
ing to-morrow at the Hotel Berkshire, Read-
ing. Pa., of dealers in that section and next
week on Thursday the same Big Four will go
to Wilkes-Barre, to hold a meeting of dealers
in that section. F. K. Pennington, assistant
general sales manager of the Columbia Co., at-
tended.
Assistant Manager Jennings, of the Columbia
Co., says that production is coming through
very good at present and that they expect March
to be the biggest month in the history of their
business.
Death of David E. Blake
Herbert E. Blake, of the firm of Blake &
Burkart, is receiving the sympathy of the trade
in the affliction of losing his youngest son last
week, David E. Blake. Mr. Blake was also
away from his office for more than a week on
account of illness in February, and practically
his entire family were victims of the "flu" epi-
demic. Sickness also struck his business fam-
ily, Mrs. Mcllvane, his head bookkeeper, be-
C£/£? Phono^raphy^MarvelousTone
Superior Service in
Vitanola Talking Machines
OUR TERRITORY COVERS
EASTERN PENNSYLVANIA, NEW JERSEY AND DELAWARE
If you are in this territory it will pay you to write for in-
formation regarding an agency for this progressive line
VITANOLA DISTRIBUTORS COMPANY
1025 ARCH ST. E. V. martin. President PHILADELPHIA, PA.
BELL PHONE, WALNUT 1383
KEYSTONE PHONE, RACE S913-D
March IS, 1920
THE TALKING MACHINE WORLD
The greatest combination in the Musical Industry
for the dealer to acquire permanent prestige and
success.
VICTROLAS AND VICTOR RECORDS
Q* R, S
PLAYER ROLLS
WEYMANN "KEYSTONE STATE" String Musical
Instruments and specialties bearing the "W. & S." label.
Manufacturers
and Wholesale
Distributors
ing out for more tban a week, also Rocco Rich,
of his sales force.
The business of Blake & Burkart is satisfac-
tory, although they received very few Edison
machines, but fairly good shipments of Sonoras
and some Cheneys.
Edison Tone-test Concert
W. C. Stiver, phonograph dealer at 64 West
Chelten avenue, Germantown, had an Edison
tone-test at the Young Men's Christian Associa-
THE TRADE IN PHILADELPHIA AND LOCALITY — (Continued from page 96)
Pa. They are the makers of the Victory music
rolls, but eventually they will have Victory rec-
ords, talking machines, etc. They will also
handle pianos. At present they are featuring
the Emerson records and Pathe records and the
Okeh records.
Mr. Austen, proprietor of the Ediphone Co.,
reports that his February business was very
good and that he has been compelled to con-
siderably enlarge his branch office at Newark.
William R. Keech, the manager of the Sonora
Shop at 1626 Chestnut street, says that they have
been doing a satisfactory business, but that they
are not getting nearly as many machines as
they need.
Great Brunswick Activity
C. P. Chew, of the Brunswick jobbing depart-
ment here, states that machines are coming
through in a fairly satisfactory way, although
shipments are being considerably delayed. Three
carloads were just received, but none of them
reached the department — all were distributed
to the trade from the railroad station. Regard-
ing the Brunswick records, Mr. Chew says: "Our
records have met with a wonderful reception in
this territory. All of our dealers have placed
open orders to take them as fast as they are be-
ing received. We have a number of applications
from leading houses in this territory to handle
the Brunswick machines and records, but we are
unable to accept any more dealers until we
are able fully to care for our present ones."
Philadelphia Talking Machine Co.'s New Store
The finest individual talking machine house in
this city has just been opened at 809-11 Chest-
nut street by S. Friedenburg, the head of the
Philadelphia Talking Machine Co. This firm
was started at 900 North Franklin street about
eight years ago and from there it moved to 412
Market street and now to its present location. It
handles the Victor, Sonora, Edison, Columbia
and Cheney talking machines, and practically all
makes of records. It also sells pianos, having
(Continued on page 98)
Dealers in placing orders with us for their requirements have the
advantage in obtaining from all three departments in one delivery
goods that are unquestionably superior and -best known to the
entire industry.
If you have not received our special stock list and order blank, write us
WEYMAHH
1108 Chestnut Street
Philadelphia, Pa.
Established 1864
tion Building last Wednesday evening, in which
Leola Lucy and Jacques Glockner engaged.
Their voices and the reproductions on the Edi-
son very greatly impressed the audiences.
Victory Music Stores Open
The Victory Music Stores Co. is a new Phila-
delphia enterprise just opened at 1035 Chestnut
street, with Louis Lustman as manager. They
have a chain of stores throughout the country
and their factories are at Lansdale and Altoona,
500 PENN-VICTOR-DOGS
(WITH YOUR NAME CAST IN PEDESTAL)
IN 500 HOMES
ARE 500 BOOSTERS for you
NOT FOR AN HOUR
NOT FOR A DAY
But PERMANENTLY
DO YOU GET THE VISION?
Order Penn Victor Dogs NOW for Your Easter Window
PENN PHONOGRAPH CO., Inc.
913 Arch Street, Wholesale Only— Victor Exclusively Philadelphia
PENN-VICTOR DOG DISTRIBUTORS
Atlanta, Ga Elyea Talking Machine Co.
Baltimore. Md Cohen & Hughes.
E. F. Droop & Sona Co.. Inn.
Birmingham, Ala Talking Machine Co.
Boston, Mass Oliver Ditaon Co.
Eastern Talking Machine Co.
The M. Steinert & Sons Co.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, III Chicago Talking Machine Co.
Cleveland, Ohio Cleveland Talking Machine Co.
The Eclipse Music Co.
Denver, Colo The Knight-Campbell Music Co.
El Paso, Texas W. G. Walz
Indianapolis, Ind Stewart Talking Machine Co.
Jacksonville, Fla Florida Talking Machine Co.
Kansas City, Mo 3. W. Jenkins' Sons Music Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn Beckwith-O'Neill Co.
Mobile, Ala " Wm. H. Reynalds.
New Haven, Conn The Horton-Gallo-Creamer Co.
Newark, N. J Collings & Co.
New Orleans, La Philip Werlein, Ltd.
New York City C. Bruno & Son, Inc.
Knickerbocker Talking Machine Co.
New York Talking Machine Co.
Ormes, Inc.
Philadelphia, Pa H. A. Weymann & Sons
Pittsburgh, Pa W. F. Frederick Piano Co.
Portland, Me Cressey & Allen, Inc.
St. Louis, Mo Koerber-Brenner Co.
Toledo, 0 Toledo Talking Machine Co.
Washington, D. C Cohen & Hughes.
E. F. Droop & Sons" Co.
Kobt. C. Rogers Co.
Half Size
98
THE TALKING MACHINE WORLD
March 15, 1920
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 97) INCREASING CALL FOR VITANOLAS
LYRIC RECORDS
The Lyric records are lateral cot and will play on any machine.
New issues March 1st, 1920. Write for catalogs and discounts
UNITED MUSIC STORES
1124 Walnut Street Philadelphia, Pa.
Exclusive Philadelphia Jobbers of
LYRIC RECORDS CONNORIZED MUSIC ROLLS
Vitanola Distributors Co., of Philadelphia, Tell
of Expansion in Eastern Pennsylvania, New
Jersey and Delaware — Outlook Good
the agency for the Strich & Zeidler, the Chase &
Baker and the Kohler & Campbell pianos. The
firm plans to add six more nine-by-nine-feet
booths to those constructed.
Weymann's "Faust" Window
The "Faust" display in the Victor window of
H. A. Weymann & Son, Inc., drew much at-
tention from the shoppers in that popular thor-
oughfare. In the center of the window was a
stage set with the familiar garden scene,
An Operatic Window Display
including life figures of Marguerite, Faust
and Mephistopheles. The window also con-
tained the Red Seal records of this opera, the
Victor opera book, and the famous Victor dog
in large and miniature size. H. A. Weymann &
Son have always given much attention to the
appearance of their windows and the Faust
window is one of the most attractive used.
T. W. Barnhill on Pacific Coast
T. W. Barnhill, president of the Penn Phono-
graph Co., Victor wholesalers, of this city, is
en route to Los Angeles, where he will spend
the windy month. Air. Barnhill is evidently
combining business with pleasure, as may be
noted by the orders which mark his progress
en route for the Penn-Victor dog in thousand
lots.
Haag & Bissex Activity
Haag & Bissex, of this city, manufacturers
of the Haag Record File, are bending every
effort to fill the heavy orders they are receiving
for their product. Although only incorporated
last October, their business has reached very
large proportions and Haag Record Files are
now being sold in every State in the country.
Orders on hand for March delivery constitute
an increase of 300 per cent over orders for
February and all months previous.
J. A. Scott Getting Good Results
John A. Scott, the "Sunshine Man," also
known by the more dignified title of "Maximus
Optimo," is the local pusher of the Solotone and
he is getting good results. The Wanamaker
houses, both in New York City and Philadel-
phia, have been buying large quantities of these
machines and are advertising them heavily.
The Solotone Co. now feels, with its new fac-
tory in Washington, N. J., as well as the plants
in Lititz and in Philadelphia, that it will be
able to build all the machines it will need. At
the Washington factory machines of a high type
of cabinet work, in mahogany and solid walnut,
will be made.
Fulmer Joins Shewell Forces
G. Dunbar Shewell, the local Cheney jobber,
has secured as an assistant David Fulmer, who
had previously been connected with the Board
of Education. Mr. Shewell brought to Phila-
delphia all the machines that were on exhibi-
tion by the Cheney Co. at the National Music
Show in New York and he has since sold them
to Lit Brothers, in this city, and to E. A. Bar-
low, a Trenton dealer. Prof. Forrest Cheney,
the inventor of the Cheney, was recently in
Philadelphia.
Many New Pathe Dealers
The business at the Pathe jobbing shop of
Walter Eckhardt has been most excellent in
February. Machines have been coming through
of late with fairly good success, but early in
the month shipments were much delayed by the
weather. Alterations are under way and the
placing of a partition dividing the rear office of
the Pathe into a private room for Mr. Eckhardt
and another for his assistant, Mr. Tay, has been
completed. New Pathe representatives are R.
M. Herron, of 3028 Ridge avenue; J. Conrad,
Jr., of 2427 Lehigh avenue; the Logan Music
Shop, 4511 North Broad street, and H. Sailer.
929 North Thirtieth street.
Increase Line of Distribution
The Cirola Phonograph Co. of this city re-
ports a remarkable increase in the distribution
of its products. During the past month a large
number of new dealers have taken on this non-
conflicting line of portable machines, which they
have added to the lines which they already carry.
Philadelphia, Pa., March 4. — The Vitanola
Distributors Co., of this city, report an increas-
ing number of new dealers for Vitanola talking
machines, of which they are distributors in
Eastern Pennsylvania, New Jersey and Dela-
ware. Six men are now on the road for this
company and announcement is made of the ap-
pointment of C. P. Barilli as sales manager of
the company. Mr. Barilli is well known in the
talking machine trade, particularly in the terri-
tory in which he will operate. He was formerly
connected with the Interstate Phonograph Co.,
Pathe distributors, and the Columbia Grapho-
phone Co., both of this city.
The retail warerooms of the Estey Piano Co.,
at Seventeenth and Walnut streets, which have
handled the Vitanola line since last November,
report great success with the line and are back-
ing up their reports by generous reorders for
talking machines.
E. V. Martin, president of the Vitanola Dis-
tributors Co., has just returned from a few
weeks' stay at Hot Springs and is planning great
things for the Vitanola sales.
INSURES ENLARGED FACILITIES
Philadelphia, Pa., March 3. — The National
Decalcomania Co. has purchased its factory
building at 238-240 North Sixtieth street. The
purchase includes its present building, an ad-
joining dwelling and four garages. Through
this foresightedness it will be possible to pro-
vide for the necessary expansion of the com-
pany's business, which has had a remarkable
growth and already needs larger facilities.
MAIN SPRINGS
# inch 35c; % inch 37c
1 inch for Victor 50c.
1 inch for Columbia 50c.
\}i inch for Victor 65c.
Authorized distributors for Heineman
and Meisselbach motors
EVERYBODY'S, 38 No. 8th St., PHILADELPHIA
WILL YOU PROFIT BY THIS OPPORTUNITY?
In our Philadelphia warehouse we have a limited number of Model A and B
Solotones, current series.
NEW SERIES SOLOTONES from the Cornish Co., of Washington, N. J., will be
shipped as soon as the weather permits and will require our entire available space.
For this reason we will sell our current series, Models A and B, at a considerable
saving over present prices.
Our best terms are available for those who will order motor truck-load lots.
SOLOTONE MANUFACTURING CO.
1727 CHESTNUT STREET
PHILADELPHIA, PA.
March IS, 1920
THE TALKING MACHINE WORLD
99
HAD NARROW ESCAPE IN BAD FIRE
Philadelphia, Pa., March 1. — H. Power Wey-
mann and Herbert Weymann, sons of H. W.
Weymann, president of H. A. Weymann & Sons,
Inc., of this city had a fortunate escape from the
great lire which entirely destroyed Kugler's
restaurant on Chestnut street last week. Both
sons are connected with H. A. Weymann &
Sons, Inc., in managerial positions and are grad-
uates of the Philadelphia High School, class of
1908, which held an Alumnae banquet on the
third floor of this fashionable restaurant on
1 hursday evening, February 26. The fire spread
rapidly and all means of escape by stairway or
elevator from the third floor were cut oft". The
only avenue of escape open was through a win-
dow and a drop of one story to the building be-
low and thence by ladder to an adjoining of-
fice building. The only loss suffered by the
Messrs. Weymann was that of their hats and
overcoats.
The Harbour-Longmire Co., Pathe distrib-
utors, Dallas, Tex., report that the special
window displays that they have furnished to
their dealers and the consistent advertising of
records are bearing good fruit.
REED AGENCY WITH COLE & DUNAS
Efficiency Store Equipment in Demand at All
Points — W. H. Reed's Recent Trip West
Pittsburgh, Pa., March 6.— W. H. Reed, Jr.,
president of the Reed Co., Inc., returned recently!
from an extensive trip through the middle West:
The visit to his factories at Saginaw, Mich.,
where the Reed efficiency store equipment
W. H. Reed, Jr.
manufactured, was accomplished with extreme
difficulty. The train arrived at Saginaw thirty-;
six hours late, being snowbound in the Western"'
blizzards, the temperature at twenty-five degrees j
below zero. Mr. Reed found conditions at the ..
factories ideal, with plenty of materials and a.
large stock to facilitate prompt deliveries of'
booths, racks and counters.
While in Chicago he appointed the Cole &:.
Dun as Music Co. distributors for the State of
Illinois for the Reed booths, record and player
roll racks and efficiency counters. Mr. Reed
called on Mr. Ruez, manager of the Badger
Talking Machine Co., and the Yahr & Lange
Drug Co., Milwaukee. Both of these enterpris-
ing houses reported excellent business condi-
tions. Two days were spent with Mr. Spitz,
manager of the talking machine department of
the Carpenter Paper Co., Omaha, Neb., who
stated that February sales were little short of .
phenomenal.
Cellarettes, of late untenanted, are being-
shipped back to the factory and some unkind
creature who likes prohibition says they are be-
ing made into talking machine cabinets.
IVfeail THE "CROSLEY" PHONOGRAPH— A real cabinet
IMhI Phonograph at low cost. Mahogany finish. Universal
WauEl tone arra* double .spring motor, wonderful tone qual-
^SBS| ity. .Stands 38>,4" high, 19" deep and IS" wide.
t~~'J^a Shipping weight approximately 80 lbs. Retail shlp-
!|SsvjSw.j~ t'i'i;/ prin — $00. (hi. L;uy:.' manufacturing capacity:
IjgMtHjl immediate deliveries. Ideal for premium house.
V ''II 1 ' > l> ' ' ' I 1
ll'lrftj'Uw <l;iy tor lull jiail irii l;us ;tiul circular matter.
f^T[i CROSLEY PHONOGRAPH CO.,
w JL I Vandalia Avenue - - - - < Ginefnflfl*f,i;;s&^
I
1
I
1
I
1
I
I
The Franklin
A PHONOGRAPH OF DISTINCTION
The Franklin
I FRANKLIN PI
^ , 1 0th and Columbia Ave.
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1IIIIIIIIIIIIIIIIIIIIIIIIIIIII!I!IIIIIIIII!IIIIIIIIIIIIIIIIIIIIIMIIII1IIIIIIIIIII!III!IIIIIIIIIIII
The Franklin is already
classed among the lead-
ers in the phonograph
field both as to musical
worth, cabinet design
and finish and is so
priced as to be within
the reach of all music
lovers.
Order a sample and con-
vince yourself.
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tiiiuiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiliiiiniiiiiiiiiiiiiiiiiHiiiiiiiii
Is Different
H COMPANY
INCORPORATED
PHILADELPHIA, PA.
NEW YORK OFFICE — 253 West 42nd St., New York City
WM. RASHALL, Manager
i
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100
THE TALKING MACHINE WORLD
March 15, 1920
The Emerson Phonograph Co., Inc.
Announce that they are now lo-
cated in the
Emerson Building
206 Fifth Ave., New York
The phenomenal demand for Emer-
son Records, with the attendant
rapid expansion of all departments,
necessitated larger quarters.
Here in this splendid new building
will be centered the executive activ-
ities of the Company as well as the
Recording Laboratories.
In this new building with increased
facilities the Emerson Company will
continue to produce even more
successfully the latest song and
dance hits.
EMERSON PHONOGRAPH CO.
Makers of Emerson Standard 10-inch Gold Seal Records
New York Office
206 Fifth Avenue
Chicago Office
7 E. Jackson Boulevard
"If It's a Hit, It's an Emerson'
March 15, 1920
THE TALKING MACHINE WORLD
101
The Cincinnati Symphony Orchestra plays
the overture from Orpheus in Hades. No real
music lover can resist this record. A-6140.
Columbia Graphophone Co
NEW YORK
REVISING THE MAILING LIST
Important That the Mailing List, to Be Ef-
fective, Should Be Checked Up to Avoid
Duplication and Insure Correct Addresses —
Some Hints From the Voice of the Victor
In a recent issue the Voice of the Victor
makes a most appropriate comment upon the
importance of the retailer keeping his mailing
list strictly up to date in order that it may
prove most productive of results. Special at-
tention is paid to the danger of duplication, and
in this connection The Voice says:
A Victrola owner writes us:
"Regularly, for months, I have been receiving
six Victor monthly record bulletins from as
many firms in this city, when one would be
quite sufficient. It is logical to suppose that,
this being the case in my family, the same con-
dition prevails in many others."
We are willing to place a "side bet" with you
that all six of these dealers have failed to go
over their mailing lists within a year. And the
letter has set us thinking in other ways.
What possible advertising value, for example,
is there in a piece of literature that three or
four other firms are sending to every customer?
And what can such literature, duplicated and
reduplicated, do for a customer except, possibly,
irritate him?
Many Victor dealers have realized this and
they have applied a swift and a common-sense
remedy. It is to use, every three or four months,
a return postal card. Three or four times a year
they enclose one with their monthly supplement.
If the customers write back that they already are
receiving copies from other sources their names
are made up into a special list, which is adroitly
circularized with some attractive bit of adver-
tising gotten up by the dealer himself. Good
business? Rather.
We know of other dealers who revise their
mailing lists every month and who send out
their supplements under two-cent postage. It
costs more, they acknowledge, but they declare
it cheaper in the long run. If you figure it out
for yourself, you know how prone people are
to run through their mail and first pick out their
letters. Other matter is put by with the re-
mark, "Oh, that's just an advertisement." You
know yourself — aren't your letters the first
things opened?
There is another consideration just here. If
you put a two-cent stamp on an envelope and
your letter isn't delivered, it is returned to you
automatically by the postal authorities. A one-
cent envelope won't come back unless you guar-
antee the postmaster his one-cent return post-
age, anyway. And to do this you've got to
print a non-delivery notice on your envelope.
This notice is all very well, but in the event of
non-delivery it costs you two cents just the
same.
There is no virtue in a big mailing list unless
it is a thoroughly live one. Where names run
into the thousands you may save a lot of money
by weeding out the dead material. Send out a
return postal card with your next mailing and
you will see for yourself.
Waste is bad business — for both you and
ourselves. Think of the enormous cost of print-
ing to-day. And for every supplement wasted,
you waste a penny or two in postage. And the
bigger your dead list the greater your loss. Your
mailing list may develop into a liability in-
stead of what it is — a live business asset.
You can easily understand why a man buys a
morning newspaper — to learn what is going on.
But he doesn't buy three or four, and he doesn't
even care to have them left at his door as sam-
ple copies. In the same fashion, nobody will
read three or four supplements when they all
contain the same reading material.
Dealers realize this as well as we. But some-
times in the rush of business these things are
overlooked. Make a resolution to-day, even
though it's a few weeks late, to weed your mail-
ing list out carefully and save useless postage.
After all, if the "pennies "are saved, the dollars
will look after themselves, and the pennies are
only a part of your loss.
IMPORTANT MOVE BY JACOBUS MUSIC DEPARTMENTS CONSOLIDATED
Louis Jacobus, formerly vice-president of the
Hector Talking Machine Co., of Newark, N. J.,
and secretary of the Gilbert Mfg. Co., of the
same city, has sold out his interest and severed
his connections with both the above concerns
and has purchased the machinery, quarters and
all interests of the United Talking Machine Co.,
at 511 Mulberry street, Newark, N. J., for the
Meritone Phonograph Co., of which he is head.
A new and enlarged Pathe department is near-
ing completion in Pittsburgh, Pa., at Pickerings.
When the new department is opened it will be
one of the best Pathe stores in the city and
H. J. Brennan, of the Pittsburgh Talking Ma-
chine Co., Pathe distributors, predicts greatly
increased sales for his line.
C. W. Fraleigh Heads New Department of the
Outlet Co., Providence Victor Dealers
Providence, R. I., March 5. — The appointment
of C. W. Fraleigh as manager of the talking-
machine department of the Outlet Co., Victor
dealers of this city, marks an important step in
the expansion of this end of the business. For
some years Mr. Fraleigh has been in charge of
the piano department and has built up a large
and active clientele by his efforts. With the
consolidation of the two departments the Victor
campaign will be carried on more actively than
ever. Under Mr. Fraleigh is Harry Nye, son of
a former manager of the Shepherd Co. piano
department. Mr. Fraleigh is well known in both
talking machine and piano circles here.
rrtffiifii iff m riff in rrn in rrrmn mpimi mumi pm hi fTrrnirffTt mffi iff i in m rrmrn fit
No. 100 Sound Box
u?ith Ro. 100 Tonearm
Tension Sprinq u?ith
Exterior Adjustment
ID
Assemble YJour Own Equipment
Tlo. 100 Sound Box
u?ith Ho. 200 Tonearm
Tension Sprinq
Concealed
E OIDISI the Dies for producing the Die Cast parts C PECIAL Connections can be produced for adapting
of the above Sound box and Tonearm designs, and anvj make of Sound box to these Tonearms. Prices on
furnish Die Castings to large users at no expense for Dies 1 application. Samples sent prepaid upon deposit of $ 1.50
Barnhart Brothers & Spindler
Die Casiinq
Department
lXlonroe & Throop Streets
CHICAQO
102
THE TALKING MACHINE WORLD
Mahch 15,
1920
The New
Vocalion Record
Lateral Cut, Playable on All Standard Machines
HE importance of the new Vocalion lateral-cut Record may
hardly be overestimated. To the public it means that the
most perfect record ever put upon the market is now avail-
able for use with all standard phonographs. To the music-
trade it means one more vital sales feature added to the
many included in the representation of the Aeolian- Vocalion.
The new Vocalion Record is a super record. In true musical quality, in
durability, in content and timeliness of issue it is not equalled in the whole
phonograph field.
Up-to-date merchants who are not in the phonograph business, and those
who are, but are not handling the Aeolian- Vocalion, will see in this new
record one more cogent reason for securing Vocalion representation before
territory is all assigned.
The Fourfold Sales Appeal of the
AEOLIAN -VOCALION
It is more and more coming to be recognised in the music-trade that the
Aeolian-Vocalion has the most complete sales appeal of any phonograph
on the market. The history of the Aeolian Company is one of extremely
active development. It has almost unlimited resources here in the United
States and abroad for the creation and development of musical instrument
features. The Aeolian-Vocalion, though one of its younger, is one of its
greatest and most successful enterprises.
March 15, 1920
THE TALKING MACHINE WORLD
103
The Aeolian' Vocalion possesses a number of distinctive advantages, among
which are four that stand out particularly for their musical value and sales
promotion. The primary appeal is that of tone quality. Added to this are
its up-tO'date and efficient mechanical features, such as a superior Automatic
Stop, its artistic and fascinating Tone Control, the famous Graduola, and
its uniquely beautiful outward appearance.
These four great points of advantage make the Vocalion by far the
most attractive phonograph proposition today.
Among these features will be found an appeal to all classes of people,
the highly trained musician, the wealthy connoisseur, the more modestly
situated, the young and the old. People of discriminating taste, musical
and artistic, are everywhere finding the Vocalion irresistible.
The character and quality of Vocalion advertising carried by the
Saturday Evening Post and other mediums is admittedly superior to that
done by any other manufacturer.
Aeolian service, which is being further strengthened by the establish'
ment of convenient distributing points throughout the country and the
breadth and fairness of Aeolian business dealings, added to the emphatic
superiority of the Vocalion itself, make the representation of that in'
strument one of the most profitable, desirable and satisfactory business
connections that can be made.
The AEOLIAN
NEW YORK LONDON PARIS
'Distributors of the cA e oli a n-
Nordheimer Piano SC Music
Company, Ltd., . .
The Aeolian Company
The Aeolian Company
The Aeolian Company
The Aeolian Company
Consolidated Music Co
B. Dreher's Sons Co
Emerald Co
Toronto, Canada
Chicago, 111.
Cincinnati, Ohio
St. Louis, Mo.
San Francisco, Cal.
Salt Lake City, Utah
Cleveland, Ohio
Birmingham, Ala.
COM PA NY
MELBOURNE SYDNEY MADRID
Uocd lion and ^Vocation Records
Guest Piano Co Burlington, Iowa
D. H. Holmes Co., Ltd. . . . New Orleans, La.
O. J. DeMoll & Co Washington, D. C.
on-'/- ! Fargo, N. D., and
Stone Piano Co { . .. .
| Minneapolis, Minn.
Titche-Goettinger Co Dallas, Texas
R. W. Tyler Co Wheeling, W. Va.
Vocalion Company of Boston, Boston, Mass.
104
THE TALKING MACHINE WORLD
March 15, 1920
CABINET FACTORY
Hartzell Walnut—
Standard for 40 Years
Hartzell Mills-
Known for Efficiency
HARTZELL. WALNUT LUMBER MILLS
WE are in a position to make the finest of Cabinets for houses
who want to handle quality goods and whose business arrange-
ments are based on facts and integrity.
In addition to figuring on Cabinet contracts we are able to deliver
appreciable quantities of Cabinets all ready for installation of motors,
etc. These are now available.
We cannot — we do not attempt to— show the quality of our goods
in the accompanying photos. We will ishow it, however, to visitors
to our plant.
We Are Walnut Experts
For 35 years we have
specialized in Wal-
nut from the log to
the finished product
and in that time the
name "Hartzell" has
come to be synony-
mous with the best
in bringing out the
beauties of that
wood.
We, ourselves,
make everything —
Veneers, Cross-
Bandings, Panels
and all that goes into
the finished product.
Our plant is cele-
brated throughout'the U.S. for its equipment
and organization. We know exactly our
costs and our capacities.
Correspondence Invited
GEO.W. HARTZELL
PIQUA OHIO I
March 15, 1920
THE TALKING MACHINE WORLD
105
TALKING MACHINE DEALERS OF NORTHERN OHIO DINE
Association Enjoys Dinner and Installs Officers for Ensuing Year — Interesting Addresses Made
by D. A. Delano and Several Members — Optimistic About Business Outlook
Cleveland, O., March 8. — The annual ban-
quet of the members of the Talking Machine
Dealers' Association of Northern Ohio in the
ballroom of the Hotel Winton the evening of
March 4 was turned into a good-natured social
function, including a splendid dinner for more
than 200 men and women, musical selections, a
few short talks and a lively dance.
The departure from the ordinary long-drawn-
out banquet with a set of lengthy, dry speeebes
on trade topics made a hit with the diners.
The dinner was informal. In fact, the whole
function was a big house gathering of dealers
from Cleveland and half a dozen surrounding
cities, the members bringing their wives, sisters
and sweethearts.
The following officers recently elected were
installed: president, T. A. Davies, manager of
the Victrola department of the William Taylor
Son & Co.; first vice-president, Dan E. Bam-
baugh, of the Victrola department of the May
Co.; second vice-president, Phil H. Dorn of
the Collister & Sayle Co.; treasurer, W. E. Shay,
Elyria; secretary, E. B. Lyons, sales manager
of the Eclipse Musical Co.
The speeches included informal talks by the
retiring president, Herman Wolfe, head of the
Wolfe Music Co.; the new president, Mr. Davies,
who discussed "The 1920 Outlook"; and D. A.
Delano, of the advertising department of the
Victor Co., Camden, N. J., his subject being
"The Voice of the Victor." Trade topics were
generally sidetracked during these short in-
formal talks, Mr. Davies pledging himself to do
his utmost to make the organization "live up to
its past" during the year.
The outlook for 1920 business, according to
dealers, is splendid, the main drawback being
shortage of machines and records.
The association now has a membership of
forty-one dealers, all except nine of whom are
doing business in Cleveland or its suburbs.
Akron, Barberton, Kent, Elyria and Wadsworth,
northern Ohio cities, are also represented. At
a monthly meeting the third Thursday of the
month Mr. Davies will announce his standing
committees for 1920.
The dinner began at .7 p. m. and dancing at
9.30. A 12-piece orchestra furnished music dur-
ing the dinner and for the dance, and a quartette
sang several selections. During the dinner: the
diners were photographed. L. Meier and B. E.
B. Lyons had charge of the banquet arrange-
ments.
EMERSON BUILDING NOW OPEN
Emerson Phonograph Co. Now Established in
Its New Home at 206 Fifth Avenue— Attract-
ive Lay-out of Offices Pleases Visitors
The Emerson Phonograph Co. is now located
in its new home, the Emerson Building, at 206
Fifth avenue, New York, between Twenty-fifth
and Twenty-sixth streets. The company took
possession of its new quarters on March 1, and
the various departments of the organization are
being afforded maximum convenience in the
handling of their duties. The location of tht
new Emerson Building is ideal, for it is ad-
jacent to all modes of travel, and runs clear
through to Broadway. The building faces Madi-
son Square Park, and visitors to the executive
offices have been enthusiastic regarding the
attractive and efficient layout of the various
departments.
The executive offices of the company are
located on the second1 floor of the Emerson
Building, and along the Fifth avenue side are
the private offices of Victor H. Emerson, presi-
dent of the company; H. T. Leeming, vice-
president and general manager, and B. D. Colen,
secretary. The various offices connected with
the executive organization are also located on
the second floor, and along Broadway are the
private offices of Arthur H. Cushman, director
of sales; J. I. Carroll, manager of sales, and
Paul F. Wiggin, advertising manager. The
upper floors of the building are occupied by the
accounting and credit departments with an en-
tire floor for the recording laboratories.
The phenomenal growth of Emerson business
during the past few years is reflected in the
rapid expansion of the floor space occupied by
the company for their executive offices, record-
ing laboratories and incidental departments. For
over a year the company was handicapped by
a lack of space in its former executive offices,
and as the sales totals increased month by
AUTOMATIC
COVER SUPPORT
No. 1287
LATEST IMPROVEMENTS MAKE THIS SUPPORT
MORE DESIRABLE THAN EVER
Continuous Hinges
Automatic Stops
Needle Rests, Etc.
Finished in
GOLD
SILVER
NICKEL
COPPER
BRASS
Write tor Catalogue
WEBER-KNAPP CO. ,
JAMESTOWN, N. Y.
CROFT
Bee
Delivery Envelopes
Art Series — New Designs
NEW LIST OF RECORDS
\ /
Every 60 Days
A Selected List of Victor Records
We Will Be Pleased lo
Play Any of Them for You
Very attractive
proposition to
Jobbers
Write for trial shipment
CLEMENT BEECROFT
309 W. Susquehanna Ave.
PHILADELPHIA
month it was found imperative to make arrange-
ments for a new home in order to accommodate
this growing business. The Emerson building
at 206 Fifth avenue will afford the company
plenty of room for expansion, which, judging
from the sales figures for February, will be used
to advantage in the very near future.
NOW OCCUPYING NEW OUARTERS
Washington, D. G, March 4. — Announcement is
made by Cohen & Hughes, Inc., Victor dis-
tributors, that they are now located in their new
warerooms, 1221-1223 East street, N. W., this
city. These handsome new headquarters, which
■wer.e illustrated and described in a previous
issue of the World, are devoted to wholesale
purposes exclusively.
Leo Hennessey, formerly with the Shepard
Co., in Providence., R. I., and also with the
Tilden-Thurber Corp., has returned to the
Shepard Co. and has been added to the staff
of the repair department.
106
THE TALKING MACHINE WORLD
March 15, 1920
SPHINX GRAMOPHONE MOTORS Inc.
NEW YORK, N.Y.
ANNOUNCING
THE SPHINX GRAMOPHONE MOTOR
"The Standard by Which all Phonograph Motors are Judged and Valued"
The Sphinx Motor is the successful result of the research
and experiments of skilled and experienced motor engineers, who
have successfully perfected a motor which positively meets these
vital requirements
SILENCE
UNIFORMITY OF SPEED
PERMANENT SERVICE
This result is achieved by radical departures in both design
and construction from other types of gramophone motors. These
differences are those of principle and not of detail.
SPHINX GRAMOPHONE MOTOR
'The Standard by Which all Phonograph Motors are Judged and Valued".
THE TALKING MACHINE WORLD
107
SPHINX GRAMOPHONE MOTORS Inc.
HEW YORK, N.Y.
THE SPHINX GRAMOPHONE MOTOR
.is not merely another motor or an improvement on
other motors, but a new motor, setting a new standard —
' ' a standard by which all phonograph motors are judged
and valued".
As the Sphinx Motor represents a complete depar-
ture, in every vital respect, from any other gramophone
motor on the market, every manufacturer of high-grade
talking machines positively owes it to himself, to his
business and to his customers to take advantage of the
earliest opportunity to examine this motor. Thorough
investigation will prove that it not only sets a new
standard, but will revolutionize the phonograph motor
manufacturing industry.
A catalog, which pictures and describes this motor
in all its details and gives the necessary assurances of
manufacturing facilities and high standards of construc-
tion, is now on the press. Send for this book— it is the
most interesting and important publication of its nature
in the history of the phonograph.
The Sphinx Motor is now in process of commercial
manufacture. It may be seen at our offices on April 1,
and will be thereafter ready for quantity delivery.
Sphinx Gramophone Motors, inc.
512 FIFTH AVENUE
NEW YORK
SPHINX GRAMOPHONE MOTOR
"The Standard by Which all Phonograph Motors are Judged and Valued".
108
THE TALKING MACHINE WORLD
March 15, 1920
We are now opening new accounts and making immediate deliveries on
TALKING MACHINES
^Ae Phonofirapho/MarvelousTone
Records
These two splendid lines with Roemer Service will help to
make nineteen twenty your banner year.
M. M. ROEMER SALES CORP., 400 West 23rd Street, NEW YORK
'TRY ROEMER SERVICE-IT SATISFIED
Phone Chelsea 6323
ESTABLISHING NEW AGENCIES
Emerson International, Inc., Closing Important
Deals for Tonofone Needles — Globe Music
Rolls Also Meeting With a Ready Sale
Emerson International, Inc., 1780 Broadway,
New York, domestic and foreign distributors of
Tonofone needles, report a very active demand
for these popular needles. The company has
closed a number of important deals whereby
the Tonofone needle will be handled by repre-
sentative houses in leading trade centers, and
full details regarding these deals will be an-
nounced within a few weeks. The officers of
the company are enthusiastic regarding the dis-
tinctive qualities of the Tonofone needle, and an
extensive sales campaign has been inaugurated
to promote and develop the demand for the
Tonofone product.
Emerson International, Inc., is also meeting
with considerable success in the distribution of
Globe music rolls, for which the company is
domestic and foreign distributor. Arrangements
were recently made whereby a- good sized cata-
log of Hebrew-Jewish and Italian rolls will form
a part of this librar)r, and judging from the
orders already received for these rolls, the com-
pany will be in a position to establish important
sales agencies. Emerson International, Inc., has
recently been appointed distributor for Phono
Movies, the Aerex player-piano motor and the
Kleernote tracker bar vacuum cleaner.
LARGER QUARTERS FOR J. W. SELZ
Allegheny, Pa., March 3. — J. W. Selz, a Pathe
dealer of this city, recently found it necessary
to move to larger quarters to handle his greatly
increasing business. The new building which
he purchased has been attractively furnished
for the convenience of the customer and through
the medium of the local press an invitation
was extended to visit the Pathe warerooms.
REED EFFICIENCY COUNTER
What the Kitchen Cabinet is to the Modern Housewife, the Reed Effi-
ciency Counter is to the Up-to-Date Music Dealer — A Place for Everything
and Everything in its Place.
It provides in fifteen square feet of floor space ample room to store supplies which are too often
found in all nooks and corners of the storeroom. Under one corner and readily accessible may be
found Records, Needles, Envelopes and other articles most frequently called for. Truly — it is
a real efficiency counter.
ED
It is of beautiful design and well built of thoroughly seasoned lumber. It will not warp or swell.
The Reed Efficiency Counter is 72 inches long, 30 inches high and 30 inches wide and is
furnished only in natural finish.
We carry a large stock on hand at all times and are in a position to assure you prompt delivery.
Wire or mail your order NOW.
Send for Descriptive Circular illustrating our attractive Record Demonstrating Booths and
Record and Player Roll Racks.
THE REED COMPANY INC
111 Fifth Avenue
Pittsburgh, Pa.
CARUSO SINGS DESPITE THE RAIN
Opera in Bull Ring at Mexico City Continued
Despite Steady Downpour
Caruso, the great tenor and Victor artist, has
received so many ovations during his artistic
career that it is natural to assume that he has
become hardened to the general tribute of the
public. Nevertheless, he had a new experience
in Mexico City recently when he appeared there
for the first time. He had been engaged to sing
in the big Iris Theatre in the City of Mexico,
but the place proved entirely inadequate to
handle the crowds who wanted to hear him, as
high as $20 being offered for standing room
alone. He thereupon decided to give the opera
performances in the bull ring, and even that
spacious amphitheatre was crowded to capacity,
the returns from one performance alone totaling
$45,000. It commenced to rain shortly after the
first act started, and during the second act the
rain came down in torrents, yet the audience
stuck tight under their umbrellas and the artist
finished the performance, although drenched to
the skin.
WINDOW DISPLAY ATTRACTS NOTICE
Watertown, N. Y., March 3. — The attractive
window display of Keegan, Mattern & Gaffney,
Pathe dealers of this city, drew much favorable
comment and was a decided selling aid. The two
large windows on either side of the entrance
Were decorated with Pathe merchandise. Con-
spicuous in the center of the windows were pe-
riod models of the Pathe phonograph, and radi-
ating from the instruments were streamers of
parti-colored ribbons. Pathe records were dis-
played in abundance and high over all was the
famous red rooster.
SHEPARD DEPARTMENT ENLARGED
The talking machine department of the
Shepard Co.. Providence, R. I., is being en-_
larged and a system of self-service racks is
being installed. When completed the depart-
ment will be about three times its former size.
TALKING-MACHINE
CABINETS
FOR THE TRADE
GLENWOOD CABINET MFG. CO.
S. E. Cor. 22nd and Glenwood Ave.
PHILADELPHIA, PA.
March 15, 1920
THE TALKING MACHINE WORLD
109
Phonographs
AND RECORDS
it
Supreme in Quality"
The Machine
that Plays
any Record
Created for the better grade of
dealer who desires a phonograph
of quality.
The Empire line shows value in
every way — designs, workman-
ship, finish — every detail will
stand your examination.
8 Models— Retail Prices $40 to $300
Write for our
Catalog and Agency Proposition
Mahogany, Oak or
Walnut
:MPIRETAIK1NG MACHINE CO.
John H. Steinmetz, President
429 South Wabash Avenue, Chicago, 111.
110
THE TALKING MACHINE WORLD
March 15, 1920
BUSINESS CONTINUES TO BE ACTIVE IN SAN FRANCISCO
Phenomenal Demand Exists for Records, Particularly of the Latest Hits — Weather Conditions
Interfere With Shipments of Machines and Records — Mercantile Finance Co. Increases Capital
San Francisco, Cat,., March 5. — Despite two
holidays and the short month business in talk-
ing machines and records held up remarkably
well in general volume in February. Machine
business is very good. Instruments are coming
out a little better. This is the era of "splendid
hits" in music records, apparently the latest
piece to hypnotize the public being "Dardanella,"
with all sorts of instrumental trimmings. There
is springing up in San Francisco, where so many
wonderful things spring up, a craze for dance
medleys. The jazz orchestras change from the
fox-trot to waltz, from the waltz to the one-
step or vice versa, etc., and the versatile dancers
do the rest. The fancy steppers want music
which will give them a chance to "exhibit."
There is at least one music roll for the player-
piano which provides this sort of a medley and
no doubt the talking machine record people will
not be slow to adopt the idea if it continues to
appeal to the metropolitan connoisseurs of popu-
lar music.
Receive Carload of Pathe Records
Frederick Stern, president of the Stern Talk-
ing Machine Co., has returned from his extended
Eastern trip and is busy making the final ar-
rangements for a number of new agencies in
California which will handle the Rex, Jewel and
Pathe products exclusively. The company has
just received a carload of 35,000 pounds of
Pathe records, so it may be imagined how well
equipped the concern is to take care of the needs
of its agencies. Two new rooms have been
added to the executive offices of the company at
995 Market street.
Increase Capital Stock
The Mercantile Finance Co., which is incor-
porated to finance talking machine dealers
throughout the country, has increased its capi-
talization from half a million dollars to one
million, all of which is paid in. The company
reports a profit of 12 per cent for last year.
The offices are in the Hewes Building, San
Francisco.
The California Phonograph Co. has several of
the force on the sick list this week with "flu."
but all are light cases. Mr. Levy reports that
Victor goods are coming in more promptly.
Phonograph Studio to Open Soon
A fine new talking machine establishment, to
be known as the Phonograph Studio, will be
opened for business in San Francisco about the
tenth of March. The shop is in art ideal loca-
tion on Powell street and also has an entrance
on O'Farrell street. This is in the heart of the
downtown retail district. William H. Quarg,
the manager, is spending money lavishly in re-
modeling the store for the talking machine busi-
ness and his idea of having all Chinese furnish-
ings is a happy one. The prevailing tone of
the finish will be French gray, but the furniture,
the lighting fixtures and other accessories will
be Chinese. There will be show windows on
both streets, seven demonstration rooms on
the main and mezzanine floors and a repair shop
in the basement. The lines to be carried at the
outset are the Columbia, Pathe and Starr. Mr.
Quarg is a piano man of varied experience, who
of late has been in the government service.
More Room for Kohler & Chase
Joseph M. Abrams, the new manager of the
Kohler & Chase wholesale and retail talking
machine business, says that business in Okeh
records is so heavy that they have had to take
over the entire seventh floor of the building for
storing stock. Special success is reported on
the "Amphona" talking machine handled by the
company. The name of this machine was for-
merly "Symphona," but it had to be changed on
account of a trade name complication..
George Q. Chase, president of Kohler &
Chase, is in the East on an extended business
trip.
Increasing Popularity of Okeh Records
L. Gruen, manager of the Pacific Coast office
of the General Phonograph Corp., has just re-
turned from a trip to Salt Lake City, where he
found interest in Okeh records and his com-
pany's products becoming very keen. Many
new manufacturing ventures are starting on the
Coast and the demand for tone arms, motors
and other products is lively. The success of the
Okeh record of "Dardanella" is nothing short of
phenomenal and the other lateral-cut numbers
are going also as fast as supplies reach his
territory. The San Francisco offices have been
remodeled this month in order to provide for
more convenient handling of business.
Selling Many Records
Ben Adkins, manager of the Remick Song
Shop, on Market street, is selling a lot of
Columbia and Emerson records these days, but
he says it is impossible to keep stocked up on
the popular pieces. The advanced prices on
records have caused some inconvenience in mer-
chandising, but the volume of sales has not
decreased.
High Priced Victrolas in Demand
Billy Morton, of the talking machine depart-
ment of Sherman, Clay & Co.. says the sale of
CHAS. H. YATES
311 Laughlin Bldg. Los Angeles, Cal.
Manufacturers' Distributors of High
Grade Phonograph Accessories and Supplies.
Send for my new catalogue and price list. It
will interest you.
TELL ME WHAT YOU WANT
"If I haven't got it, I'll get it for you."
This is part of my service.
Exclusive Pacific Coast distributor for the
JONES-MOTROLA
the highest priced Victor machines during Feb-
ruary was unexpectedly large. Andrew Mc-
Carthy and Fred Sherman are back from their
Eastern trip. While East they visited the Victor
plant at Camden, N. J.
O. F. Benz is Entertained
O. F. Benz, of the general sales department
of the -Columbia Co., has just been visiting the
Columbia interests on the Coast. While in San
Francisco he was the guest of honor at a
luncheon given by the San Francisco office at
Tait's. The trade of the Bay cities was well
represented at this luncheon and they listened
with interest to a very enlightening talk by Mr.
Benz on modern methods of merchandising
applicable to the talking machine business.
Some Interesting Personals
Proper Reiter has resigned as manager of the
Emporium talking machine department. The
post is now filled by Mr. Stretch, who has been
in the employ of the Emporium for some years.
The new manager of the Hauschildt Music
Co.'s San Francisco store is C. J. LaRoche. a
music man of long experience in the East. He
succeeds Mr. Valentine, who resigned earlier in
the month.
Omer Kruschke, of the Western Phonograph
Co., is on a trip throughout the State, making
arrangements for new Pathe agencies. He re-
cently returned from a trip to New York, where
he visited the factories.
Walter S. Gray, of the Walter S. Gray Co-
is back from a motor trip over the southern
part of the State.
The department heads and others of the
Wiley B. Allen Co. were entertained at a dinner
at the Family Club this month. James J. Black
and George Hughes both made little talks. This
was a sort of "get-together" banquet.
The Victor department in the store of Joseph
J. Campbell. Everett. Mass., has been completely
remodeled and a new battery of sound-proof
booths for the demonstration of records has
been installed.
Can gou J^ztp a Secret ?
JT TERE it is! March is the heavist record month of the
J- J- first quarter. Your stockroom "reception com-
mittee " knows this — so begin now to dress up your record
stock. "Full Dress" required and all the Victor Records
needed can be secured thru Pearsall Service.
SILAS E. PEARSALL COMPANY
WHOLESALE ONLY
Victrolas and Victor Records 10 East 39th Street, New York
March IS, 1920
THE TALKING MACHINE WORLD
111
"The Record Repeater with the Automatic Stop"
"The PHONOGRAPH OF TO-DAY— WITHOUT A
Hepealer*Stop
IS LIKE THE AUTOMOBILE OF YESTERDAY"—
WITHOUT AN ELECTRIC HORN OR SELF-STARTER
—"NOT FULLY EQUIPPED!"
How often have you heard this remark, MR. DEALER,—
"The average dance record scarcely plays long enough to enjoy
a snappy fox trot — one step — or a dreamy waltz" ?
THIS SHOWS THE REPEATER-STOP
READY FOR ATTACHING
"That the Repeater-Stop can be set to replay a record once —
twice — three times — or continuously — makes it indispensable for
repeating lessons in schools— or for descriptive dancing — its posi-
tive automatic stop feature and that it lifts the needle off the
record when it stops — adds safety and insurance against record
damage or breakage." "It lifts the reproducer out of the last
groove and drops it in the first groove of a record more carefully
and gently than is possible with a human hand." A child can
operate it.
r
THIS SHOWS THE REPEATER-STOP ATTACHED
To the manufacturer: Give the consumer what he wants by including the Re-
peater-Stop as part of your equipment and thereby add another potent selling
factor to your product. You 11 adopt it sooner or later — WHY NOT NOW?
BEWARE of Infringements and Infringers. BEWARE !
To the Dealer : — " Repeater-Stops sell like
hoi cakes." Nine of every ten prospects
buy upon a live demonstration. "A Re-
peater-Stop attached to a machine placed
in your window will prove the greatest
drawing card and the greatest advertising
medium obtainable. TRY IT! "
IP irk r
$9.00
(Nickel)
F. O. B.
Chicago
To the Jobber : — The Repeater-Stop is
not a makeshift nor a replica of any
"near right" device you may have seen
or heard about. It's the last word of per-
fection and we back it up with an iron
clad guarantee of satisfaction to you — the
dealer and the consumer — Line up with
us, NOW — our product is perfect — the
demand big and discounts attractive.
REPEATER - STOP CO.
115 South Dearborn St., Chicago, 111.
"PROTECTED BY BASIC PATENTS THE W^ORLD OVER"
112
THE TALKING MACHINE WORLD
March IS, 1920
I
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•• BUFFALO MEANS BUSINESS
lure womm
ik mm mm
°M BffOEOT WMMUm if . wholesale distributors
We present the
The Most Valuable Obtainable Agency !
To substantiate this statement we will not make extravagant claims, though we know we could well
afford to. We content ourselves with presenting a plain, straight-forward business argument.
BECAUSE it really has
genuine excellence, and
beauty of Tone.
The big VITAL POINT
necessary to SUCCESS.
Motor, quiet running, lab-
oratory tested —
The Famous
STEPHENSON
PRECISION
Enough Said !
AVOID REGRETS!
HEAR
THE
MASTER-TONE
Records
BECAUSE its uniform
cabinet design is simple
and clean-cut.
Pleasing and acceptable
to all classes.
All wooden tone chamber.
Tone arm universal of
course. Sound box —
The New
HEINEMAN-
MEISSELBACH
Enough Said !
MAKE COMPARISON
LET
YOUR EAR
DECIDE
Records
The fact that we can make IMMEDIATE DELIVERIES of four popular-priced sizes entitles this line to its accomplished
establishment in the better-class stores where, in critical comparison with other
standard lines, it is proving equally successful
Model 9, $100
Model 11, $125
DISCOUNTS AND TERMS TO DEALERS ON REQUEST
ORDER A SAMPLE NOW
1
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Model 12, $150
Model 15, $175
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March 15, 1920
THE TALKING MACHINE WORLD
'113
Here's a new one — a Chinese one-step
played by a Chinese orchestra. Can they
dance to it? Will they? They can and
will. E-4506.
Columbia Grapltophone Co
NEW YORK
SUPPORT NATIONAL ORGANIZATIONS, SAYS CLEVELANDER
Interesting Remarks on This Question by Wm. R. Graul— Dreher's Timely Comments on Misleading
Advertising — Convention of Educational Associatiort<Pays Tribute to "Talker" — News of Month
Cleveland, O., March 8.— William R. Graul,
president of the Piano Merchants' Association
of Ohio, while in Cleveland attending the an-
nual banquet of the Cleveland Music Trade
Association, urged local dealers to back up their
State and national organizations. "The Cleve-
land association of piano merchants and that
of the talking machine dealers are probably the
best known to the trade in the country," Mr.
Graul said. "Both organizations have mem-
bers who do things when they get together.
While attending the big music show in New
York recently I was impressed with the fact
that the Ohio State organization of musical in-
strument merchants is really a live body of
men who get busy when there is something
to do."
T. A. Davies, the new president of the Talk-
ing Machine Dealers' Association of Northern
Ohio and manager of the Victrola department
of the William Taylor & Son Co., spent a few
days last week in New York looking after busi-
ness and buying new stock. The department
which Mr. Davies manages made an unique
display for Valentine Day. Talking machines
were dressed up in white cheesecloth and
decorated with colored ribbons. The machines
were delivered to purchasers in the form of
Valentines. Big red hearts also set off the ma-
chines. Records were put up in dainty boxes
trimmed with hearts, ribbons and other orna-
ments. This plan of popularizing machines and
records for Valentine Day made a decided hit.
Henry Dreher, "Dean" of Cleveland's musical
instrument dealers, recently took a broadside
shot at Certain musical dealers who have been
featuring large newspaper advertisements offer-
ing high grade instruments at reduced prices
and offering to accept $5 cash down and $5 a
month. — ,
Said Mr. Dreher: "It is a shame that some
of our musical instrument dealers continue to
fill -half page newspaper advertisements with
announcements of bargain sales of talking ma-
chines. This $5.00 down and $5.00 a month
bait placed in these advertisements is mislead-
ing and we all know it. The dealers who make
these statements ought to be ashamed of them-
selves."
Cleveland musical instrument dealers, par-
ticularly those selling talking machines, made
much headway in behalf of popularizing ma-
chines during the annual convention of the Na-
tional Educational Association, this city, the
last week of February. More than 10,000 men
and women delegates, who are teachers in pub-
lic schools, colleges and universities and execu-
tive heads of educational institutions through-
out the country, attended the convention, which
included about forty sections.
Several of the city talking machine dealers
made special demonstrations for the benefit of
the visitors. Musical concerts were entertain-
ment features of the week and a large pageant
put on by several hundred small children in the
new Masonic Temple auditorium was another
special attraction. Sheet music dealers and sell-
ers of player rolls did a good business.
Prominent educators, representing almost
every angle of educational work in the United
States, including Philander P. Claxton, national
superintendent of education, asserted that one
of the most potential forces at work to-day in
schools, colleges and universities is good music.
"There is nothing more uplifting, refining and
beautiful than good music," Mr. Claxton said.
"The musical instrument dealers,-' as" well~ as
the manufacturers, are doing a wonderful
amount of good in pushing the propaganda to
make music more popular."
The Caldwell Piano Co. closed its doors
March 1. The closing of this store, at East
Ninth street and Prospect avenue, marked the
passing of a landmark in Cleveland's musical
instrument trade. The firm has been a house-
hold word for several years. The conspicuous
position of the big store at one of the busiest
traffic centers in the heart of the city gave the
management unusual opportunities for* display-
ing talking machines, pianos and player-pianos
in the ground floor sales rooms and in large
show window space on two leading thorough-
fares. A considerable quantity of merchandise
was not sold. The business of the store will
pass to the big new store of the Wurlitzer Co.
in the Euclid Building, adjacent to the Stillman
Theatre.
"I'm going to do all I can to make the Cleve-
land Music Trade Association a success in
1920." said Otto C. Muehlhauser, of the -Muehl-
(Continued on page 114)
ill nil I minium
Victor
Service
That
Knows
No
Limit
diiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiniiiii
iiiiiimiiiiiiiiiiiiiimiiiiiiiiiiiiiiiii
Victor
Co-operation
That
Will
Help
You
1 1 ■ 1 1 1 1 rr i ii 1 1 ii m 1 1 n 1 1 n i - 1 1 1 i i u p 1 1
ECLIPSE
WRITE FOR YOUR COPY OF THE "TOTAL ECLIPSE'
MUSICAL CO., Cleveland, Ohio
Victor Wholesale
114
THE TALKING MACHINE WORLD
March IS, 1920
APRIL, 1920
POPULAR VOCAL SELECTIONS
(I'll See You in C-U-B-A (Berlin). Tenor, orch. accomp Billy Murray
■s Oh. Mother, I'm Wild (Johnson- Pease- Nelson) . Tenor, orch. accomp..
t Bertram Smith
(You Said It ( Kalmar-Cox-Sant!ey). Baritone, orch. accomp .Ernest Hare
-sOh! How I Laugh When I Think How I Cried About You (Turk-Jessel-
( White). Tenor, orch. accomp.... Bertram Smith
/Everyone Is Meant for Someone ( Kalmar- Ruby-Santanella) . Tenor duet.
J orch. accomp Campbell- Burr
( Pickaninny Blues ( Frost- K lickman) . Tenor, orch. accomp Lewis James
(Was There Ever a Pal Like You (Berlin). Tenor, orch. accomp .... Henry Burr
' When the Harvest Moon Is Shining (Sterling- Von Tilzer). Tenor duet.
' orch. accomp ....Lewis James-Charles Hart
31137
i Mystery ! (Johnson-Cirina) . Soprano, orch. accomp Jane O'Day
■J I'm Always Falling in Love With the Other Fellow's Girl (Caesar-Meyer).
I Tenor, orch. accomp Sam Ash
DANCE
(On the Streets of Cairo (Dance Egyptienne) (Hulten). Fox-trot,
< Operaphone Dance Orchestra
4 Alexandria, front "Aphrodite" (Goetzl). Fox-trot .. Operaphone Dance Orchestra
( Little Girls. Good-bye. from "Apple Blossoms" (Jacobi). One-step,
■j Farrell's Dance Orchestra
' Ole Miss Blues (Handy). Fox-trot Jones' Novelty Dance Orchestra
Good-Night, Dearie (Henry-Onivas). Waltz Farrell's Dance Orchestra
51129
(Swanee (Gershwin). One-step Farrell's Dance Orchestra
STANDARD VOCAL
(0 Sole Mio! (Capurro-Di Capua). Tenor, Neapolitan orch. accomp. Marion Castello
(Sleep. Baby, Sleep (Hadley). Yodling. orch. accomp William MacDonnell
INSTRUMENTAL
( Golden Sunset (Hall). Waltz. Accordion duet Rosconi Bros.
(Faust Waltz (Gounod). Accordion duet Rosconi Bros.
(Somewhere a Voice Is Calling (Tate). Violin, flute and piano Mendelssohn Trio
(Cavalleria Rusticana "Intermezzo" (Mascagni). Violin solo Alice Raymond
i Flags of Freedom (Sousa). March Military Band
Army Bugle Calls and the Star Spangled Banner (Key) Military Bana
OPERAPHONE CO inc., LONG ISLAND CITY, N.^T.
24 NEW TITLES EVERY MONTH
Operaphone Records Play on All Talking
Machines Without Attachments
New York City
Philadelphia, Pa.
Pittsburgh, Pa.
Chicago, 111.
Selma, Alabama
OPERAPHONE DISTRIBUTORS . •
BROWN-McMANUS & CO.,
SUPPLEE-BIDDLE HARDWARE CO.
REED CO., Inc.
OPERAPHONE SALES CO.,
SOUTHERN SUPERTONE CO.,
51 East 42nd St.
237 Sth Ave.
190 No. State St.
Write for Your Nearest Distributor
OPERAPHONE CO., Inc., Long Island City, N. Y.
hauser Bros. Piano Co., who accepted the vice-
presidency of the organization when Charles
K. Bennett, general manager of the Eclipse
Musical Co., declined the honor.
Huron road will soon lose one of its talking
machine firms. A deal has been made whereby
the Columbia Graphophone Co. will occupy
24,000 square feet of floor space in the Neigh-
bors' Realty Co. Building, 1812 East 30th street.
The rental will be $25,000 annually during the
first five years, the company having an option
for an additional five years. The deal was made
through J. W. Bowes, manager of the rental
department of the Cleveland Trust Company,
and John L. Du Breuil, general manager of the
Columbia Co. Larger distribution stations
are being provided. A section of the space of
the new site in Cleveland will be set apart for
a model shop affording prospective purchasers
of instruments ideal surroundings in which to
make selections of machines and records.
( While the Columbia Co. is to desert Huron
road the B. Dreher's Sons Co. are planning
to occupy their new home in this thoroughfare
as. soon as the Winton auto concern gets out
of the building recently purchased by the Dreher
firm. Occupancy of the Huron road property
by the Drehers, however, is many months away,
as the Winton lease has several months to run
and the building, now used as a service station,
will have to be remodeled for the Drehers.
Carl A. Newton has been appointed office man-
ager by Mr. Du Breuil. Mr. Newton is well
known to the local trade and has a wide circle
of friends in the industry.
Frank Chenny, of Detroit, was a visitor
among talking machine dealers in this city last
week.
NEW JOBBING HOUSE IN SPOKANE
Emil Simon and H. O. Kent Organize the North-
west Phonograph Jobbers, Inc., With Capital
Stock of $100,000 to Act as Distributors for
Talking Machines, Records and Supplies
Spokane, Wash., March 6.- — A new jobbing
company, the Northwest Phonograph Jobbers,
Inc., with a capital stock of $100,000, has been
formed by Emil Simon and H. O. Kent for the
purpose of distributing to the dealers in the
States of Washington, northern Idaho, western
Montana and northern Oregon talking ma-
chines, records and a complete line of ac-
cessories.
This company is distributing the Brooks
Automatic phonograph, the complete line of
Paramount talking machines and Emerson rec-
ords, together with such accessories as Brillian-
tone, Wall-Kane and B & H fibre needles, rec-
ord albums, record cleaners, etc.
These men are the owners of the Simon Piano
Co., the oldest retail piano organization in
Spokane and that tributary section of the coun-
try known as the Inland Empire. The Simon
Piano Co. has for over twenty-two years played
a prominent part in the musical life of the com-
munity.
The new company is formed with a realization
of the phenomenally rapid growth of the talking
machine business, with sufficient capital to at
all times carry a large enough stock to give its
dealers immediate service in filling their orders.
This is another evidence of the fact that Spokane
is rapidly coming to the front as a logical center
for jobbing in the Pacific Northwest.
The Northwest Phonograph Jobbers. Inc.. is
operating on a basis entirely separate from the
Simon Piano Co.. which is strictly a retail or-
ganization, but its policy will be the same one
of fair dealing and service to the customer which
has made the latter company so successful.
JOIN IN ADVERTISING CAMPAIGN
The Singer Music Store of Ritzville, Wash.,
reports that its entire Pathe stock was sold out
and that $2 000 worth more has been added. This
concern has joined with the distributor in a
series of newspaper advertising that is expected
to make this year's record eclipse all others.
March 15, 1920
THE TALKING MACHINE WORLD
115
The MODERNOLA
A Home Delight to Ear and Eye
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iiyiiiiiiiiiiiiiiiiiiiiinniiiiiiiiiiiiiiiniiiiiiiiiiiiiuiiuiiiiiiuiiiiiiiiiiiiiim mi
A wonderful new musical instrument of
the phonograph family, with all the tone,
richness and evenness of the finest instru-
ments you have ever heard play. It's
unique and most artistic in designing,
rightly constructed in its every part, and
finished most exactingly.
The silk lamp shade (detachable) enhances
its beauty indescribably. As sweetest
music pou*rs from the instrument, the soft
rays from the lamp multiply impression
and add substantially to enjoyment.
iiiiiiiiiiiiiiiiiiiiiiiiliiiniiiiiiiimimiimiiiiiiiiiiiiiiiiiiiiiiim
: . . . . - . i : : i e . 1 1 : - ; 1 1 , ; . i i 1 1 - 1 r l ■ l h i M 1 1 tl r 1 1 1 1 1 1 l 1 1 1 b 1 1 1 1 1 1 1 M u 1 1 m 1 1 1 1 1 • I r < < 1 1 1 [ 1 1 1 1 : J 1 1 1 1 1 1 1 ll r l l J r 1 : 1 : 1 7 1 . 1 r 1 J 1 - 1 ! 1 1:111-
MODERNOLA COMPANY
116
THE TALKING MACHINE WORLD
March IS, 1920
Some qfthi
TALKING MACHINE
EXHIBITORS
atihe
national Music
ohow
KRA5BE-RC! ENGlNF.f^iN(>
'g-tifcj Corporation
PHILADELPHIA 3HOW OASL C*o
March 15, 1920
THE TALKING MACHINE WORLD
117
.EOUAl?COMf
11
Aeolian cp
Voc'ALrotf
EXHIBIT
PTODERNOLA C<?
JtrRLAW
£>ONORA VtLONO&RAVR 'do
BR1LLT AN TONfr" gT&"LrL NLtE-DL^ £9.
UNIVHtfAL
* 1 **h.
•AMERICAS LARGEST MANUFACTURER
I JTZ7°f IMWSTEDaOOMESTK
| \®7Mla 0IW,HWGMS rod )
\Jj PHONOGRAPH REPRODIKK
Specialists in Mica
118
THE TALKING MACHINE WORLD
March 15, 1920
I TRADE || MARK
ARRC
LATERAL
RECORD
PATENT PENDING ^
o
Six Best Sellers
Arrow Lateral
Records are made
under our own
new process.
Patents allowed.
Our Second Supplement includes the following popular selections dedicated to sentiment and
the dance:
513
514
515
516
517
518
If I Ever Get You (Novelty Whistling Chorus), F. Bowers
Now I Know, Baritone, Elliot Shaw
I Might Be Your Once In a While, Contralto, Louise Terrell
When the Harvest Moon Is Shining, Duet, Hart -Shaw
Bake Dat Chicken Pie, Duet, Collins - Harlan
The Preacher and the Bear, Descriptive, A. Collins
Hawaiian Moonlight, Duet, Terrell - Shaw
I Never Knew, Tenor, Henry Burr
Peggy, Fox-Trot, La Salle Dance Orchestra
You Know, One Step, La Salle Dance Orchestra
Occidental March, Arrow Military Band
Washington Post March, Arrow Military Band
May we send our dealer's proposition ?
A rrow Phonograph Corporation
(Formerly Liberty Phonograph Company)
Laboratory
16-18 West 39th St.
New York
Executive Offices
1836 Euclid Avenue
Cleveland
THE TALKING MACHINE WORLD 119
PERSONAL SERVICE
The members of our Company are always available and
will gladly see you personally or write you at any time we
can possibly serve you.
Why not communicate at once with us ?
EXCLUSIVELY WHOLESALE
BADGER TALKING-MACHINE CO. SMsai^ar
VICTOR DISTRIBUTORS
March 15, 1920
MILWAUKEEANS HELP
ADVANCEMENT OF MUSIC
Splendid Work Being Accomplished by the Mil-
waukee Association of Music Industries —
Business Excellent Despite Bad Weather —
Jobbers Tell of Expansion — News of Month
Milwaukee, Wis., March 8. — It is apparent that
manufacturers are achieving more and more
success in enlarging their output of machines
and records, but local demands continue to be
of such volume that even with improved de-
liveries the acute shortage of merchandise in
the retail talking machine trade continues to
be its most harassing factor. Trade during the
last half of February and so far in March has
been unusually active for this time of the year,
and under a vigorous movement to keep interest
in music at the highest point possible it is re-
garded as certain that no decline in demand is in
sight for a long time to come. Wholesalers and
retailers feel that they are about due to get some
relief from the very bad traffic conditions ob-
taining throughout the Winter, now that the
railroads are back in the hands of their owners
and probably will be more rapidly brought to
a state of efficient service than under Govern-
ment control.
The Milwaukee Association of Music Indus-
tries continues to promote the advancement of
music, which means the desire for music, among
the people of this city and vicinity. It is be-
coming a more and more potent factor in mak-
ing music popular and keeping it so. It is an
organization with a broad vision and a courage-
ous constituency, with splendid leadership. At
the annual election the following officers were
chosen: President, Paul F. Netzow; vice-presi-
dent, Clarence C. Warner; secretary, Leslie C.
Parker; treasurer, William R. Winter; directors,
Edmund Gram, Henry M. Steussy and Richard
H. Zinke.
President Netzow is a piano manufacturer and
also engaged in the retail business where the
Brunswick phonograph is featured. Mr. War-
ner is a Victor dealer, Mr. Parker is head of
the Badger Victrola Shop, Mr. Winter is a State
distributor of the Orola, a Milwaukee product;
Mr. Gram is the Aeolian-Vocalion representa-
tive. Mr. Steussy is a Brunswick man, as gen-
eral manager of the Milwaukee Piano Mfg. Co.,
and Mr. Zinke is now head of the Interstate
Music Corp., distributor of Rythmodik player
rolls, but formerly was manager of the Badger
Victrola Shop, and affiliated with the Badger
Talking Machine Co., Victor distributor.
Thus it will be seen that the Milwaukee As-
sociation is keenly alive to its responsibilities
tc the talking machine trade and gives it at
least equal representation with the piano trade.
Talking machine problems are given the same
careful attention as those of piano men, and
promotional efforts always have an equal bear-
ing on both divisions of the music business.
The new administration played its first trump
card on March 4, when Frank E. Morton,
acoustic engineer of the American Steel & Wire
Co., addressed a big meeting of representative
manufacturers and other employers at a special
noonday luncheon held by the Milwaukee Asso-
ciation of Commerce. Mr. Morton gave his
wonderful talk on "An Inductive Force in In-
dustry," in which he showed how employers
may employ music to remarkable advantage in
maintaining satisfaction among workers, in-
creasing their efficiency and building up cor-
dial relations.
The event was arranged in such manner that
the music dealers did not appear in the fore-
ground, lest their unusual interest might cause
a psychological reaction by the suggestion of
commercial motives. As a matter of fact, Mr.
Morton's audience came with a most open mind.
A campaign of even greater possibilities which
the Milwaukee Association of Music Industries
is undertaking is to back to the limit the es-
tablishment of Community Service as the de-
velopment of the War Camp Community Ser-
' vice, which grew out of the work of the Amer-
ican Playground and Recreation Association.
It is encouraging George R. Eckert, director
of the music division of Community Service, in
raising a fund of $60,000, of which the first $10,-
000 has been set aside exclusively for music
propaganda and material activities.
With these and many other conspicuous
forms of music advancement work being un-
dertaken by their association, the talking ma-
chine dealers feel optimistic over the prospects
for an indefinite continuance of the present in-
tense interest in music, which necessarily is
reflected into the business of music merchants.
How substantially the local trade is at-
tempting to fortify itself for the demand
still to come is demonstrated by the report
that the Yahr & Lange Drug Co. has placed
orders for $2,000,000 worth of Sonora instru-
ments for 1920 delivery. This house, which
is exclusive distributor of the Sonora in Wis-
consin and upper Michigan, is launching a
gigantic publicity campaign on billboards and
through the usual advertising mediums. The
first work has been to place a mammoth Sonora
sign on the expansive south wall of the C. W.
Fischer Furniture Co.'s eight-story building.
It is done in brilliant colors and is visible for a
great distance. The Fischer Company is one
of the largest Sonora retailers in the territory,
and Miss Helen Gunnis, manager of the de-
partment, expects to establish a new high rec-
ord of sales this year, with the vigorous assis-
tance the distributing house is giving her com-
pany.
The Badger Talking Machine Co., Victor job-
ber in Wisconsin and upper Michigan, reports
improvements in deliveries from the East and
more satisfactory conditions in its retail rep-
resentation as the result. Instruments and rec-
ords still remain far below the actual require-
ments of Victor dealers, however. Secretary
Harry A. Goldsmith is confident that the sit-
uation may now be expected to grow better in
regard to supply and demand.
Puritan business in Wisconsin and northern
Michigan continues to make new records in
comparison to the early part of 1919, according
to Charles J. Orth, exclusive distributor of the
Wisconsin-made instrument. Mr. Orth's dealer
list is gaining new names selected from the best
and most substantial merchants as rapidly as the
apportionment of goods for his territory makes
it possible to expand the distributing organiza-
tion.
The Phonograph Co., Milwaukee, distributor
of the New Edison, is highly pleased with the
condition of business and says the only com-
plaint it has to make is that the Edison factories
cannot turn out instruments and records fast
enough to keep the trade supplied to meet all
requirements. Improvement, however, has been
noted during the past month.
The new Paramount phonograph and Para-
mount records, manufactured in Wisconsin at
Port Washington and distributed in the same
territory by E. R. Godfrey & Sons Co., are
(Continued on page 121)
The
Fundamental
Factor of a
Successful
Service
is
Personal
Co-operation
C. BRUNO & SON
INCORPORATED
Victor Distributors to the Dealer Only
351-353 Fourth Avenue NEW YORK
WE DO NOT RETAIL
The
Aeolian 'Vocalion
and
Aeolian Lateral-Cut Records
^Vocation features
TONE-QUALITY of extraordinary rich-
ness and' depth ; Tone-Control by means
of the Wonderful Graduola; Cases of distinc-
tive design and perfect finish; Plays all
records perfectly, without extra attachments.
T
Inquiries solicited from our territory comprising
Tennessee , Alabama-, Mississippi , and Florida
Write, wire or 'phone Main 586 for full particulars, and
one of our representatives will give personal demonstration
THE EMERALD COMPANY
• Fadey Building
BIRMINGHAM, ALABAMA
Exclusive Aeolian Distributors
March 15, 1920
THE TALKING MACHINE WORLD
121
MUSIC ADVANCE IN MILWAUKEE
(Continued from page 119)
meeting with a most enthusiastic reception that
is particularly pleasing in view of the new-
ness of the name. The company's big organ-
ization is reaching into every corner of the
State with the message of the Paramount line.
The growth of Brunswick business in Wis-
consin and adjacent territory is a favorite topic
of discussion in the local trade. Under the able
direction of Thomas I. Kidd, manager of the
Milwaukee branch of the Brunswick-Balke-Col-
lender Co., the line has become one of the most
popular and best known of all. Retail Bruns-
wick dealers in Milwaukee embrace some of the
largest music stores, furnishing an exceptionally
active representation.
Pathe retailers in Milwaukee say the demand
for instruments is considerably better than a
year ago, while the sale of Pathe records is the
most active that they have ever known.
Gimbel Bros, announced recently the addition
of the Brunswick to their talking machine line,
as a companion to the Victor. The New York
and Philadelphia stores added the Brunswick a
year ago and the experience was so successful
that the same action has been taken in Mil-
waukee.
The Kesselman-O'Driscoll Co., which retails
the Victor and Edison, recently increased its
capital stock from $100,000 to $250,000. Its
North avenue branch, a Victrola shop, has been
sold to William E. Vollmer, so that all attention
may be concentrated on the main store at
Grand avenue and West Water street.
The Smith Piano Co., which retails the Co-
lumbia and the Elbertone, will move May 1 to
a new two-story building at 274 West Water
street, doubling its floor space.
Aeolian-Vocalion service at the Edmund
Gram Music House has been greatly facilitated
by the removal of the record department to the
front end of the store, with new cabinet and
file equipment. The changes carry out some
original and praiseworthy ideas of Miss Julia
Wolf, manager of the department.
Oscar A. Bronson has been appointed man-
ager of the retail store of the Jackson Piano
Co., at 425 Milwaukee street, succeeding F. J.
Pokorney. The Jackson store represents the
Columbia and the Brunswick.
The Playonola Talking Machine, Inc., is the
style of a new Wisconsin corporation, organ-
ized with $60,000 capital to deal in talking ma-
chines, records, etc., at Milwaukee.
SIGNS LONG-TIME CONTRACT
Walter Scanlan Is Now an Exclusive Emerson
Artist — Well Known to Theatregoers
The Emerson Phonograph Co., New York,
announced this week that arrangements have
been consummated whereby Walter Scanlan,
popular Irish tenor, becomes an exclusive Emer-
son artist on a long-time contract. Mr. Scanlan
has been recording for the Emerson library
since last Summer, and his records have been
heartily commended by the dealers and the pub-
lic, meeting with a ready sale everywhere.
Walter Scanlan is well known to the music-
loving public and to theatregoers as the leading
man in Victor Herbert's popular light opera,
"Eileen," in which he achieved signal success.
At the present time he is one of the co-stars of
the musical comedy "Always You," and musical
critics predict that his popularity will steadily
increase as he becomes better known to music
lovers throughout the country.
PARKER BUYS W. E. FOX MUSIC CO.
Fond du Lac, Wis., Music House Supplanted by
Badger Music Shop, a $25,000 Corporation
The W. E. Fox Music Co., 109 South Main
street, Fond du Lac, Wis., has been purchased
by L. C. Parker and associates in the Badger
Victrola Shop, 425 Grand avenue, Milwaukee. A
new corporation, styled the Badger Music Shop,
has been incorporated with $25,000 capital. Ed-
ward R. Sweeney, widely known as a Victor and
Puritan traveler in Wisconsin, and a native of
Fond du Lac, has been appointed general man-
ager. Mr. Parker is president; Mr. Sweeney,
vice-president, and G. A. Einbecker, secretary-
treasurer. The Badger Music Shop will retail
the Victor exclusively and also deal in pianos.
PROVIDENCE LIKES NEW RECORDS
Brunswick and Aeolian-Vocalion Laterals Reach
High Sales Levels
The Tilden-Thurber Corp., Providence, R. I.,
Aeolian-Vocalion and Brunswick representative,
has found the sale of records in that city very
large during the past month. The new Bruns-
wick records were eagerly taken up both by
Brunswick owners and owners of other makes
of machines. The Aeolian-Vocalion lateral cut
records have noticeably increased the sales.
A REAL SALES FEATURE
The Universal Tone Arm we offer manufacturers adds a distinctive selling feature to
their campaign because our tone arm is distinctive and surpassing in appearance.
Presto'Universal All-Brass
Ballbearing Base Tone Arm No. 11
The all-brass construction insures supreme tone qualities ; a patented ball-bearing
base provides the ideal record trackage ; the non-blasting, superbly-constructed repro-
ducer has a perfected universal adjustment for playing all makes of disc records,
Why not investigate these distinctive features and have an arm that is different
and better?
Presto Phono Parts Corporation
124-132 Pearl Street BROOKLYN, N. Y.
The Melodia
STYLE F
Size 20/^ x 22 inches; height 48/^ inches;
automatic stop; tone modifier; floating horn;
powerful silent double spring motor.
Record shelves are spacious — accommo-
dating 150 records.
Retail Price
$160oo
Surprisingly
Liberal
Discounts
We have been developing
our line of machines for the
past six years. Our output
has not been large and has
been absorbed by Dealers
near home. This year we
have made arrangements to
double our capacity, and
desire more Dealers.
The "MELODIA" line is
one of quality throughout.
Agencies for the complete
line are going fast.
Write
THE MELODIA CO.
Troy - - Ohio
122
THE TALKING MACHINE WORLD
March 15, 1920
PLAZA
BUY YOUR
ACCESSORIES
"Mil from One Source
RECORD CLEANER
RECORD
CLEANERS
Great Advertising Medium
A good serviceable Rec-
ord Cleaner with your im-
print is the greatest means
of keeping your name con-
stantly before your custom-
ers.
These Cleaners are made
of velvet and the backs of
grained leather on which
your advertisement or ad-
dress is embossed in gold.
These Cleaners are al-
ways left in a prominent
place — consequently, your
customers will always re-
member you.
Besides, they are a source
of profit that you can easily
obtain.
Three Styles
Write for Prices
4
o
A
o
I
COLUMBIA DEALERS IN HARRISBURG
Retailers in That Section of Pennsylvania At-
tend Interesting Meeting Held Under Aus-
pices of Columbia Co.'s Philadelphia Branch
Harrisburg, Pa., March 5.— The Philadelphia
branch of the Columbia Graphophone Co.,
through its executives and salesmen, has begun
to hold dealers' meetings in each salesman's
territory and on Thursday, February 26, the
first of the series was held in Harrisburg, Pa.,
for the purpose of bringing together the dealer
and the management of the branch.
O. F. Jester, salesman of the territory, acted
as chairman of the meeting and spoke on co-
operation between the dealer and the branch
and told the dealers of the purpose of the series
of meetings to be held in Harrisburg throughout
the year 1920. "
B. W. Jennings, assistant manager, gave a
very interesting talk on the value of service
and assured the dealers that the service ex-
tended them in the coming year would be as
near 100 per cent, perfect as it was possible.
He also outlined the record situation for
1920, telling the dealers what they could expect
in the way of larger and better deliveries on
their record orders.
E. A. Manning, office manager, told how the
dealers could obtain the most service from the
branch by playing the "Columbia way" and
abiding by the Columbii system as outlined by
him. He also give the dealers an idea estab-
lishing a definite cor.ection system for instal-
ment sales which had been tried out by him in
the past and proved exceedingly effective in his
collection efforts.
W. A. Schreiner, manager of the Dealer Serv-
ice department, gave a brief history of the
establishment of the Dealer Service idea, and
what the department has done and plans to do
for the dealer in 1920.
Last, but not least, speaker N. J. Wilcox, man-
ager of the branch, gave a brief resume of the
preceding talks and explained that he wanted
the dealers to like the ways the Columbia
Graphophone Co. did business with them, and
to feel that the branch in its entirety was work-
ing 100 per cent with the dealer. He next
touched on the question of quotas and stated
that the branch had been assured 100 per cent
increase in product in 1920, over 1919, and that
if the company was to increase its sales 100
per cent the dealer would have to get behind the
Columbia proposition in a way that has nevef
been attempted before.
Mr. Wilcox outlined the Columbia Grapho-
phone Co.'s advertising campaign for the year
of 1920, which was received very enthusiastically
by the dealers. All those who attended the
meeting expressed their enjoyment and com-
plete satisfaction with same and are anxiously
awaiting the meeting of all the dealers in the
Philadelphia territory to be held in Philadelphia
very shortly.
At the close of the meeting the dealers were
allowed to ask any questions they desired
and a number of good ideas were exchanged be-
tween them and the management. The success
of the Harrisburg meeting indicates that the
plan is filling a long felt want of both the
dealer and the Columbia sales organization.
BURGLARS WORK AS MUSIC PLAYS .
Close Comfortable Evening by Carrying Off a
Baby Grand Piano
Burglars smoked -cigarettes and played jazz
music while they pilfered the office of the
Standard Phonograph Co., 14 Duane street, New
York, last month.
When Jacob Bass, manager, went to the office
Monday he found a baby grand piano and ma-
terials valued at $400 gone. The floor was
littered with cigarettes and candle stubs, and
jazz records were found on several of the
phonographs.
J. I. CARROLL RETURNS TO DESK
J. I. Carroll, manager of sales of the Emerson
Phonograph Co., returned to his desk last week,
after being confined to his home for over a
month with a serious attack of the grippe. Upon
his return to active work Mr. Carroll received a
hearty welcome from his associates, and Emer-
son jobbers from all parts of the country have
expressed their pleasure upon learning that J. I.
is again "on the job."
WINS ATTENTION WITH DOG TEAM
The Tremont Talking Machine Co., Boston,
recently attracted much attention from the
crowds in the neighborhood of Tremont and
Boylston streets by sending out a team of
four Boston terriers, hitched to a little car
on which was a large Victor dog. The pro-
pensity of the terriers to sit down to rest at
the most congested points on Tremont street
gave the traffic police much extra work although
the spectators enjoyed it immensely.
Perfect Uniformity and Uniform Perfection in
Turntable Felts
You get just that in Turntable Felts made by the Ameri-
can Felt Company. That's why they are the choice
of leading manufacturers in the Talking Machine trade.
Send us your specifications for felts for any mechan-
ical purpose. They will have the attention of techni-
cal experts with laboratory facilities at their disposal
AmericanFelt
Company
TRADE.
. MARK
100 Summer Street
BOSTON
114 East 13th Street
NEW YORK
325 So. Market Street
CHICAGO
PLAZA MUSIC CO.
18 WEST* 20 U3 STREET
NEW YORK
March 15, 1920
THE TALKING MACHINE WORLD
123
CINCINNATI REPORTS ACTIVE TRADE
Aeolian Co. Plans to Broaden Jobbing Field —
Many Portable Victrolas Sold — Huss Bros.
Factory Output to be Materially Increased
Cincinnati, O., March 5. — February, though a
small month, produced quite a volume of busi-
ness in the Victrola line, but nothing to what
it would have been, however, had goods been
available in larger quantities. Many out-of-town
dealers visited local stores in quest of records
which are so hard to get at the present time.
In some instances, though, they were success-
ful in purchasing records that were only fair
sellers in this district, but good sellers in their
locality.
Portable Victrolas were received and sold in
large quantities at the Rudolph Wurlitzer Co.
store, which helped considerably in increasing
the sales for the month. This is an excellent
idea oh the dealer's part in purchasing the small
type instruments now, for it will place him in
an ideal position to prepare for the sale of this
type of machine for the early Spring and Sum-
mer trade.
As announced in the February issue "of The
World, the Aeolian Co., on account of the in-
creased inquiries and demands from dealers and
prospective dealers throughout the Middle
States, has decided to broaden out in the job-
bing field. The Cincinnati store has been re-
ceiving requests and inquiries from prospective
dealers in all parts of its territory. The facili-
ties for handling both old and ne(w accounts
will be greatly enhanced, for Cincinnati is in a
direct shipping route from the Grand Rapids
factory.
Howard C. Shillito, formerly of the Werner
Industries Co., and a thoroughly competent
talking machine man, will take Chas. A. Byars'
position as manager of the retail department.
Dan Stephens, connected with the retail depart-
ment for the past eighteen months, has been
transferred to the wholesale department and
will take charge of the details of handling this
department.
There will be an increased drive made this
year in the Vocalion line, and this, along with
the acquisition of the lateral cut records, should
result in an increase in business.
The Huss Bros. Phonograph & Piano Co. has
under way at the present time a deal whereby
the output of the factory will be considerably
increased. This move was found to be nec-
essary to take care of the increased demand
for "Re-Call" phonographs.
After an absence of three weeks, during which
he was confined to his bed with pneumonia,
C. C. Coppin, president of the Huss Bros.
Phonograph & Piano Co., is again able to be
about.
INCREASES CAPITAL TO $75,000
Cohoes, N. Y., March S. — J. C. Oleson, secre-
tary and general manager of the Master-Tone
Phonograph Co., Inc., of this city, announced
recently that the company had increased its
capital stock from $20,000 to $75,000. A con-
siderable portion of the additional capital will
be used to purchase the N. T. Mfg. Co., which
now becomes associated with the Master-Tone
Phonograph Co. The N. T. Mfg. Co. has been
manufacturing cabinets for several years and
its entire production will now be utilized by the
Master-Tone Phonograph Co. The following
officers were elected at a recent meeting of the
stockholders of the Master-Tone Phonograph
Co.: J. H. Madson, president; Wm. D. Buchanan,
vice-president; P. C. Rasmussen, treasurer, and
J. C. Oleson, secretary and general manager.
The officers and Roy M. Peltier compose the
board of directors.
ENLARGE THEIR STORE
Spring Bros., talking machine dealers, of
Eaton, O., have just enlarged their store, taking
in the second floor of the building and installing
an elevator.
international
Calfeg
Every one of our Dealers make money when
they sell our Emerson Foreign Records in
Italian
l>etimu= Jetoisfy
pofjenuan
3&u£sfan
ikanbmattan
^pamstf)
Every Music Dealer in the country has a
public that buys only the Best — and the
" best" lies rig ht in our
premier Catalogue
of
(Sranti <0pera
Hioltn
©rdjestral
panb
selections by exclusive INTERNATIONAL artists —
by artists who sing and play in your locality — by
the Best
mini iiiiiini
HI IIIIIIIIIIIIIIHIIIIIII
We are also
©omesttc Sc Jforetgn
Bustrtrjutors
ot •
Monotone i^eebless
The Needle you will always use
when you use it ONCE
anc
#lotie jHugtc ftolte
Both Word and Instrumental.
"HITS WHEN THEY ARE HITS"
iiuiiiiiiiiiiiiiiiiiiiiiiii mi iiiiiini in inn iiiniiinnniinnnin iiinnnnnnniiniitnn iiiininnnni nun I iiinnniiiininiiiiniinnnnnniiiiniiinnnniini hiiiiiiiiiiiiiiiiiiiiiiiiiii
Cmerston
international
3fac.
1780
Proabtoap
J2eto§orfe
124
THE TALKING MACHINE WORLD
March 15, 1920
An ELECTRIC DRIVE
PHONOGRAPH MOTOR
——To maintain constant turntable speed on
110 volt alternating current
60 cycles and under
110 volt direct current
and through all variations in voltage occurring on commercial lighting circuits.
(guaranteeb "To run cold" — cannot overheat
(SuarattttEb To operate in silence.
(^UataUtEEb To produce perfect tone at the exact speed which the record was
intended to play, at 78 or 80 turntable revolutions per minute.
(S>Uarattt0Cb To need no adjustment, oiling, or any attention whatever for at
least two years from date of delivery.
(^UataittEEb To function satisfactorily under all proper usage on either alter-
nating or direct current (110 volts unless otherwise specified). The motor is
shipped in dust proof ("fool proof") case, sealed.
Sill (!§Uatant0E£ Are subject to the original seals of the dust proof case re-
maining intact.
(^Uafaitt00b 2@0llt)0ri0£i You may absolutely depend on any delivery
agreements we may make with you.
YOUR STANDARD EQUIPMENT
The Talking Machine manufacturer, Machine Motor and justify any claim
dealer and consumer have demanded which you may make for it as a unit
the perfect self-starting talking ma- in your standard equipment,
chine. You can safely install the
Efficiency Electric Drive Talking Write to-day for further information
EFFICIENCY ELECTRIC CORP.
Experimental Laboratories, ^ [ I ^ Factory,
12* WHITEST., NEW YORK^^J^^ * LOWELL, MASS.
4. I W* fct
March 15, 1920
THE TALKING MACHINE WORLD
125
AN UNPRECEDENTED DEMAND FOR RECORDS IN DETROIT
Temporary Dullness Disappears — Brisk Demand for High-priced Machines and Records of all
Kinds — Wallace-Brown's Third Brunswick Store — Menace From "Storage Houses"
Detroit, Mich., March 6. — Apparently dull
days are over in the talking machine business.
At least that's the impression one gets from
talking with dealers and visiting their stores.
Sales people in the machine and record de-
partments seem to have no time to sit around
as there is always somebody in the stores shop-
ping. The majority of dealers are frank to admit
that things in the industry have changed from
what they used to be and that it has developed
into a big business.
There is still a brisk demand for machines
and particularly the higher priced ones at $150
and up to $275. Inasmuch as most machines
are sold on time payments, people seem to pre-
fer the best and are willing to take a little
longer to pay for it. Of course, dealers are
asking larger down payments than formerly and
also larger monthly payments and the public
accepts the new terms just as readily as it
did when everybody advertised "$1 per week."
Wages continue high in Detroit — there is a
crying need for more skilled and unskilled work-
men— and indications point to the best year in-
dustrially the motor city has ever had.
As for records, every dealer is doing a big
record business, no matter whose line is handled.
We say this sincerely because dealers handling
the newer makes of records say their sales are
increasing right along. The public takes the
attitude that a hit is a hit and this is proven in
the case of Dardanella. Most of the record com-
panies have this and all dealers are selling piles
and piles of them. We can safely make a com-
parison right here with the motion picture in-
dustry. It used to be that the "star" was the
thing and now it's down to a basis where it's
the "production" that counts. In records it is
not so much any more as to "who" makes them
but "how good" are they made?
Victor records apparently hold the lead for
popularity in Detroit. There is no telling how
many more records Victor dealers might sell
here if they could fill all their orders or would
appoint new dealers in accordance with the re-
quests that come in for a Victor agency. Grin-
nell Bros, are the Victor jobbers in Michigan,
and in addition they operate twenty-six retail
stores in the territory.
Ed Andrew, manager of the J. L. Hudson
talking machine .department, was among those
who attended the music show in New York re-
cently. He also visited many of the leading
retail stores in the East for new ideas. Ed re-
ports a splendid business in Victrolas, Sonoras
and the Cheney line, as well as in Victor and
Emerson records.
Dealers have had a big year on operatic se-
lections. The reason for this is due no doubt
to the number of famous artists who have ap-
peared in Detroit for recitals. The last artist
of the season to appear will be Caruso some-
time in April and already dealers are making
window displays and advertising his records.
This applies "to Victor dealers.
Nothing can take the place of the syncopated
songs and dance numbers for popularity. They
are by far in the lead not only with Victor rec-
ords but all the others as well. People are
"crazy" over syncopation and the various one-
steps and fox-trots. There are more restaurants
in Detroit than ever that permit dancing — there
are more dance halls than ever — and more danc-
ing than ever. Every dance given stimulates the
sale of dance records because "somebody" is
going to "fall" for some hit and a visit to the
talking machine store next day follows.
Wallace Brown is now giving his entire at-
tention to the Wallace Brown Brunswick shop
having given up his position as sales manager
in Michigan for Brunswick. He says the ar-
rival of the first shipment of Brunswick rec-
ords created quite a stir around the place — and
that they are meeting with popular favor among
Brunswick customers.
Buhl & Sons, hardware dealers in Detroit,
are now Michigan distributors for the Vitanola
line of phonographs.
The Adora Phonograph Co. has opened a
seventh store on Michigan avenue, No. 1646, and
will soon announce several other east and west
side locations. The Adora stores all handle.
Emerson records. They have all been estab-
lished within the past 18 months, and all seem
to be enjoying prosperity.
Sam Lind, manager of the local Columbia
wholesale branch, says he is not anticipating
how much business he will do this year because
the quota he set the first day of January will
be reached around midsummer and he will ap-
parently double and possibly triple his antici-
pated quota. The various accessories for dis-
play purposes being put out by the Columbia
people are helping the dealers a great deal to
exploit the late hits. We are hearing a lot of
fine compliments for these Columbia accessories.
We have yet to find a dealer who is not using
them advantageously.
Wallace Brown, Brunswick dealer, has opened
a third store on the west side, and may open
«everal more stores before the year is out. He
has several good locations in view.
A menace to the business right now is the
number of "storage houses" which advertise
talking machine "bargains," making the public
believe that the machines have been left by
persons who did not pay the storage charges
and that as a consequence they can offer them
at special bargains. We do not say that all of
the storage ads are "fake," but a great many
of them are and legitimate retailers should do
something to put a stop to the misrepresenta-
tions which are set forth therein.
SECURE QUALITY ATMOSPHERE
Advertising of Channell Chemical Co. Utilizes
Sonora Phonograph in Its Displays
Readers of national magazines have undoubt-
edly noticed in recent issues the attractive ad-
vertising of the Channell Chemical Co., manu-
. How the Sonora Gives Tone to an Ad
facturers of O-Cedar polish. In this advertising,
in order to secure a quality atmosphere, the
artist has placed in a panel at the top a fashion-
able drawing-room scene. A grand piano ap-
pears at the right hand side of the illustration,
and in another part of the room is presented a
handsome Sonora "Invincible" model, easily dis-
tinguishable because of its "bulge" design.
This advertisement is reproduced herewith,
although the black and1 white illustration hardly
does justice to the original, which appears in
the magazines in many colors.
A Motor of Superior Quality — No. 10
Silent Running Silent Winding
Immediate Deliveries in Large and Small Quantities
Read the Specifications and Order — NOW
Beveled gear noiseless winding.
New ratchet device that prevents
clicking.
Bakelite intermediate gear — abso-
lutely silent.
Plays five 10-inch or three 12-inch
records at one winding.
Cast iron nickeled frame.
Powerful, durable, compact, ac-
cessible.
Built especially for the highest-
grade machines.
Guaranteed in every minutest
detail.
The perfection of mechanical
genius as applied to the phono-
graph motor.
No. 10
Ask for Specifications on No. 12 and 22
BUTTERFLY PHONOGRAPH MOTOR CORP.
243 W. 17th St., New York
126
THE TALKING MACHINE WORLD
March 15, 1920
BE FAIR
Mr. Victor Dealer
Victor factory production during the past few years has appeared
as nothing compared with the demand. Still most dealers' Victor
sales were larger than ever. It was the relation of the supply to the
demand which hurt.
It was the opportunity for "so-called" manufacturers to enter the
field and cash in on the surplus Victor demand. Any merchant, it
seems, can get dealer's discounts and a supply of almost any talking
machine or record on the market, except the Victor.
Victor distributors however, generally speaking, have been loyal
to Victor dealers. New accounts have been refused by the thousands
to ensure first supply to Victor dealers already established. And this,
regardless of the fact that many Victor dealers were taking in and
pushing, in preference to the Victor, many varieties of "new-born"
machines and records.
I wonder if these dealers believe that "competition is the life of
trade." If so, will they be as liberal minded toward new competition
in their immediate neighborhood? I mean real competition — new
Victor dealers.
Greatly increased Victor production is at hand. Be fair, Mr.
Victor dealer. Who is most entitled to increased production? You
want your share and we want to give it to you. The only question is,
what is your share? What have you earned?
Think it over and talk it over with us. We want to co-operate
with all our Victor dealers who are willing to reciprocate for a "square
deal" for all.
March IS, 1920
THE TALKING MACHINE WORLD
127
BUFFALO HAVING A BANNER TRADE THESE SPRING DAYS
Trade Enjoying Large Measure of Prosperity Despite Severest Weather in History — Talking
Machine Music by Wireless — Hoffman Display at Food Show — New Wurlitzer Officers
Buffalo, March 8. — February was a banner
month in Buffalo's talking machine trade. This
prosperity was enjoyed in spite of a long period
of severe -weather throughout almost the whole
month. For several days many of the stores
had insufficient heat and clerks and customers
alike were subjected to many discomforts re-
sulting from a tobogganing mercury. The "flu"
also handicapped trade, but all these setbacks
were surmounted by the talking machine men,
who found that they had made a fine showing
when they had totaled up their receipts at the
end of the month.
A. W. Fiscus, traveling representative of W.
D. & C. N. Andrews, has resumed his trips
throughout western New York and northern
Pennsylvania. He was on the sick list for a
few days. H. N. Noyes, who was a major in the
U. S. motor transport corps in France, ,was
a recent caller at the Andrews store. At one
time he was traveling representative for that
firm.
Occasionally stories of what are termed "new
uses of the talking machine" go the rounds in
this city. The latest report along this line de-
scribes the surprise which local wireless opera-
tors experienced recently when they heard a
series of musical numbers varying from the
latest jazz music to selections from grand opera.
This music, of course, is said to have taken
the place of the customary series of dots and
dashes familiar to the wireless operators. The
music was produced by the use of a new device
said to have been operated by Charles Klinck,
of 38 West Parade avenue, an instructor in the
Nichols School for Boys in this city. The con-
trivance transmits the tones of a regular talking
machine with surprising distinctness of tone.
John Rieger, of 15 Fairview avenue, instructor
in radio at the Seneca Street Vocational School,
this city, was able, by means of an amplifying
device, to hear the music distinctly all over his
home. It is said that those listening could
also hear the person sending talking to the
man winding up the phonograph and to other
people in the room. Mr. Rieger says> he will
attach a large horn to his device so that his
neighbors may hear the music as they sit on
their verandas this Summer.
It is rumored that a talking machine depart-
ment will be one of the features of a large de-
partment store to be erected in Chippewa street
by W. A. Morgan & Babcock Co.
Albert Stettenbenz of the Utley Piano Co.,
which handles the Brunswick and New Edison
lines, placed a number of orders while attending
the music show in New York.
F. E. Russell, manager of J. N. Adam & Co.'s
Victrola department, is praising highly the bene-
fits to be derived from the salesmanship class
of the Victor Talking Machine Co. Mr. Rus-
sell recently completed his course in this school.
Near the entrance of J. N. Adam & Co.'s talk-
ing machine department one of the three orig-
inal Titians in the United States was recently
exhibited. The masterpiece is entitled, "Rais-
ing Lazarus from the Dead." The exhibit was
visited by local art lovers, many of whom also
inspected the company's stock of talking ma-
chines. A resident of Salt Lake City owns the
painting.
According to a report from North Tona-
wanda the Rudolph Wurlitzer Co. has elected
the following officers for the coming year:
Chairman of the board of directors, Howard E.
Wurlitzer, Cincinnati; president, Farny Wur-
litzer, North Tonawanda; vice-president and
general superintendent, Walter F. Wendell,
North Tonawanda; secretary, W. S. Little, Cin-
cinnati; treasurer, R. H. Wurlitzer, Cincinnati;
assistant secretary, Thomas E. Gray, North
Tonawanda.
The upward trend of prices of everything —
from talking machines to silk hosiery — is the
subject of frequent articles appearing in local
newspapers. The human interest features are
not overlooked in the stories, which show only
one side of trade conditions, and readers are
inclined to gain the wrong impression that they
are being imposed upon by the retailers.
"Simple justice and their own self-interest
should prompt the dailies to state all the facts,
not just one side of the case," remarked a local
talking machine man. "An occasional editorial
could be written about the skyward trend of
the cost of labor and materials used in the mak-
ing of machines and the unusual increase in our
overhead expenses. The editorial writers, how-
ever, say little about these subjects. The news-
papers are persistent in soliciting our adver-
tising, but when it comes to telling the simple
truth about the higher cost of production, they
are too often silent. It is quite noticeable,
however, how much space they devote to
picayune politics and 'high-price sensations,'
which are often used as material for the agita-
tors."
In line with their policy of expansion, C.
Kurtzmanh & Co., piano manufacturers, have
bought four acres at Genesee street and the
New York Central tracks and will erect a mod-
ern factory on the site. This plant will be in
addition to the firm's other two extensive fac-
tories in this city. The expansion will repre-
sent an investment of more than $300,000 and
will bring upward of 700 more skilled workmen
to Buffalo.
The Koenig Piano Co., piano and talking
machine dealer, has secured a lease at 668 Main
street, one of the most desirable locations on
Piano Row.
Sonora and Brunswick talking machines were
among the merchandise displayed by the Hoff-
man Piano Co. at its booth at the recent Buffalo
Food Show at the Broadway Auditorium. In
connection with the exhibition the Hoffman Co.
said: "Our display was a great success. There
was a total attendance of upward of 100,000 per-
sons. Besides the advertising benefits we re-
ceived we made a number of direct sales at the
show." The Hoffman booth was in charge of
R. E. Smith'. Five hundred dollars' worth of
Sonora needles were also distributed. The talk-
ing machine music at the booth attracted the
crowds. Considerable ingenuity was shown by
the Hoffman Co. in selecting a slogan that would
be in keeping with a food show. The con-
cern hit upon the happy motto — used atop their
booth— "Food for the Soul."
REMARKABLE SONORA SIGN AT THE BROOKLYN BRIDGE
Travelers crossing the Brooklyn Bridge are
bound to see the handsome Sonora sign at the
This Illustration Will Give an Idea of Size of Sonora Sign
south side of the bridge. The Sonora instru-
ments are shown against the sky line of lower
New York. This sign is very attractive and is
a three-panel affair, its total length being 177
feet.
In the picture there will be seen in the dis-
tance, behind the sign, the Singer Bldg., the
Equitable Bldg., the largest office building in
the world, and the Bankers' Trust Tower, which
form a striking back-
ground. This sign is
seen by hundreds of
thousands of people
daily, and it forms a
valuable addition to the
mammoth Sonora out-
door publicity cam-
paign. According to
the company's present
plans, new signs will be
erected in the most im-
portant advertising lo-
cations in the country.
A new Kimball piano and phonograph store
has been established at Blanchardville, Wis:,
by Garfield Johnson, who has leased the Noble
building on Main street and is stocking it with
a full line of instruments, records, music rolls
and kindred merchandise.
Victor Exclusively
Victor Dealers:
The above slogan raises you above the common level and is your supreme mark
of distinction. Now is the time to show your colors.
THINK IT OVER!
THE TOLEDO TALKING MACHINE CO.
VICTOR WHOLESALERS EXCLUSIVELY TOLEDO, OHIO
128
THE TALKING MACHINE WORLD
March IS, 1920
Untoergal Display ors— Talking Machine and Music Trade
No. 551. Universal Floor S. It-Service
Record Displayor. Can be moved about
from place to place. Has 6 leaves, giv-
ing 12 sides for display of records.
Constructed of heavy cast-iron base,
equipped -with roller casters and up-
right tubing. Size of leaves, 13x3S
inches. Filler of heavy green cardboard
and pockets of flexible green denim
cloth. Displayor holds 30 10-inch rec-
ords and 24 12-inch. All titles clearly
visible. Guaranteed to hold full weight
of records. Fillers can be changed
when desired. Height over all, 67
inches; wings when open spread 28
inches. Crated, 32 pounds.
No. 500 V. Universal Upright
Catalogue Displayor. Fur-
nished with six pockets, one
above the other, each measur-
ing 5x4 inches. Constructed
of sheet steel, electric welded,
finished in double baked
ebony enamel. Will hold
six large catalogues or sev-
enty-two monthly booklets.
No less than 2 sold to a cus-
tomer.
No. 553. Vertical Record Dis-
playor. Holds two 12-iuch
records and three 10-inch.
Constructed of - %-inch steel
tubing, properly braced in
the back, electrically welded,
and sheet steel discs prevent-
ing records from warping.
Entire Displayor finished in
uouble baked ebouy enamel.
Weight, crated. 12 lbs. Height
52% inches, width 12% inches.
No. 552. Universal Revolving Counter Self-Serviee
Record Displayor. Has 6 leaves, giving 12 sides
for display of records. Constructed of heavy cast-
iron base, equipped with upright tubing. Size of
leaves 13x38 inches. Filler of heavy green card-
board and pockets of flexible green denim cloth.
Displayor holds 30 10-inch records and 24 12-inch.
AH titles clearly visible. Guaranteed to hold full
weight of records. Fillers cau be changed when
desired. Height 42 inches, wings when open spread
27 inches. Crated, 32 pounds.
Ask for Catalogue
Order Through Your Distributer
Distributers Handling Our Complete Line
BIRMINGHAM, ALA.
Uirmlnghaui Talking Machine Company
The Emerald * Company.
BOSTON, MASS.
Brown, McJduuib Company
Eastern Talking Machine Company
Jvrafl, bates & Wpenrtr, inc.
Oliver Ditsun Company
liendersiuu, i>'. C.
Phoiiugraph Supply Company
Steiiiert & Sons Company, M.
BUFFALU. N. Y.
Andrews, W. D. & C. N.
liultaiu iaiMng Macliine Company
Buffalo Wholesale Hdwe. Co.
BURLINGTON. VT.
American .Phonograph Company
CAMDEN. N. J.
Victor Talking Machine Company
CEDAR RAPIDS. IOWA.
The Churchill Diug Co.
CELINA, OHIO.
Harponola Couii,auy.
CHICAGO, ILL.
Butler Bros.
Ch.cagu Talking Machine Company
Cu.e tX 1 • U.la . JlUbiO Co.
Empire TaiKiug Mat Time Company
.Nohle Supp.y Co.
Huuoiph VYuriilzer Company
CINCINNATI. OHIO.
Phonog. apu uo...pa,.j .
Uuu ipli Wurlitzcr Company
CLEVELAND. OHIO
Cleveland Talking Machine Company
T lie jvischer Company.
COLUMBUS. OHIO.
Perry B. Whitsit Company.
DALLAS, TEXAS.
Harbour, Lougmire Company
Sunger Bros.
Sono. a Distributing Company.
ELM I RA, N. Y.
Elmlra Arms Company
HOUSTON, TEXAS.
Southern Drug Company.
The Talking Machine Company of Texas
INDIANAPOLIS, IND.
Stewart Talking Machine Company
KANSAS CITY, MO.
Jenkins Sons* Music Co.. J. VV.
Kir-hards & Conover Hdwe. Co.
Schmelzer Arms Company
The Phonograph Company
Wm. Volker Co.
LANSING. MCH.
Lansing Phonograph Co.
MILWAUKEE, WIS.
Badger Talking Machine Company
E R. Godfrey tit Sons Co.
Yahr & Lange Drug Company
MINNEAPOLIS, MINN.
Beckwith. O'Neill Company
Stone Piano Co.
NEWARK. N. J.
Collings & Price Company
NEW HAVEN, CONN.
Horton. jjailo Creamer. Company
Plaza Music Company
NEW ORLEANS. LA.
Werleln, Ltd.. Phillip
Diamond Phonograph Company
NEW YORK CITY. N. Y.
Brown, MeManus Company
Cabinet & Accessories Company
Century Music Publishing Company
Crown Music Company
Columbia Graphophone Company
Ditson & Company, Chas. H.
Emerson Company.
Enterprise Musio Supply Company
Knickerbocker Talking Machine Company
r i/ i Music Co.
The Aeolian Company
.New York Talking Machine Company
OG DEN. UTAH
Proudflt Sporting Goods Company
OKLAHOMA CITY, 0KLA.
Alexander Drug Company
Harbour, Longmire Phonograph Company
OMAHA. NEBR.
Hospe Company, A.
Mickel Bros. Company
PHILADELPHIA, PA.
Emerson Company
Girard Phonograph Company
Grafonola Shop, Inc.
Heath & Gorman
Interstate PhonogTaph Co.
Penn Phonograph Company
Smith, Kline & French Co.
PITTSBURGH, PA.
Buehn Phonograph Company
Emerson Company
Frederick Piano Company, W. F.
National Phonograph Co.
Reed Company, Inc.
Standard Talking Machine Company
PORTLAND. ME.
Cressey & Allen
PORTLAND. ORE.
Sherman, Clay & Company
RICHMOND. IND.
Starr Piano Company
RICHMOND. VA.
The Corley Company
Crafts Starr Phonograph Company
Haynes & Company, C. B.
Iloundtree Cherry Corporation
SALT LAKE CITY. UTAH
Columbia Stores Company
The John Elliott Clark Company
SAN FRANCISCO. CAL.
Sherman, Clay & Company
SEATTLE. WASH.
Sherman, Clay & Company
No. 1504. Universal Hanger
Frame for one monthly rec-
ord ' sheet. Constructed of
steel channel frame, electric
welded, with pulp board filler.
Double baked ebony finish,
chain at top. Weight, crated,
5 lbs. each.
SIOUX CITY, IOWA.
Harger & Bllsh.
ST. LOUIS. MO.
Associated Furniture Manufacturers
ST. PAUL. MINN.
Dyer & Bro... W. 3.
SYRACUSE. N. Y.
Andrews Company, W. D.
TORONTO. CANADA
His Master's Voire, Ltd.
WASHINGTON. O. C.
Cohen & Hughes. Inc.
Droop & Sons, E. P.
Rogers Company, Robert C.
WHEELING. W. VA.
Hillman Phonograph Company
R. W. Tyler Company
WINNIPEG. CANADA
Western Gramophone Company
Umbergal fixture Corporation
133 WEST 23rd STVREET
NEW YORK
March IS, 1920
THE TALKING MACHINE WORLD
129
TALKING MACHINE BUSINESS AT HIGH TIDE IN ST. LOUIS
Trade Cannot Get Enough Machines and Records — Tri-State Victor Dealers to Meet — Aeolian
Expansion — Vitanola Publicity — Edison Dealers Gather — Victor Concerts at Vandervoort's
St. Louis, Mo., March 5. — Spring opens with
the talking machine business in St. Louis at
high tide. The tide would be higher if deal-
ers could get more machines and records, for
the scarcity continues in the leading makes, al-
though shipments are coming better, with Edi-
son and Columbia dealers getting a fair supply.
The Victor situation cannot be said to have
improved. More machines and records are com-
ing through, but the supply continues about six
months behind the orders. Dealers who have
been compelled to take on other makes in order
to have something" to sell are accordingly con-
tinuing to feature the new makes in their ad-
vertising. Great numbers of these machines are
being sold.
The talking machine business is in pleasing
contrast to the piano business. Pianos have not
been selling strongly since several weeks before
Christmas. But there has never been a let-up
in the demand for the talking machines. And
the demand for records is insatiable. Thousands
of "Dardanellas" were bought as soon as they
were placed on sale.
' The Tri-State Victor Dealers' Association is
going to have a meeting. It has been so long
since the Association held a meeting that pes-
simistic persons were beginning to think that
it would never meet again. But it is going to
meet March 10 at the American Annex. There
will be a dinner at which Harry A. Beach, man-
ager of -the traveling branch of the Victor Co.,
will speak. Members of the Association are
indulging a hope that he will tell them that the
supply of Victor machines and records is to be
increased. New officers will be elected.
E. C. Rauth, manager of the Koerber-Brenner
Music Co., Victor distributors for the St. Louis
territory, says stock is coming through better,
but the demand grows as fast as the supply and
six months is about as near as the supply comes
to catching up with the now universal demand.
Mark Silverstone, president of the Silverstone
Music Co., is completing the arrangements for
the annual Edison dealers' conference, for the
St. Louisi zone, which will be held March 11 at
the Hotel Statler. William Maxwell, vice-presi-
dent of Thomas A. Edison, Inc., will make a
special trip to St. Louis to speak. Other speak-
ers will be J. W. Scott, Amberola supervisor,
and J. W. Kuhn, disc supervisor. It is expected
that there will be an attendance of about 200
dealers from Missouri, Southern Illinois, Ar-
kansas and Tennessee. There will be a dinner
and cabaret entertainment. The third floor of
the Silverstone Music Co.'s store on Olive street
is being redecorated.
Ciccolini of the Chicago Opera Co. sang all
last week at the Orpheum in comparison with
his own recreations on the New Edison. The
newspaper critics did not dwell upon the tone-
test feature of his performance, but the Silver-
stone Music Co. and other dealers took advan-
tage of the tenor's visit to do some liberal ad-
vertising. The management of the theatre says
that 28,784 people attended the fourteen per-
formances at which he appeared. The instru-
ment used was the laboratory model, taken from
regular stock. Dealers say that the sale of
Ciccolini records was noticeably stimulated.
The Vitanola has taken rather a prominent
place in the newspaper advertising of the latter
part of the month. The advertising is general
in character, sent out from the executive offices
of the Vitanola Talking Machine Co., Chicago.
The wholesale distributors in St. Louis are the
Associated Furniture Manufacturers, the Rice-
Stix Dry Goods Co. and the Witt Hardware Co.
A list of nineteen retail dealers is. given. The
advertising features the "tone-filter."
A. E. Whitaker, who moved recently from
the Holland Building to Rooms 317 to 323 in
the new Arcade Building, Eighth and Olive
streets, has added talking machines to his piano
stock. He handles the Brunswick, Lindell and
Kimball.
Aeolian-Vocalions are coming in such numbers
now that the wholesale Vocalion branch of the
Aeolian Co. here has felt justified in speeding
up materially. R. V. Johnson and B. S. Tucker,
formerly of the Famous & Barr Co., and A. S.
Engleman, formerly with the Brunswick-Balke-
Collender Co., have been added to the sales
force. They are working out of town, opening
new accounts. In the past month they have
opened up twenty-five new accounts in parts of
seven States. It has been some time since the
department has been qualifying new accounts.
W. H. Alfring, general manager of the Aeolian
Co., was in St. Louis two or three days last
week, accompanied by Mrs. Alfring. They
were on their way to the Pacific Coast.
C. F. Lippman, manager of the Victrola de-
partment of the Field-Lippman Piano Co., has
recovered from an attack of tonsilitis which
confined him to his home for a week.
The Artophone Co., 1113 Olive street, will
soon have to move. The Baldwin Piano Co., its
next-door neighbor on the east, has leased the
Artophone building and will spread over into it
as soon as the Artophone Co. can find another
place to go to. The latter does not have to move,
however, until August, as its lease then ex-
pires. R. H. Cone, manager of the company,
says options have been taken on two locations,
both on Olive street. Both are still occupied,
so it will probably be August before all the
changes are effected. The Artophone Co. has
had a rapid rise. It started in a small way two
or three years ago. During the past holiday
season it was one of the biggest advertisers.
The mail order department has been especially
developed. It was forced upon the company
rather than planned. So many mail inquiries
were evoked by the regular advertising that
it was found necessary to have such a depart-
ment. It is now in charge of J. Stub.
(Continued on page 130)
NOTE THE CONSTRUCTION!
UNIVERSAL TONE ARM
AND REPRODUCER
Do You Realize That One of the Most
Important Items of Equipment on
Any Phonograph Is the Sound
Reproducing Mechanism ?
The saving of a few cents on the first cost of this
important item of equipment is very poor policy, espe-
cially for any firm desiring to build up a profitable and
permanent phonograph business.
The EMPIRE TONE ARM AND SOUND
BOX is more nearly PERFECT mechanically than
any other. On performance it will reproduce all makes
of disc records at their best and bring out all the beautiful
overtones that are usually lost. On appearance it will
appeal to your dealer customer and help him interest
the best of trade.
Write for our prices and give us an outline
of the quantities you will require
Address All Inquiries to Chicago Office
THE EMPIRE PHONO PARTS CO.
Sales Office— 429 S. Wabash Ave.-CHICAGO, ILL.
Factory— 1108 W. 9th St. — CLEVELAND, OHIO
130
THE TALKING MACHINE WORLD
March 15, 1920
Crystal Edge MICA Diaphragms
THE STANDARD OF QUALITY AND SERVICE
PHONOGRAPH APPLIANCE CO. 109-113 West Broadway, New York
BUSINESS ACTIVE IN ST. LOUIS
{Continued from page 129)
John McKenna, manager of the Columbia
Graphophone Co.'s wholesale department, has
returned from a week's stay at the Chicago of-
fices. He says that the company is now able
to fill 90 per cent of its orders and goods are
coming through in fine shape. A conference of
Columbia dealers is being planned, to be held
the latter part of March at the Statler. Sales
of Columbia records have been helped by the
visits of Nora Bayes, Bert Williams and Van
and Schenck. John Schnell and William Heim,
auditors of the Columbia Co., were in St. Louis
during the past week.
The Scruggs, Vandervoort & Barney talk-
ing machine department continues to derive
advantage from the Victor concerts which are
given in the new auditorium. For the new rec-
ords at the first of the month Miss L. Mer-
r:tt, manager of the department, was able to
get three days of auditorium demonstrations.
Her force of salespeople had all they could do
selling the records demonstrated. Miss Merritt
says the few Victors she gets are sold before
they get on the floor. Brunswicks are coming
through better. With the remodeling of the
piano and talking machine departments, the lat-
ter has been allotted a third more floor space
and eight additional demonstration rooms, mak-
ing twenty-eight in all.
Manager J. F. Ditzell, of the Famous & Barr
Co. music department, is getting ready to occupy
the greatly increased space which is to be. al-
lotted to his department under a general re-
adjustment in connection with the taking over
of two additional floors of the Railway Ex-
change Building. Manager Ditzell is running
another Cheney campaign. He has a large stock
of the large Cheneys on hand and the advertis-
ing campaign is bringing a good number of
sales.
Welch & Co., dealers in furniture, pianos and
talking machines, occupying the former Wur-
litzer building on Olive street, have been incor-
porated for $50,000.
"Does It Play All Records?"
Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip-
ment of the MARVELOUS MAGNOLA.
MAGNOLA "Built by Tone Specialists"
Ws.tcKii\J tke Music Come Out
May we send you our handsome illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and its
modei ate price?
Send your name and let us tell you morel
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ, Prosldont
General OITIom Southern Wholosale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA, G A.
The Victrola department of the Scruggs, Van-
dervoort & Barney Dry Goods Co. has received
a telegram of congratulation from H. A. Beach,
manager of the traveling department of the
Victor Talking Machine Co., extending cordial
congratulations on the opening of the new Van-
dervoort auditorium.
H. Spencer Grover, formerly traveler for the
Victor Co. in western Pennsylvania and Illi-
nois, is now traveling for the Koerber-Brenner
Music Co., Victor distributors in the St. Louis
district.
TELLS OF PROGRESS IN CHARLOTTE
Charlotte, N. C, March 3. — The Banner Fur-
niture Co., Pathe dealer, reports that record
sales have greatly increased. This progressive
concern has built up a large business in this
city in Pathe machines and records. It reports
that the Pathe advertising in the Saturday Eve-
ning Post has undoubtedly contributed to the
remarkable increase attained and believes firm-
ly in the power of advertising.
B. H. Kirby, of Greensbury, Ind., has been
appointed the representative in that town for
the Pathe line of phonographs and records.
A. J. Cooke of the Stranburg Music House of
Bradford, Pa., has returned from a six-weeks'
vacation in Florida and has again taken up his
duties in that city.
Natural Voice Phonograph Co.
ONEIDA, N. Y.
Style 85-S
Style 125
Natural Voice is a -splendid line
of Talking Machines which will
appeal instantly to your patrons.
In fact, Natural Voice is as per-
fect as money can make it,
and is worthy of its name and
guarantee.
Natural Voice is the most re-
markable musical instrument
now before the public. For a
full line of machines and price
list, inquire
Natural Voice Phonograph Co.
ONEIDA, N. Y.
March 15, 1920
THE TALKING MACHINE WORLD
Supreme Quality and
a most successful pol-
icy of giving dealers
exceptional advantages
Quality acknowledged, you must consider the Prac-
tical Point of profit.
This old-established organization extends unusual financial co-opera-
tion, giving exclusive dealers unique advantages of business growth.
The Steinburn range of designs, twelve popular models, meets every
demand with lists lower than other high-grade lines. Retail $60 to $300,
including upright, period, console and table models.
Our 5-year guarantee bond with each instrument reflects the Steinburn pre-
dominating character.
The Steinburn Agency is a Franchise of Great Value
Every dealer should have our catalog and terms. WRITE US NOW.
\ The agency may yet be available in your territory.
\
STEIN BURN CORPORATION
Heyworth Building Madison and Wabash
CHICAGO
Eastern Distributors.
A. M. DRUCKMAN
140 West 23d Street
NEW YORK
y L
1 o\
132
THE TALKING MACHINE WORLD
March 15, 1920
Western Division of The World, Chicago, March 8, 1920.
There may have been those who "have supposed that the great
middle empire of the North American continent, that empire which
the innocent Manhattanite calls "Western" and the
A Voice
trom the
Mid-Plain
indignant Coaster "Eastern," and which is neither
and both, has a sense of retiring modesty which
would prevent it from blowing its own trumpet.
Candidly we do not think that any such person exists; but, if he
does, the appearance of the present Mid- Western remarks are cal-
culated, we hope and believe, to convert him.
For reasons best known to themselves, but not entirely uncon-
nected with geography, the Fates have decided that the role of the
Mid- West in matters musical shall be almost decisive. WTe out
here believe, with some reason, that we are doing more in a musical
way than all the rest of the country put together. And when it
comes to the business end of the game we bow to none. Annoying
as it may be to the effete, we of Chicago and environs have an
abiding faith in the verbo-mechanical future of our parts. We are
quite sure in fact that, from the point of view of the talking machine
business, we are bound to wake up some day soon and find our-
selves the real bosses of the industry. At any rate, it does no harm
to any one else if we talk thus cockily ; and, if it should later turn
out that we are wholly mistaken, the laugh will be on us.
This may all sound serio-comic, but the readers of the Talking
Machine World will not fail to notice that we are beginning here a
real editorial page devoted to the needs of the Mid- West, intended,
in a sense, to express the ideas and sound abroad the thought of the
great middle empire, for the benefit of all concerned. The sheer
expansion of the talking machine industry during the last two years
has, in this territory, been so very great that such a course has be-
come necessary. The Talking Machine World believes that it serves
not unsuccessfully and not unworthily the great industry from which
it takes its name. Its world-wide circulation, its great bulk, the
authoritative tone of its news and editorial pages, and the volume
and diversity of its advertising columns have combined to make
it what may fairly be called an encyclopaedia of the industry ; in
fact, that unusual phenomenon, a monthly encyclopaedia. As such,
and considering that a position like this carries responsibilities as
well as privileges, it has for some months past been in the minds
of the Western Division to, erect within the paper a Forum of Mid-
West Opinion, wherein the first-hand, immediate point of view of
the men who make the industry in our section of the land may be
plainly set forth. We have earned, we think out here, the right to
our own Pylon of Publicity, as B. L. T. would say ; and so here
goes :
There is just one really large topic to-day in the true sense of that
elastic term. Speaking relatively, there is just one overshadowing
topic, and that is production. How to fill orders
when production lags has been the standard puzzle
in our circles for these many months. We have
out here some of the best magicians in that
Wanted:
Puzzle
Solvers
sort of wonder-working, but so far none of them has been able to
work a spell worth calling by that name. It simply cannot be done.
Seriously, what was at first a sort of a joke, and for still longer an
occasion for congratulation, is rapidly becoming something very like
a tragedy. The causes for shortage in production are various enough
and include the questions of labor, transportation and raw material
supply. But, above all, they have their roots in the human question.
It is labor that is at the root of the matter, and that means some-
thing more than at first appears. The trouble with labor has noth-
ing to do with money or hours. It refers wholly and entirely to
what may be called morale. The trouble is with the inclination to
work, not with the ability or the opportunity. Let our business men
get down to brass tacks and find out why there should be that dis-
inclination to work. Then they will be doing something worth-
while. Otherwise they are simply wasting their time. We have
our own answer, and that has something in it about social and in-
dustrial thinking which might astonish some of our ultra-conserva-
tive friends. But of that more anon, as the novelists say. For the
moment it is enough to present the factors of the problem and let
some one else do the brain-work of solving individual cases.
You might not know it, but we are a literary, a romantic and even
a humorous trade. There is, therefore, nothing at all difficult in
turning out as many quips, wheezes and japes from
this editorial desk as one can ask for, with naught
Visiting
Vitanola
Sam!
to guide the editorial mind save the snacks and
flotsam of trade news and information of all sorts
that drift in. Take the very first example that comes to mind. Give,
us a poser and see what we can make of it. Just to show what we can
do at a moment's notice, suppose we undertake to dash off some-
thing brilliant about, well, about, say, Sam Schiff ! No sooner said
than done, aussitot dit, aussitot fait, as we say in la belle Paree !
Sam Schiff, name in full Sam S. Schiff, S.S.S.! Not quite S.O.S.,
but something near enough. S.O.S. means "hurry up; someone has
kicked over the apple cart." It also means Service of Supply. Now
every Vitanola dealer knows that Sam's name ought to have been
Sam O. Schiff, otherwise S.O.S. , because he has been one great
little responder to every call for help they have sent out, as well as
a never-failing Service of Supply in the darkest days of under-
production. But if that is too strained, remember that S.S.S. is a
pretty good initial monicker, too. Vitanolists call the bearer of it
"Double-S Schiff," which means Double Service. Service in the
factory and then Service towards the selling. Long ago, in the
primitive days, he set his standard in the factory; and from that
standard he has never once receded. When he went to help his
dealers put Vitanola on the map he went in the right way, too, and
he has never come out the wrong way. If there is anything in the
way of newspaper, billboard, mailing matter, or anything else of the
sort which Vitanola dealers have not received, to their own great
comfort and prosperity, it is because that thing has not been in-
vented yet. Do the Vitanola folks like Sam? They do!
The descendant of the ancient Kings of Eirann who so ably cares
for the immediate interests of the Western Division's manufacturing
friends (in a word, our own Monsieur Care)
came in a few days ago from a visit with Kendrick
of Brunswick. One does not venture to inquire
what deep mysteries were laid bare during the con-
"We Take
Chances
With You!"
fab, but our portly friend brought back one souvenir anyway. Here
it is : A. J. swears he has given us a fair and accurate typographically
faithful copy of a letter he had the same day received. The writers
have evidently heard of the new Brunswick records.
"February 15th, 1920.
"Dear Sir : I take chances to let you know that me and my
friend are good singers. My friend is also a fine piano player. Our
duets are fine would be sure to make hits with them. If you are
looking for something good try to get us for your company. We
both studied vocal and sing from notes, we can learn any song
at all.
"Meres one good chance for it might be to late we never have
taken stage. We want to get started somewhere. We would give
ourselfs to a phonograph company, classical or popular. Polish or
English Is of no differents to us we are in love with what we can
and very proud of it. Our voices are good soprano. But my friend
is fine in low parts of duets. You will be surprised to hear us.
Answer to Miss Cecilie K ."
Wre have not the felicity of knowing the doubtless charming
Miss Cecilie and her doubtless winsome friend. But we agree with
her that she is taking chances, all right. We should opine that she
is taking desperate chances. To be in love with what you can is
indeed an admirable achievement and to be proud of it equally
laudable. Nor are we inclined to doubt that the Brunswicks, one
A.
March 15, 1920
THE TALKING MACHINE WORLD
133
EW
and all, would be surprised to hear them. We only are concerned
lest some of the same, Harry Bibb, for example, should never get
over their surprise. Well, it is a sad world, brethren, and such
experiences should give us pause and teach us to avoid the flowing
bowl [or is it, rather, the fermenting raisin?]
One of the joys of being a jobber is to have nothing to job. Now it
is of course plain that the less the jobber has to job, the bigger job
he has ; that is, of course, the bigger is the job the
more one has the job of explaining to irate mer-
chants that the last job of records you ordered has
not come, and so you have no records to job. That
"Jokes You
Are Making
It, Mawruss"
is some job. Anyhow, everybody understands what we mean; but
what we started out to say was that during the late holiday season
some of our big local jobbers went through one of the toughest
experiences this business has ever known. The shortage of records
hit everybody, but among the worst off were the three big Victor
houses, Lyon & Healy, Wurlitzer's and the Chicago Talking Ma-
chine Co. There were weeks at a stretch during which they simply
had no records at all. How they managed to pacify their dealers,
deponent knoweth not, and they won't tell. But the same dealers
are with them stronger than ever to-day, so they must have wprked
a coup d'etat. Lest we forget, the names of L. C. Wiswell,
Dan Creed, Griffith P. Ellis and Max Schlossinger are herewith
nominated for the Hall of Fame. They were the boys who ran the
gauntlet in the strenuous days of last Yuletide. Here's to them!
Magna
est
Veritas!
Among the wonders of the world which the talking machine indus-
try so steadily continues to produce, observe, ladies and gentlemen,
as we pass to the right, the benign features of our
friend Silverman, M. B., himself, the one and only
Silverman of the big Mandel organization. Our
friend is known far and wide as the only stationary
traveling salesman now in captivity. He is, in a word, the only
traveling salesman in any business we know of who never travels.
He never travels because he never has to. No, Eugenie, it is not
because he has not the price. He does not have to. He can sit at
a desk and send out nice little letters which get the business from
all over the land. The fact is that M. B. has the trick, the magic
trick, of telling the truth only. Some folks brazen out their ruptures
of diplomatic relations with truth by the statement that "truth is
stranger than fiction." To which the trite reply of course is : "So it
evidently is .... to you!" But that is not the Silverman way.
Our friend has a simple story to tell, and he tells it in a simple way.
He tells the truth and the business rolls in. Simple, is it not? But
very, very effective. Bismarck once said in his old age that he
attributed much of his diplomatic success to the fact that he had
usually, when he wished to fool his opponents, announced exactly
what he was actually intending to do. Nobody believed him and so
he always had the advantage of surprise. Maybe a certain sales
manager we know of studied the old master's secrets a bit himself
and has been keen enough to apply them !
Two Boosts
and a
Moral
Well, that is one way of making an editorial page for the Mid-
Westers. Here is another. Edward Lyman Bill, Inc., publish the
weekly Music Trade Review, which has for forty
years been the organ of the piano trade. In that
paper, this same Western Division publishes a
weekly editorial page under the title "Western
Comment." It happened that some weeks ago one of our associate
editors, visiting the President of the Steger & Sons Piano Mfg. Co.,
of Chicago, the great institution which makes the Steger line of
pianos and the Steger talking machines, noticed a sign which has
for a long time been hanging in the retail warerooms on Wabash
avenue. That sign simply reads : "An expression of opinion by our
salesmen concerning our competitors or their goods is positively
forbidden." The idea struck our Western Commentator so forcibly
that he sat down and wrote a paragraph or two about it for his
next week's "Comment." Whereupon our Steger friends took that
expression of opinion, without telling us anything about it, fashioned
it into an advertisement and published it in all the evening and
Sunday papers of Chicago. Now the point of all this is that the
very idea set forth in the original notice, and in the comment on it,
is an idea which the talking machine retail trade very much needs
to read, mark, learn, and inwardly digest. Therefore we reprint the
body of the ad, without its border adornment, just as it appeared
in the Chicago newspapers. It is to be hoped that it reflects a
new spirit in our music trade affairs :
Curious it is that no one has noticed it before, but the
visitor who chances to glance around at the elevator in
the retail offices of the Steger & Sons Piano Mfg. Co.
in this burg of ours will, if he or she looks carefully
enough, perceive a statement or legend which sets forth
that salesmen employed by the company are strictly for-
bidden to use the names of competing goods for purpose
of comparison.
The little notice is not very conspicuous in looks, but
it is very significant of the spirit which governs the
industry these days. When the present Commentator
came into the industry it was considered to be impossible
to sell a piano at all save by telling lies about it and 'its
competitors. In those days the public rather expected
to be cheated and, not unnaturally, often realized its
expectations.
Where the purchase of a piece of goods rests on a
name or on a reputation expressed in a name, the
temptation to use the comparative method of selling
is almost overwhelming. If the salesman does not want
to use it, the prospective purchaser is almost certain to
introduce it. It is, therefore, really self-sacrificing to
forbid this method and to insist that salesmen shall re-
fuse to draw comparisons and shall even say that they
are so forbidden.
Yet, of course, no sounder policy could be devised.
To insist that the talk be all about the goods which
the prospective purchaser is considering at the moment
is to imply that these goods are what the French call
hors concours, beyond competition. The effect may be
perhaps to astonish, and even to annoy occasionally ;
but the sort of person who would be annoyed at the
assumption of this high attitude is not the sort of per-
son wanted as a purchaser of pianos.
The Stegers are right about this, exactly right. It is
good to see this sort of sound affirmation in our mer-
chandising methods. One is tempted to wonder when
the entire trade will pursue the same course. — Music
Trade Review.
An expression
of opinion by
our salesmen
concerning our
competitors or
their goods is
positively for-
bidden.
Steger & Sons
Piano Mfg. Co.
At this point, if we were real editors instead of just trade paper
men, we should write a solemn paragraph about the business situ-
ation. We should, in the language of the solemn
ones, "analyze business conditions." We wish we
could do it. But we simply cannot. We don't
know enough. All we do know is that the talking
The
Analyst
of Biz!
machine trade is founded on one of the deepest of human needs ;
that so long as that trade sticks to fair practices and gives good
values it will merit and enjoy prosperity. What will happen if the
profiteering gang does not mend its ways is another matter. What
will happen if our politicians continue to exhibit their present
driveling imbecilities is something else again ; is, in the words of
the immortal Abe Potash, "a dawg of another color, Mawruss."
Apart from this, one can see only clear skies. May they long con-
tinue in their present relatively cloudless state so far as this in-
dustry of ours is concerned.
Our Desire
Is to Be of
Service
Just a serious word at the close. " It is our desire to do for the
Western and Middle States trade some real service. If we can in
any way interpret their thought and give expression
to their opinions, that will be what we want to do.
If we can make known the personalities of the men
who are doing things, and present them served up
with a dash of humor, so much the better. If we can lightly skim
over the surface of the news and give a reader here and there some-
thing to chuckle over, we shall be content. But, principally, we want
to serve, and how far we succeed our readers will have to discover
for themselves, as succeeding months go by — we hope it will be in
full measure.
134
THE TALKING MACHINE WORLD
March 15, 1920
The Silent Salesman
Every dealer has records in stock
that he would like to move. Place
a dozen or more of the numbers
on a table or rack in the front of
your store, where customers can
look them over and select one or
more to be played.
A slow moving record may have more
music value than those records a^
round which popular demand is
centered. Remember, that the Victor
Company passed on the desirability
of the record before it was pressed
for sale.
So cave your customers a chance to
sell records to themselves.
This plan is not experimental. Stores
6< ' '
that have tried it, report _£ood results.
NEW YORK TALKING MACHINE COMPANY
119 West 40 th Street, New York City
CHICAGO TALKING MACHINE COMPANY
11 North Michigan Avenue , Chicado
March IS, 1920
THE TALKING MACHINE WORLD
135
(Jrom ourQ H I QLO rmEADQUMTim
]SS) O O m ill ^£ ^^^^) REPUBLIC BLOG., 205) SOUTH STATE ST TELEPHONE WABASH ^
EDWARD VAN HARLINGEN WILLIAM BRAID WHITE EUGENE F. CAREY ARTHUR E. NEALY A. SNYDER
Chicago, III., March 8. — The wholesale trade
during the past month has gone on at a very
satisfactory rate. There has been no curtail-
ment in production. On the contrary, there
have been appreciable gains and it begins to
look as though a few more months would see
the output equaling the demand. For this time
of year there has been an unusually large num-
ber of dealers calling upon the local trade. Un-
doubtedly much of this has been due to the
trade conventions in New York and to the Na-
tional Music Show, which attracted many talk-
ing machine merchants to the East who stopped
off in Chicago en route. Another reason has
probably been that retailers have had much diffi-
culty in securing merchandise and so have de-
sired to see what they could do by direct per-
sonal contact with their manufacturing head-
quarters.
The material and labor situations remain prac-
tically the same as they were a month ago.
Panels are still very scarce and hard to get, and
this fact seems to furnish the greatest draw-
back to a large production. Phonograph hard-
ware is in a more plentiful supply than at any
time in the past. Manufacturers are not hav-
ing as much trouble securing motors and tone
arms as they did a couple of months ago. Prob -
ably this is due to the increased production of
motors and tone arms in the Middle West, which
thing the trade has been led to expect by recent
announcements of expansion by concerns manu-
facturing these essentials.
Regarding the retail business, there have been
some curtailments in advertising of talking ma-
chines proper, but records seem to have been
given more publicity than ever during the past
thirty days. There has been some slight fall-
ing off in the demand for talking machines; but
there has been no falling off in the sales. This
of course is easily explained by the fact that
the demand has constantly been in excess of
the. supply, and sales have corresponded to the
number of machines available. Although rec-
ords seem to have been advertised very strongly,
it is undoubtedly true that there has not been
enough of these to supply the demand; that is,,
in so far as the best sellers are concerned. A
canvass of retail music establishments in Chi-
cago's Loop brings out the fact that player
rolls and talking machine records have both
been in very great demand for this time of the
year. Right here let us pause to remark that
when talking machine records are enjoying such
excellent demand the manufacturer of instru-
ments need have no fear of a big drop in de-
mand, for record sales are always a sure har-
binger of prosperity or depression in the sale
of talking machines proper. The retailer has
plenty of cause to rejoice. Of course he has
plenty of cause to rejoice anyway nowadays,
but, basing our belief on present indications,
there is assured prosperity ahead of us for at
least a year to come.
It is our sincere belief that talking machines
and talking machine music are increasing in
popularity in this city to a greater degree than
most of us appreciate. There is a better un-
derstanding of the infinite possibilities contained
in this instrument, both as regards music and
along educational lines. Much of this is prob-
ably due to advertising, particularly co-opera-
tive advertising. A recent good example of co-
operative advertising by G. Schirmer, New York
music publishers, is that of advertising placed
in Chicago newspapers featuring the hit
"Patches." At the top of the ad in the most
prominent position appeared the words, "Ask
Your Talking Machine Man, Ask Your Player
Roll Man," thus bringing before the retailer
directly the suggestion of a purchase. We
might say that such copy as this is co-operative
in more than one way. The man or woman
reading it cannot "ask his talking machine
man" if he hasn't got a talking machine to play
the record on. The moral is: Get one.
There has been a noticeable increase in the
sale of accessories in the Loop during the month.
This probably comes as a result of the inability
of retailers to get a sufficiency of other goods.
Finding, in so many places, that they cannot
supply the wants of their customers in records
they are taking the opportunity of suggesting
the idea of a purchase of the many little con-
veniences which are accessory to the talking
machine. Window displays of automatic stops,
repeating devices, record albums and so forth
have appeared profusely on Wabash avenue.
300,000 Visitors
About July 5 Chicago talking machine men
may wonder at the great numbers of dealers
who will probably be calling upon them. Start-
ing on this date the Elks will hold their con-
vention in this city. 300,000 strong they will
invade Chicago, swamping the Loop and out-
lying hostelries and probably being housed even
in such places as armories. There will un-
doubtedly be great numbers of phonograph
merchants in the 300,000, but even if there were
not a single one, the fact that 300,000 pros-
perous business men are coming to Chicago
will mean much to the phonograph industry
along with others. Plans are being made for
tours throughout the factory districts of Chi-
cago, and it is very probable that these will
extend to certain talking machine concerns.
$50,000 will be spent in decorating the Loop
streets. There will be a night parade in which
floats from forty-eight States will participate.
To give an idea of the immensity of this propo-
sition the city of Detroit alone is spending
$15,000 on its float. It is estimated by statis-
tical experts that the 300,000 people will spend
over $35,000,000 while in Chicago. Can it be
doubted that phonograph men will get their
share of this?
On July 5 1 Chicago will take on the appear-
ance of Mardi Gras, second only to the famous
festivities of New Orleans. It is expected that
the city will request all offices to close on the
5th of July, which is the opening date, and that
the entire city will appear in the downtown
section dressed up in gala array, making a holi-
day in honor of the Elks. The music trade of
Chicago will be asked to contribute its share
of the amount to be raised to cover entertain-
ment expenses.
Okeh Window Service
The Western office of the Okeh Record Co.
of late has been receiving numerous requests
from Okeh dealers in this territory for the
Okeh window trimming service, supplied by
the General Phonograph Corporation. The ser-
vice seems to have aroused considerable favor-
able comment on the part of dealers and is in
great demand. There are issued each month
from six to ten pieces for use in window dis-
play, including show cards, cardboard cut-outs,
colored illustrations and so forth. These are
supplied to Okeh dealers at cost. "The live
music merchant is distinguished by his show
window," says H. L. Coombs, director of Okeh
(Continued on page 137)
Use Your Own Judgment!
Here is a fact: —
The Wade Fibre Needle Cutter was on the market long before any other Cutter was ever advertised.
Almost everybody knows that The Wade Fibre Needle Cutter is not alone the ORIGINAL, but
after all the most dependable Cutter on the market.
Obviously, "The Wade" gives better and longer service, as we use only the very best of materials
and workmanship that money can procure.
When you buy Fibre Needle Cutters — just use your own unbiased judgment, buy the original and
the best — and you will have no occasion to be sorry about it in the long run.
'•THE WADE"— A CUTTER WITHOUT A RIVAL IN APPEARANCE AND CONSTRUC-
TION, TRIED, TESTED AND PROVEN TO BE THE ORIGINAL AND THE BEST.
OUR MOTTO:
"Not how Cheap but how Good"
WADE & WADE, 3807 Lake Park Ave., CHicagO, 111.
136 THE TALKING MACHINE WORLD march is, 1920
The New Lyon & Healy
Wholesale Warehouse
717-725 South Desplaines Street
CHICAGO
Our enlarged facilities enable us to
carry, at all times, an extensive stock
of Victrolas, Victrola Records, Fibre
Needles, Fibre Needle Cutters, and
Victrola Supplies of all kinds. Prompt
shipments are assured
Only ten minutes from
freight terminals
Victrola Distributors
CHICAGO
March 15, 1920
THE TALKING MACHINE WORLD
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 135)
sales in the West, "and the cut-outs supplied
by us should be made the most of by every re-
tail merchant."
1,000 Hear Cheney Phonograph
- On Washington's birthday the doors of Mar-
shall Field & Co.'s retail store were thrown
open to school children of Chicago for a pro-
gram in honor of the country's first President.
There was a musical program in which the
Cheney talking machine played a prominent
part, over one thousand visitors hearing the
instrument.
Mrs. Anne Oberndorfer gave a talk on
"Music in the Time of George Washington,"
and there was distributed to each child a copy
of the song, "Beneath the Weeping Willow
Lane" by Frances Hopkinson.
World Phonograph Co.'s Annual Meeting
The annual stockholders' meeting of the
World Phonograph Co. was held February 26,
at which time a number of matters of consider-
able importance came up for discussion. Most
important of all was the action taken by the
stockholders in increasing the capital stock
from $100,000 to $500,000. This increase was
taken up entirely by the present stockholders
and is in accord with the World Phonograph
Co.'s policy of expansion.
The remarkable growth of this concern dur-
ing the past two years, combined with the cer-
tainty of continuance of the present market con-
ditions for some time to come, induced the
stockholders to make this move.
Ernest C. Cook, general manager of the World
Phonograph Co., states that as soon as possible
they will move into their new factory on the
South Side of the city, where they have secured
over 150,000 square feet of floor space in a
four-story building. "I see nothing ahead but a
continuance of the present remarkable business
for some time to come," said this gentleman.
"During the past Fall the demand for talking
machines increased to such an enormous extent
that practically none of the manufacturers have
been able to keep up with it. This has been so
with us. However, after a few more months this
concern expects to be able to take care of all
their dealers in excellent shape."
The stockholders of the World Phonograph
Co. comprise the following names: Frank
Baackes, vice-president and general manager
of sales American Steel & Wire Co.; Paul Dil-
lon, secretary Northwestern Barbed Wire Co.;
A. J. Harris, president Janesville Barbed Wire
Co.; J. P. Sherlock, president Illinois Nail Co.;
James Brown, president Brown Wire Fence Co.;
A. H. Lance, treasurer Simmons Bed Co.; Z. G.
Simmons, president Simmons Bed Co.; W. W.
Cooke, president Adrian Wire Fence Co.; P. L.
Carter, president Jackson Fence Co.; W. P. Her-
ron, treasurer Crawfordsville Wire & Nail Co.;
Frank E. Morton, manager acoustic depart-
ment American Steel & Wire Co.; Ernest C.
Cook, secretary and general manager World
Phonograph Co.; Karl Baackes, treasurer World
Phonograph Co.
New Wade & Wade Distributors
Wade & Wade, manufacturers of the Wade
fibre needle cutter, announce the following new
jobbers: Kraft, Bates & Spencer, Boston, Mass.;
Hoeffler Mfg. Co., Milwaukee, Wis.; E. R. God-
frey & Sons, Milwaukee, Wis.; Michigan Phono-
graph Co., Grand Rapids, Mich., and Cole &
Dunas Music Co., Chicago, 111. The business of
this concern has been increasing right along the
past few months and the Wade & Wade cutter
is now more in demand than ever before.
Buying a Phonograph
The little booklet published by the Brunswick-
Balke-Collender Co., entitled "What to Look for
When Buying a Phonograph," written by Henry
Purmort Eames, the famous concert pianist, lec-
turer and director of the Cosmopolitan School
of Music, has been attracting considerable at-
tention in the trade as a guide for prospective
purchasers of talking machines and contains
some very helpful and pertinent information.
Says Mr. Eames in the foreword: "Selecting the
proper phonograph is an easy matter for one
who knows definitely what to look for when
investigating the various makes. The following
pages outline in brief the vital points to be
taken into consideration in the purchase of such
an instrument." The first of the "vital points"
taken up by Mr. Eames is the matter of tone
reproduction. He explains the functions of the
record, the needle, the reproducer and the tone
amplifier, and tells prospective customers what
they should look for in each of these points.
Following this comes the motor, cabinet work
and finishes; then conveniences, such as the
automatic stop, the automatically balanced top
or lid, record filing systems and compartments
for the accessories. The matter of up-to-date-
ness is embraced at length, and, last and most
important of all, the manufacturer's reliability
and reputation is dealt with.
Inasmuch as the average talking machine pur-
chaser knows almost nothing about these in-
struments it will readily be seen that there is a
definite need for such a comprehensive little
booklet, and the fact that a concern publishes
such a booklet is an excellent sales argument
and confidence-inspiring point in its favor.
A pencil portrait of Mr. Eames at the piano
closes the talk.
An Interesting Ad
A recent advertisement by Lyon & Healy in
the Chicago newspapers, radically different from
the conventional ads and of great construc-
tive power, is headed "Here Is a Very Inter-
esting Statement." It is an excerpt from an
article which appeared in the Chicago Daily
News and deserves consideration:
"I would not willingly give up my own talk-
ing machine, which came to me as a birthday
present from my wife five years ago. Half an
hour of listening to Homer, Caruso or Paderew-
ski on the records rests me so thoroughly after
a day's work that I am ready to set to work
again — and often do. It matters not how tired I
(Continued on page 138)
Your Account With Us
au
Lateral
Cut
Lateral
Cut
Records
Will Be an Insurance Policy Against
EMPTY RECORD SHELVES LOSS OF CUSTOMERS
LOSS OF PROFITS
Record Dealers Reach the Acme of Wisdom
WHEN THEY STOCK UP WITH POPULAR HITS ON
No Waiting for Delayed Shipments When You Order From Us
MAGNOLA TALKING MACHINE COMPANY
711 Milwaukee Avenue
OTXO SCHULZ, President
CHICAGO, ILL.
138
THE TALKING MACHINE WORLD
March 15, 1920
NEWMAN BROS. PHONOGRAPHS
No. 2
Unusually pleasing in tonal qualities as well as in appearance.
Finish: Walnut, Mahogany, Oak Height: 50 inches.
Plays five 10-inch records. Noiseless in winding. Plays all records. Automatic stop.
Tone Modifier. Other special features we shall be pleased to point out.
You will be pleasantly satisfied with our line of phonographs.
For your convenience and because-of increased business, we have opened an office
and display rooms in the FINE ARTS BUILDING, CHICAGO.
jN>tnman Irna* (En*
Makers of New/nan Bros. Pianos, Players and Phonographs
ESTABLISHED 1871
OFFICES AND DISPLAY ROOMS: THE FINE ARTS BUILDING
410 SOUTH MICHIGAN BOULEVARD
CHICAGO
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 137)
am, the elixir of music puts new life into me.
My hearty wish is that everybody might simi-
larly benefit from music, and everybody would
if everybody but gave music a chance to exer-
cise its magnetic influence. Music in the homes
of all would mean a broader, happier life for
all. Of that I am convinced. Signed H. Add-
ington Bruce."
Following the above appeared the question in
bold-faced type, "Is Your Home Supplied With
Good Music?"
Another ad by Lyon & Healy occupying full
pages in the Chicago daily newspapers has been
productive of excellent results. It is entitled
"The Uses of a Victrola," and it lists all of the
possibilities of this instrument from dancing to
the learning of wireless telegraphy. Line draw-
ings illustrating some of the infinite possibili-
ties of this twentieth century instrument appear
around the borders of the page.
Victor Jobbers Coming
There will be a meeting of Victor jobbers
in Chicago on March 22 at the Sherman House.
The purpose of the gathering is for educational
work and there will be discussion of various
important matters now before Victor retailers.
Another similar gathering will be held at the
Knickerbocker Hotel in New York on March
25. Beth of these meetings will be for jobbers
only and it is expected that there will be a
strong attendance at both.
F. W. Clement Visits New York
F. W. Clement, manager of the Chicago Em-
erson office, returned to this city last week
after a ten days' visit to the Eastern head-
quarters of this concern. Mr. Clement was in
New York in connection with the bringing out
of the new Emerson talking machine. He was
highly enthusiastic over the result of his ob-
servations and predicted immediate success for
the line in the West. He expects to begin
receiving shipments of the new Emerson talk-
ing machines in time for the Fall campaign.
A visitor to the Emerson office during the
week was Peter G. Spitz, of the Carpenter
Paper Co. of Omaha, Neb. This concern is
jobber for Emerson records in the State of
Nebraska. There has been great demand in this
State for records during the past four months,
according to Mr. Spitz, and from present in-
dications it looks as though the demand would
continue for a month or more at least.
New Vitanola Signs
The Vitanola Talking Machine Co. has pre-
pared two very attractive electric signs for the
use of Vitanola dealers. The sign features the
name "Vitanola" prominently, as well as the
Vitanola slogan, "Natural as Life." The sign
in the daytime makes up an easily read attrac-
tive display and at night, when illuminated,
flashes its message in brilliant lights, as though
it were composed of numerous tiny bulbs. As
a matter of fact only two 25-watt lamps are
required to produce this effect, making the
maintenance relatively insignificant.
In a notice sent out to dealers regarding it,
the company says: "This sign is sold to dealers
at the cost price of $100, and it may be returned
to us for refund any time within four months
after receipt. Should you desire to avail your-
self of this opportunity to secure such excel-
lent advertising at so low a cost, the sign will
be shipped to you from the factorv at Spring-
field, Ohio."
Speaking of Difficulties
Regarding the difficulties of travel during the
past Winter an excerpt from a letter of H. H.
Michael, of the Chicago Talking Machine Co.,
to the Chicago office on January 28, 1920, con-
tains an interesting story:
"I was just fourteen hours going from the
Muskegon junction to Muskegon, Mich. About
midway between Fruitport and Muskegon
Heights our car, which was headed by a snow
plow, was unable to travel through a drift ap-
proximately five feet high. After waiting in
the car for a little over five hours, without food,
several others and myself attempted to walk to
Muskegon Heights. Another gentleman and
myself floundered around in cornfields and the
woods for about three hours before we could
get our bearings. In the meantime I lost my
folio bag with samples; however, I was able
to recover this the next day.
"This was the most unusual experience I
have had for some time, and after losing one
night's sleep, and having to work the entire
next day, I turned in boots and saddles last
night and slumbered for about twelve hours.
You no doubt will be glad to know that I
suffered no ill effects from being in the cold
and wet all night. However, it cost me just
six bucks to induce a farmer to get up in the
middle of the night and haul me into the Oc-
cidental Hotel at Muskegon."
$10,000 Shipment of Bamboo
The B & H Fibre Mfg. Co. have recently
received a $10,000 shipment of bamboo from
the Orient, containing some of the finest wood
for the manufacture of talking machine needles
ever secured by this concern. During the war
it was exceedingly difficult to get sufficient suit-
able bamboo as this was being utilized by the
Allies for tent poles, etc. Now, however, even
better material is being received than previous
to 1914.
The visitor to the manufacturing plant of
the B & H Fibre Mfg. Co.' who happens to
see the stockrooms in which this bamboo is
stored is astonished at the number, length and
diameter of the poles. All are from full-grown
bamboo trees, the type so difficult to obtain
and the kind which makes the hardest and best
fibre needles. Only full-grown stalks can be
used for this purpose, as it is age that hardens
(Continued on page 141")
1 TRANSFER NAME-PLATES |
I i
I We make the Transfer Name - Plates and Trade-Marks for • |
i the largest talking machine manufacturers in this country and ;5
u-' for dealers in every state. h
|? '
gji YOUR NAME, Mr. Dealer, on every machine brings the owner If
ti back to you or records and his friends to you for a machine. |
B«{ Samples, Suggestions and Sketches Furnished Free M
THE MEYERCORD COMPANY, CHICAGO j
ft Largest Manulacturers of jflOlVI /\ ]\f f j\ Transfer Name-Plates
l_ . . . _ J
March 15, 1920
THE TALKING MACHINE WORLD
139
One of the 250 Machines Turned Out DAILY by the
WORLD PHONOGRAPH CO.
Manufactured by this Company Under Exclusive Patents
"FROM THE LUMBER TO THE COMPLETE INSTRUMENT"
The World Phonograph Company is one of the few manufacturers making their own product
in their own factories throughout, thus insuring to their dealers consistent high quality
WORLD PHONOGRAPH CO. 736 TILDEN ST., CHICAGO
140
THE TALKING MACHINE WORLD
March 15, 1920
rHA
THE Models we shall put out during
A 1 920 will in no essential differ from
the very successful Hiawathas of 1919.
The 1920 line comprises five models.
They are built and sold on the one basis
of Quality ; the basis on which Hiawatha
prestige and commercial success have
been founded.
HIAWATHA PHONOGRAPH COMPANY
Offices 209 South State Street, CHICAGO
March 15, 1920
THE TALKING MACHINE WORLD
141
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 138)
that particular outer sheathing of the bamboo
which plays the most important part in talking
machine reproduction.
Increase Federal Phonograph Co. Stock
The capital stock of the Federal Phonograph
Parts Co. has been increased to $100,000, ac-
cording to statements given out by officials of
this company. The National Cabinet & Fixture
Co., whose plant was acquired a few weeks ago
for the manufacture of Federal talking ma-
chines, has taken stock in the new concern.
Charles Hasterlik is president; Mathias Bingen,
vice-president, and H. Siegel, secretary and
treasurer. The name has been changed from
the Federal Phonograph Parts Co. to the Fed-
eral Phonograph Co., under which name they
have already undertaken the manufacture of a
number of new styles.
Six Best Sellers
Record sales have been unusually good dur-
ing the past two weeks. Both the popular "hits"
and the more standard numbers have enjoyed
excellent sales.
The six best sellers in Victor records have
been: "I Might Be Your Once-in-a-While" and
"You Are Free"; "You'd Be Surprised" and
"Keep Movin' "; "That Tumbledown Shack in
Athlone"; "Mystery" and "Oh!"; "Rienzi Over-
ture, Parts One and Two"; "Apple Blossoms"
and "Carolina Sunshine."
Edison: "I Want a Daddy" and "Nobody
Ever"; "It Is Well With My Soul" and "Oh, for
the Wings of a Dove"; "Bye-Lo" and "Hearts";
"Freckles" and "Sipping Cider Thru a Straw";
"Lucille" and "Pretty Little Rainbow"; "Float-
ing Down the Monongahela" and "Let the Rest
of the World Go By."
Columbia: "Dardanella" and "The Wildflower
Waltz"; "Just Like a Rose" and ' "Where the
Lanterns Glow"; "The Moonshine on the Moon-
shine" and "Somebody"; "Nobody Knows" and
"Wonderful Pal";. "Oh!" and "Barking Dog";
"In Your Arms" and "Just Like a Gypsy."
Okeh: "Little Girls, Good-Bye!" and "Just
J. E. ROBINSON
ESTABLISHED 1879
TEL. HARRISON 420
M. J, DECKER
Robinson The Plater
g ^ KQfofd our gpoctaffy WMI
500 W. VAN BUR EN STREET ^^^^^
Chicago
Our newest finish, mahogany
and oak to match your cabinet.
Send us samples and let us
show you these new finishes.
Like the Rose"; "Floatin' Down to Cotton
Town" and "Lucy"; "When It Comes to Lovin'
the Girls" and "I Don't Want a Doctor"; "Baby
Love" and "Sunny Weather Friends"; "Pick-
aninny Blues" and "When Two Hearts Dis-
cover"; "Fast Asleep in Poppy Land" and "Yel-
low Dog Blues."
Emerson: "Dardanella" and "Make the Trom-
bone Laugh"; "Come on and Play Wiz Me, My
Sweet Babee" and "All the Boys Love Mary";
"My Isle of Golden Dreams" and ""Bubbling
Over"; "Fast Asleep in Poppy Land" and
"Myra"; "When It Comes to Loving the Girls"
and "Give Me the Sultan's Harem"; "That
Naughty Waltz" and "Little Blue Devil."
Brunswick: "Echoes" and "Just Like a Rose";
"Nobody Knows" and "Come to the Moon";
(Continued on page 143)
COVER BALANCE No. 1
Two Patents Dec. 9, 1919— One Patent Dec. 12, 1916, and
Others Applied for
Chicago Hinged Cover Support
and Balance Company
TELEPHONE PROSPECT 250
2242-44 W. 69th St.- CHICAGO, ILL.
READ THIS
A cover balance is not a piece of hardware that can be applied to a
talking machine cover in most any way and work fairly well. Ow-
ing to the different sizes and weights of covers and the different
ways of making cabinets the sizes of springs and direction of pull
must vary so it becomes a problem in engineering to design a sup-
port which will act properly on your machine.
We furnish diagrams and if you are a manufacturer and will give
us the proper information: —
We will design a balance which we guarantee will work satisfactor-
ily on your machine.
We will furnish you a sample to try.
We will furnish a blue print showing how to apply correctly — -AT
NO COST TO YOU!
When a balance is applied at one side, as it is in most cases, there
is a tendency to warp or twist the cover so it will stand open on
one corner.
We have overcome this trouble so that if our support is applied ac-
cording to our blue prints
OUR BALANCE WILL NOT WARP THE COVER
NOTICE OUR TOP CONNECTION, WHICH ADJUSTS ITSELF
TO ANY BEVEL WITHOUT BENDING!
142
THE TALKING MACHINE WORLD
March 15, 1920
»»
CRITICS SAY:
Most important improvement in Phonographs during recent years
»»
PHONOGRAPH manufacturers have long
realized the utter inadequacy and deficiency
of the present so-called tone modifier, which
merely muffles or chokes the sound at entrance to
tone chamber. Tonal vibrations are retained within
limits of arm, causing excessive vibrations, with their
resultant distortion of sound waves, harsh and in-
distinct tones.
NOW THE BLOOD MUTE ELIMINATES all the ob-
jectionable features of the "choker" device, and makes
possible perfect sound reproduction, which can be modi-
fied to a softness and clearness that are really remarkable.
Retains high tonal quality of BLOOD reproducer.
HERE'S WHAT THE "BLOOD" ACCOMPLISHES:
Perfect regulation of volume while the record is
being played, without in any way changing char-
acter of tone.
Enables you to build tone chamber flush with mo-
tor board and makes possible air-tight tone cham-
ber construction.
Eliminates "choker" device and reduces manu-
facturing costs.
Gives you a phonograph of unexcelled tonal
quality.
NO OTHER REPRODUCER HAS IT
SHOWING BLOOD MUTE
Designed and patented by Burr Blood and used exclusively in the
BLOOD TONE ARM AND REPRODUCER
JEWEL PHONOPARTS CO.
59 E. VAN BUREN STREET
CHICAGO, ILL.
March 15, 1920
THE TALKING MACHINE WORLD
143
WE WISH TO ANNOUNCE A COMPLETE LINE OF STRICTLY HIGH GRADE
UPRIGHT AND CONSOLE
TALKING MACHINES
WHICH ARE NOW AVAILABLE FOR
Immediate Delivery
The acquisition of increased manufacturing space permits us taking on addi-
tional representation in localities where dealers are not already handling our machines.
These instruments are built up to a standard designed to meet the keenest
competition and to win the approval of the most discriminating customers. They
are masterpieces of the cabinet-maker's art and in tonal qualities are second to none.
Write for Our Proposition
Federal Phonograph Co.
CHICAGO, ILL.
FACTORY ADDRESS OFFICE ADDRESS
1458-1464 W. KINZIE ST. 8 S. DEARBORN ST.
Tel. Haymarket 168 Tel." Central 2025
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 141)
"Patches" and "Swanee"; "Romance" and
"Karavan"; "Where the Lanterns Glow" and
"Lucille"; "You'll Be Sorry" and "Fluffy Ruf-
fles."
Empire: "On the Trail to Santa Fe" and "Ting
Ling Toy"; "Wait Till You Get Them Up in
the Air, Boys" and "You Ain't Heard Nothin'
Yet"; "In Your Arms" and "Dreamy Amazon
Waltz"; "Nobody Knows and Nobody Seems
to Care" and "My Baby's Arms"; "Darda-
nella" and "You'd Be Surprised"; "Pee Gee
Blues" and "Sensation."
New Empire Model
The Empire Talking Machine Co. announces
that its model XC, retailing at $110, has been
superseded by another model, retailing at the
.same price, but of a much more artistic and"
elaborate cabinet design. The XC is one of the
most popular Empire models, selling second
only to the model B. A sixteen-page folder
has been prepared, listing all of the models,
including the new XC type.
The trade will be interested to know that
J H. Stiff, Southern traveling representative,
whose headquarters are at Atlanta, Ga., is again
out visiting the Empire trade. Mr. Stiff was ill
for a month and a half, confined to his home,
but is now entirely recovered.
The Empire Talking Machine Co. announces
a new Coast jobber. Louis Merke, prominent re-
tailer of San Francisco, is the concern. Mr.
Merke has been retailing for the Empire for
quite some time and has built up an excellent
business in San Francisco.
Tono-Graf Expands
The Tono-Graf Corp., following upon its at-
tainment of increased production in its Rock-
ford plants, has secured jobbers for Tono-Graf
instruments in the Far West, Meyers & Swartz
Co. being appointed to this position. They
will handle the Tono-Graf in the States of Cali-
fornia, Washington and Oregon. This concern
is manufacturers' agent for a number of prod-
ucts on the Coast.
Side Lines for Dealers
The Cole & Dunas Music Co., of Chicago,
is adding a line of ukuleles and Hawaiian
guitars and other stringed instruments to its
monthly bargain bulletin. "It is our belief,"
said Mr. Dunas, "that the majority of dealers
are neglecting a wonderful opportunity for ad-
ditional profits in side lines. The talking ma-
chine dealer can very appropriately handle
piano merchant proper. There is quite a de-
mand for ukuleles and other small goods at the
present time, and there is no reason at all why
the talking machine man cannot supply this
demand. Particularly is this true for the Spring.
The Spring trade tends very much along these
lines and right now there is a big opportunity
for the sale of Spring instruments."
Recently changes were effected in the Cole
small musical merchandise just as well as the
(Continued on page 145)
Repair Parts
For All and Every Motor
That Was Ever Manufactured
We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.
Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.
Expert repairing on all makes of phonographs
and motors.
tNCORPORATE.-y UNDER THE
LAWS OF ILLINOIS
SUCCCSSO
Standard Talking Machine Co.
United Talking Machine Co.
Harmony Talking Machine Co.
O'Nelll.Jamee Co.
Arelino Co.
^H^hGra<^Teffimd Machines. DVcT&coids,
Talking Machine Supplies, Ete
227-229 W. Washington St., Chicago, 111.
TRADE MARK
'CONSOLA"
144
THE TALKING MACHINE WORLD
Maech 15, 1920
Phonographs
Jobbers !
Read This
Announcement
The WILSONIAN PHONO-
GRAPH SALES CO., 501 Orear-
Leslie Bldg., Kansas City, Mo.,
has been appointed Western Rep-
resentative of the WILSONIAN
for the states of Missouri, Kan-
sas, Oklahoma, Iowa and Neb-
raska.
For the South, the sales of the
WILSONIAN will be handled by
the SOUTHERN TALKING MA-
CHINE DISTRIBUTORS, Bir-
mingham, Ala.
We have worked out a new sales plan under which WILSONIAN Jobbers will
find themselves in a distinct class by themselves.
It has so many advantages that even the veteran jobber will read our offer with
the smile that won't come off.
We know you, Mr. Jobber, and we'll prove it by telling you that there are THREE
things which you must absolutely have before your business in phonographs can
reach the point where you will be satisfied with progress. They are—
First: A phonograph of proved and admitted physical quality, tonal excellence,
in short, one with the "class" people associate with machines which are old-timers
in the market and which have been boosted into their present prominence by
tremendous advertising campaigns costing millions of dollars.
Second: You must get deliveries to enable you to satisfy red-hot demand and
make quick turnovers.
Third: You must get a range of profit which will make every sale count heavily
in your favor- — a really worth while profit.
It will take you one minute, actual time, to fill out the COUPON below. Mail it
in to us at once for this new plan which we know will get to you because you won't
be prepared for what we have to propose. Do it NOW.
We want to assure you, in all seriousness, that this is a rare opportunity which
well merits your immediate follow-up for this special information it contains,
whether you accept the plan or not. Fill out the COUPON and MAIL TO-DAY.
x\ /t\ n
Thos. E .Wi lso n & Co.
W V7
701-709 North Sangamon St., Chicago
COUPON
THOS. E. WILSON & CO., Chicago.
Gentlemen: — Please mail me at once your unique WILSONIAN plan for Jobbers referred
to in (lu- March issue of Talking Machine World.
Name
Address
Immediate Deliveries of All Orders
March IS, 1920
THE TALKING MACHINE WORLD
145
YES, THIS IS
&7ie
QUALITY FIRST
THE PERFECT EDISON ATTACHMENT
WE CAN PROVE IT— IF YOU WILL SAY —
"Send sample on approval" or ask your jobber
Retail Price, Nickel Plated, $8.50 Highest Grade Gold Plating $12.50
The New ORO-TONE Safety Point Steel Needle Now Ready
Sample Thousand 60 Cents
Mfrs. of highest grade tone arms, reproducers, attachments for phono-
graphs for playing all records. Diamond and jewel point needles, motors,
supplies, etc.
ILLUSTRATION SHOWS THE ORO-TONE ATTACHED
*m i"i"Hiijitfj|,l (i» 1
Successors to COMBINATION ATTACHMENT CO.
1808-10 IRVING PARK BOULEVARD, CHICAGO, ILL.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 143)
& Dunas offices whereby they have secured
much-needed room for the clerical force. The
latter has been increased slightly and it is the
intention to render more immediate service to
their many dealers. Cole & Dunas' most re-
cent and conspicuous addition to their catalog
has been a console phonograph of the Queen
Anne type, which is described at length in the
new bulletin which will be issued on the 15th.
A New Type of Instrument
An instrument designed to meet an entirely
new trade demand is that recently placed on
the market by the Vit Talking Machine Co.
Feeling confident that in the past there has
been definite need of a machine of the cabinet
type, slightly smaller and less expensive than
the conventional, yet more desirable than the
table models, this concern has produced the
"Vit," standing 32 inches high and equipped
similarly to the regular cabinet talking ma-
chines. Although this instrument is sufficiently
different from the usual types to be in the
nature of an innovation, sales tests in retail
establishments have already indicated that it is
destined to no inconsiderable success. The ma-
chine has been placed on exhibition in a num-
ber of retail store windows and has been found
to be quite an attraction if only by reason of
its novelty. Buyers of two special kinds seem
to make up the majority of its customers: those
who cannot afford the more expensive types
and a wealthier class who already own talking
machines but want another instrument which
can easily be moved about from one part of
the house to another. Strangely enough, one
of the first sales of this machine was to one
of Chicago's wealthy residents on the Lake
Shore drive, who desired it for just this pur-
pose.
C. B. Emmert is president of the concern
and the other officers are: A. J. Carter, vice-
president; W. I. Spitler, secretary. The "Vit"
factory is located on the northwest side of the
city, and production is already well under
way. The company is also manufacturing a
line of record filing cabinets for dealers, con-
structed sectionally to permit of additions from
time to time.
Sales Increase 50 Per Cent
E. D. Sanford of the W. W. Kimball Co.,
Pathe dealers of this city, reports that record
sales have increased fifty per cent. Mr. San-
ford attributes this remarkable increase largely
to the use of the special Pathe window displays
each month. The Kimball Co. is a consistent
weekly advertiser on the music pages of the
Chicago dailies.
Nearly Million Dollar Trade in January
That the talking machine industry is taking
(Continued on page 147)
SEND US YOUR ORDERS
for the new ^lateral cut Okeh Records
OKsL
Records
Write for Complete Catalog
feature the latest
and best vocal and
dance hits and
they are a quality
record in every
way.
New Releases Ready Now
12-20 NORTH MICHIGAN AVENUE, CHICAGO
146
THE TALKING MACHINE WORLD
March IS, 1920
Our Record
Sales Plan
is designed to give you service and
cooperation and help you sell records.
This plan is unique with us and repre-
sents a sincere effort on our part not
only to sell the dealer records, but to
sell him the best records and also to
help him turn them into profits.
Records
are of such a high quality that we feel
justified in giving them this backing
and we believe you will be justified
in pushing the sales of this record
because it will make money for you.
Complete Catalog Now Ready — New Releases
CONSOLIDATED TALKING MACHINE CO.
227-229 WEST WASHINGTON STREET, CHICAGO, ILL.
March 15, 1920
THE TALKING MACHINE WORLD
147
Manufacturers, Assemblers, Jobbers and Big Dealers,
let me help you solve your problems of buying and
selling phonographs. My selling cost is the lowest
of any agency in America.
Cabinets only will be furnished to big users at a guaranteed
saving of 10%.
Line No. One: A line of cabinets 48" high, ranging in
price from $25.00 to $35.00.
Line No. Two: 50" cabinets in Golden Oak and Ma-
hogany, ranging in price from $35.00 to $37.50.
Will furnish you Cabinets at the lowest cost of production
and install your motors and tone arms for you at a very small
cost; furnish you motors and tone arms at factory cost.
Samples will be sent to well-rated jobbers and assemblers on
request.
I have a selling plan which has been tried and is as nearly
100% as we can make it. My selling plan is furnished free
to my clients.
A WORD TO MANUFACTURERS OF CABINETS: If
you are now spending 10% to 25% on your sales, let me
do it for you — and I will guarantee to sell your cabinets at
5%, or less. I will carry the accounts; finance the sales and
can refer you to the leading bankers and manufacturers as to
my financial standing and ability. Address
NAT KAWIN, The Phonograph Man
316 South Wabash Avenue - Chicago, 111.
Director of Sales, Great Eastern M'f'rers' Co. and Associate Factories
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 145)
a new stride is evidenced by the business that
was booked in January by the Krasberg Engi-
neering & Mfg. Corp., whose output consists
of motors, tone arms and reproducers. W.
Magill, sales manager, has good reason to be
enthusiastic, for the January orders come close
to a million dollars.
Mr. Magill attributes^ this remarkable show-
ing to the greater stability in the talking ma-
chine industry and the realization on the part
of manufacturers that motors and other phono-
graph equipment must be of the very highest
quality in order to place their machines in the
quality class. On the other hand the public is
more discriminating and is beginning to inquire
into the mechanism of talking machines. The
heavy advertising carried on by the record
manufacturers particularly is directing much
attention to the phonograph and the public is
buying as never before.
The new enclosed Krasco motor, which was
the sensation of the New York show, and the
Sterling reproducer and tone arm afford the
opportunity to the manufacturer of a high-class
machine to install mechanical equipment com-
mensurate with the beautiful cabinets which are
now being offered the buyer of talking ma-
chines.
Piano Club Dinner
The annual dinner of the Chicago Piano Club
was held on the evening of March 3 at the
Hotel Morrison in the Cameo Room. There
was quite a strong representation of talking
machine men present, in fact, more than in any
year previous, a number of phonograph men
having joined during the past twelve months.
The Piano Club is more or less of a social
organization where men interested in the music
industries can get acquainted with each other.
The annual dinner is the principal affair, but
regular noonday luncheons are held in the
Stratford Hotel during the week. Some very
important business and excellent entertainment
were on the program at the dinner. There were
dancers and an Hawaiian troupe to amuse the
diners, as well as a humorous sketch of a mock
retail sale. This was staged by Eugene Whelan,
retail manager of the Kimball Co., acting the
part of salesman, and George M. Hall, a prom-
inent booking agent, the customer. Madame
Sturkow-Ryder took part as the artist demon-
strator.
By far the most important feature of the eve-
ning was a talk by Frank E. Morton, of the
American Steel & Wire Co., on plans of the
{Continued on page 151)
"Guesswork Won t Do"
The ACME allows a test with the
drag of the needle throughout the
length of the record.
The
Acme Speed Indicator
— is precision made.
— clears the tone aim.
— 1 ocates motoi
troubles,
—registers 78 and 80
"The repairman's stethoscope." revolutions.
Made by
Acme Engineering & Mfg. Co.
1622 Fulton Street CHICAGO
WE ILLUSTRATE THE
"Handy" Dome Clamp
Quick action for clamping domes and
frames on Talking Machine Cabinets
Write for Catalogue of clamping machines for
Cases and for all purposes.
VENEER PRESSES AND CLAMPS
HANDY MFG. CO.
27 E. Madison St., Chicago, 111.
AMBEROLA SERVICE
As the Edison Cylinder
products are not controlled
by zone system, dealers
anywhere can take ad-
vantage of LYONS'
SERVICE, which is ef-
ficient, skilled, and up-to-
date.
Contrary to the general
impression, the cylinder
line IS NOT A THING
OF THE PAST. It is ab-
solutely the best value of-
fered the public today.
J. I. LYONS
17 W. Lake St. Chicago
148
THE TALKING MACHINE WORLD
March 15, 1920
We announce with pleasure
the appointment of MOELLER-
WATERS, Inc., Lyon & Healy
Building, Chicago, as our exclusive
selling agents to whom we refer all
inquiries concerning the
ROBERTS ELECTRIC
PHONOGRAPH MOTOR
March 15, 1920
THE TALKING MACHINE WORLD
149
I
The ^PROVEN WORTH" of the 1
ROBERTS ELECTRIC
PHONOGRAPH MOTOR
is clearly evidenced by its satisfactory per-
formance in the higher grade phonographs
during the past three and one- half years.
Because of increased production, it is now
possible to offer to other manufacturers this
highly efficient and dependable motor.
A request for a ROBERTS ELECTRIC
PHONOGRAPH MOTOR to test in your
own laboratories will meet with an imme-
diate response.
"Beyond the experimental stage"
Moeller-Waters, Inc.
(Sole Selling Agents)
Lyon & Healy Building,
150
THE TALKING MACHINE WORLD
March 15, 1920
The Only Complete Line
Selling U. S. Music Rolls Through
Talking Machine Jobbers and Dealers
Practical and Profitable Because —
1.
2.
3.
4.
5.
6.
Small Investment Required.
Established Market.
Large Volume of Business.
Small Variety Carried.
No Selling Expense.
Quick Turnover.
Why It Will Pay Jobbers and Dealers
To Sell U. 5. Music Rolls
1.
2.
3.
4.
Intensively and Extensively Advertised.
Service — 48 Hour Shipments of All
Goods Ordered.
Intelligent Co-operation.
More Than 1 5 Years' Exclusive Player-
Music Roll Manufacturing Experience.
Focus your sales efforts on a line that
is 100% salable and 100% available.
Music Rolls Become Staple.
Some conspicuous successes have been won in a short time, in the
distribution of player piano rolls, by wholesalers of phonographs and
supplies. Last week a new department of this character showed for
its Eastern owner several hundred retail accounts exclusively granted
to his line and he said he would be asleep if he did not push it over a
thousand before the new year. A Middle Western supply house that
employs a man to call upon many dealers in the rural district with
records alone added music rolls to his stock in trade with a gain of
over $900 weekly to the business from that source, without a cent ad-
ditional investment to get it. For some months a single brand of
"oils has sold phenomenally in all the Eastern wholesale houses of a
record line.
The jobber's margin in player rolls is very substantial, particular-
ly in view of the fact that he is almost certain to be subjected to no
missionary expense in the bargain. A definite consumer demand has
been created both by the national sale of player pianos and the na-
tional advertising and the Gtore-display services of the music rail
houses. Player rolls are universal; any player piano plays all the
parchment on the market.
The staple character that these influences have given to the
music roll sells it by name on demand, without demonstration. This
is the reason why talking machine dealers, who are daily getting
farther and farther away from even unnecessary record demonstra-
tns, buy and sell player piano music.
Reprint of editorial in Oct. 8th issue of the
Phonograph and Talking Machine Weekly
U. S. MUSIC COMPANY
CHICAGO
Manufacturers
U. S. A.
DISTRIBUTED BY
G. SOMMERS & CO. COLE & DUNAS MUSIC CO.
PARK SQUARE, - - ST. PAUL. MINN. 54 W. LAKE STREET, CHICAGO. ILL.
IRWIN PAPER COMPANY WALTER S. GRAY CO.
MAINE AND THIRD STREETS, - QUINCY. ILL 942 MARKET STREET SAN FRANCISCO. CAL
March 15, 1920
THE TALKING MACHINE WORLD
151
? ? ?
WHY
Mr. Dealer
Are Your Com-
petitors Selling
So Many
Phono-Grands
? ? 7
Simply Because'They
Know That
PHONO-GRAND
Fills a Long Felt Want
This little compact combina-
tion of a splendid Phonograph
and an electrically controlled
Reproducing Piano is just the
thing for ice cream parlors,
restaurants, cafes, etc. It fits
in nicely and takes up no more
room than an ordinary talking
machine.
Want particulars? Write today
J. P. Seeburg Piano Co.
419 W. Erie St. Chicago, 111.
FROM OUR CHICAGO HEADQUARTERS
{Continued from page 147)
club for salesmen's conferences. Retail phono-
graph and piano salesmen of Chicago are to
have the opportunity of attending a series of
educational meetings, which will be found of
great value to all. To put the matter in the
words of Mr. Morton, "Every retail salesman
has a closing argument which he believes to
be the crowning argument in making a sale.
It will be found that all salesmen or at least
most of them have a different viewpoint upon
what constitutes their best closing argu-
ment. Now, when we get the salesmen together
in a conference, and hear the different best ar-
guments of each salesman, why, then, every
salesman present is bound to benefit thereby."
It will readily be seen that such a series of
gatherings will be of intense interest to phono-
graph salesmen. Mr. Morton announced that
it was not necessary that a salesman be a mem-
ber of the Piano Club in order to attend the
conferences, the first of which was held on Fri-
day evening, March 12, in the Continental Bank
Building.
To Be Married
A little romance all of its own has been de-
veloping over at the Talking Machine Shop,
and now we hear that Frank Johnson, manager
of the record department, is to be married to
Helen Steging, cashier. Mr. Johnson started
working with the Talking Machine Co. nine
years ago and has been with this concern ever
since with the exception of the period during
the war, when he was in the army and over-
seas.
Wiswell at Atlantic City
L. C. Wiswell, manager of the talking ma-
chine department of Lyon & Healy, spent about
ten days in the East during the early part of
the month. While at Atlantic City he was so
unfortunate as to contract a slight touch of
influenza.
Mr. Wiswell, in addition to managing one of
the biggest retail and wholesale Victor busi-
nesses in the country, has added to his many
duties the general managership of the Lyon &
Healy player roll department. He has begun by
securing Kirby Tallmadge, the well-known com-
poser and former manager of the player roll
department of the Baldwin Piano Co., as retail
manager of Lyon & Healy player roll depart-
ment.
Dance by Wireless
A recent folder issued by the Brunswick-
Balke-Collender Co. tells of dance music trans-
mitted by wireless over a distance of 400 miles.
A quotation was given from Chicago daily
papers from which we excerpt as follows:
"Experiments now being conducted by Lieut.
Elias, officer in charge of the navy wireless
station in the Transportation Building, showed
that phonograph music can be sent 400 miles
without losing a perceptible amount of strength.
The trials are conducted in conjunction with the
Brunswick Phonograph Co., who are furnish-
ing the records, and are said to be a success,
the sounds being clearly heard at all the sta-
tions within a radius of several hundred miles
of the city."
Returns from Florida
F. S. Spofford, Chicago retail representative
of the Sonora phonograph, returned to Chicago
early in March, after a five weeks' stay in
Florida. Mr. Spofford has a Winter home at
Sarasota, Fla., where he enjoys himself an-
nually.
Make Only Phonographs
J. Addison Warren, Jr., of the Manophone
Corp., Adrian, Mich., was in the city recently
and reported that this concern had eliminated
the, manufacture of pianos entirely to <?ive over
all of their facilities to the making oi talking
machines. It is expected that an inci eased out-
put of 50 to 100 per cent of these instruments
will result.
New Smith & Barnes Manager
Fred Firestone, formerly manager of the city
{Continued on page 153)
Announcing the
New 1920 //?*/>
MANUFACTURE!} BY
Pi AYERPH0NE TALKING MACHINE CO.
aZXf£- CHICAGO. **gg&mt.
To
Playerphone* s
Dealers and Friends •
Watch our big national
advertising campaign
beginning in the Literary
Digest during April.
Other national magazines,
to be announced later,
will be included in our
campaign for your benefit
from May 1 920 onwards.
For tone, quality and beauty, Play-
erphone stands in a class by itself.
Eleven models of original and beauti-
ful design. Plays all makes of records
perfectly.
Merchants who are looking for a
thoroughly high-grade phonograph
with original and exclusive features
at the right price will do well to.
communicate with us directly or with
any of our jobbers.
SOME DESIRABLE JOBBING
TERRITORY STILL OPEN
Manufactured by
PLAYERPHONE TALKING MACHINE
COMPANY
338-352 N. Kedzie Ave.,
Chicago, 111.
152
THE TALKING MACHINE WORLD
March 15, 1920
UNIVERSAL
The Motor You Will Eventually Adopt
Investigate the Universal.
See today's motor.
Study its past history.
Be guided by fundamental facts in
your selection of a motor.
Leave sentiment to other purposes.
Let this be your attitude when you
consider the Universal.
Universal Motor "A-5"
dfflagS ■ ..-in
The Universal Speed Regulator
The Universal Turn Table
Manufacturers of
MOTORS
TONE ARMS
AUTOMATIC STOPS
NEEDLE CUPS
NEEDLE CUP COVERS
NEEDLE RESTS
Samples and Prices on Request
Universal Motor "A-6"
Universal Stamping and Manufacturing Co.
Main Offices and Factory
1917 to 1925 So. Western Avenue . Chicago, 111.
NOTE: The Universal Stamping and Manufacturing Co. hat established an
EASTERN DIVISION AT WILLI AMSPORT, PA.
—
March 15, 1920
THE TALKING MACHINE WORLD
153
THE IRONCLAD ESST
A large and favorably known phonograph manufacturer —
one that has tried and used every known make of motors —
has just completed a test of the IRONCLAD Enclosed Motor.
His mechanical experts have pronounced it
The quietest running motor —
The motor without vibrations —
The smoothest releasing of springs — eliminating all spring kick-
The easiest taken apart and reassembled —
The only motor which played its rated capacity.
They
best
wanted
the
They have
adopted the
IRONCLAD
CHICAGO OFFICE
108 W. LAKE STREET
SAN FRANCISCO OFFICE
320 MARKET STREET
Arthur C. Ioas
Similar
tests
will
ESTABLISHED 1884
Cherington Mfg. Co.
Main Office and Factory
Waukegan - Illinois
convince
you
NEW YORK OFFICE
51 EAST 42nd STREET
D. R. Doctorow
CANADA
ARTHUR K KEMPTON
MONTREAL
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 151)
sales department of Lyon & Healy, has re-
signed his position to accept the managership
of the Smith Piano Co., retailers on Wabash
avenue. This concern handles the Columbia
talking machine and records, and has recently
considerably extended this department.
Mr. Firestone has' had extensive experience
in the music business, starting as a piano sales-
man with the Cable Company, in whose em-
ploy he remained for a period of three years.
He then made connections with the F. J. Smith
Piano Co., where he remained for eleven years,
after which he went to the Coast and joined
the sales department of the Eilers Music Co.
After this he was with Grinnell Bros., Detroit,
and later, in 1915, he took charge of the city
sales department of Lyon & Healy. Mr. Fire-
stone's many friends wish him success in his
new position.
Now Exclusive Victor Store
The piano stock of the Geo. P. Bent Co., con-
sisting of uprights, players and grands of Bent
make, together with some instruments of the
J. & C. Fischer line, has been sold and Charles
and Harry Bent have arranged to conduct an
exclusive Victor retail store at the old stand.
The new store will be known as the Music Shop.
Success With Record Albums
Probably many of the Western trade have met
Miss B. Rogers, who is the traveling representa-
tive for the Boston Book Co., manufacturers of
talking machine record albums. Miss Rogers
bears the distinction of being one of the most
capable sales persons in the record album line,
she having closed five of the largest contracts
with the five largest talking machine concerns.
Miss Rogers' sister, Mrs. Lily. Gelbspan, is
vice-president, secretary and treasurer of the
Boston Book Co. and
one of the chief workers
of this organization. The
capacity of the two
plants of the Boston
Book Co. is soon to be
ten thousand albums
per day. Quite some
record, n'est-ce pas? But
this is not surprising in
view of the merits of
this product, which has
won the favor of a host
of talking machine deal-
ers and talking machine record users through-
out the United States.
Business in all lines of supplies for talking
machines is very active in the Chicago terri-
tory, and the prospects are excellent.
Miss B. Rogers
Ml
IMIIllMI[1»mJIIIWhlllHlltilH».»IMHMIHrHIIHIIHiHIIHinmilHlffllllMMrm
CThe Superior Lid Support
^ J\. Spring Balance that Does Hot IDarp the Lid
Tlo Pull on the Lid when Doum
Ji mere touch of the finger lifts or closes the lid,
which stops at anu point desired
Sample— tlickel ?5c— Qold $1.00
Prepaid anuiuhere upon receipt of price. Submitted on approval, subject to return
iDithin a reasonable time, in ujtuch euent the full price unll be refunded
Quantity Prices Quoted on Application
§j Baruhart Brothers & Spindler
lllonroe and Throop Slreets, Chicago, Illinois
Patented
December 1919
154
THE TALKING MACHINE WORLD
March IS, 1920
v
V
s
Style 540
Style 620
Period Style 14Q5
Distribution and Service for the
NEW VOCALION RECORD
(Lateral cut for all Standard Machines)
ana the
AEOLIAN -VOCALION
The Aeolian Company of Chicago
529 South Wabash Avenue
( wholesale only) is equipped to supply the trade
with instruments and records and to furnish com-
plete advertising and other branches of service
THE establishment in Chicago
is a branch of The Aeolian
Company in New York.
Dealers will appreciate the advan-
tage of direct contact with the
manufacturers which this gives
them.
The production of the new
lateral-cut Vocalion Record is one
of the most important events of
recent years in the phonograph
industry. This record may be
played on all standard phono-
graphs and possesses the marked
musical superiority that distin-
guished the original hill and dale
Vocalion Record.
Aeolian Service is famous in the
music trade. Coupled with the rec-
ognized supremacy of the Aeolian-
Vocalion and Vocalion Record it
makes representation of these
goods the most valuable franchise
in the phonograph industry.
Address ail communications to
THE AEOLIAN COMPANY
529 South Wabash Avenue, Chicago, 111.
March 15, 1920
THE TALKING MACHINE WORLD
155
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 150)
PIONEER IN THE "TALKER" FIELD
The Achievements of L. P. Valiquet Constitute
a Veritable History of the Industry — Now
Associated With the Krasberg Engineering &
Manufacturing Corp. — New Enclosed Motor
Chicago, III., March 4. — A birthday was cele-
brated by a pioneer in the talking machine in-
dustry early last month, to be exact, February
6. On that day L. P. Valiquet, consulting engi-
neer and talking machine expert of the Krasberg
Engineering & Manufacturing Corp., recorded
bis sixty-fourth anniversary and received the
congratulations of his many friends.
Few men connected with the talking machine
industry to-day have had such an extensive and
varied acquaintance through so long a period of
time as has Mr. Valiquet. He started his ex-
periments as early as 1896 with a disc talking
machine. Throughout twenty-five years of re-
search and invention he has studied and im-
proved the various appurtenances to a talking
machine and as his latest achievement, being the
result of two years' experimentation, he has
produced the new Krasco enclosed motor. He
looks upon this motor as the culminating prod-
uct of his years of work and takes a pardonable
pride in this latest of his accomplishments.
The history of L. P. Valiquet is one of in-
tense interest to everyone connected with the
talking machine industry, and particularly so
to those who can trace back their knowledge
of the trade ten or fifteen years. Previous to
his work on the disc talking machine he carried
on experiments with music boxes operated with
slot devices, and is said to have made the first
American music box.
A brief outline of Mr. Valiquet's experience
follows: In 1886 he associated himself with
the American Music Box Co., of Hoboken, N. J.,
the first concern to manufacture music boxes
in America. In 1889 Mr. Valiquet visited Robert
H. Ingersoll, which resulted in his designing
and building the first five Ingersoll watches. In
1897 Mr. Ingersoll called Mr. Valiquet's atten-
tion to a small disc talking machine invented
and manufactured by Emile Berliner (of tele-
phone fame) and sold as a toy. Mr. Valiquet
saw the immense possibilities of development in
the line of disc talking machines, so started to
experiment on these machines in an independent
way.
In the Fall of 1898 he completed a disc talk-
ing machine and record that was practical and
commercial and organized a company for the
L. P. Valiquet
manufacture of same known as the Universal
Talking Machine Co., which manufactured the
well-known Zon-O-Phone, the first talking ma-
chine having a worm screw governor.
In 1903, the Universal Talking Machine Co.
was purchased by the Victor Talking Machine
Co., and from that time on Mr. Valiquet was
the consulting engineer for the Victor Co. until
1906. While in that capacity he designed and
built several motors for the Victor people.
In 1906 he resigned and devoted his time to
the design and construction of spring motors for
automatically operating illustrated song and
picture machines, also vending machines. In
1908, 1909 and 1910 penny parlors ceased to be
a novelty, so Mr. Valiquet turned his attention
to the design and construction of combination
talking and moving picture machines. During
the years 1911 and 1912, on account of ill health,
Mr. Valiquet retired.
Following this retirement he connected him-
self with the Boston Talking Machine Co. as
consulting engineer and designer and during
this time designed the little Vanaphone made
r.ow by the Garford Co. During 1915, Mr. Vali-
quet was with the Aeolian Co. of New York and
designed two very successful motors which they
are making to-day. In 1916 he joined the Otto
Heineman forces.
It was in 1919 that he associated himself with
the Krasberg Engineering & Manufacturing
Corp. as its consulting engineer and talking
machine expert. Since joining this organiza-
tion he has spent his time perfecting the vari-
ous Krasberg motors and in developing the
enclosed type. He commenced experiments on
this motor as early as 1917 and completed it a
number of months ago. Although it has been
on the market for some time it was not until
recently that quantity production was attained
on the Krasco enclosed type motor.
L. P. Valiquet, when discussing this fayorite
subject of his — the enclosed motor — is as en-
thusiastic as a small boy with a new toy. He
believes that the enclosed type is a distinct step
forward in the industry, something radically
different from anything produced before. He
believes it to be a logical development, just
as it has been the logical development in the
automobile field with automobile motors. "The
public demands the utmost in refinements of
construction," he says. "Those who are able
to supply these refinements are the ones fa-
vored. That a refinment, such as an enclosed
motor, cannot be seen, matters nothing. It is
there and can be pointed out by salesmen and
later by the owner to his admiring friends. That
it is a refinement is a guarantee that the entire
(Continued on page 157)
The April Bulletin from Phonograph Headquarters
FREE
Write for the April issue now. It is big-
ger and better than ever. Filled with
many items new to phonographdom, it fills
a long-felt dealer need. It is bristling with
right-up-to-the-minute sales ideas and sales
plans for the phonograph dealer.
- — - Our Line — -
Albums
Automatic Stops
Bell-Hood Needles
Brilliantone Needles
Cabinet Hardware
Demonstrating Booths
Delivery Envelopes
Efficiency Counters
Fibre Needles
Fibre Needle Cutters
Gennett Records
Genuine Diamond Points
Main Springs
Motors
Moving Covers
Mysto Needles
Olympian Phonographs
Okeh Records
Record Lites
String Instruments
Record Racks
Repeatographs
Sapphire Needles
Ten-M Needles
Tone-Arms
Tonofone Needles
U. S. Player Rolls
Universal Fixtures
Violins and Bows
Walt-Kane Needles
OUR SET NO. 79C, CONTAINING 79 SALABLE ACCESSORY ITEMS
LISTED IN OUR BARGAIN BULLETIN
48-Hour Delivery. We aim to ship all orders within 48 hours, Every item
listed in our bulletin is carried in stock and ready for immediate delivery. To
serve you is our endeavor, for "Service'* is our Motto.
Write for Bulletin Today!
Take advantage of our help and co-oper-
ation. We are in a position to be of as-
sistance to you. Send us your name, so
that you may receive this bulletin regularly
as it is issued.
Cole & Dunas Music Co., Inc., KXE8S5i™s 56 W.Lake Street, Chicago
156
THE TALKING MACHINE WORLD
March 15, 1920
i
NEW
PROFITABLE
STURDY
ARTISTIC
LIGHT
RIGHT
SOMETHING ABSOLUTELY NEW IN PHONOGRAPHS
New
Design
New
Finishes
New
Size
New
Construction
New Price
New Market
New Profits
RETAIL PRICE
WHOLESALE PRICE
Satisfactory to
Retailers
The "VIT"
Motor, tone-arm and reproducer of standard make, fully guaranteed. Plays all records.
Finishes, Ivory Satin Enamel, panels decorated with colonial figures in dainty coloring.
French Blue Enamel, panels decorated with richly colored designs.
Oriental Black, panels decorated with Japanese designs in colors.
Mahogany Finish, without panel decorations.
Design, Sheraton Period, 32 inches high, 1 5 inches square. The ideal instrument for the
greatest number of different uses, for sun porches, summer and winter cottages,
small apartments, rooms, nursery. Easily carried from room to room, up and
down stairs, and meets with many other purposes that other types do not.
Window Display, these four richly finished floor cabinet machines make such an attractive
show that compels attention and sales to be had in no other manner.
Exclusive Sales Agency for live dealers. Quick deliveries. Be the first and only dealer
in your town to offer the public something new.
Sectional Record Cabinets for
stores. Capacity for over 200
10 and 12 inch records per sec-
tion. Dimensions of cabinet 12
inch high, 36 inch long and 12
inch deep. Price per section,
$10.00
VIT TALKING MACHINE COMPANY
123 West Madison St., Suite 412
CHICAGO
ILL.
March 15, 1920
THE TALKING MACHINE WORLD
167
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 155)
instrument is made and equipped throughout
in the same way. It is very often such things as
this decide the sale."
L. P. Valiquet, having spent twenty-five years
in the talking machine business, naturally has
a very extended acquaintance in the trade. At
the recent convention and music show which
he attended in New York he found his time so
occupied by the many old friends who had not
seen him in years that he said "I had no op-
portunity to sell motors," to which he added:
"But the other boys did that."
A UNIQUE MANDEL EXHIBIT AT THE FURNITURE MARKET
Chicago, III., March 5.— The Mandel exhibit
at the furniture market has not only attracted
on one of the panels a perfectly balanced owl
was plainly visible — one of those oddities in
um9B
HI
Equip Your Phonographs With
Perfect Automatic Brakes
Samples
$1.00 Each
Cash with order
Slate make
of tone arm used
Also made
with long
brake shoe
for 1 inch
offset
Patented Aue. 28. '17
Simple construction and easily attached.
Made in four styles to fit any make of tone arm.
Wrile for attractive quantity prict
PERFECT AUTOMATIC BRAKE CO.
Room 400, 425 S. Wabash Are., Chicago
of the likeness of the justly celebrated bird.
The other cabinet was referred to as the
"Crazy Quilt," since it was made up of all the
different woods and finishes — no two parts being
alike, and yet the cabinet was an exact dupli-
cate in size, shape and design of one of the
Mandel models.
A large volume of business was booked from
old and new dealers and jobbers of Mandel
phonographs, who expressed themselves as be-
ing extremely pleased at the splendid strides
Display of 1920 Models of Mandel Phonographs at Furniture Market
the attention of all visitors on account of the
unique display, but a large volume of orders
was booked. The display itself proved to be
quite an attraction. Instead of demonstrating
the machines in the regulation style booths, a
miniature red brick house was built in the
exhibition space. This house was divided into
two sections, showing two separate miniature
stores. The interior of each little store was
appropriately decorated, with heavy plate glass
windows adorning the front. Visitors and casual
observers couldn't help being attracted by this
unusual display and commented favorably on
the details which were so carefully worked out
by the Mandel Mfg. Co.
The brick cottage was used only for demon-
strating the tone of the Mandel phonograph and
was set back at the rear end of the exhibition
space. In the fore part the 1920 line of Mandel
phonographs were profusely displayed in all
finishes. Two very unusual cabinets were shown,
one, in walnut, being a real freak of nature, as
The Miniature Red Brick House in Which the Mandel Display Was Made
wood that happen once in a generation. All made by the Mandel organization in turning
who examined it were amazed at the accuracy (Continued on page 159)
out
Plionoc/rapli
Now that the
MELODIA
Kas been properly
introduced read
other side for a
few of its
performances
4oo N Sangamon St
^ChicagfqllL
An instrument built of
heavy five-ply material,
given an exquisite finish
into which are placed the
best of motors, tone arms
and reproducers. The spe-
cially designed tone cham-
ber far surpasses the
ordinary machine on
the market. Indorsed
by Marinuzzi, Musical
Director of the Chi-
cago Grand Opera Co.
Live agents wanted. Send
for Bulletin.
THE MEL0DIA PHONO-
GRAPH COMPANY
400 No. Sangamon St.
Chicago, III
Phone. Haymarket 3833
158
THE TALKING MACHINE WORLD
March 15, 1920
"A Phonograph is no better than its Motor"
M
Worthy of any high-class Manufac-
turer's consideration is the
ROEMER RED SEAL MOTOR
An Exclusive Feature of the ROEMER RED SEAL ;
MOTOR, assuring Strength and Durability, is the One-piece
Die-cast Frame, the only one of its kind on the market today.
This, together with its other Exclusive Features, such as the
tapered Jeweler's Rod, Adjustable, Ball-bearing, Perfectly
Rigid Turntable Shaft; Bindless Hollow Spindle, True-cut
Die-cast Phosphor-bronze Intermediate Gear; Swedish Steel
Springs; Steel Motor Plate; One-piece Cam-stop and Regu-
lator; makes the ROEMER RED SEAL MOTORS, as we
said before, worthy of any High-class Talking Machine Man-
ufacturer's consideration. Will play 4 ten-inch Records on
one winding — NOISELESSLY!!
Write Today for Further Information
ROEMER MANUFACTURING CO.
1916-1920 West Lake Street - - - Chicago, Illinois
March 15, 1920
THE TALKING MACHINE WORLD
159
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 157)
so many new and beautiful machines to enhance
its line.
Another feature of the Mandel exhibit was
the new Mandel triple spring motor, which was
suitably mounted on a high metal frame, and
was run continuously, about eight hours a day,
during the exhibit. Visitors were invited to
give this motor a most rigid inspection and
test. All who did so testified to its easy wind-
ing and quiet running qualities. Large orders
were booked.
Those who listened to the tone demonstra-
tions of the new Mandel sound box, which was
patented as recently as November 25, 1919, were
unanimous in their praise. This is of the con-
vertible type, playing all makes of disc records,
and the reproductions of both instrumental and
vocal music were true to life.
It is worthy of note that the tendency on the
part of dealers was to buy the higher priced in-
struments, which leads to the belief that dealers
have been successful in creating a demand for
the better products. Sales Manager M. B. Sil-
verman and a large corps of his salesmen were
in charge of the exhibit. When interviewed
concerning the success of the exhibit, Mr. Sil-
verman said:
' Results speak for themselves. Dealers and
jobbers have come, have seen, have heard, and
are satisfied. In my opinion, the Mandel line
answers every requirement in talking machines.
It is complete in embodying a full line of what
we consider to be among the most popular-
priced machines, quality considered, on the mar-
ket to-day. We have gone through all of the
experimental stages, and in this, our fifth year
of phonograph manufacturing, we are producing
a line of instruments that marks an epoch in
our career. We have increased our production
by adding a new cabinet plant to our present
factories. Our instruments are in great demand,
and we are preparing for a record-breaking
year."
BIG BROOKS SHIPMENT TO SIMON
One Shipment Totaled 177 Machines — Business
Active — New Catalog Issued
Saginaw, Mich., March 5. — In a recent chat
with The World, A. W. Norris, vice-president
and general manager of the Brooks Mfg. Co.,
manufacturers of the Brooks Automatic repeat-
ing phonograph, stated that the company had
STARTED AD CAMPAIGN IN ST. LOUIS
St. Louis, Mo., March 8. — The campaign of the
Emerson Phonograph Co. on records by Eddie
Cantor started in St. Louis yesterday, March 7.
Numerous prominent newspaper advertisements
are featuring the records sung by the star of
the "Follies" all during the week that the show
is in progress.
Brooks' Shipment to Simon Piano Co.
closed a very successful year in its talking ma-
chine production and sales. In fact, 1919 busi-
ness quadrupled 1918, and the present scale of
manufacture so far this year indicates that the
company will double 1919 production. Plans are
under way for new building extensions, includ-
ing a building 60x250 feet and additions to the
power plant.
The company recently shipped a carload of
Brooks automatic repeating phonographs to the
Simon Piano Co., Spokane, Wash., distributor
of the Brooks talking machine. This ship-
ment, which totaled 177 machines, is partially
illustrated in the accompanying photograph.
Mr. Norris states that quite a number of Brooks
distributors are getting their shipments in car-
load lots in order to afford their dealers ef-
ficient service and co-operation.
The company recently issued a very attractive
catalog showing illustrations of the popular
models of the Brooks automatic repeating
phonograph. This instrument is now manufac-
tured in three models, all of which are fur-
Prepare for Safe Handling
Insure Perfect
Delivery
Khaki Moving
Cover, Padded
Fleeced Lined
Price
$8-50
Mention Style of
Machine when ordering
Heavily
Padded
and
Quilted
Jobbers: Write
for Special
Offer
LYON & HEALY
CHICAGO
nished with either spring motors or electric mo-
tor equipment. The automatic repeater, which
is an exclusive Brooks feature, has attracted
wide attention throughout the country and has
won enthusiastic praise from the trade.
BUYS SITE IN WEST ALUS, WIS.
The Dalin Jewelry Co., West Allis, Wis.,
which is now a leading Victor dealer in that
territory, has purchased a business block at
6217 Greenfield avenue, which it will occupy after
May 1, instead of erecting a new building of
its own. The purchase will make it possible
for Samuel Dalin, proprietor of the business,
to carry out his plan of developing his Victor
department into a real music house, carrying
pianos and musical merchandise.
The Bangor Optical Co., Inc., Bangor, Me.,
has taken the exclusive agency for the Aeolian-
Vocalion machines and records.
DETERLING
Style 180
DETERLING
TALKING MACHINES
Are selling big BECAUSE
THEIR DESIGNS attract and hold
the eye.
THEIR CABINETS are built to stay
built — not to sell and fall apart and
cause endless trouble.
THEIR SLIDING DOORSareunique
and attractive, and modify the volume
WITHOUT MUFFLING.
THEIR FILING SYSTEM is very
effective and is a quality point that is
easy to demonstrate.
THEIR MERITS — and MOTORS
keep them sold.
Send for Our Story
DETERLING
MFG. CO.
TIPTON INDIANA
160
THE TALKING MACHINE WORLD
March 15, 1920
New York Telephone Co.
Installs Mandels in Rest Rooms
In the telephone exchanges of the States of New York and New Jersey,
MANDEL Phonographs are being installed as rapidly as deliveries can be made.
The MANDEL was chosen after rigid tests were made, in which some of the best
known brands competed. As proof of quality, we can offer no greater testimonial.
The 1920 MANDEL line embodies bigger talking machine values than any
other phonograph on the market to-day. The new MANDEL triple spring motor
is the last word in phonograph motors. Runs and winds noiselessly. The new
MANDEL patented reproducer plays records with a tone volume that is unexcelled.
Low retail selling prices, liberal discounts and terms to dealers, and guarantee
of satisfaction to every ultimate purchaser, are three reasons why you should in-
vestigate our proposition without delay.
The new art portfolio illustrating the complete MANDEL line for 1920 is now
ready for distribution. Write for your copy to-day. With it we will include our
confidential proposition to dealers.
More than 3,500 dealers are now selling MANDEL Phonographs. Your ter-
ritory may be available.
MANDEL MANUFACTURING CO., Inc.
General Offices, 501-511 So. Laflin Street
CHICAGO, ILLINOIS
F. S. HARMON & CO., Northwestern Distributors, Seattle, Tacoma, Spokane, Portland
HARLE HAAS COMPANY, Distributors for Nebraska, address Council Bluffs, Iowa.
WICHITA WHOLESALE FURNITURE CO., Distributors for Kansas, Wichita, Kan
March 15, 1920
THE TALKING MACHINE WORLD
161
VICTOR DEPARTMENT HEADS ADDRESS SELLING CLASSES
Mrs. Frances E. Clark, John G. Paine and F. A. Delano Offer Interesting Information to Stu-
dents in Cleveland Talking Machine Coi's Classes in Salesmanship
Cleveland, O., March 6. — Several of the depart-
ment heads' of the Victor Talking Machine Co.
have visited Cleveland recently and addressed
the classes in salesmanship being conducted by
the Cleveland Talking Machine Co. One of the
prominent visitors was Mrs. Frances E. Clark,
head of the educational department of the Vic-
tor Co., who addressed the classes on February
26.
Mrs. Clark spoke first of her pleasure in the
establishment of a service department by the
Cleveland Talking Machine Co., since it is the
realization of a long-cherished dream that
wholesalers would some day take up the work
of the Victor Co. in this direction. She feels
the work will have a sympathetic and solid
backing, because during his long association
with the Victor Co., Mr. Shartle was at all times
a strong believer in the worth of her depart-
ment. She then spoke of the founding and car-
rying out of the educational department of the
Victor Co., and the ideals which had actuated it.
The Victor Co. founded the department, fore-
seeing that to instil a sense of musical discrim-
ination in little children would insure a per-
manent and growing musical market in the
adult. Believing this, they obtained the services
of Mrs. Clark, who was at that time the direc-
tor of music in Milwaukee. Mrs. Clark, seeing
as an educator the enormous future of music
if proper records could be placed in every home,
eagerly grasped the opportunity to help the Vic-
tor Co. in this added service.
Now, after ten years, the two ideals have jus-
tified themselves. Financially, the educational
department is a good investment; as to its stand-
ing in the educational world, it is sufficient to
say that any member of the department would
be welcomed in any music school, or college,
or university in the country as an honored mem-
ber of the faculty.
It was not of the schools,' however, that Mrs.
Clark spoke most, but of the service of the edu-
cational department to the homes. She said:
"Every mother is a prospective buyer; every
child lover is a prospective buyer, and which
of us does not belong to one class or the
other?"
The homes to-day are eager for children's
records; the schools are eager for them; the
Why Break Records?
Just File Them!
That is if you have the wonderful Record filing sys-
tem which is a feature of
The Marvelous MAGNOLA
Wa.Tct\ir\$ TKe Music Come Out
This is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ, President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA, GA.
factory is pushing them, and it remains for the
sales' girls and the retail stores to become in-
terested in the possibilities of these records from
a financial as well as from a constructive stand-
point. There are hundreds of children's songs;
dozens of little games, marches, skipping and
running records which are utterly unknown to
the selling public.
Speaking of the worth and variety of the
Victor catalog, Mrs. Clark used several Tus-
kegee and Princess Watahwaso records to il-
lustrate the native music of America.
The classes were convinced of the real merit
and breadth of the educational idea — and Mrs.
Clark's talk will undoubtedly be followed by
fresh interest in the sale of the better class of
records.
John G. Paine, of the copyright department
of the Victor Co., also addressed the sales
classes, and said in part:
"The keynote of the success of the Victor
Co. has been the faithfulness with which it has
lived up to its ideal — quality. The crying ques-
tion of to-day is that of production. You want
goods; we want to give you Victor goods. To
give you goods in the quantities you want would
mean to sacrifice quality, and disregarding all
the impatience of Victor enthusiasts at the
necessary delay, the company has steadfastly
maintained the same high standard of produc-
tion— 'the same high standard of quality."
Mr. Paine pointed out the great care with
which the wood is seasoned and the cabinet
fitted together. As an illustration, he called
attention to the screw-heads, all of the slots
in which run with the grain of the wood. Even
to such minute details has the company ex-
tended its ideal.
He assured the classes that in a short length
of time there would be a reasonable amount
of Victor goods of the same high standard on
the market.
F. A. Delano, who conducts the Red Seal
course at the Victor factory, also addressed
the classes and brought to the girls a fresh
realization of the value of a thorough knowledge
of the catalog and their own" responsibility in
demonstrating the right record for each cus-
tomer. His anecdotes concerning Victor ar-
tists and the early trials of the company were
full of humor and human interest, and his re-
marks on selling pointed and convincing. Every
visit from a factory representative adds to the
zest of those in direct touch with the public.
TEXAS MUSIC DEALERS TO CONVFNE
First Annual Gathering of State Body to Be
Held in Waco on May 11 and 12
Dallas, Tex., March 6.— The first annual con-
vention of the Texas Music Dealers' Associa-
tion will be held in Waco on May 11 and 12,
according to an announcement made this week
by B. Heyer, the president of the Association.
It is stated that plans are being prepared for
an educational program, along constructive lines,
that will serve to make the sessions of real in-
terest and benefit to the visiting dealers from
all sections' of the State.
The Texas Music Dealers' Association has
been one of the most active bodies in the coun-
try in forwarding the cause of music generally
and has been responsible for a great mass of
propaganda for music advancement. Plans for
continuing this great work on a larger scale,
for the ultimate benefit of the trade as a whole,
will be discussed and decided upon at the forth-
coming convention.
The new Reflexo needle, the blue needle in
the blue package, has met with much success
in the trade. The Reflexo Products Co., New
York, state that orders for the product have
already reached large figures.
ATTENTION
VICTOR and EDISON DEALERS
STERLING
REPRODUCER
WITH
ATTACHMENT
Plays all Records — Wonderfully
improves the tone — Attached
to your machine in a second —
No tools required.
Send for circular and prices
To adjust for the playing of different
records, means just a quick, easy turn
of the reproducer. No extra elbows. ■ ; , .
You ought to see and hear the KrasDer<? ttismeermQ &
Sterling. You will be surprised at Manufacturing Corporation
its convenience, its beauty and won-
derful improvement of tone. SSSLakeShoreDrive Chicago Illinois U.S.A.
162
THE TALKING MACHINE WORLD
Masch 15, 1920
Why Crank your Phonograph
Are two phrases that will be seen and
heard everywhere within the next
year.
National Advertising — newspaper
Advertising — and Billboards will
carry the "Electrical Idea" direct to
millions of receptive people ;
AND THE ELECTRIC TALKING
MACHINE WILL HAVE ARRIVED
Progressive manufacturers are
aware of this and are taking advan-
tage of it.
So when you, Mr. Manufacturer,
decide to equip your instrument with
electrically driven motors — remem-
ber that
THE JOHNSON
ELECTRIC MOTOR
is the most satisfactory driving power
ever devised for Talking Machines.
THE MOTOR OF CONTINUOUS
EFFICIENCY
You, Mr. Dealer, can profitably
replace spring motors with the
JOHNSON ELECTRIC
The installation is simple, requiring
no mechanical skill. Ask us for
significant facts.
Phonograph Motors Corp.
March 15, 1920
THE TALKING MACHINE WORLD
163
ATTEND EDUCATIONAL CONVENTION
Columbia Executives in Attendance at Superin-
tendents' Convention — J. M. Dorey Makes
Address — Interesting Exhibit at Cleveland
W. H. Gould, sales manager of the educational
department of the Columbia Graphophone Co.,
accompanied by six members of the depart-
ment's sales staff, attended the annual meeting
of the department of superintendents of the
National Education Association held at Cleve-
land the week of February 22. Over 7,000
superintendents were registered at this conven-
tion, constituting about 95 per cent of all the
superintendents in the country. The majority of
the meetings were held at Keith's Theatre, and
an attractive display of various products of in-
. terest to educational authorities was held in
the Bolivar-Ninth Building. Under Mr. Gould's
direction an attractive Columbia display was
featured, comprising popular Columbia school
equipment that is being used in schools through-
out the country.
In a chat with The World, Mr. Gould
stated that the most important phase of the
convention from the viewpoint of the talking
machine industry was the fact that the superin-
tendents gave the phonograph semi-official
recognition as a part of the regular and neces-
sary paraphernalia for school use. They con-
ceded that the phonograph and the motion pic-
ture are entitled to an important place in the
school curriculum, and individually the super-
intendents manifested a keen interest in the
Columbia exhibit.
J. M. Dorey, of the Columbia educational de-
partment, addressed 1,200 superintendents at
Keith's Theatre on the subject of the Seashore
tests for musical measurement and the superin-
tendents listened to this address with keen ap-
preciation.
In addition to Messrs. Gould and Dorey the
representatives of the Columbia educational de-
partment in attendance at this meeting were:
Miss Nina Legge, Cleveland representative; Miss
G. Quelay, of the Chicago branch; Miss Flor-
ence Hazlett, of St. Louis, and Miss W. E.
Skilley, of Toronto.
MORE SPACE IN SALT LAKE CITY
Salt Lake City, Utah, March 5. — The John
Elliott Clark Co., Victor wholesalers of this
city, are now comfortably settled in their re-
modeled quarters, having found it necessary to
practically double former floor space in order
to take care of customers' demands. The addi-
tions include three new demonstrating rooms,
comfortably furnished, as well as a large stock-
room for storage and shipping purposes. The
increasing regularity of shipments from the Vic-
tor factory is proving most welcome to the
Clark Co. in handling current business.
B. H. Kirby, of Greensbury, Ind., has received
his appointment as a retailer for Pathe phono-
graphs and records.
Victor Dealers
will find in our new whole-
sale store every facility for
the marketing of
VICTROLAS
and RECORDS
Our A/en> Location at
Penn Avenue and 12th Street
brings our wholesale department
to within one block of the
Pennsylvania Station.
Be Sure to visit the Model Victor
Sales Room on the first floor.
PITTSBURGH, PA.
GODOWSKY ON BRUNSWICK RECORDS
World-famous Pianist and Composer Joins Staff
of Brunswick Record Artists
The latest addition to the list of Brunswick
record artists is the famous pianist and corn-
music lovers generally with whom the new
records have proved very popular. The Bruns-
wick company of artists already includes many
famous names and the addition of Godowsky
adds a pianist whose reputation is such that it
lends considerable prestige to any product with
which he is connected.
LARGER QUARTERS FOR H. G. NEU
New York Envelope and Accessories Manufac-
turer Also Increases Sales Force
Leopold Godowsky
poser Leopold Godowsky, whose records will
appear on early releases from the Brunswick
laboratories. Godowsky has a reputation which
is world-wide and through his work here in
America has won a large following. The an-
nouncement that he will now be heard on Bruns-
wick records is a welcome one to dealers and
H. G. Neu & Co., 108 Worth street, New York,
manufacturers of record envelopes and other
paper necessities used by talking machine deal-
ers, have recently enlarged their quarters and
added to their sales force. They now occupy
space more than double the size of their previous
location. R. G. Adrian, of the Commercial Ex-
change Bank, New York City, and A. J. Dom-
mergue, formerly of the Phoenix Hermatic Co.,
of Brooklyn, have become associated with the
company. Mr. Dommergue is an ex-soldier,
having served for several months overseas with
the 105th Hospital Unit.
H. A. Copeland of South Connellsville, Pa.,
is now manager of sales for H. G. Neu & Co.
throughout southern Pennsylvania and West
Virginia.
Emerson records are now carried in Detroit
by six stores of the Adora Phonograph Co.
THE PH0N0ST0P---M) Machine Is Complete Without It
€| This stop is now tested and adjusted in actual use at our factory before
shipping, and is guaranteed to do the work. It stops on the line.
More PHONOSTOPS in use than all other makes put together.
fj Adjustability is one of our features, and it is an exclusive one.
500,000
Made Right Stays Right Acts Right
Order early — we will ship
Immediate Delivery up to 10,000.
THE PHONOMOTOR CO. -
121 WEST AVENUE
ROCHESTER, N. Y.
164
THE TALKING MACHINE WORLD
March 15, 1920
Phonographs Come, Phonographs Go —
But — PAT HE RECORDS — go ON Forever
Every Phonograph has a Turntable
For EVERY turntable on EVERY Phonograph is a place for you to
put Pathe Records at a profit. We say Pathe Records — We MEAN
Pathe Records — because:
Every day the demand for Pathe Records increases.
Every day more people recognize the exquisite tone quality
of Pathe Records.
Every day more people discover that Pathe is first with the
hits that make Broadway famous.
Every day people find out that they get the widest possible
choice in Pathe Records — everything in musics-operatic,
orchestral, band and vocal — from the classical favorites
and the "songs that never grow old" to the raggy, jazzy
popular melodies of the day.
How are they making their discoveries so fast? The answer. Pathe
national advertising: It is effectively telling the public about Pathe
Records day by day, week by week, month by month. And every
time every 24 hours go by, ten times that many people right in YOUR
neighborhood have discovered that Pathe Records give the
music they want — and surpassing tone.
the
There is no question as to Pathe Record Superiority
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
10 to 56 Grand, I Ave., Brooklyn, N. Y., U. S. A.
The Genuine
Mi arch 15, 1920
THE TALKING MACHINE WORLD
165
New Pathe Distributing Points
DISTRIBUTORS
Hallet & Davis Piano Co.
146 Boylston St.,
Boston, Mass.
Biistol & Ba ber
111 East 14th St.,
New York
Intel state Phonograph Co.
1026 Chestnut St.,
Philadelphia, Pa.
Pittsburgh Talking Machine Co.
963 Liberty Ave.,
Pittsburgh, Pa.
Rochester Phonograph Co., Inc.
44 Clinton Ave., North
Rochester, N. Y.
John A. Futch Co.
630 Washington St.,
Jacksonville, Fla.
John A. Futch Co.
35 Auburn Ave.,
Atlanta, Ga.
John A. Futch Co.
1500 S. Boulevard
Charlotte, N. C.
W. W. Kimball Co.
Jackson & Wabash Aves.,
Chicago, 111.
Mooney, Mueller & Ward Co.
101 S. Meridian St.,
Indianapolis, Ind.
Salt Lake Hardware Co.
Salt Lake City, Utah
Gray & Dudley Co.
Nashville, Tenn.
G. Sommers & Co.
Park Square,
St. Paul, Minn.
Buffalo Wholesale Hardware Co.
317 Washington St.,
Buffalo, N. Y.
Weaver Piano Co.
York, Pa.
Harbour-Longmire Phonograph Co.
1001 Elm St.,
Dallas, Tex.
Harbour-Longmire Phonograph Co.
311 W. Main St..
Oklahoma City, Okla.
Williams, Davis, Brooks &
Hinchman Sons
26 Congress St.,
Detroit, Mich.
Wright & Wilhelmy Co.
Tenth & Jackson Sts.,
Omaha, Neb.
M. Seller & Co.
Fifth and Pine Streets,
Portland, Ore.
The Fischer Co.
940 Chestnut Ave.,
Cleveland, O.
Western Phonograph Co.
985 Market St.,
San Francisco, Cal.
Wm. Volker & Co.
Main, 2d & 3d Sts.,
Kansas City, Mo.
Wm. Volker & Co.
Houston, Tex.
Wm. Volker & Co.
Denver, Col.
The Fischer Co.
44-46 Vine St.,
Cincinnati, O.
Churchill Drug Co.
Burlington, la.
Churchill Drug Co.
Peoria, 111.
Armstrong Furniture Co.
59 N. Main St.,
Memphis, Tenn.
Churchill Drug Co.
Cedar Rapids, la.
Fuller-Morrison Co.
540 W. Randolph St.,
Chicago, 111.
Western Phonograph Co.
820 S. Broadway
Los Angeles, Cal.
Morley Murphy Hardware Co.
Green Bay, Wis.
Rice-Stix Dry Goods Co.
St. Louis, Mo.
Rice-Stix Dry Goods Co.
New Orleans, La.
F. P. May Hardware Co.
469 C St., N. W.,
Washington, D. C.
The dealer who hitches on to Pathe Products is in with the fastest
distribution service and the most aggressive association of distrib-
utors that the Phonograph Trade has yet produced. If you are not
selling Pathe Products write or wire for the "Other 20%." It's Free.
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
10-56 Grand Avenue
Brooklyn, N. Y., U. S. A.
and London, England.
The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto
166
THE TALKING MACHINE WORLD
March 15, 1920
DEPEAT Q GRAM
AUTOMATICALLY REPEATS YOUR RECORD
WHILE YOU DANCE OR DINE".
Mr. Live Dealer:
WA R N I NG !
Here is the most profitable accessory you can handle ;
one for which there is a great demand and of such
simple and perfect construction as to overcome all
objections.
The Repeatograph plays entire records or any part of
them, over and over, as desired. Anyone can attach
it permanently in place. Simply pressing on the motor
spindle sets it in operation. Swings aside out of the
way when not in use. No delicate parts or intricate
mechanism.
Appeals to every phonograph owner and can be sold
to almost every person who comes in to buy records.
Ideal for Dancing, Dinner Parties, Card Parties and
private receptions.
Send for prices, discounts and sample.
The Repeatograph works with the utmost efficiency
on most all phonographs made.
To All Jobbers and Dealers in
Talking Machines and Accessories:
In view of the fact that the enormous success of the Repeato-
graph, for automatically repeating talking machine records, has
stirred up some unfair competition, we hereby give notice to all
concerned that we are the sole manufacturers of all automatic
repeating devices made, advertised or distributed under the original
Eskil H. Josephson patent, No! 1218408, dated March 6, 1917, for a
repeating attachment for sound reproducing 'instruments, and that
we are the sole owners of the name Repeatograph as used in con-
nection with sound reproducing devices.
Notice is further given that on February 17th, 1919, the Honor-
able Charles M. Foell, Judge of the Superior Court of Cook
County, Illinois, sitting in chancery, issued an injunction 'in our
suit against the Webster Novelty Company, of Chicago, C. H. J.
Marr, and others, as defendants, General No. 341405, restraining
and prohibiting said defendants, and all of them, from manufac-
turing, advertising, selling and otherwise disposing of any record
repeaters or repeating devices manufactured in accordance with the
Eskil H. Josephson patent, No. 1218408. dated March 6, 1917; that
said injunction now remains in full force and effect; that on May 2,
1919, the Repeatograph Co. filed with the Commissioner of Patents
application, Serial No. 294153, for an improved record repeating
device, upon which application a number of claims have already been
granted by the Patent Office and other claims are pending.
The trade is hereby given fair and reasonable warning that any
advertisement or sale of mechanical record repeating devices in '
violation of the aforesaid injunction or infringing the above de-
scribed patent and application for patent will be prosecuted to the
full extent of the law.
THE REPEATOGRAPH CO.
March 15, 1920
THE TALKING MACHINE WORLD
167
TALKING MACHINE CO.'S NEW HOME
New Retail Store Made Headquarters for Chain
of Establishments in Philadelphia
Philadelphia, Pa., March 6. — The Talking
Machine Co. has opened a new store at 1225
Chestnut street, which is the headquarters store,
where Harry Ellis, the general manager, has his
offices, and from which is directed all the busi-
ness of this successful company.
Several months ago the Talking Machine Co.
found it necessary to look for a new home and
they secured a long lease on the 1225 Chest-
nut street property. At an expense of close to
$30,000 they remodeled the place and brought all
their equipment from the former Broad street
store. Many new features were added and now
the store has twenty booths, ten on either side
of a long passageway, all lighted with "daylight
lights." On the second floor is a handsome
reception room, in which there will be a spe-
cial display of period type of Victor machines —
for this company handles the Victor exclusively.
At the rear of the store, on the balcony, Gen-
eral Manager Ellis has his private office. Each
one of the six stores has its own manager, the
manager of the 1225 Chestnut street store being
John A. Snyder. The new retail store is entirely
separated from the other stores, with ample
storage facilities, repair departments, stock
rooms, etc.
OPENS NEW VICTOR STORE
Clement Beecroft Opens Exclusive Victor Store
in Philadelphia — Now Decorating Warerooms
Philadelphia, Pa., March 5. — Clement Bee-
croft, one of the most popular members of the
talking machine trade, has purchased the prop-
midst of a very rapidly increasing population.
Mr. Beecroft is thoroughly familiar with all
phases of Victor merchandising, and his many
years' experience in the trade will enable him
to give the public efficient and valuable service.
KAUFIELDS OPEN AT THE "PALACE"
The "Kaufields," an exclusive Emerson com-
bination, opened their vaudeville act at the
Palace Theatre on Monday, March 8, and scored
one of the hits of the bill in this well-known
playhouse. Their act is unique in many re-
spects and they feature several songs that they
have recorded for the Emerson record library.
The "Kaufields" have been appearing at several
of the. leading "big time" vaudeville houses in
Greater New York, but their booking for the
Palace emphasizes the quality and merit of their
production. The "Kaufields" consist of Arthur
Fields, Irving and Jack Kaufman.
A. J. BALCOMBE ARRIVES HERE
Great Britain Representative of General Phono.
Corp. Arrives in New York for Flying Visit —
Gives Encouraging Resume of Conditions
Clement Beecroft
erty at 5546 North Fifth street, and has spent
the last three weeks in making this store larger
and installing a new show window. Mr. Bee-
croft will handle Victrolas and Victor records
exclusively in his store, and will also continue
to merchandise envelopes, cabinets, etc.
When alterations are completed, Mr. Bee-
croft's store will have six booths, the interior
of the store, including the booths and fixtures,
being finished in French grey. The store is
located in the business section of northern
Philadelphia known as Olney, and is in the
A. J. Balcombe, London representative of the
General Phonograph Corp., arrived in New
York Tuesday, March 2, on the "Imperator"
for a brief stay at the executive offices, return-
ing to London on the same ship on March 8.
While in New York Mr. Balcombe spent his
time in conference with Otto Heineman, president
of the company, regarding plans and develop-
ments for, the coming year, and a number of
important ideas were discussed which will ma-
terialize in the very near future.
Mr. Balcombe gave a very interesting resume
of European conditions, stating that the busi-
ness situation in England is excellent and that
the outlook for the future is very encouraging.
In every line of industry there is a tremendous
boom and as soon as sufficient merchandise is
received, Great Britain is destined to enjoy
exceptional prosperity. Mr. Balcome comment-
ed upon the hearty reception being accorded the
products of the General Phonograph Corp.
throughout Great Britain and the colonies.
There is a gratifying demand for the motors
manufactured by the General Phonograph Corp.,
and this demand is increasing steadily.
ADDS ENTIRE NEW STORE
Hickey's Lyceum Music Store in Ithaca, N. Y.,
has been enlarged by the addition of an entire
new store on the ground floor, which has been
devoted exclusively to the Victor department.
The new store is equipped in modern style and
contains three sound-proof demonstrating
booths. Fred T. Wilcox has returned to his old
position as manager.
mMjmMiLMmAMMimmEm
"Easier to sell
than any other
phonograph in the world"
That's the way salesmen talk about
The Aeolian-VOCALIQN
The new and greater phonograph
VOCALION Two distinct styles of records. A lateral cut
•pv -j-^ f-\ ry t~\ o ar"d a nH' and dale. You can therefore sell
K tL \J Xv LJ O Every phonograph owner in your community.
Ask for our Dealers' Proposition
We are Western Distributors, prepared to give you
the goods you want WHEN YOU WANT THEM.
13 to 19 East 1st, South
Salt Lake, Utah
\mmmmmmmmm
mrmmmmm
168
THE TALKING MACHINE WORLD
March 15, 1920
Edison Amberola Message No. 4
From twenty -five to thirty Blue
Amberol Records are issued on the
25th of each month. Each supple-
ment is chock-full of the very latest
song hits, dance hits, popular ballads,
comic records, etc., etc.
This is the kind of up-to-the-
minute service a live Phonograph mer-
chant appreciates, and Amberola deal-
ers everywhere are cashing in on it.
THOMAS A. EDISON, Inc.
AMBEROLA DEPARTMENT
ORANGE, N. J.
March 15, 1920
THE TALKING MACHINE WORLD
169
AEOLIAN CO. ESTABLISH WHOLESALE BRANCH ON COAST
Aeolian Vocalion Records and Melodee Music Rolls to Be Distributed by Wholesale Branch, to
Be Located in San Francisco — Horace M. Hull to Be in Charge of New Branch
An Aeolian Co. announcement of unusual im-
portance and significance is to the effect that
arrangements have been completed for the es-
tablishment of a wholesale distributing branch
in San Francisco for the handling of the Aeolian
Vocalion, Vocalion records and Melodee music
rolls. The final details connected with the open-
ing of the new branch have been taken care of
by W. H. Alfring, manager of the wholesale
department of the Aeolian Co., on his visit to the
Toast, and it is expected to have the new branch
n full operation on or about April 1.
The move has been in contemplation for a
ong time, but action was delayed until such
time as the production of Vocalions made it
possible to free sufficient stock to take care
of the demands on the Pacific Coast. The en-
Horace M. Hull
largement of the Vocalion plant in New York
and the establishment of a large assembling
plant in Grand Rapids have served to increase
production materially and the Aeolian Co. plans
to develop its Pacific Coast business in Vo-
calions, records and rolls on a big scale.
Horace M. Hull, who has been connected
with the wholesale departments of the Aeolian
Co. since 1907, will be in charge of the new
branch, to be known as the Aeolian Co., San
Francisco. Mr. Hull is well qualified by experi-
ence for the important post, inasmuch as he
acted as wholesale traveler for the Universal
Music Co. for four years and during the past six
years has traveled for the wholesale Vocalion
department. He is thus familiar with both. the
Vocalion and Melodee music roll lines and
methods of distribution and his advice should
prove of distinct value to new dealers in those
lines.
In the San Francisco branch a complete stock
of Vocalions, regular and period models, to-
gether with complete stocks of records and
Melodee music rolls, will be carried at all times,
an entire building being provided for the pur-
pose. All orders from dealers in the Pacific
Coast region will be filled direct from the San
Francisco warehouse, which will mean that or-
ders will be filled promptly and that, in an
emergency, a specially desired machine or record
can be secured by the dealer without any delay.
In addition to the establishment of the branch
the company's plans call for other important
developments in the Pacific Coast region which
will be announced in due time. With the new
branch the entire country is now well covered
by Aeolian Co. distributing factors, which pro-
vide unusually prompt service for the dealers.
This rule applies to both the matter of Vocalions
and Melodee music rolls, a number of new
Melodee roll distributors in various sections of
the country having been announced onh re-
cently.
LIVELY TRADE IN CANTON DISTRICT
Talking Machine Dealers Manage to Increase
Sales Totals Despite Continued Shortage of
Goods — Record Sales Show Big Gains
Canton, O., March 2. — Talking machine sales in
February more than doubled those of January,
according to P. Q. Shrake, manager of the talk-
ing machine department of the Klein & Heffel-
man Co., one of Canton's largest music stores.
"Business in this department during the month
of February has been phenomenal, and has been
a surprise to even the oldest of music store
men," said Shrake. "Considering the shortage
in production, which is the biggest problem
that confronts us to-day, business has held up
exceptionally well generally in Canton." Re-
garding record sales Mr. Shrake says his store
is unable to get enough of them. A shipment
when received contains about 25 per cent of
the original order and it is impossible to get the
latest records in large quantities. The Klein &
Heffelman Co. are agents for the Victor and
Edison machines.
Business, generally speaking, is reported to be
unusual for the month of February by heads of
talking machine departments of all Canton's
leading music stores. Prosperous Canton wants
the very best in the talking machine line and
merchants here are catering to the best trade. in
years. The high wages paid in Canton factories
have given an added incentive to talking machine
buying and it is only with difficulty that mer-
chants keep a few machines on their floors for
display purposes.
Canton talking machine department managers,
interviewed on the situation in general and
prospects for the coming Spring months, com-
mented as follows:
D. W. Lerch, manager D. W. Lerch Music
Co., dealers in Grafonolas and Vocalions: "Busi-
ness has been above the average for us. We
are selling all the machines we can get and
record sales are holding their own with other
makes."
Al H. Waltamath, talking machine department
manager for the Brown Piano Co.. exclusive
agent of the Sonora Piano Co.: "Business
the past two months has been the biggest in
the history of the store. Sale of records keeps
up amazingly well and the only trouble is get-
t:ng the machines. We seldom have a machine
on the floor a day after it is unpacked."
E. H. Woomer, manager Woomer Phono-
graph Co., agents for the Stradivara machine:
"February business thus far is in excess of
January. We are arranging to establish a rec-
ord department in addition to store now being
equipped."
C. M. Alford, manager Alford & Fryar Piano
Co., handling the Cheney and Starr makes, said:
"We are just beginning to be able to halfway
meet the demand for records and machines.
From observation, I believe the production sit-
uation is commencing to ease up and in the
course of a few weeks conditions will assume
normal. This company is so optimistic as to
the future that we are planning to expand our
phonograph department so the floor space will
be almost double."
EMERSON FIELD MANAGER ON TRIP
W. H. Shire, field manager of the Emerson
Phonograph Co., and wefl known in talking
machine circles throughout the country, left
on Monday, March 8, for an extended trip,
which will keep him out of town' until July 1.
Mr. Shire will visit every Emerson jobber in
the country, as far West as the Pacific Coast,
according to his present plans, and will spend
some time with every representative, discussing
practical merchandise problems.
M. O. Giles, Southern representative of the
Emerson Phonograph Co., has been visiting
Emerson jobbers in the Southland he reports
that business conditions in this section of the
country are very encouraging.
PATHE SUPPLIES ENTERTAINMENT
Columbus, O., March 4. — At a recent meeting
of the Lancaster Camp Meeting and Assembly
-Association in this city entertainment was fur-
nished by a recital of Pathe records, under the
auspices of the Bope Furniture Co., Pathe
dealer. The Bope Furniture Co. later received
an enthusiastic letter of commendation from
the Association on the entertainment furnished
by the Pathe records and which paid a high
compliment to the charming voice of Grace
Hoffman, lyric soprano and Pathe star.
Edward Caldwell, Victor dealer, of Stoneham,
Mass., has installed a new battery of three Unico
booths, together with a series of Unico record
racks.
— We are now fully equipped to give unequaled service
STARR PHONOGRAPHS
EMERSON RECOR DTjS
(Western Iowa and Nebraska)
TONOFONE NEEDLES
REED DEMONSTRATING BOOTHS
COMPLETE STOCKS
PROMPT SERVICE
The
Phonograph
mth the
Singing Throat
Carpenter Paper Company
Omaha
-W e s t e r n Selling Agents
Nebraska
Write Today
for our
Dealers'
Emerson
Proposition
170
THE TALKING MACHINE WORLD
March 15, 1920
FERRO TALKING
A HIGH STANDARD
The Last Word in Phonograph Motordom
POWERFUL
NOISELESS
The new FERRO MOTOR is made with three or two springs. The three-spring motor runs
twenty-one minutes— plays eighty 10-inch records — with one winding. The two-spring motor
runs sixteen minutes— plays six ten-inch records— with one winding.
Eliminate your motor troubles by adopting the wonderful FERRO MOTOR. Built by master
phonograph motor makers.
The Chicago Ferrotype Company is one of the oldest independent manufacturers of talking-
machine motors, etc., in the United States.
Write for sample.
CHICAGO FERROTYPE COMPANY
1455 West Congress St.,
March 15, 1920
THE TALKING MACHINE WORLD
171
MACHINE PRODUCTS
1
OF QUALITY
The FERRO AUTOMATIC STOP
Read what others say about it. Note
the following testimonials.
"The FERRO STOP surely is a
marvel. Perfect workmanship, dur-
ability. Certain in action."
"Your FERRO STOP is all you
claim for it. We will make a con-
tract with you for five thousand."
"You certainly have the best auto-
matic stop we have tried. There is no
guesswork about its stopping on all
records at the right time."
The 100% efficient automatic stop —
Guaranteed for five years
The FERRO STOP can
be used with any tone arm.
It can also be used as a
hand brake.
The FERRO STOP is
positive, accurate, in its
action. It actually stops
the motor where you want
it to stop.
The FERRO STOP will
enhance the value of any
phonograph. It is a great
asset in selling a talking
machine. It is just the
automatic stop phonograph
manufacturers and assem-
blers have been looking for.
The FERRO TONE ARM and REPRODUCER-Patented Nov. 25,1919
Beautiful in appear-
ance.
Wonderful in sound
producing qualities.
In the FERRO TONE
ARM and REPRODUCER
we have a sound producing
unit second to none. Built
for Your high grade talk-
ing machines.
The FERRO sound box plays ALL records— both lateral and vertical cut — adjusted by a
simple turn.
If YOU want something better— something distinctive — something well worth talking about
—DON'T FAIL'to take advantage of the opportunity NOW to write for a sample of the FERRO
SOUND PRODUCING UNIT. SEE it— HEAR it— and you will be convinced.
PHONOGRAPH PARTS DIVISION
Chicago, Illinois
172
THE TALKING MACHINE WORLD
March IS, 1920
This Record
Look at the small amount of music on it!
People want their money's worth now, as
always,
which accounts for the truly revolu-
tionizing success of long-playing Grey Gull
Records. Send coupon below for samples
and full particulars.
Every customer that buys a Grey Gull
Record, Two-In-One style, in your store,
gets approximately twice more music than
he is used to getting, without any advance
in price. This will tie him to you perma-
nently, because he will be getting something from you that is not available
anywhere else in town.
Grey Gull Records, Two-In-One Style, are entirely different from all other records. They look the
same, and play the same; yet in the ten inch size they run from to SlA minutes, and in the twelve
inch size, from 514 to lYi minutes. We often put four entire pieces on the two sides of one disc.
For example, Number H4003, retailing at 85 cents, gives you on one side, Second Regiment March
and Boston Commandery March, and on the other side Up the Street March and Cruiser Harvard
March — all four marches complete. We pursue the same policy with popular dance and song hits
of the day.
Grey Gull Records, Two-In-One Style, sell best when they are compared with other kinds of records. Their
merits are then and at once enthusiastically recognized. When you have established a trade in them, no other
dealer can get it away from you, because he has no records anything like them.
You can satisfy yourself as to the accuracy of our statements by using the coupon below. Your money back at
once if you don't like the records.
INCORPORATED
295 HUNTINGTON AVE., BOSTON
- ,
FILL OUT THIS COUPON AND MAIL
GREY GULL RECORDS, 295 Huntington Ave., Boston, Mass.
Please send to address below, an easy-selling assortment of ten Grey Gull Records, for which remittance of $6.00 is enclosed. .
Privilege of returning these records within ten days, at your expense, and obtaining a refund of the remittance is reserved. Also send
your two leaflets, "Distributor Proposition" and "Dealer Proposition," and 'ist of your records.
I
Name Address
Won't Sell
March 15, 1920
THE TALKING MACHINE WORLD
173
Bert Williams preaches two sermons on
this record. You'll offer up a prayer of
thanks if you order a big supply. A-6141.
Columbia Graphophone Co
NEW YORK
ROCHESTER TRADE IS ACTIVE
Demand for Machines and Records Shows No
Abatement and Retailers Are Expanding
Facilities — E. J. Chapman in Florida — New
Lines Appearing in the Local Field
Rochester, N. Y., March 5. — Rochester dealers
are all smiles. The demand for talking ma-
chines and records apparently has no limit and
dealers in this vicinity are having difficulty in
securing goods in large enough quantities to
meet the demand. "Dardanella" made a tre-
mendous hit, and while shipments on this rec-
ord have been greater than on any recent hit,
the demand is far from satisfied.
Brunswick records have made their appear-
ance in Rochester and according to Miss Kath-
leen Whalen, of E. W. Edwards & Son, local
Brunswick dealers their reception by the public
exceeded by far the highest hopes entertained
for them.
Chester Davenport, formerly of the Pelham
Bay Naval Reserve Band, has been placed in
charge of the musical merchandise department
of the Music Lovers Shoppe.
John Clark, formerly manager of the Victrola
department of the B. J. Fryatt department store,
in East Rochester, has entered the wholesale
field, having taken the exclusive distributing
rights for the Waddell talking machine in New
York State. Mr. Clark has also opened a retail
department in the MacAlpine-Bullock Co., and
says that the Waddell is making fast friends.
E. J. Chapman, Victor wholesaler, is spending
several months in Florida and at present is in
Florence Villa. M. L. Welsh, manager for Mr.
Chapman, reports the demand for Victor goods
as great as ever and that factory shipments to
date have done very little to overtake the de-
mand. Mr. L. A. Randall, traveling representa-
tive for Mr. Chapman, is in Camden taking the
Salesmanship Course at the Victor factory.
Among recent visitors at Chapman's were A. C.
Clother, of Avon; I. D. Bramer, of Fairport;
Frank Reilly, of Penn Yan; C. N. Andrews, of
Buffalo; T. D. Davies, of Wm. Taylor & Sons,
Cleveland; Mr. Scott of The Hengerer Store,
Buffalo, and Mr. Allen, of Los Angeles; Cal.
The remodeling of stores is still going on in
Rochester; Arthur W. Oster, at 168 Clinton ave-
nue. South, recently completed alterations in his
store, making it a model home for the Columbia
line. His new show windows are receiving much
favorable comment. The large increase in his
business has caused S. J. Hoffman, of Joseph
avenue, to expand and he is turning the store
next to his present location into a new talking
machine show room to be used in connection
with his old store, thus giving him twice the
space for his Columbia and Victor lines.
Mr. Young, of Young's Music Store, Ames
street, has been losing sleep lately by people
getting him out of bed for a record of "Dar-
danella." Mr. Young claims he is an early riser,
but that doesn't seem early enough for those
who want to be sure of getting the record.
The Reilly Brothers, of Penn Yan, are each
planning to attend the Salesmanship School
at the Victor factory and Edward Reilly will
attend the class starting March 8.
The Buchanan Hardware Co., of Richfield
Springs, has a very nice talking machine de-
partment in a new addition to the old building.
It is under the able direction of Joe Famular
and he handles the Victor and Sonora lines.
B. S. Morgan, of Cooperstown, has "moved
from his old store into larger arid newer quar-
ters across the street, where he can give better
service to those who desire Victor or Sonora
products.
C. J. POTT CHRISTENS AN HEIR MUSIC PAGE FOR STOCKTON RECORD
C. J. Pott, general sales manager of the Cana-
dian interests of the General Phonograph Corp.,
was a visitor to New York the early part of the
month, and, in addition to taking care of im-
portant business matters, celebrated the christ-
ening of a baby son. Mr. Pott solemnly prom-
ised Otto Heineman, president of the company,
that this baby son may be safely counted upon
as a new recruit to the company's sales organi-
zation. Mr. Pott was most enthusiastic regard-
ing Canadian business conditions and com-
mented particularly upon the tremendous growth
in popularity of Heineman and Meisselbach
motors among dealers in all parts of the
Dominion.
Peffer Music Co., Columbia and Pathe Dealers,
Encouraging Music News in Daily Press
In the music section of the Stockton (Cal.)
Daily Evening Record the Peffer Music Co.,
large music dealers of that city, occupied the
greater part of two pages in a double spread
featuring all kinds of musical instruments and
accessories. Pathe phonographs and Columbia
Grafonolas, as well as Pathe and Columbia rec-
ords, are carried. The new music section car-
ried interesting news regarding happenings in
the musical world. It is worthy of note that
musical news filled the section completely and
no extraneous matter was used.
This superior product is
a necessary part of the
superior quality machine
The " Crip-N-Ejex" File is a high quality
product that will add SELLING POWER
for the machine in which it is featured.
It not only improves the appearance and at-
tractiveness of any talking machine, but will
also provide A RECORD SYSTEM that is a
positive necessity for all talking machines.
Manufacturers who make it a standard part
of their finer quality models will render pro-
spective purchasers of phonographs a REAL
SERVICE which will be everlastingly appre-
ciated. Increased business will result from
an increased demand. This desirable de-
vice is easy to install in all makes of cabinets.
It is substantially built to last a lifetime, per-
manently protects the records from becoming
scratched, marred or broken, and instantly
produces THE DESIRED SELECTION.
It will, therefore, increase the pleasure of
the owner many hundredfold.
MAKE US PROVE IT
Crippen Record File Corporation
39 North Water Street Rochester, N. Y.
Illustration above shows Spe-
cial MADE TO ORDER Ma-
hogany Sectional Cabinet,
consisting of base, two 100
section units and top.
TOTAL CAPACITY: 200
Records.
174
THE TALKING MACHINE WORLD
March 15, 1920
Ouritan
An Opportunity for Dealers
The PURITAN
Phonograph literally
"speaks for itself."
There is a richness
and purity in the re-
production, quite
different from other
instruments, that in-
variably pleases the
listener.
The most critical
music- lovers declare
that such smoothness,
clearness and volume
of tone have never
been produced by or-
dinary phonographs.
THE REPRODUCER
A new type of sound-box and tone arm give
absolutely free horizontal and vertical movement,
enabling the needle to receive ALL THE IMPULSES
from the corrugations of the record. The faintest
recorded sounds are faithfully transmitted to the ear.
The mechanism is very sensitive to record vibrations,
and is the result of long experiment.
The great clearness of tone in the PURITAN is
produced by the
LONG WOOD HORN
This is an exclusive, patented feature, and
CANNOT BE USED BY ANY OTHER MANU-
FACTURER.
The PURITAN HORN is a rectangular channel
representing an organ-pipe, extending from the tone
arm to the bottom of cabinet. It has only one bend
(see illustration).
THIS IS THE MOST EFFECTIVE
AMPLIFIER EVER PRODUCED
The PURITAN HORN magnifies and mellows
the vibrations from the diaphragm. At the same time
it absorbs all hissing and grinding sounds, delivering
the MUSIC ONLY in a wonderfully realistic way.
The entire instrument, including motor, sound-
box and cabinet, is made in our own factory, and we
guarantee every part.
PURITAN LATERAL-CUT RECORDS ARE BRILLIANT AND CONTAIN THE
LATEST POPULAR NUMBERS
The Puritan Phonograph plays all makes of Disc Records, with all the distinctness and volume of
which the record is capable
EIGHT BEAUTIFUL MODELS NOW READY FOR IMMEDIATE SHIPMENT
WRITE FOR CATALOG AND DEALERSHIP PROPOSITION
United Phonographs Corporation
Factory and General Offices: Sheboygan, Wisconsin
March 15, 1920
THE TALKING MACHINE WORLD
1 75
NEWARK WORKS IN OPERATION IMPORTANT CHANGES IN VICTOR CO. EXECUTIVE BODY
General Phonograph Corp. Occupies Mammoth
Plant at Newark — Production of Meisselbach
Motors Rapidly Increasing to Meet Demand
Leon F. Douglass and A. C. Middleton Join Advisory Committee — Succeeded as Directors by C. G.
Child and E. E. Shumaker — Walter J. Staats Is Treasurer and Edward K. MacEwan Secretary
In a chat this week with The World, Otto
Heineman, president of the General Phonograph
Corp., stated that the company's new Newark
plant is now being equipped with the necessary
machinery and that the removal from the old
plant to this mammoth factory has practically
been completed. This moving was accomplished
under unusual handicaps, as weather conditions
were abnormal and it was necessary to use a
day and night shift in order to make any prog-
ress.
By the end of this month the new Newark
factory will be working under "full steam," and
the production of Meisselbach motors will be
accomplished on a scale far beyond compari-
son with the output of the old plant. Manufac-
turing facilities in the new factory are ideal,
for, instead of turning out Meisselbach motors in
a plant of fifty small rooms, which comprised the
old factory, every modern convenience is af-
forded the factory staff in the new Newark
works. Mr. Heineman has been spending quite
some time in the Newark plant during the past
few weeks, taking personal charge of the many
important details incidental to the removal to
and the equipment of the new Newark factory.
MANAGER OF THE LUCKY 13 CO.
Max Bartelstone, a cousin of David Bartel-
stone, head of the Lucky 13 Phonograph Co.,
who for many years has held some very im-
portant positions in the plate glass industry, has
recently severed his connections with that field
and has been appointed general manager of the
Lucky 13 Phonograph Co.
Max Bartelstone, although a comparatively
young man, has demonstrated his ability as a
business executive in many ways, and his quali-
fications to assume his new duties are excellent.
The ever-growing business of the above com-
pany has forced it to enlarge its organization
considerably, and plans to handle a greatly in-
creased business are well under way.
FORCEFUL NEWSPAPER PUBLICITY
An attractive advertisement was used by the
Vitanola Talking Machine Co., of Chicago, in
last Sunday's Times, featuring a reproduction of
the artistic Vitanola publicity now appearing in
the leading national magazines. At the bot-
tom of this advertising was a list of Vitanola
dealers in metropolitan territory, this list appear-
ing over the signature of the M. M. Roemer
Sales Corp., New York, local Vitanola distribu-
tor.
The length of the list and the standing of
the dealers handling the Vitanola machine in this
territory emphasize the remarkable popularity
achieved by this line in Greater New York dur-
ing the past year or two.
A number of interesting and important
changes in the executive organization of the
Victor Talking Machine Co. have recently been
completed.
Leon F. Douglass and Albert C. Middleton,
two of the original incorporators and directors,
resigned as directors and accepted appointment
on the newly organized Advisory Committee,
by whom important matters of policy and oper-
ation are discussed before consideration and
decision by the Board of Directors.
It will be recalled that Mr. Douglass, who for
several years past has been chairman of the
board and will continue as chairman of the
Advisory Committee, was the Victor Co.'s first
vice-president and general manager and that,
working in close co-operation with Eldridge R.
Johnson, the founder and president, he developed
and carried on the company's marketing system
during the formative stage of the industry.
During the past ten years or more Mr. Douglass
has not enjoyed good health and has necessarily
been less active in the company's affairs.
Mr. Middleton was also one of the incorpo-
rators and original directors of the Victor Co.
For a period of thirteen years, from 1901, he
held the office of secretary, relinquishing the
duties of that office in 1914 because of a desire
to be less active in business and to have more
time for his private interests.
To fill the vacancies in the board Calvin G.
Child and Edward E. Shumaker were elected
directors.
Mr. Child is, of course, well known to the
trade through his long connection with the
Victor Co. as director of the Recording Labora-
tory. The development of the Victor Co.'s
magnificent record catalog has been his particu-
lar work.
Mr. Shumaker has spent his entire business
life in the service of the Victor Co., having
been purchasing agent during the past nine
years. This promotion will call attention to
the tremendous problems which a manufacturer
on such a large scale has to contend with in the
procurement of raw materials and supplies. The
volume of business transacted by the Victor
Co.'s purchasing department, under Mr. Shu-
maker's direction, is very large indeed and the
importance of the department's work is attested
by the election of its head to membership in
the Board of Directors.
Walter J. Staats has been elected treasurer,
succeeding Charles K. Haddon, who will devote
his entire time to the duties of his office as
vice-president. Eugene F. Haines, Frank B.
Middleton, Jr., and George W. Jaggers have
been elected assistant treasurers. It is interest-
ing to note that all of these gentlemen have long
years of service with the Victor Co. to their
credit, this fact also indicating the belief of the
Victor Board in the sound theory of promotion
within the organization.
Edward K. MacEwan, another veteran of the
Victor organization, has been elected as secre-
tary of the company, succeeding Ralph L. Free-
man, who resigned that office in order to devote
his entire time to the problems connected with
the distribution of the Victor Co.'s vast output.
STRATFORD CO. ENTERS TRADE
New $1,000,000 Concern Erecting Plant in Ash-
land, O., to Manufacture Period Models of
Machines — Prominent Men Interested
The Stratford Phonograph Co., a new organ-
ization capitalized at $1,000,000, has purchased
a large plot of ground in Ashland, O., and is
erecting a modern up-to-date daylight factory
in that city. The plans are said to call for
equipment capable of turning out 100,000 ma-
chines a year in period models only. It is ex-
pected that the firm will be ready to ship within
ninety days. The president of the new concern
is F. P. Amreihn, who was for a number of years
Detroit manager of the P. T. Stark Piano Co.
J. P. Kearney is the auditor of the company,
and Seth Gongwer is the treasurer. The latter,
by the way, is also the treasurer of Ashland
County, O. A. B. Cornell, president of the A. B.
Cornell Co., New York, is secretary of the new
organization. One of the directors of the new
company is C. H. Yahrling of the Yahrling &
Raynor Piano Co., Youngstown, O., who is also
director and president of the Ohio State Music
Trades Association.
Equipment is rapidly being installed in the
new quarters of the company, and it is expected
that samples of the instruments can be for-
warded to the trade within a very short time.
B. R. FORSTER ON WAY TO COAST
B. R. Forster, president of the Brilliantone
Steel Needle Co., was reported, just before going
to press, at Omaha, Neb. He has met with great
success so far on his trip and will continue
on to the Pacific Coast. The Brilliantone Steel
Needle Co. has established a remarkable rec-
ord in its sales thus far this year. The vol-
ume of sales for the first two months in 1920
has already exceeded the entire business done
during 1919.
CRESSEY & ALLEN EXPANDING
Portland, Me., March 6. — Due to the rapid
growth of the Victor business of Cressey & Al-
len, the directors of the company are planning to
remodel and enlarge this department. This en-
largement will apply to both the wholesale and
retail branches and the most modern equipment
will be installed. Work will be begun soon on
the comprehensive plans and will be rushed to
completion.
Size: 6" x 6" x 12"
"Take Your Music With You"
"CIROLA," the only PORTABLE Phonograph without sound
chamber; has twin spring motor; highly nickeled metal parts;
is finished like a Piano; built like a Battleship; folds like a suit-
case ; weighs 16 lbs. ; plays all records better because the good
fresh air is its sound amplifier; and we will give $10,000.00 for
any Cabinet Phonograph at $100.00 that will produce a larger
volume of tone. Write for our proposition quickly. Enterprising
dealers everywhere are rapidly stocking these Spring and Summer
Whirlwinds.
CIROLA DISTRIBUTING CO., Inc.
Distributors of the
CIROLA PHONOGRAPH
PROMPT
DELIVERIES
203-04 Colonial Trust Bldg.
Phone Spruce 6340
PHILADELPHIA, PA.
U. S. A.
176
THE TALKING MACHINE WORLD
March 15, 1920
SOUVENIRS RECEIVED BY T. A. EDISON ON BIRTHDAY
Among the unusual souvenirs received by Creation during the year. The campaign is de-
Thomas A. Edison upon his seventy-third birth- clared to be one of the most elaborate ever
day anniversary recently were a number of attempted in the trade and Mr. Edison was
scrapbooks, including two from an Edison job- much interested in the various features as set
ber, containing clippings concerning nearly 800 forth in the book. The accompanying photo-
BUBBLE
BOOKS
Music, Book
and Songs
All In One
Very few other toys or
novelties have had the
wide publicity of BUBBLE
BOOKS.
Because of this extensive
advertising campaign, the
sales last year amounted
to over 1,000,000 copies.
Are you getting your share
of this Million Dollars?
BUBBLE BOOKS are
not merely playthings of
an hour. They are of real
educational value.
They sell on Sight.
Eight Titles.
Write for descriptive
circular and liberal dis-
count proposition.
Retail Price $1.25
REPAIR o-„
SOURCE >4S
Thomas A. Edison Inspecting Birthday Scrapbooks
tone tests held in the jobber's territory. Of par-
ticular interest was the volume outlining in de-
tail the elaborate sales and advertising campaign
prepared by Thomas A. Edison, Inc., for the
purpose of exploiting the new Edison and Re-
graph shows Mr. Edison with William Max-
well, vice-president of the company, and his
son, Charles Edison, inspecting the sales cam-
paign. This is an excellent "human document"
of the great inventor.
PHONOGRAPH CASES
Reinforced 3 ply veneer
THE STANDARD CASE
for Talking Machine and Records
and
Plywood
Cases
ARE SYNONYMOUS
For 1 0 years phono-
graphs have traveled in
plywood cases and have
reached destination in
perfect condition.
Our capacity and ex-
perience in manufactur-
ing insure your getting
good service and well
made cases.
Let us figure on your
requirements.
Made by
PLYWOOD CORPORATION
GOLDSBORO, N. C.
Mills in Va„ N. C, and S. C
Chicago Office, 111 Monroe St.
Plaza music Co.
18 WEST* 201* STREET
NEW YORK
March 15, 1920
THE TALKING MACHINE WORLD
177
^^^^^^^^^^^^^^^^^^^^^^
The STONE PIANO COMPANY
Northwest Distributors for
^Aeolian-Vocauon
and the
NEW VOCALION RECORD
npHE AEOLIAN-VOCALION
1 has made a success — a phenom-
enal success. The public — that
great jury of award — has passed
upon the Aeolian -Vocalion and
accorded it the premiership of the
phonograph world.
The same jury is now passing upon
the new lateral cut VOCALION
RECORD — that wonderful com-
panion of the Vocalion. Even now
the verdict is rendered — for the
Vocalion Record is already taking
the position to which it is rightfully
entitled, as the most musical, most
perfect, most satisfactory phono-
graph record ever produced.
STONE PIANO COMPANY
M INNEAPOLIS
MINNESOTA
Distributors
■H
FARGO
NORTH DAKOTA
178
THE TALKING MACHINE WORLD
March 15, 1920
MODEL "AA"— OPEN
Mahogany or Oak
ny2" high; 16^4" wide; 20y4" deep
Like the more expensive Models,
"AA" will play all makes of Disc
Records.
MODEL "A"
Mahogany or Oak
17" wide; 19" deep; 42" high
This is an exceedingly artistic
model, built to meet a popular de-
mand. Nickel-Plated Hardware is
used throughout, and the shelf for
Albums is made of five-ply veneer.
Superiority
is being recognized far and near. Not only has the CRAFTS
Phonograph had a cordial reception in America, but England
is interested in the CRAFTS line. A substantial Music House
there seeks the representation of CRAFTS Phonographs.
Christiania, Norway, too, is calling for the CRAFTS Phono-
graph. Inquiries likewise have come from Japan and other
foreign countries. This, coupled with the fact that heavy de-
mands are being made upon us by dealers already appointed, should
convince the trade that CRAFTS superiority is established.
The CRAFTS Phonograph is truly an artistic musical instrument, as
well as an excellent mercantile commodity — hence attractive either
from an artistic or a commercial point of view. The CRAFTS line
opens up avenues of increased profit for dealers.
MODEL "B"— CLOSED
Mahogany, Walnut or Oak
18" wide; 20" deep; 433/4" high
Each and every CRAFTS Phonograph is care-
fully constructed by painstaking workmen, guided
by a master mind. From the moment the lum-
ber is placed in the dry kilns until the finished
product is delivered to the carrier, it is handled
by those who take a personal pride in it. Our
achievement is the result of mechanical inge-
nuity, the application of scientific principles, plus
an efficient organization and the unified interest
of happy, contented workers. Each hand in the
mill, each cabinetmaker, each assembler, each
packer, each chauffeur seems to be proud of the
part be plays in building the success and the
reputation of The House of CRAFTS.
Much territory is still open — and it is better to
offer the CRAFTS Phonograph in competition
than to meet it that way!
Does not good business dictate that you at once
"Talk with CRAFTS"
9
A. J. CRAFTS PIANO CO.
Manufacturers
RICHMOND VIRGINIA
MODEL "C"— CLOSED
Mahogany, Walnut or Oak
223/8" wide; 2V/8" deep; 463/4" high
March 15, 1920
THE TALKING MACHINE WORLD
179
SE^ALKIWCMACHINI
^ 'T
LNote: — This is the 44th of a series of articles on the
general subject of the musical possibilities of the talking
machine by William Braid White. The aim of the series is
to develop these possibilities from all angles, thus opening
up fields for sales expansion neglected wholly or in part.
— Editor.]
WHAT SHALL WE SELL?
Not so long ago, the representative of one
of the greatest weekly publications in the world,
judged by circulation and influence, was dis-
cussing with me the probable tendencies of the
music industry of this country. His ideas were
both candid and disconcerting. Generally
speaking, the music trade was to him a small
and rather obscure luxury trade, not at all
comparable with the larger and more basic in-
dustries, and certain to sway back -and forth
with every passing breath of industrial change.
In the course of conversation, I was, of course,
able to point out to our friend that there was
another side to the shield. The music in-
dustries are not indeed as large as we, at least,
should like to see them. But why is this?
Obviously it is because the people of this coun-
try are not thoroughly awake to the possibilities
of music. The very moment any one tries se-
riously and sincerely to organize musical activi-
ties, on the right scale and with due regard to
the ideas of his community or of the group
within which he works, it is found that the
public takes to music like the proverbial duck
to water. The musical desires of the American
people have never yet been brought out. The
incoming foreigner has often brought with him
a wealth of native musical talent, a wealth of
musical tradition; but it has almost uniformly
been crushed out of him by the intolerable
pressure of industrial life. Yet the desire is
there, and it is common to the masses of the
people everywhere. The people are hungry for
music and hungry as never before.
The Great Need
The most serious defect in the spirit of the
music industries is to be found in their failure
to detect these facts and in their consequent
lack of understanding of the wonderful future
which awaits them. They have failed hitherto
to grasp the fundamental fact that the people
want music almost more than they want any-
thing else save food and clothing, and that any
apparent hesitation on their part in putting this
desire into expression is mainly due to the cold
and narrow attitude of music merchants. The
point I want to make is simply that the future
of the music industries will have been assured,
no matter what may be the coming economic
or social events, just as soon as the industries
recognize that they have never yet attained to
anything like the possible and legitimate na-
tional distribution of musical instruments. Once
it is recognized that the number of pianos, of
player-pianos and of talking machines, so far
distributed in our best year, is far below the
natural normal consumption of the American
people, there will be an understanding also that
the reason for this is to be found in our faulty
method of merchandising. When we can clearly
see that we have sold, and are selling, all mu-
sical instruments on the wrong basis, we shall
be in a fair way to finding the right one in
due course.
There may be some merchants who feel that
the present trend of events in the economic
world portends a reaction towards harder times.
This may or may not be a correct idea; but' I
insist that, whether it be correct or not, the
music industries have no cause for uneasiness.
Let us devote ourselves to considering the spe-
cific case of the talking machine industry, from
the retailer's point of view, and then we shall
be able to focus our ideas effectively.
The Great Truth
No one knows, of course, how many talking
machines have already been made and sold;
but the census figures, when they are available,
will probably confirm my belief that about three
millions of talking machines have so far found
their way on to the market and are now in use.
At the present moment it is, I think, not im-
probable that ten thousand machines a day are
being made. Allowing for an average of twenty-
one working days per month, one may suppose
that nearly two and a half million machines
will be turned out this year. Now the present
population of the United States is about one
hundred and ten millions, divided into more
than twenty millions of families. It is plain
that the absorptive capacities of the contempo-
rary population will not be reached for some
years at this rate, not mentioning the annual
population-increase, which may be set down as
between two and a half and three millions.
This refers to machines only and does not
take account of the already enormous aggregate
demand for records; a demand which, as we
shall see in a moment, is just as far below nor-
mal as the demand for machines. It should
seem plain to the most frightened mind that
the future of the talking machine merchant is
sure.
Yes, it is; but not so long as the present nar-
row ideals prevail. I mean simply that, if the
talking machine retailers are to make their
future secure, despite of any and every pos-
sible future difficulty and danger, they must
wake up to the supreme truth that when they
sell a talking machine or a bunch of records
they are not filling a demand for a thing of
wood and clock-work, but for the idea of music
in the home; not for a bundle of shellac discs
but for the idea that to hear the voice or the
strings of a great artist is something joyful
and to be desired as a pearl of great price.
The Horrible Example
The piano men have had the same difficulty
and have fallen into tho same error. For years
pianos have been sold ofy the plea that a piano
is a necessary piece of furniture which any one
ran buy on very easy terms. The idea of the
piano as something to buy because it is the
music-giver which brings the greatest amount
of musical happiness in the easiest way, has but
lately been thought of in the . general practice
of the trade. That is to say it had not been a
practical thought until the competition of the
talking machine came along. Now every one
knows that it was the record which floated the
talking machine; and consequently the entry of
that machine into the music industry field
inaugurated a real campaign to sell, the idea of
music, not the idea of a box of machinery, to
the people. This idea the player-piano folks
started; but they let it get away from them.
The talking machine men started it also, and
it begins to look as if they were in danger of
losing it in turn.
The One Sound Basis
Yet the only possible sound basis for the
future of the talking machine lies in regarding
and treating it purely and simply as "music" in
the concrete, as the means for bringing music
into the home. To take up any other sort of
position is to invite all the uncertainties which
in due course will visit and plague every non-
staple industry in this country. The Music In-
dustries Chamber of Commerce realizes this
(Continued on page 181)
HERE IT IS
&f>e
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for all Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify SV2" or 9V2" arm
F LETCH ER-WICKES CO., 6 East Lake Street, Chicago, Illinois
THE GEORGE McLAGAN FURNITURE CO.. STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS
THE TALKING MACHINE WORLD
March 15, 1920
The Fern -0 -Grand Co.
Announces the completion of its removal into its new and en-
larged factory building and with the addition of new equip-
ment will before long be able to make deliveries more rapidly
The Reception Offered
the Fern-O-Grand
"The Phonograph with the Grand Piano Tone"
has been beyond our fondest expectations,
and re-orders, particularly, have been most
flattering.
The FERN-O-GRAND is built under the
direction of men whose life work has been
that of expert piano builders.
Its accurate reproductions of the finest tone
shadings make it the master musical instru-
ment.
Its Construction lends itself to volume and
tonal quality without the least restriction.
Electrically Illuminated and equipped with
an easily adjusted automatic stop, it offers
the latest attractions to the discerning
buyer.
The Cabinet Work is of the finest and all
"The Phonograph" with the Grand piano Tone" our models are made in Mahogany, Ebony,
Equipped with Fern-O-Grand Reproducer (Ellis Patent),
Automatic Electric Light and Stop and Walnut and Oak.
Lorimer Heavy-duty Motor
A GEI\ CIES FOR THIS HIGH-GRADE AND POPULAR MACHINE
ARE BEING ALLOTTED TO RESPONSIBLE DEALERS AND JOBBERS
CORRESPOND WITH THE
FERN-O-GRAND COMPANY
212-220 W. Central Parkway Cincinnati, Ohio
March 15, 1920
THE TALKING MACHINE WORLD
181
soss
POSSIBILITIES OP THE TALKER
(Continued from page 179)
fact and is beginning to organize nation-wide
propaganda for stimulating the natural love of
music among the people. Once make that de-
sire and stir it into active life and there will
be nothing to worry about in the future of the
trade. This is the one great principle, in fact,
which must now be grasped by every merchant
who would prosper; namely, that the talking
machine and record must henceforth be under-
stood as "means to music." Thus understood
and thus advertised, they will not need to be
sold by the retailer. He will sell "music." Ma-
terially of course he will be dealing in machines
of wood and clock-work, discs of shellac and
paper; but in fact he will be selling "music."
His sole business will be to stimulate the love
of music in his community and then to show
how the talking machine and its records are
the music-means supreme. If he will work
along these lines he will find for himself a
future which no winds or storms of adversity
can destroy.
These thoughts may seem to some to be
radical; but the whole tendency of the most
advanced merchandising thought is in this
direction. Never forget that the talking ma-
chine market is not, and for many years can not,
be normally supplied by the present manu-
facturers, even after we add those who will
enter the industry in the course of time. But
it can be killed by stupidity. Stupidity and
not guile has furnished usually the cause of
all the disasters which from time to time have
overwhelmed the commercial as well as the
political and social worlds.
SCHMOLLER & MUELLER BURNED OUT
Prominent Omaha Music House Suffers Loss
of $315,000 As a Result of Blaze Which Guts
Building — Resume Business Immediately
Omaha, Nebr., February 28. — Fire which
swept through one of the principal blocks in
the business district of the city yesterday morn-
ing completely destroyed the building and stock
of the Schmoller & Mueller Music Co., at 1311-
13 Farnam street, causing a loss to the company
estimated at about $315,000, $240,000 on the"
stock and $75,000 on the building. The loss is
well covered by insurance.
The fire broke out at about 1 o'clock in the
morning from some undetermined cause and
the building was a mass of flames before the
fire department could get into action. The
flames spread to the upper floors of the Bruns-
wick-Balke-Collender Co. building next door,
causing a loss of $50,000 to that company's
stock, and resulting in the ruining of a large
number of phonographs as well as of other
products manufactured by that company.
The Schmoller & Mueller Co. arranged im-
mediately to resume business and secured tem-
porary quarters in the Omaha Printing Co.
building, at 15th and Dodge streets. The com-
preserve beauty. The fine cabinet work which is re-
quired in many instances to preserve the disguise of
talking machine cabinets requires that hinges be as
inconspicuous as possible. Soss Hinges are invisible.
Write for Catalogue T.
SOSS MANUFACTURING COMPANY
Grand Avenue and Bergen Street
Brooklyn, New York
pany fortunately had in the railroad yards wait-
ing to be unloaded three carloads of pianos
and two carloads of talking machines, and the
manufacturers in the East were immediately
advised to rush new stock. W. H. Schmoller,
president of the company, announced that the
employes laid off as a result of the fire would
receive their salaries regularly until such time
as their services should again be required.
NEW SONORA PERIOD PRICE-LIST
Sonora Phonograph Co. Introduces Some New
De Luxe Period Designs and Also a Series of
Moderately Priced Period Models
COLUMBIA ADVERTISING FOR MARCH
The advertising department of the Columbia
Graphophone Co., New York, has prepared for
the use of its dealers in March a splendid batch
of advertising that can be used by the dealers to
excellent advantage. This advertising features
the various artists who are represented in the
March list, and there is a diversity to this pub-
licity that makes the advertising adaptable for
use in any section of the country.
Among the artists who will be featured in
the mammoth advertising campaign of the Co-
lumbia Co. this month are Rosa and Carmella
Ponselle, Riccardo Stracciari, Oscar Seagle, Al.
Jolson and the Ted Lewis Jazz Band. There
are also several advertisements featuring the
various classes of Columbia records, such as
the latest dance and popular hits, while another
group of advertisements is devoted exclusively
to presenting some of the distinctive merits of
the Columbia Grafonola.
The Sonora Phonograph Co. has announced a
new price list for its period models. Coinci-
dent with the inauguration of this price list, the
company also announced a new series of mod-
erate-priced period models, which attracted gen-
eral attention at the Music Show. These models
will retail at $325, and comprise the following
cabinet designs: Italian Renaissance, Queen
Anne, Adam, Louis XV, Louis XVI.
The price list for the other Sonora period
models is as follows: Colonial, $425; Sheraton,
$525; Louis XVI de luxe, $575; William and
Mary, $575; Duncan Phyfe, $725; Adam de luxe,
$775; Chippendale, $775; Louis XV de luxe,
$1,250.
The company also announces a series of new
de luxe designs in period models which repre-
sent exceptionally artistic cabinet work and
are exact replicas of the periods they follow.
This new series comprises the Jacobean, an-
tique walnut, $1,650; Polychrome, $1,900; Gothic,
antique walnut, $1,750; Polychrome, $2,000;
English Renaissance, antique walnut, $2,250;
Polychrome, $2,500; Italian Renaissance de
luxe, antique walnut, $2,250; Polychrome, $2,-
500.
HAAG RECORD FILES
Give your customers an opportunity to buy a real record file. A
slight pressure on the key hands you the record from non-binding
compartments.
PRICES NET TO DEALERS
Model "A" (As shown in cut) (11.25
44 «3» (Same, Without ejector keys) 10.25
•' "C" (Made especially for Edison Model A-100) 19.00
" "V" (Same, without ejector keys) : : 18.00
44 .ij;" (Fits into drawers of Edison Laboratory Models) 6.50
" "F-100" (Upright Cabinet. Holds 100 of any record. With ejecting keys) 48.00
" "G" (Made in Rouge or Natural for Edison Chalet Model) 26.S0
Write for Complete Catalogue
Distributed Exclusively by
Manufactured Exclusively by BLAKE & BURKART
HAAG & BISSEX Herbert EBiake-
1100-1102 Walnut Street
PHILADELPHIA, PA. Philadelphia, pa.
182
THE TALKING MACHINE WORLD
March 15, 1920
The
izACON
PHONOGRAPH
T>.
his instrument is created for the better grade of dealer who
desires to handle a phonograph that is distinctive and of
unquestionable superiority to those now on the market.
The Beacon tone is marvelously
sweet, the cabinets of an exclusive
design, and the motor and tonearm
of the finest possible construction
and workmanship.
There are five models, retailing at
$70, $110, $150, $225 and $350.
PERIOD MODELS from $375 up
Dealers or jobbers, considering fran-
chises for 1920, should send in their
applications as soon as possible.
Patents Pending
Model No. 6, Price - - • $110.00
Mahogany, Oak and Walnut
Beacon Phonograph Company
19 Milk Street
Boston, Mass,
Factories at Somerville and Walt ham, Mass.
Western Representatives: Moeller-Waters, Inc., Lyon & Healy Bldg., Chicago, 111.
March 15, 1920
183
Very liberal discounts are offered. Moreover, BEACON dealers
enjoy the advantage of the BEACON Cooperative Advertising
Campaign in their own home town. These features make the
BEACON Franchise irresistibly attractive.
We shall be happy to answer your inquiries.
Moeller-Waters, Inc.
Western Representatives
LYON & HEALY BLDG.
CHICAGO
fVj'OELLER-— '
Waters
184
THE TALKING MACHINE WORLD
March IS, 1920
NEW CLAYOLA DISTRIBUTOR
F. Altschul Sells Interest in Schilling Piano
Co. and Plans Progressive Campaign in the
Furthering of the Interests of the Clayola
Announcement was made this week of an im-
portant deal which was consummated a few days
ago, whereby Frederick P. Altschul has acquired
the Eastern distribution of the Clayola phono-
graph, manufactured by the Clayola Phono. Co.
at the present time covering the Eastern trade.
Mr. Altschul has leased the former headquar-
ters of the Schilling Piano Co., and will be lo-
cated there after May 1. In the meantime, ex-
tensive alterations will be made, the result of
which will be one of the most attractive whole-
sale phonograph establishments in New York.
In speaking of the Clayola phonograph, Mr.
Altschul stated to a representative of The
World this week: "I feel that I have secured a
splendid proposition. The Clayola phonograph
comes in five models, including a beautiful Con-
sole model. Besides this, it is the only machine
that has a tone chamber made of the same ex-
cellent quality of spruce which is used in the
sounding boards of the world-famous Steinway
pianos. The cases are also manufactured of the
very finest veneers, and great care has been dis-
played in the artistic finish of them. In the new
warerooms we will have a complete line of in-
struments on display at all times, and dealers
who are visiting New York will be welcome
there after May 1."
You Talk Quantity
-ON-
Gram. Brakes, Needle Cops, Needle Rests, Cover Sop-
ports, Crank Handle Escutcheons (with fibre washer ),
Modifier Rod Escutcheons, Stylus Arms and on any
Special Parts.
-AND-
We Will Talk Price
Immediate Deliveries
Phonograph Hardware Specialties Manufacturers
GRAND STREET & WEST BROADWAY
NEW YORK CITY
MUSICAL APPEAL IN ADVERTISING
Boys' Magazine Uses Talking Machine Illustra-
tion to Put Its Own Argument Across
Frederick P. Altschul
Mr. Altschul has been identified with the music
industry for over ten years, having established
at that time the Schilling Piano Co., 112 West
Twenty-third street, who in recent years have
been distributors of the Stradivara phonograph.
At the first of the year Mr. Altschul sold his
half interest in the Schilling Piano Co., and has
made arrangements to give the Clayola phono-
graph a strong representation throughout the
East, having already acquired the services of
four well-known and popular salesmen, who are
Recognizing the fact that the talking machine
has to-day become a universal instrument with
which everyone is thoroughly familiar, the
American Boy in its advertisement in Printers'
Ink in the issue of March 4 used at the top of
the page a picture showing a group of boys
enjoying themselves at home with the latest
records. An insert recalls to mind the days of
childhood long ago when the boy's chief delight
was to make weird melodies on instruments of
his own invention. The text of the ad said:
"When father was a boy a tissue paper and
comb horn furnished melody sweet to his soul,
and a mouth organ an ecstasy of musical de-
light. Real music in the home was about as
frequent as when mother had a minute from
her duties and wasn't too tired to sit down at
the old square. Nowadays the boy operates
the player-piano or phonograph and gives his
mother a rest. He begins early to develop
through them a love for good music and a de-
sire to take up an instrument of his own."
Some very good points which dealers might
well make use of in their own advertising.
EMERSON EMPLOYES HOLD DANCE
The Emerson-Graphic Savings Club, consist-
ing of employes of the manufacturing plant of
the Emerson Phonograph Co., held a full dress
and civic ball at the Yorkville Casino, New York,
on Wednesday evening, March 3. The affair
was a decided success, one of the features of the
evening being the music, which was rendered
by the Emerson Dance Orchestra. Among those
present at the ball were several of the executives
of the Emerson Phonograph Co.
J. W. Milligan, of Carbondale, 111., has pur-
chased the entire interest of the Milligan &
Fly Music Co., of that city.
REAL MERIT WINS
HIGHEST QUALITY
MOTORS
Universal Tone Arms
HASH
REG. U. S. PAT. OFF.
PLAYS ALL
RECORDS
PERFECTLY
RECORDIONS make
friends easily by their
wonderful tone and
stay sold on account of
the unchallenged qual-
ity.
OUR
MOTOR TRUCK DELIVERY
is QUICK and SAFE and has many-
other advantages. We therefore espe-
cially invite Dealers from GREATER
NEW YORK and adjacent territories
to write for the Latest Booklet and
Prices or to call and see the
1920 MODELS now on Exhibition
at the newly-renovated
office of the
Columbia Mantel Co., Inc.
Leonard and Devoe Sts., Brooklyn, N. Y.
Within walking Distance from Williamsburg Bridge Plaza
Also at the Industrial Exhibit at the 23rd Reg. Armory, Brooklyn, April 10 to 17
RECORDIONS are
selling fast. We have
but recently enlarged
our factory floor space
and shall do so again.
There's a Good Reason.
BE A LIVE WIRE — BE THE FIRST RECORDION DEALER IN YOUR VICINITY
March 15, 1920
THE TALKING MACHINE WORLD
185
ggtPMINO Of CMACft
TORONTO REPORTS ACTIVE TALKING MACHINE BUSINESS
Trade Keenly Interested in Fate of the Moratorium Act — Nordheimer Introduces Vocalion Lat-
eral-cut Record to Canadian Trade — John Raper Co. Enlarges — New Concerns Open in Ottawa
Toronto, Ont., March 4. — Musical activities in
this city continue and the sale of talking ma-
chines and records keeps both manufacturers
and dealers busy. New ventures are being
undertaken by numerous individuals, showing
tliat the field offers attractive opportunities.
Just at this time the trade is interested in the
fate of the Moratorium Act, technically known
as the Mortgagors' and Purchasers' Relief Act.
The attorney-general's department of the On-
tario Government is now considering what ac-
tion is wisest and will cause the least disturb-
ance in business circles in dealing with this act.
In a recent interview with those in a position
to know The World was informed that no defi-
nite decision had yet been arrived at with re-
gard to the action that would be taken, but was
assured that it was the desire of the Govern-
ment to take whatever action would least dis-
turb business.
Three suggestions have been made and are
being considered by the members of the Gov-
ernment and officials of the several departments.
One is that the moratorium be allowed to lapse
automatically. The second suggestion is that
it be continued for another year. The third
suggestion, and the one that, at present, meets
with the approval of members of the Govern-
ment, is that legislation be passed which will
put things as they were before the act was
passed. In other words, if a mortgage fell due
six months after the act was passed, it will now
fall due six months after it is called to lapse.
The Nordheimer Piano & Music Co., Ltd.,
Canadian distributors of the Aeolian-Vocalion
line, have announced the introduction of the
new Vocalion lateral-cut record to the Canadian
trade. T. C. Wright, manager of the Nord-
heimer wholesale Vocalion department, is most
enthusiastic over the quality of the new pro-
duct and considers the immediate active demand
for Vocalion lateral records a good omen for
their future in Canada.
The Phonola Co. of Canada, Ltd., Elmira,
Ont., has opened a branch in this city under the
management of R. C. Willis. A full and complete
stock of the various models of the company is
being carried in stock, also records, which will
now give dealers a system of immediate de-
liveries.
The John Raper Piano Co., Ltd., Ottawa, Ont.,
is enlarging its Victrola departments and will
spend $20,000 in alterations to its store, which,
when completed, will supply much more room
for the enlargement of the phonograph end of
the business, which is growing at a rapid rate.
The Musical Merchandise Sales Co. of this
city has been appointed Canadian distributor
for the wholesaling of Brilliantone Steel
Needles.
H. A. Fricker and Healey Willan, both of
whom spoke at the inaugural dinner of the
Canadian Phonograph Manufacturers' Associa-
tion, are giving a series of lectures at the Uni-
versity of Toronto in connection with the course
leading to Bachelor of Music.
Charles Clarke, who has been advertising
manager of the Christian Guardian for the past
year, has resigned his position to become the
representative of the Columbia Graphophone
.Co. in the West.
W. C. Strong, one of the senior officers of
the General Phonograph Corporation, New
York, has just returned from a call at the
Kitchener factory of his firm. Mr. Strong ex-
pects to leave shortly for England to visit the
London and Paris branches.
W. B. Puckett, John E. White and F. A. Trest-
rail, of the Musical Merchandise Sales Co., were
recent visitors to Chicago and all three returned
bubbling over with enthusiasm over the new
Brunswick period phonographs to be announced
shortly.
Leach, Clegge & Leach is the name of a new
firm to be organized shortly in Ottawa. They
will open up phonograph and piano show rooms
at the corner of Bank street and Laurier avenue.
Carl Pelton, formerly with the John Raper
Piano Co., Ltd., Ottawa, has formed a partner-
PLEASING CONDITIONS IN MONTREAL
Musical Appreciation Growing, Due to Spread of
Talking Machine — Victor Records Increase
in Price — Twilight Recitals Draw Crowds
Montreal, Can., March 5.— Conditions in the
talking machine and record trade continue to
be excellent in the Dominion, with many grati-
fying evidences of a growing and widespread
appreciation of music among all classes. The
talking machine has done much to aid this
movement, as the several prominent artists,
among them Paul Dufault, the well-known
Canadian tenor and Victor artist, have testified
to The World. One of the features of the trade
is the increase in price of the Victor records,
the ten-inch record now selling for $1 and
the twelve-inch record for $1.65.
Considerable interest is being manifested in
the appearance in Montreal this month of the
eight star Victor artists. This novel concert is
one which will not only attract lovers of the
popular grade of music alone, but is one with
a strong appeal to all devotees of music.
Layton Bros., Edison and Columbia dealers,
recently tendered their staff and employes a din-
ner and dance which was largely attended and
was a most unqualified success from every angle.
Twilight recitals featuring the new Edison,
given by N. H. Phinney, Ltd., Halifax, N. S.,
are still an immense drawing card with capacity
houses every week, bad weather having no ill
effects on the size of the audiences.
H. H. Duchesne, Canadian distributor of Na-
tional Vitaphone products, has opened an office
here under the management of E. J. Cerre. Vita-
phone tone arms are now being produced in
Canada and Mr. Duchesne stated to The World
that in a short time deliveries of the motor
would also be an accomplished fact.
A wholesale warehouse has been opened in
Halifax, N. S., by His Master's Voice, Ltd.
R. H. Murray, who has been connected with this
company for several years past, has been placed
in charge.
New firm registered recently include La Cie.
dc Piano et de Phonographe, of St. Angele de
Laval, Que.; Regent Piano Phonograph Co.;
ship with Arthur Pellerin. The new firm will
be known as Pellerin-Pelton Co., Ltd., and busi-
ness will be carried on at 187-89 Rideau street,
where a stock of phonographs of various makes
will be handled.
B. F. Stewart, Rock Island, Que., has taken
on the local representation of His Master's
Voice records.
Lucy Gates, the exclusive Columbia artiste,
recently visited Montreal in concert recital.
Dealers report increased sales through her visit.
Torontoans are eagerly looking forward to
the concert to take place shortly in Massey Hall
of the eight Victor artists who will appear in
person not only in this city but other cities in
Ontario.
Caron Piano & Phonograph Co.; La Cie. de
Phonographe de St. Hyacinthe, Que.
A project for a soldiers' memorial and music
temple is being seriously considered by the
citizens of Montreal and may take definite shape
shortly. ,
PRAISE FOR THE TALKING MACHINE
Canadian Writer Points Out Position of Music
Teacher Toward Modern Machine
Winnipeg, CanL, March 3. — A writer in the
Manitoba Free Press says:
"Not many years ago the average music
teacher felt entitled to regard the talking ma-
chine with some scorn. It seemed impossible
to believe that an instrument producing such
monstrous sounds could ever emerge from the
slums of the Empire of Art. Yet, to-day, the
talking machine is a worthy member of the
musical fraternity, having definite accomplish-
ments in the world very much to its credit.
"One of the most significant of its accom-
plishments is the increased respect it has brought
to the music' teacher. It has brought the sub-
ject of music before so wide a section of the
public that it has immeasurably strengthened the
standing of the music teacher in his community.
Where music is honored, the music teacher also
is counted among the prophets. Yet if the music
teacher only knew it, the talking machine can be
of even more direct aid to him. It can be of
the greatest possible assistance in his own
studio."
A report from Edmonton, Alta., says that
Heintzman & Co., Ltd., have announced the
purchase of the Cristall block on Jasper avenue,
close to their present premises. In the new
store there will be several soundproof rooms
for demonstrating Victrolas, Sonora and Bruns-
wick phonographs and His Master's Voice rec-
ords, the present accommodation being alto-
gether too inadequate for demonstration pur-
poses.
D. D. Gordon has opened a talking machine
store in Ottawa on Sparks street. The new
store, which handles both Edison and Columbia
Bayeur Freres; Mozart Talking Machine Co.; machines, is attractively fitted up.
Talking Machine Supplies
and Repair Parts
SPRINGS, SOUND BOX PARTS, NEEDLES
THE RENE MANUFACTURING CO.
MONTVALE, NEW JERSEY
Jl
186
THE TALKING MACHINE WORLD
March 15, 1920
THE NEW BUSINESS ALIGNMENT
following the excesses of the war-period, is upon us. Its predominant
quality will be Conservatism. In the great phonograph industry, the
conservative merchant, representing only lines of quality and established
prestige, will inevitably win over all competition less soundly based.
THE WIDDICOMB |
REPRESENTATION |
opens the door to §
the 1
QUALITY |
TRADE |
in each merchant's |
community. |
WIDDICOMB No. 12
The name WIDDICOMB, for half a century associated with the
best in furniture craftsmanship, takes on even higher significance when
applied to a Phonograph. It then implies "A Finished Product," \x\ every
sense of that term, made for the quality trade which cares only for the
very best.
Interested merchants are invited to correspond with
PHONOGRAPH DIVISION
THE WIDDICOMB FURNITURE CO.
Grand Rapids, Mich.
March IS, 1920
THE TALKING MACHINE WORLD
187
0. K. HOUCK CO.'S NEW PURCHASE
ENTER GENERAL EXPORT FIELD WORKING ON NEW WHITSIT BUILDING
Buy New Building on South Front Street, Mem-
phis, to House Wholesale Victor Department
After September 1 — To Remodel Present
Main Street Store at the Same Time
Lucky 13 Phonograph Co. Arranges to Handle
General Merchandise for Foreign Trade
New Structure in Columbus to Be Devoted En-
tirely to Wholesale Victor Business
Memphis, Tenn., March 8.— The O. K. Houck
Piano Co. has recently purchased the building
at 100-102 South Front street, now occupied
by Stewart-Gwynne & Co., and will take pos-
session of the premises on September 1, for
its wholesale Victor department. The build-
ing has a frontage of forty-seven feet on Front
street and extends back 148 feet, cost $42,500,
and the O. K. Houck Co. plans to expend sev-
eral thousand dollars more in remodeling the
structure to meet the special requirements of
its business.
Upon taking over the Front street property
in September, the Houck Co. will start imme-
diately to remodel the building at present oc-
cupied by the company at 103 South Main
street. New elevators, a sprinkling system,
and a new heating plant will be installed, the
entire front on the ground, floor will be re-
modeled, and the interior will be re-equipped in
a modern manner. The changes include the
equipment of the first floor as exclusive retail
Victor salesrooms, fitted with booths and other
essentials. September 1 will mark the twenty-
fifth anniversary of the Houck Co.'s opening at
their present address on Main street.
The Lucky 13 Phonograph Co., of New York,
has recently taken quite a position in the im-
port and export field of general merchandise.
This is due to the connections it controls in"
every country on the globe, to which it has for
some years been shipping large quantities of
talking machines. This company was prac-
tically forced to handle general merchandise
through its various agents, who often for-
warded samples, etc., and who desired service
from the Lucky 13 Phonograph Co.
The Lucky 13 Co. will shortly make a special
department of this division of its business and
will arrange a display room for goods. It is
intended to handle the complete output of manu-
facturers and perform valuable service to buyers.
In recent circulars sent to the trade, the com-
modities listed with the import and export
departments of the Lucky 13 Co. comprise
products from practically every industry.
David Bartelstone, head of the above com-
pany, recently stated he expects this depart-
ment of his business to assume large propor-
tions, and all indications since its opening point
in that direction.
Columbus, O., March 8.— Work has started on
the new building being erected by the Perry
B. Whitsit Co., the well-known Victor dis-
tributors, to house their wholesale Victor busi-
ness. The new building is located at Fifth and
McKee streets, near the Pennsylvania freight
depot. It will contain three floors and a base-
ment, 62x120 feet, .and will be built entirely of
reinforced concrete. The first floor will be de-
voted to general offices and display roosns, to-
gether with the shipping department, equipped
with interior loading platforms. The second
floor will be devoted to records and accessories,
and the third floor to machines and cabinets.
The building will be equipped throughout in
the most modern manner and will provide un-
usual facilities for handling Victor wholesale
business promptly and efficiently, the long ex-
perience of the Whitsit Co. enabling them to
arrange matters most satisfactorily.
DOUGLAS SOMLYO GOES ABROAD
DEMAND IS PERSISTENT
OUTSIDE SIGN FOR PATHE DEALERS
A novel outdoor advertising sign has been
prepared for Pathe distributors and dealers.
This novel road sign measures ten by twenty-
eight inches and is made of thirty gauge Besse-
mer steel, with an artistic design printed in red
and black on a light yellow background. The
sign contains the famous Pathe red rooster and
the words, "We sell the genuine," followed by
"Pathe Phonographs and Records." Space is
left for the dealer's name and local address.
Clarendon, Tex., March 3. — Goldson Bros., who
are exclusive dealers in Pathe phonographs and
records, state that this line has scored a big
hit in their city. The steady, persistent de-
mand has far exceeded the supply. They pre-
dict that the exceptional business of the past
will continue right through the year and are
making their plans for a large business.
Douglas Somlyo, son of Arnold Somlyo, New
York, export manager of the Baldwin Piano
Co., sails for Europe this Saturday on the 1m-
perator. ' Mr. Somlyo will enter the import
business, with headquarters in Madrid, Spain,
Among other lines that he will handle will be
the Wonder talking machine, manufactured by
the Wonder Talking Machine Co., New York
City.
DEMAND FOR NEEDLES GROWING
The Markenola phonograph has appeared on
the market in Minneapolis and St. Paul. Next!
David Bartelstone, of the Lucky 13 Phono-
graph Co., in speaking of the steel needle
situation recently, stated that despite the fact
that he is constantly receiving and shipping
needles in million lots he finds the demand for
his products is steadily increasing.
Of Vast Importance to Edison Disc Instrument Dealers
Showing: No. 95-A
A Queen Anne Creation. Designed
expressly for use with the Chalet Model
Edison Instrument equipped with the
famous Eject-O-File Record Piling Sys-
tem. Produced in natural figured Red
Gum and rouge Red. Dimensions : 20"
wide, 22" deep, 32" high.
"The Eject-O-File"
The Eject-O-File is manufac-
tured and owned exclusively
by the Eject-O-File Co. Manu-
factured under U. S. mechani-
cal and design patents.
The Eject-O-File is a most
simple and efficient method of
"Filing & Finding" disc Records
at the desired time. Mechanism
controlled entirely by gravity.
Has no springs to get out of
order and if you do not have an
Eject-O-File in your home you
do notjrealize what is best in
Record Filing efficiency.
Manufactured by
Showing
A straight line effect conforming' with
the Chalet Model Edison Instrument
for which it is designed and produced.
Equipped with the Eject-O-Pile Record
Piling System. Dimensions and Finish
same as No. 95-A.
THE EJECT-O-FILE CO., Inc.
FACTORY AND GENERAL OFFICES
HIGH POINT. NORTH CAROLINA
188
THE TALKING MACHINE WORLD
March 15, 1920
!!! Attention!!!
Dealers
RECORD and
WORD ROLL
Here are the season's five new
big song hits. Numbers that
you cannot afford to be without.
Look over your stock and be pre-
pared for calls. We have launched
a big publicity campaign on each
and every one of them.
STOCK UP NOW
"ROSE OF WASHINGTON SQUARE"
FANNY BRICE'S HIT IN THE "ZIEGFELD FROLIC"
"ALL THAT I WANT IS YOU"
THE NEW BALLAD BEAUTIFUL— OUR NEXT SONG HIT
"JAZZ BABIES' BALL"
A WONDERFUL RAG SENSATION— INTRODUCED BY
FRISCO, "KING OF JAZZ"
WILD FLOWER WALTZ
MARY EARL'S SUCCESSOR TO "BEAUTIFUL OHIO" AND
"DREAMY ALABAMA"
ORIENTAL STARS"
A NOVELTY ONE-STEP SONG BY JAMES V. MONACO
These numbers are recorded on all talking
machine records and player- piano rolls
PUBLISHED BY
SHAPIRO, BERNSTEIN & COMPANY, Inc.
=Music Publishers =
Cor. Broadway and 47th St. New York
March 15, 1920
THE TALKING MACHINE WORLD
L&\NI»WORLiyMUSI
INSTRUMENTAL NUMBERS BEST POPULARIZED BY RECORDS
Due to Present Vogue of Orchestra Music for Dancing and Other Purposes This Class of
Music Far Outshines the Ordinary Songs So Far as Records Go
From time to time there is discussion in music
publishing circles as to the merits of the differ-
ent channels used for popularizing and exploit-
ing musical numbers. Invariably in some part
of these talks the value of talking machine
records in assisting in the popularizing of music
is brought to the forefront.
Most of those who have given this matter
close consideration can show, examples where
the talking machine has taken a prominent part
in giving certain numbers popularity. With
few exceptions, where such credit is given,
it is found that the number is an instrumental
one, or was presented on the records in instru-
mental form rather than as a song.
Several years ago the professional depart-
ments of the various publishing houses, in order
to popularize certain works, made the vaude-
ville and concert stage the most important field
for their endeavors. In the last two years, how-
ever, the vaudeville stage has lost much of its
importance as a medium for song populariza-
tion. It is still important, but the results ac-
complished in the orchestra field have far over-
shadowed those from the singing profession in
recent months.
The most successful numbers of the past
eighteen months, those selling around two mil-
lion copies or more, have won their early pop-
ularity to a great extent through the medium of
the orchestra. It is hard to tell just why this
is so, as we have always had orchestras, and
what is termed the dance craze has been with
us well over five years. However, it is an ad-
mitted fact that the orchestras have performed
great work. Such numbers as "Missouri
Waltz," "Hindustan," "Beautiful Ohio," "Vamp,"
"Arabian Nights," "I'm Forever Blowing Bub-
bles," "Tell Me," "Ja Da," "Alcoholic Blues,"
"Dardanella," "Kentucky Dream," "Chong,"
"Tents of Arabs" and numerous others— all re-
ceived much of their original popularity from
the orchestra field, and this goes too for all
"Blue" numbers, which generally receive their
initial success from the orchestras and some-
times from the records.
That it is possible for the talking machine
records to popularize a number has been proved
with dance selections, and with what are termed
"Blues." There have been occasions where
dance and novelty numbers got much of their
original popularity in the record field. This is
true in the case of "Livery Stable Blues," and
only last season the records did much to give
popularity to a published blue number which
was only a mediocre seller prior to its being
recorded.
In the song field, the talking machine record,
although probably doing its share in populariz-
ing a work, has never demonstrated its value
in that direction as strongly as in the cases
above. The data regarding songs seem to show
that these must first get their publicity from
the concert and vaudeville stage. Of course
this does not hold true where a number is as
big a success instrumentally as it is in vocal
form, because from the instrumental angle the
orchestras and records would serve to good pur-
pose.
From the record maker's viewpoint, of course,
there is no reason why he should go out of his
way to record an instrumental number before it
has attained popularity. However, they often
do so. Especially is this true regarding novel-
ties which they feel a need of in their catalog,
and their various combinations of trios, quintets
and orchestra often have in their repertoire an
instrumental number which they do most clev-
erly and on the strength of which it is recorded.
In this manner, numbers have been recorded
and have won success with practically no aid
from any other than the record field, thus
demonstrating beyond dispute the power of the
record to exploit a work.
That does not mean to say that a publisher
would not use all the other avenues at hand
to assist in a number's popularity, but it does
say that the possibilities of the number were
brought out through the medium of the record
and gave the publisher the encouragement and
possibly the wherewithal to feature the number
in a way that its discovered merit justified.
LACK OF INTEREST IN 0NE=STEP
During the past season the one-step, so far
as popularity was concerned, was more or less
conspicuous by its absence. Probably this was
due to the fact that there had not been any
especially successful numbers produced of the
one-step variety. Of fete, however, the song
writers and publishers seem to have taken more
interest in works of that kind, and we may again
see the one-step in the limelight.
Another PHENOMENAL and SENSATIONAL "HIT" from the
pen of JOHNNY (S.) BLACK, writer of "DARDANELLA," with
lyrics by FRED FISHER:
(WHEN THE SUN GOES DOWN IN)
"CAIRO TOWN"
The same leaders who predicted that "DARDANELLA" would be a national "hit" say that
"CAIRO TOWN" is its equal. Orchestrations now ready.
FRED FISHER'S BALLAD
"Daddy, You've Been a MOTHER (o Me"
IS THE TALK OF NEW YORK and will be the ballad "hit" of the country
McCarthy & fisher, inc.
224 WEST 46th STREET NEW YORK CITY
FRED FISHER, Pres. J. MITTENTHAL, Gen. Mgr.
190
THE TALKING MACHINE WORLD
March 15, 1920
: ! : i - : ' . i - 1 ; i : i i : : : ■ i : i ■ : i : : : : i i ■ 1 1 , i . r ■ i ; ! ! . i : : : ■ i i . i . i : 1 1 . , 1 1 1 : i : i : i : : i , i ; i 1 1 : l i
| Men Who Make Popular Songs j
No. 10— Lee David
liMiniiiiiiiiiiiiiii iiiiiiiiiiiiiiiiii iiiiiiiiiiiiiniiiiiiii iiiiiiiiiiiiiiiiiuiiiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiHiii
Lee David, who is well known to the talking
machine trade as the writer of "Romance,"
"Wond'ring," "Tents of Arabs," and more re-
cently "Clouds" (That Pass in the Night), is,
although quite young, considered among the
best of our present-day composers who make it
a point to write popular works of the better
class.
Lee David is a graduate of Columbia College,
a thorough musician and has had much ex-
perience in orchestra work, which latter, he pur-
Lee David
sued as a vocation while a student at college.
Before signing up exclusively with B. D. Nice
& Co., Inc., his present publishers, he had placed
songs with at least six of the recognized pub-
lishing firms. He was one of the first of the
popular writers in New York territory to seri-
ously consider the thirty-cent field, and with
some minor exceptions all his works have been
of the standard type.
Like .all other ambitious popular composers
of the present day, he has taken a fling at writ-
ing musical comedies, original musical sketches
for vaudeville performers, and at the present
time he is engaged in writing two productions.
The fact that Mr. David's works are recog-
nized as having much merit, and his connection
with a firm of publishers who are most enter-
prising and fast taking a position of prominence
in the field, should assure him and his works
popularity for several years to come.
EMERSON ARTISTS IN CONCERT
The Music Publishers' Protective Association
recently took action whereby it is hoped in the
future to avoid any conflict of song titles. A
case, this season, of two publishers both issuing
works with similar titles brought the question
forward.
Employes' Welfare Association of Emerson
Phonograph Co. Stages Successful Concert —
Popular Artists on Program
The Question Properly Answered
A Customer Asks: "HAVE YOU?"
BLUE DIAMONDS "
OLD MAN JAZZ "
" WHISTLE A SONG "
ABADELE "
MADRIGAL OF MAY"
'NOW I KNOW"
GIBRALTAR, ROCK OF MY LOVE
IF YOU'RE ONLY FOOLING 'ROUND ME,
WHY DON'T YOU PUT ME WISE?"
Then say: "Certainly, here you are," and collect your Profits
"You Can Sell More Than You Order"
RECORDS— MUSIC ROLLS— SHEET MUSIC
JOS. W. STERN & CO., 102 W. 38th St., N Y.
A very interesting benefit concert was given
by the Welfare Association of the Emerson
Phonograph Co. at the Brooklyn Academy of
Music on Sunday evening, February 29. This
Welfare Association comprises principally the
employes of the plating and graphic departments
in the Emerson manufacturing plants, and the
success of the concert is a tribute to the un-
tiring efforts of the association members in be-
half of this event.
The program for the concert featured Emer-
son artists, many of whom record for the Emer-
son library exclusively, and from a musical
standpoint the concert was one of the impor-
tant events of the season. The Brooklyn
Academy of Music is one of the largest audi-
toriums in Greater New York, but standing
room only was available when the program
opened with "Eileen Selections" from Victor
Herbert's popular light opera, played by the
Emerson Concert Orchestra under the direction
of Harold Sanford, musical director of the com-
ACME-DIE
■CASTINGS-
ALUMINUM- ZINC-TIN SIIADAlIfTTS
Acme Die-C&stin g Corp
Boston Rochester B ro oltlyn N. Y. Detroit Chicago
March 15, 1920
THE TALKING MACHINE WORLD
191
66
Hinds, Hayden & Eldredge, Inc.
11 UNION SQUARE, NEW YORK CITY
PUBLISHERS OF
SOUTHERN LULLABY
ANNOUNCE
"IN THE AFTER GLOW"
99
By
I. WILL CALLAHAN
Author of
"Smiles" and "Tell Me"
FRANK H. GREY
Composer of
"Think, Love, of Me" and other successes
Programmed by America's Foremost Concert Artists
pany. The other artists on the program were
the Plantation Jazz Orchestra, Arthur Fields,
Kalmar and Ruby, Charles Hart and Elliot
Shaw, All Star Trio, Perry and Peppino, Dolly
Connolly (Percy Wenrich at the piano), Rudy
Wiedoeft, Irving and Jack Kaufman, Walter
Scanlan and the Three Kaufields. Every artist
on this program records for the Emerson library
with the exception of Kalmar and Ruby, who
are well-known composers and song writers,
and who are keenly interested in the Emerson
record library.
The diversity of the program and the enthu-
siastic reception accorded every artist em-
phasized the popularity of the Emerson record
library, and each artist was obliged to render
several encores in response to the applause of
the audience. Many of these artists are vaude-
ville headliners and, although they gave their
services to the Welfare Association free of
charge, their performances had the stamp of the
Palace Theatre, vaudeville's leading theatre in
New York.
This benefit concert was such a phenomenal
success that concerts along similar lines will
probably be given in the near future. The
executives of the Emerson Phonograph Co. were
all present at the concert and evinced a keen
interest in the various details connected with
the event. An interesting sixteen-page booklet
containing the program was one of the unique
features of the concert.
BRUNSWICK RECORDS ACCLAIMED
First Releases Bring Many Repeat Orders From
All Dealers — Production Rapidly Assuming
Larger Proportions — New Home for Record-
ing Laboratories Somewhat Delayed
The ready response which the new Brunswick
records have met with all over the country, both
from Brunswick owners and the general public
as well, shows that the latest product of the
Brunswick-Balke-Collender Co. has won favor.
William A. Brophy, general manager of the
record department, in a chat with The World,
declared that from every part of the country
came reports from dealers of the hearty reception
accorded the first release of records. Repeat
orders bore concrete evidence to this testimony
and the pressing plants, which are rapidly get-
ting into better shape as new machinery and
presses come through from the manufacturers,
are hard put to keep up with the insistent de-
mand. Mr. Brophy outlined the plans for the
future manufacture of records and declared that
his company has undertaken to accomplish in
six months what the majority of other com-
panies have done in two or three years. The
hearty co-operation of all the men in charge of
the various departments of the record division
has made it possible to push the work with such
rapidity that remarkable results have been ob-
tained without sacrificing quality to quantity.
"In a few years," remarked Mr. Brophy, "there
will undoubtedly be a general over-production
of records due to the great scale on which many
companies are now making them. It will then
be a case of the survival of the fittest. In the
working out of the plans for the Brunswick
record production this fact has always been borne
in mind. In spite of the fact that other manu-
facturers have increased prices the Brunswick
record will not be increased according to pres-
ent plans."
As was announced in The World last month,
the scope of the record catalog embraces both
popular and high class selections. Effort has
been concentrated on the standard or high class
numbers and dealers say that both classes of
records are selling equally well. The recording
laboratories are still located at 19 East Twenty-
first street, New York, due to the delay of the
builders in completing the building at 16 West
Thirty-sixth street, which will be the larger and
permanent home of the Brunswick recording
laboratories.
BROADENS OUT ITS LINE
Shapro's Song Shop, San Francisco, Cal., has
recently engaged in the music business, taking
on a large line of Emerson phonographs and
records as well as player rolls, sheet music and
accessories. The new store is located at 1461
Polk street.
Watch It Grow
WORDS BY
WILLIAM LE BARON
MUSIC BY
VICTOR JACOn
CHAPPELL & CO., Ltd., New York, Toronto and Melbourne
WARNING!
WALL-KANE steel needles
made in America of American
steel, and by American work-
men are to-day the standard
trade mark needles of the
phonograph industry. Like
any article that is a proven suc-
cess, WALL-KANE steel
needles are being imitated.
The highest grade steel needle of
domestic manufacture, is subjected to
chemical processes by which the point
of the needle is greatly improved.
Three different coatings of certain
chemical solutions are placed on the
point of the needle, softening the point
so much so that the needle will posi-
tively play ten records before the friction
with the grooves will wear off the three
coatings and reach the original grain of
the point.
The solutions placed on the point are
of such character that their distribution
is beneficial to the grooves of the record,
thereby greatly prolonging the life of the
record. The softness of the point of
the WALL-KANE NEEDLES mini-
mizes the scraping sound of the ordinary
steel needle, thereby greatly improving
the clearness and tone ot reproduction.
Protkt Your
RECORDS
By using
Each NtEDif
BEWARE OF IMITATIONS
This handsome metal enamel display
stand holds 60 packages, 2 doz. extra
loud, 1 doz. medium and 2 doz. loud ;
each package containing 50 WALL-
KANE NEEDLES, retailing for 15c.
Price of Stand to dealers, $4.60. Sin-
gle packages, 7gc.
Jobbing Territory Open
Progressive
Phonographic Supply Co., Inc.
145 WEST 45th STREET
NEW YORK
192
THE TALKING MACHINE WORLD
March 15, 1920
Hear Dem Bells" and "Keemo Kimo" by
Harry C. Browne and the Peerless Quartette
are two negro songs that are sure-fire hits.
A-2853.
Columbia Graphophone Co.
NEW YORK
EXCELLENT FEBRUARY BUSINESS TOTAL IN LOS ANGELES
Majority of Stocks Depleted, but Volume of Sales Keeps Up — Local Association Holds Meeting
New Brunswick Manager Appointed — Many New Talking Machine Stores Opened
Los Angeles, Cal., March 5. — February has gone
on record for 1920 as another bumper month,
sales far exceeding those for February, 1919.
Stocks are still very short but considerable
shipments reached Los Angeles during the
month and enabled dealers to make promised
deliveries and swell their totals. This applies
to machines, of course. The record business has
been immense in spite of the fact that the num-
ber of shorts almost exceeds the number of
selections in stock. Customers journey from
one store to another vainly asking for certain
numbers which they particularly crave. The
great hit among the popular numbers has been
"Dardanella"; a few thousand of these arrive
one day -and are out of stock the next. How-
ever, as mentioned above, the total sales have
been good and on many days the crowds looked
like Christmas shoppers in numbers.
Los Angeles Schools to Hold Music Contest
Miss Kathryn Stone, supervisor of music, is
already busy arranging for this year's school
music contest and is picking the various se-
lections accordingly. These selections are be-
ing chosen with a view to their being obtain-
able on records and to avoid the disappoint-
ment which was so common last year through
many being out of stock. The task is some-
what difficult owing to the fact that records of
famous overtures, classical numbers and stand-
ard pieces have long been and continue to be
practically unobtainable.
Columbia Traveler Shows Increase
Newton I. Hancock, traveling representative
of the Columbia Graphophone Co. for the
northern portion of southern California, is very
enthusiastic over the splendid increase of busi-
ness from his territory for January and Febru-
ary over the corresponding period of last year.
E. Bonnell in Los Angeles
E. Bonnell, western representative of the
Sonora Phonograph Co. has arrived in Los An-
geles. He reports extensive sales of the
"Magnavox," which is an exclusive patented
device for amplifying and increasing the volume
of sound reproduction for phonographs. The
Magnavox can also be used for public speak-
ing and announcements.
Music Trades Association Meets
The regular monthly meeting of the Music
Trades Association of southern California took
place recently at the Brack shops. About fifty
members sat down to a dinner and the principal
speakers of the evening were Fred W. Blanch-
ard and F. L. Grannis of the Filmusic Co. Mr.
Blanchard spoke of the development and ad-
vancement of music during the last thirty-four
years, during which time he had identified him-
DO YOU KNOW
RECALL
Style No. 11
Hcliilii46Vi 'ncbei
Depth 22 Vj Inches
Width 2I}'A Inches
that the "RE CALL" combines
QUALITY, BEAUTY and
RICHNESS OF TONE to
make it the real surprise of the
Phonograph World during the
1920 season ?
It has workmanship that is above
reproach, due to many years' ex-
perience in the manufacture of
high grade cabinet work.
Its finish is of the highest type
- while its equipment is of the
very best.
It sells at a price which makes it
attractive to the purchaser, at
the same time giving the dealer
a much larger margin of profit
than can be obtained from most
other lines.
Four Styles — Catalog and Price* on Application.
Communicate direct with the Manufacturer.
The Huss Bros. Phonograph and Piano Co.
6-8-10 W. Canal Blvd., Cincinnati, Ohio
self with the trade and profession in all its
branches. Mr. Grannis gave an interesting talk
on the cutting of player rolls. President Mary-
gold made a witty speech on sales methods of
thirty years ago. Talking machine members,
claiming that piano subjects had monopolized
the evening called upon Secretary Farquharson
for a speech for their benefit; accordingly he
responded with a brief and interesting history
and review of the talking machine from the
time of its invention.
Seventh Street Store Moves
Richardson's, Inc. are moving from 607 W.
7th street to 727 W. 7th. Very elaborate fixtures
and unique arrangements are being installed
and it is anticipated that the new store will be
even more attractive and sought after than
the "old stand." President Richardson expects
to move about March 10th.
New Brunswick Phonograph Manager
The increase of sales of the Brunswick
phonograph from the Los Angeles branch has
grown to such an extent that local manager
Simpson of the Brunswick-Balke-Collender Co.
has found it necessary to obtain the services
of a manager for the department who has had
extensive experience in the phonograph busi-
ness. Howard L. Brown, manager of the
phonograph department of Lyon-McKinney-
Smith, has accepted this position and will take
up his new duties on March 15th. Mr. Brown
is the second son of the late J. B. Brown who
founded the well-known house which bore his
name and was one of the first piano stores in
Los Angeles. He has the very best wishes
and congratulations of all members of the music
trades, of which he has long been a popular
member.
Organizes Sales Force
E. R. Darvill, of the firm of Fuller & Sunder-
land, Broadway department store, is in charge
of the outside sales force. Five experienced
talking machine men are under his sales man-
agement and are producing gratifying results.
Weekly recitals are held in the Broadway Audi-
torium when new records are demonstrated
and local artists and singers engaged.
E. A. Geissler Married
The marriage of Louise Nixon Hill and E.
A. Geissler was solemnized at St. John's Episco-
pal Church, Los Angeles, on February 12th be-
fore a fashionable gathering. The bride was
given away by her brother-in-law, Dr. Josiah
Evans Cowles and George J. Birkel acted as
best man. After the wedding breakfast the
happy pair left for San Francisco by auto.
Out-of-Town Items of Interest
J. M. Barnum, of Long Beach, reports big busi-
ness for the first two months of the year. He
carries Starr phonographs and Gennett records.
Manager Salveter has engaged Mrs. R. La-
barr to take charge of the talking machine de-
partment of Remick's Song and Gift Shop.
II. Saladin of Saladin Music Co. of Santa
Marie was a recent visitor in Los Angeles.
Both he and "Flick" Felger, his partner, report
exceptionally good sales during the first two
months of 1920.
March 15, 19#>
193
final word in mechanical simplicity and cra|smanship
meeting the most exacting muslcaLmechanical and artistic requirements
UNUSUAL
SERVICE
TO THE
CUSTOMER
Four models
i |!7l'>y>'"J*i!irt'1!»*
*I25 to *2'25
WHEN the MARVELON Phonograph was
introduced in 1917, we were showered
with compliments — on its wonderful tonal quali-
ties, its efficient and silent running motor, its
superlatively finished and artistically designed
cabinet work — and many orders were received.
The initial orders were trial orders. The
subsequent repeat orders resulted because
MARVELON when sold STAYED SOLD. Th|e
customer was a satisfied customer and satisfied
customers help the dealer to grow and prosper.
MARVELON plays all records and plays them
perfectly. The FIVE-YEAR Guarantee covers
it thoroughly — even spring breakage.
ADEQUATE
PROFIT
TO THE
DEALER
If we have no representative in your city and you have a
trade that demands " Something Better "you will find it
profitable to write us. You owe it to yourself to investigate.
MARVELON PHONOGRAPH CO.
DIVISION OF SALES
508-510 ARCADE BLDG.
ST. LOUIS, MO.
wBm
194
THE TALKING MACHINE WORLD
March 15, 1920
A Line of Toy Phonographs That Will Sell
GARFORD "BABY" PHONOGRAPHS
This new Model "X" Gar-
ford Baby Phonograph is a
toy — nothing more-
nothing less.
BUT
It is meeting with a ready
sale.
It will develop sales for
larger machines.
It will stimulate the sale of
larger records.
MODEL X
RETAILS AT $10
CLOSED
Plays Little Wonder records and also 7 inch records. Cabinet finished
in Mahogany.
Height - - 17X inches Depth - - 9Vs inches
Width - - 85A inches
Provided with one spring worm gear motor. 5K inch turntable. High
grade sound box, with wonderfully clear reproduction. Speed regulator.
GARFORD "BABY" PHONOGRAPH
Retails at
>
This standard model of Gar-
ford f Baby" toy phonograph
is being merchandised by pro-
gressive retailers everywhere.
It stimulates the demand for
larger machines and records;
develops the child's love of
music, and provides a con-
stant source of entertainment.
Plays Little Wonder or 7 inch records
Metal Cabinet finished in high grade Ebony
Enamel with nickel trimmings.
Length S'A inches Heig'it 7 A inches
Width 5lA inches Weight 3lA lbs.
Provided with one spring worm gear motor.
5}4 inch turntable. High grade sound box,
with wonderfully clear reproduction. Speed
regulator.
WRITE FOR DEALER PROPOSITION
GENERAL PHONOGRAPH MFG. CO. Elyria, Ohio
FORMERLY NAMED THE GARFORD MFG. CO.
March 15, 1920
THE TALKING MACHINE WORLD
195
C. M. GOLDSTEIN
Consulting Engineer
Room 1621
111 Broadway
New York
20 Years' European and U. S. Experience
5 Years with Columbia Graphophone Co.
Raw Materials
Recording
Record Manufacture
Talking Machines and Parts
Patent Information
Strictly confidential advice. A-l references.
BIRMINGHAM VICTOR DEALERS' ENJOYABLE BANQUET
Many Dealers and Employes Meet at Hotel Tutwiler and Hear Talks by Leading Victor Men-
Record Shortage Grows in South — McDavid Joins Clark & Jones Co. — Other News
The store of the Rhodes-Carroll Furniture
Co., dealer in Vocalions and other phonographs,
was destroyed by fire during the past week.
Plans are now under way for a new building in
which a beautiful talking machine department
will be installed. "King" Doty recently resigned
from the Emerald Co., Aeolian distributors for
the State of Alabama, to accept a position with
the Aeolian Co. in its offices in Cincinnati.
John M. Goudelock, of the Clark & Jones
staff, left recently for Camden, N. J., to attend
one of the classes of the Victor salesmanship
course.
A. R. Boone, general manager of the Talking
Machine Co., Victor distributors, was East on
a business trip early in February and was com-
pelled to return home on account of contracting
influenza during his stay in New York City.
He is improving in health and, without any set-
back, will attend to his duties in a few days.
Birmingham, Ala., March 8. — All talking-
machine houses throughout this section report
a very brisk business for February, but add
Banquet of the Birmingham Victor Association
that many thousands of dollars in business was
lost because of the shortage of records, which
is becoming acute. One of the interesting
events of the month was the banquet of the
Birmingham Victor Association, held at the
Tutwiler Hotel. All dealers of the Birmingham
district, including their employes, were present
and many interesting talks were given. Among
the most enjoyable was a talk given by B. F.
Bibighaus on "Development of the Victor In-
dustry." A. R. Boone, president of^the Asso-
ciation, acted as toastmaster and during the
evening each member of the Association was
called on for a word regarding the Victor busi-
ness. The accompanying photograph will give
some idea of the interest manifested in this
Association by its members.
The Clark & Jones Piano Co., Victor dealers,
has announced the election of Robert P. Mc-
David to the secretaryship of the company. Mr.
McDavid is particularly well qualified for the
position by reason of his previous business
training. He has been for years vice-president
of the McDavid Realty Co. and secretary of the
Birmingham Real Estate Exchange. For the
past five years he has devoted a great portion
of his time to writing and has established him-
self as an authority on sports through his con-
nection with the Birmingham Age Herald as
sporting editor. He also held the chair of asso-
ciate editor of the same daily. Mr. McDavid will
devote most of his time to the talking machine
department in his new connection, as his branch
of the Clark & Jones business has assumed very
large proportions during the last few years.
Earl Silliman, for the past few years with the
Columbia Graphophone Co. in its offices in Bos-
ton, has returned to Birmingham and has taken
charge of the talking
machine department
of Messrs. Bromberg
& Co., who handle the
Aeolian Vocalion, Co-
lumbia and Edison
lines.
The J. E. Cain Fur-
niture Co. has an-
nounced that it will
close out the furniture
lines and devote ail
space and energies to
the sale of talking ma-
chines. This house
handles the Bjruns-
wick and Aeolian lines.
Robert Matthews, formerly distributor for the
American line of phonographs in this territory,
has resigned from that position and joined
forces with the Cable-Shelby-Burton Piano Co.
This house handles the Victor and Sonora lines.
ENTHUSIASTIC OVER CONDITIONS
Pittsburgh, Pa., March 3. — I. Goldsmith, pres-
ident of the Player-Tone Talking Machine Co.,
Pittsburgh, Pa., returned recently from an East-
ern trip which included a visit to the Music
Show at New York. Mr. Goldsmith spoke en-
thusiastically on general business conditions,
stating that the dealers who visited the show
placed good-sized orders for immediate delivery.
According to his present plants, the Player-
Tone Talking Machine Co. will be in a position
to give the company's dealers maximum service
and co-operation during the coming year. Mr.
Goldsmith is making a specialty of attractive
and high-grade cabinet designs, and the cabinet
work of the Player-Tone phonograph has been
the subject of general praise by the dealers.
McCUNE OPENS IN EL CENTRO
F. L. McCune placed a very large order for
a complete stock of Columbia goods with trav-
eling representative Charles Mack, and has
opened an up-to-date phonograph store in El
Centro, Cal.
We Manufacture a Fine Line of
Low Priced Table and Floor
Model Talking Machines
WE STAND GOOD FOR THEM
A full supply of "parts" for all makes of
machines in our "PARTS" department
Writefor Illustrations and Prices
WOLLMAN TALKING MACHINE MFG. CO.
560-562 Grand St., Brooklyn, N. Y.
Established 1889
A Max L. Goldbert Special
FOR
IMMEDIATE
DELIVERY
14%'
17%'
\9y2'
High
Wide
Deep
The woodwork, finish, construction and assembling of these machines are of
the highest grade.
A scientifically constructed Tone-Chamber, in connection with Universal Tone-
Arm and Sound Box (playing all records) truthfully reproducing all records,
as to tone-quality and volume.
The highest grade nickeled Swiss Motor made. Double spring — worm drive
— exceptionally even and silent running. Plays over three 10" records with
one winding; 12" Turn-table. All metal parts heavily nickel-plated.
Samples in Golden Oak $22.50 WAR TAX PAID
Fumed Oak 22.50
Mission . 22.50 TERMS, NET
Birch Mahogany 22.50 F. O. B. NEW YORK CITY
WRITE FOR SPECIAL QUANTITY QUOTATIONS
MAX L. GOLDBERT 3 and 5 WAVERLY PLACE, NEW YORK CITY
196
THE TALKING MACHINE WORLD
March 15, 1920
March 15, 1920
THE TALKING MACHINE WORLD
197
COLUMBIA CO. FORCES MEET AND DINE IN NEW ORLEANS
Over Two Score Dealers, Salesmen and Employes Enjoyed First Monthly Meeting at the St.
Charles Hotel Recently — Selling Demonstration Proves of Interest — Other News Items
New Orleans, La., March 3. — Forty-three
Columbia dealers, salesmen and employes of
dealers and the branch house in the New Or-
leans territory had their first monthly meeting
Friday night, February 27, at the St. Charles.
Hotel in New Orleans. A demonstration of a
and Miss N. Solonas, New Orleans branch of
Columbia Co.; G. E. Templet, Bay Jewelry Co.;
Bay St. Louis, Miss.; Miss Abie Iron and Mrs.
G. S. Brittan, Maison Blanche; R. E. Ching,
manager of talking machine department D. H.
Holmes Co.; S. Seidler, Poplarville, Miss.; Carl
with Max Barnett Furniture Co.; H. B. Law-
rence, H. P. Wise, assistant manager New Or-
leans branch.
Mr. Whitted, proprietor Whitted Furniture Co.,
Chipley, Fla., Sol. Holtzman, 1409 Annuncia-
tion street, New Orleans; W. W. Twigg, Jack-
son, Miss.; J. H. Perkins, Brookhaven, Miss.;
A. L. Dunlap, Jackson, Miss.; D. Bienn, Bo-
galusa, La.; Hugh J. Bourdeaus, Franklin, La.;
H. F. Gambal, Greenville, Miss.; C. H. Jewell,
Crowley, Miss.; Louis Mandel, Port Arthur,
Texas; L. L. Parker, Tylertown, Miss.; W. Q.
Smith, A. Burglass Furniture Co., New Orleans.
J. H. Lillibridge, former manager of the talk-
ing machine department of Thomas Goggan &
Bros., Dallas, Texas, has joined the staff of the
local Columbia wholesale branch. Mr. Lilli-
bridge will represent Columbia in Northern
Louisiana and Arkansas territory. The Dealer
Service department of the New Orleans branch
has been opened with A. W. Clapperton in
charge.
A. B. Creal, manager of the house, and E. L.
Estes, salesmen in the Beaumont, Tex., and
Lake Charles and Lafayette, La., territory, have
just returned from a trip through Mr. Estes'
section. Mr. Creal says the Beaumont talking
machine business is as great as that of any city
of its size in the country. The Phoenix Furni-
ture Co. and Jones O'Neal Furniture Co. are
Columbia retailers in Beaumont.
New representatives of Columbia in the New
Orleans territory are: Soniat Music store, Don-
aldsonville, La.; Greenville Music Shop, Green-
ville, Miss.; J. A. Abrams, Biloxi, Miss.; J. D.
Lanham, Greenwood, Miss.; and the Lacour
Mercantile Co., Lacour, La.
Kerr-Smalley Co. of Phoenix, Arizona, have
opened a branch Columbia Grafonola shop in
Mesa. The store is under the management of
J. E. Bryant.
F. J. Ehlers has opened the Pomona, Cal.,
Music Co. A complete stock of Columbia
Grafonolas and records has been installed.
Gathering of Columbia Men at
sale was given by VV. W. Twigg, of Jackson,
Miss., as the salesman, and E. L. Estes, sales
representative of the branch house, acted as the
customer. The entire range of argument was
given and some of the unusual questions were
asked by the "customer." H. P. Wise, the new
assistant manager of the branch, was present.
Those present were: E. Berwin, manager L.
Grunewald Music Co:, Inc.; Miss Kate J.
Godar, D. H. Holmes Co.; Miss Helen Porter,
A. P. Taliffero's music store, Mansfield, La.;
Mrs. M. F. Holmes, D. H. Holmes Co.; Mrs.
E. L. Estes, 4502 Carrollton avenue; D. A. Barre
St. Charles Hotel, New Orleans
D. Barnes, representing J. D. Henington, Crys-
tal Springs, Miss.; D. B. Powell, manager of
talking machine department, and Miss Frances
Johnson, Maison Blanche; J. M. Menger, rep-
resenting W. Q. Menger, Vicksburg, Miss.; Mrs.
S. Seidler, Poplarville, Miss.; S. Davis, 319 Se-
quin street, and H. Perloff, 1635 Tulane avenue;
P. W. Boudreaus, Boudreaus Furniture Co.,
Franklin, La.; Miss W. Lemley, with local Co-
lumbia branch; L. Trolle, L. Grunewald Music
Co.; Mrs. J. Purnell, D. H. Holmes Co.; J. B.
Lillibridge, sales representative of local branch;
O. P. Arrow, local branch; Miss H. Cameron,
STODART
The sign of a quality phonograph
Made by the makers of one of America's oldest pianos
Unexcelled for Beauty of Case Design, Tone and Equipment
Style AA
Five handsome models in mahogany veneer, covers and cover
mouldings solid mahogany.
Stephenson Precision-made motor with velour turntable. Universal
Tone Arm.
A wonderful reproducing device, furnishing beautiful tone in great
volume — Tone modifying rod.
The Stod art Phonograph is famous for quality
which cannot be surpassed
Get details of our proposition and make monep
with this leader
STODART PHONOGRAPH CO., Inc.
GEORGE H. BEVERLY, General Manager
119 West 42nd Street NEW YORK
Style C
198
THE TALKING MACHINE WORLD
March 15, 1920
PERMANENT EXHIBITION, BUSH TERMINAL BUILDING, NEW YORK
Operollos are "Quick Turnovers"
They Make Good. High Grade Quality; Reliable Product; Popular Price
Our concentration on making and marketing a line of strictly high grade instru-
ments which give everlasting satisfaction, has met with a tremendous success. It
seems no dealer can secure enough of our machines, as orders are multiplied con-
tinually.
Operollos will help dealers build up a permanent and prosperous business.
Apply for exclusive agency at once.
We do not bind dealers on a contract, but protect agents in territory. Our
products are of such quality, represent such unusual value and are so easily sold
that we do not need to bind a dealer on a contract.
Permanent and Profit-
able Business with
Operollos Assured
Why try so many inferior prod-
ucts? It is an established fact that
Operollo dealers are doing a fine
and prosperous business. There
are big possibilities with Operollos
everywhere. One large retail con-
cern tested out our products during
the last six months and bought so
far over $40,000. Now we are
figuring on a contract for 2,500
machines for 1920 for this same
Style No. 135
Height SO in., Depth 23 in., Width 21 in.
Finish : Mahogany, Golden or Fumed Oak.
Krasco Motor. Universal Tone Arm. All
Wood Amplifier.
concern.
Our products — covering 90% of
the actual demand of the trade
— have proven to be "Quick
Sellers" and Operollo Quality and
our popular prices have done the
balance to cause a big demand for
our instruments.
STYLE NO. 95
Height 45 in., Width 19 in., Depth 21 in.
Mahogany, Fumed or Golden Oak Finish.
Has our Special Double Spring Motor.
Universal Tone Arm.
Every Operollo is a
Wonderful Value
There is no substitute for our machines pos-
sible. We have been fighting high prices for
inferior goods. We believe in a square deal.
WHAT THE TRADE WANTS IS NOT A
"GOOD LOOKING PICTURE" BUT "REAL
GOODS"— CLEAN MERCHANDISE, GOOD
RELIABLE PRODUCTS— which sell fast and
do not cause "come-backs." Operollos fulfill all
your expectations. They make good.
Highest Grade Equipment
used Throughout
KRASCO SILENT MOTORS; latest style of
Operollo Universal Tone-arms; all wood ampli-
fier. Cabinets are of excellent workmanship, and
beautifully finished. Every instrument is sold
under a positive guarantee to be as represented.
Prompt service. Liberal trade discounts.
Write Today for Attractive Agency Proposition
OPEROLLO PHONOGRAPH COMPANY
54 WEST LAFAYETTE BOULEVARD-DETROIT, MICH.
March 15, 1920
THE TALKING MACHINE WORLD
199
NEW LAWSON CO. FORMED
Lawson Piano & Phonograph Corp. Replaces
Lawson Piano Co. — To Make Phonographs —
New Sales Force Organized — Retail Business
Taken Over by A. F. Kraus
The Lawson Piano & Phonograph Corp. has
been incorporated under the laws of the State
of New York, with. executive offices and factory
varnishing and finishing of the cabinets of the
Lawson Universal Phonograph. They will also
manufacture here the Diaraond-L Hub back re-
producer and tapered bore tone arm.
In connection with the formation of this new
corporation, an extensive sales staff has been
organized. G. M. Soule, well known in the
piano industry and musical circles, and one of
the most popular traveling men, will act as
general representative for the company. Mr.
Soule expects to start on a long trip within a
few days. In the Middle West the company
is represented by C. E. Scott of Mansfield, O.,
as well known throughout other sections of the
country as he is in his territory. The Southern
territory, including Virginia, West Virginia and
the Carolinas, will be covered by H. A. Copeland
of Connellsville, Pa.; in New York State the
company will be represented by P. H. Vaughan.
Arrangements have also been made with C. H.
Mackay to give adequate wholesale representa-
tion in Cuba.
The retail warerooms, which have been con-
ducted at 372 East 149th street, New York, for
many years by the Lawson Piano Co., have been
purchased by Albert F. Kraus and will hereafter
be conducted under the name of the Lawson
Piano Warerooms, where there will be retailed
the Lawson pianos and player-pianos, Vic-
tiolas, Victor records and the Lawson phono-
graph, as well as a complete line of music rolls
and other accessories.
W. Ernest Robinson is manager of this re-
tail establishment.
Wu, W. Lawson, Pres. A. M. Lawson, Treas.
at 572 Park avenue, New York. The officials
of the company are William W. Lawson, presi-
dent; Henry W. Harvest, vice-president and
sales manager; Arthur M. Lawson, treasurer,
and George A. Griffin, secretary.
The company has acquired the extensive fac-
tory of the former Lawson Piano Co., and will
SOME PATHE BRIEFLETS
New Store-front Sign for Dealers — Mason
Takes on Pathe Line — Muratore Coming Next
Season — Scheduled to Arrive in September
RECITALS BY BRUNSWICK ARTISTS
Max Rosen and Elias Breeskin Appear in Many
Cities During March — Detailed Schedule
H. W. Harvest, Vice-Pres. G. A. Griffin, Sec'y.
manufacture from now on both pianos and
phonographs. In connection with the latter
the company will be in a position to do all the
The Pathe Freres Phonograph Co., Brooklyn,
N. Y., have prepared for the use of their deal-
ers a brightly colored ten-foot muslin sign.
This sign is waterproof and is designed to make
the store-front of the dealer conspicuous. It
can also be used to excellent advantage at State
fairs and other exhibits.
Mason's furniture house in Brooklyn is
among the latest additions to the list of Pathe
dealers. This large house is featuring the entire
line in a large way and with very gratifying re-
sults.
Word has been received from Lucien Mura-
tore, famous Pathe star, that he will be in
America for the next opera season and expects
to arrive in this country in September. This
will greatly please his many friends.
Max Rosen and Elias Breeskin, the celebrated
violinists and exclusive Brunswick record artists,
have been appearing in concerts and recitals in
many cities throughout the country during the
past month. Breeskin's appearances were sched-
uled as follows: March 2, Cleveland, O.; March
5; Pittsburgh, Pa.; March 8, New York City;
March 9, King, N. H.; March 13, Waterbury,
Conn.; March 15, Wilkes-Barre, Pa. On April
5 he will appear in Scranton, Pa.
In his dates for March Max Rosen covered a
great deal of ground from Canada to the South.
His program called for the following recitals:
March 4, Massy Hall, Toronto, Can.; March 9,
Kentucky College for Women, Danville, Ky.;
March 11, Elks' Hall, Chillicothe, O.; March
12, Memorial Hall, Columbus, O.; March 19 and
20, St. Louis, Mo.; March 23, Sioux City, la.
THE DEMAND OF A NATION
The Player-Tone Phonographs
"It's Simply Great"
The superior quality embraced in our line
insures unequaled and permanent satisfac-
tion. The beautiful designs, together with
the wonderful tone volume, afford you com-
plete selections. The immense output and
specializing in the manufacturing of the
PLAYER -TONE exclusively mean the
Greatest Phonograph Value for all progres-
sive dealers who are desirous of offering
their customers the best that skilled labor
and money can produce.
"When Sold They Stay Sold."
We have the lowest price, considering beauty,
cabinet work and tone quality, after all.
Dealers, write us for our booklet and special dis-
count, on our six models in all finishes.
Desirable territory open for live representatives.
Write us today.
ThePlayer Tone Talking MachineCo.
Executive Office, 967 Liberty Avenue
PITTSBURGH, PA.
200
THE TALKING MACHINE WORLD
March IS, 1920
Dealers: —
Van Veen "Bed Set"
13oottvS Hearing Rooms are an
Roco? d^Rac^kS absolute necessity to you
Sal^oSmter <s If y°u «e without y°u are not
properly equipped tor business
Install a Van Veen "Bed Set" outfit and see it pay for itself
The Hearing Rooms Sell the Goods — an unsalaried Selling
Force
Model Store Front and Interior at ColIiDgs & Co.,
Victor Distributors, Newark, N. J.
ARTHUR L. VAN VEEN & CO., 47 West 34th Street, New York
Telephone Greeley 4749
GOOD WEATHER STIMULATES BUSINESS IN KANSAS CITY
Noticeable Increase in the Demand for Records of All Kinds — Much Improvement Reported in the
Stock Situation — Son Secures Records Made by Late Jessie Bartlett Davis
Kansas City, Mo., March 8. — Unusually pleas-
ant weather during the past month has had a
noticeably favorable effect on business and talk-
ing machine dealers have been placing orders
to replenish their depleted stocks. The demand
for records has been especially strong and sen-
timent among the general public is that records
are about the only products that have not been
affected very- much by the general high cost of
everything. Perhaps the great sale of machines
during the holidays is responsible in some meas-
ure for the increased demand for records. This
v/as the view of W. F. Standke of the Columbia
Grafonola Shop.
The Edison Shop reports that the business
during the past month has been exceedingly
good. The local store has been advertising
the New Edison extensively. This has been
particularly attractive in the retail store and a
volume of business has been the direct result
of this one factor.
The Brunswick Shop has been doing an un-
usually brisk business. Will Chestnut, manager
of the company, declares that the business has
been a great deal heavier than he had antici-
pated.
C. V. Bissell, manager of the Starr Piano Co.,
recently said: "Business during the Spring and
Summer seasons is going to be better than it
has ever been before, which is due to the fact
that the demand for talking machines and rec-
ords has remained so consistent in proportion to
all other businesses in this territory. However,
it seems that there is little- or no demand be-
ing experienced for small machines. Stocks are
better, having almost completely recovered, and
deliveries are being jacked up to schedule,
which makes it possible for the dealers to do
a larger and better business."
J. L. Replogle, general field manager of the
Vitanola Co., recently visited Kansas City after
a most successful trip throughout the South-
west, where he opened up a remarkable Vitanola
business. The Abernathy Furniture Co., which
recently placed a tremendous order for ma-
chines, has been doing an especially good job-
bing business. A number of new agencies have
been opened in Kansas City, among which is
the Walter Solt Furniture Co.
The Architects & Engineers Supply Co. con-
tinues to handle several makes of machines and
recently placed the Modernola in its stock. Ac-
cording to E. L. Clenny this line has been meet-
ing with general favor.
C. L. Dodson, general manager of the Port-
able Talking Machine Co., recently announced
that the first product of his company would
appear within the week. Mr. Dodson is as-
sembling and placing on the market a new ma-
chine, which is built in a carrying case and is
particularly designed for camping and outing
parties.
When Will J. Davis, of Chicago, published
the advertisement in a newspaper for talking
machine records made by his late mother, Jes-
sie Bartlett Davis, many years ago, he secured
two records from Kansas Citians who happened
to see the advertisement. Mr. Davis's home
burned and his records were destroyed. His
mother had made several of the first recordings.
Seemingly the records were not credited to the
singer at that time, and it was up to the ears
of Mr. Davis to select the ones his mother sang.
Among the records, and the one particularly
sought, was "Sweet Genevieve." Mrs. George
Williams discovered one in her catalog, on the
reverse side of which was recorded "Bonnie,
Sweet Bessie."
MARKED GROWTH OF BUSINESS
Ellwood City, Pa., March 3. — The Elhvood
Music Shop, Pathe dealer of this city, has in-
creased its business forty per cent in the last
two months. Ben G. Swick, proprietor of the
store, has made good use of the attractive
window display material furnished by the Pathe
Freres Phonograph Co.
W. S. MEFFORD IN NEW VENTURE
The Colonial Music Co., Toledo, O., has been
organized with a capital of $52,500 to take over
the W. S. Mefford store, which handles the
Pathe. W. S. Mefford is one of the incorpora-
tors of the new company.
The F. G. K. Talking Machine Co., Brook-
lyn, N. Y., has been incorporated with a capital
of $10,000 by E. Harris, P. Duryee and H. O.
Falk, 141 West Forty-fifth street.
Represents BEAUTY and TONE Combined
^"VICSONIA'^r
Designed to PERFECTLY play Edison Disc Records on "Victrolas" or "Grafonolas." Easy to
attach — slips on — a child can do it. The Vicsonia is recognized as the BEST reproducer for its
particular purpose. ORDER NOW.
ATTENTION!!!
Model B Vicsonia now ready. Plays all hill and dale records — Pathe, Edison, Okeh, Lyric. Aeolian, Vocation, etc,
A t ample reproducer Model A or B wilt be tent on receipt of $4.50 Retail price $7. 50.
VICSONIA MFG. CO., Inc.,
313 E. 134th St., New York, N. Y.
March 15, 1920
THE TALKING MACHINE WORLD
201
The Goal
ir^E in this organ-
\ks ization have a
definite goal toward
which we are working.
And it is not a goal of
big production, of
great volume; it is not
our ambition to see
processed through our
shops huge tonnage of
iron and steel. It is not
a goal of cubical fac-
tory space, nor of
great sales volume as
measured by dollars
and cents. It is not a
goal, either, toward
which we are hurrying
with such speed that
we have not time for
the finer things of life.
It is a goal, rather,
where merit sets stern
limit upon production
and where volume
must be measured by
service. We believe
with Emerson that,
"the greatest success
is confidence or perfect
understanding be-
tween people." And
the goal toward which
we are working is to
make our business
a bigger, better busi-
ness, to grow, always,
but to grow only so
fast as we can keep
faith and confidence
with all.
STEPHENSON
l N C O R P O R AT E D
One West Thirty-fourth Street
J^eio ITqrK 'City
MAKERS OF THE STEPHENSON PRECISION MADE PHONOGRAPH MOTOR
202
THE TALKING MACHINE WORLD
March 15, 1920
THE AEOLIAN-VOCALION
Art Style 1516
Queen Anne. 1702-1714
$295
THE
AEOLIAN -VOCALION
The Phonograph that has made the Talking Machine a Real Musical Instrument.
Manufactured by The Aeolian Company — Largest Manufacturers of Musical
Instruments in the World
THE Aeolian-Vocalion has risen to its
position of world-supremacy on the
strength of its marvelous tone. No other
features of interest or convenience have been
required to make it great.
Its reproduction — particularlv when playing
the new and revolutionary Vocalion Record —
possesses a richness, depth, purity and beauty
that has brought the music world to a new
appreciation of the value and meaning of the
phonograph.
VOCALION LATERAL CUT RECORDS
For March and April
Le Prophete — Ah, mon fils
(Ah, my son!)
Aubade — Le Roi d'Ys
Reviens (Return)
I Love You Truly
A Perfect Day
My Lindv Lc"
The Want of Yju
A Dav in Florida (Parts 1
and 2)
Swanee — One-Step
Mystery — Fox -Trot
Underneath the Southern
Skies
Castle of Dreams
Saxanhone Blues
You're My Gal
Number Size Price
Marguerite D'Alvarez 45000
12
$1.50
Colin O'More
j 24002
10
1.00
Nevada Van der Veer
j 14016
10
.85
Reed Miller
I
1 14017
10
.85
Sybil Fagan
14023
10
.85
Harry A. Yerkes'
Dance Orchestra
1 14024
10
.85
l
Samuel Ash
1 14026
10
.85
Elliott Shaw
Ernest Hare
Al Bernard S: Ernest
| 14027
10
.85
Hare
Billy Murray
Ernest Hare
£ 1402S
10
.85
Venetian Moon
Jazz Babies' Ball
You're a Million Miles
fiom Nowhere. Waltz
Dream" Amazon — Waltz
When My Baby Smiles -
Shimmie
Dabney's Band
Nellie & Sara ICouns
Nellie Kouns
Wedding and
and Jazz
Annie Laurie
The Kiss
A May Morning
A Madrigal of May Adler's Trio
When My Baby Smiles at Me
BiUv Murrav & Rachel Grant
I'll See You in C-U-B-A Billy Murray
Cohen Talks About the Ladies
Abraham Monroe Silver
Afghanistan — Asiatic Fox-Trot
Hold Me— Fox-Trot All Star Trio
Oh. By Jingo! — One-Step Harry A. Yerkes"
Shake Your Little Shoulder Dance Orchestra
THE AEOLIAN-VOCALION
Art Style 1496
Duncan-Pfyfe — Early American
$325
Sterling Trio
Peerless Quartet
Paul Biese and His
Novelty Orchestra
Yerkes' Orchestra
Fox-Trot
Number She Price
1 14029 10 $ .85
j 14030 10 .85
> 14031 10 .85
j 24003 10 1.00
| 14034 10
1 14035 10
| 14039 10
1 14040 10
.85
.85
.85
.85
.85
March 15, 1920
THE TALKING MACHINE WORLD
203
AN ACTIVE VICTOR WHOLESALER
Wm. H. Reynalds, of Mobile, Ala., Has Had an
Interesting and Successful Business Career —
Is Prominent in Civic and Industrial Affairs
Mobile, Ala., March 1. — This thriving city
of about 75,000 population boasts one of the
most aggressive Victor distributors in the
South. His name, as everybody in the trade
knows, is William H. Reynalds and the story
of -his business career reads like a commercial
romance of the first order.
Back in 1891, Mr. Reynalds was a mandolin
teacher in Vincennes, Ind., the town of his birth.
After teaching the young how to thrum for
some five years, he went to Colorado Springs,
Col., where he continued teaching. When the
Spanish-American war broke out he was seized
with a big yearning to get into the fray and
came South and joined the regulars in order
to get as quick a sailing as possible to Cuba.
He came to Mobile, as this was the port of
embarkation. Here he met some young men
belonging to the Mobile rifle company and en-
listed with them. During the war he, of course,
made a large number of Mobile friends and,
after it was all over, came back to this city
and resumed here his former occupation of
teaching the mandolin.
The opportunity soon presented itself to buy
out the small goods department of the Bayley-
Arnold Music Co., at 167 Dauphin street, and,
on February 24, 1902, he consummated the deal,
gave notes for the stock and good will and
borrowed five dollars in change for his cash
register for the first day. The Bayley-Arnold
Co. kept the balance of the store until the end
of the year, when Mr. Reynalds took over the
lease of the entire store. In a few months he
decided to add talking machines and placed his
first order with Eldridge R. Johnson, then
making gramophones on his own hook. In 1904
he commenced jobbing the Edison cylinder line
and in 1905 signed up as a Victor jobber. When
the Edison disc machine was introduced, Mr.
Wm. H. Reynalds
Reynalds dropped the Edison line and has since
devoted his entire attention to the Victor. His
Louisiana. The business of W. H. Reynalds,
Victor distributor, now occupies a large two-
story building, superbly equipped for the pur-
pose for which it was built.
Fifteen years ago business so increased as
to make the securing of a competent sales man-
ager thoroughly necessary. Mr. Reynalds
found him in VV. D. Miller, who has developed
into one of the best known sales managers in
the Victor line. Mr. Miller makes frequent
trips among Victor dealers throughout the
Southern territory and he has a very competent
assistant, who takes charge of affairs at the
office while he is on these journeys, in Miss
Ruth Heorig.
While attending to Victor business, Mr.
Reynalds has also been an active factor in
Mobile. After various activities in the Mobile
Chamber of Commerce, he was made president
a year ago and only just declined re-election
on account of pressing business duties. He is
still a member of the board of directors. Among
other civic activities, it might be mentioned that
he was president of the Mobile Rotary Club,
chairman of the committee of the Four-Minute
Organization during the war and chairman of
the committee which conducted the Victory
Loan drive. He is vice-president of the Gulf
Coast Citrus Exchange and a former presi-
dent and vice-president of the Gulf Coast Horti-
cultural Society. He has been a national figure
in talking machine circles and has served on
the board of directors of the National Associa-
tion of Talking Machine Jobbers for seven years
and has been treasurer of this organization for
several years.
W. D. Miller Miss Ruth Heorig
jobbing operations cover a radius of 300 miles
around Mobile, including important sections of
Alabama. Florida, Georgia, Mississippi and
DONLON BUYS RIDGEWOOD T. M. CO.
George A. Stanley, who has conducted the
Ridgewood Talking Machine Co., Ridgewood.
N. J., has sold his business to Joseph Donlon,
who will continue in the same line. Mr. Donlon
has many friends in the talking machine trade
who will wish him the greatest measure of suc-
cess in his new venture.
Just What You Have Been Waiting For
The GATELY Carrying Case
for VIGTROLA VPs
H This handsome carrying case will help in-
■ crease your VIGTROLA VI sales.
■ The Gately Carrying Case is constructed
m of wood, covered with black waterproof
■ fibre and substantially made so that it can
H be carried by one man or as baggage.
p Each case is arranged to hold thirty 10-in.
or 12-in. records, and has a separate place
for a sound box, winding key and needles.
illlllw
m
■ ;/■ '■ ■'
m
■
Price, $8.50 Wholesale
Write for Descriptive Circulars
GATELY-HAIRE CO., Inc.
Albany, N. Y.
204
THE TALKING MACHINE WORLD
March 15, 1920
CO=OPERATESJVITH DEALERS
N. S. Reeves Gives Valuable Assistance to Pathe
Dealers — Pathe Sales Increasing
Omaha, Neb., March 5. — N. S. Reeves, man-
ager of the Pathe department of the Wright &
Wilhelmy Co., of this city, Pathe jobbers, has
been co-operating with the various Pathe deal-
ers in Omaha, in the consummation of distinc-
tive and practical sales ideas. These plans have
worked out very satisfactorily and the Pathe
dealers in this territory report a constantly in-
creasing demand for Pathe phonographs and
records.
The Phonograph Sales Co. in Omaha, a suc-
cessful Pathe dealer, has been doing some origi-
nal advertising and Mr. Reeves has been assist-
ing the company in taking care of its various
plans. In one of this dealer's publicity "stunts"
YAZOO RIVER RED GUM
For high-grade cabinet work. Of soft texture and rich, dark color. Sawed
from mature, thrifty trees. Specially manufactured and air seasoned.
Adapted to a variety of finishes — Satin Walnut to Dark Mahogany. Can
furnish either in Plain or Quarter sawed stock.
10
cars
3"
No.
1
Common and Better Qrtd.
Red
Gum.
10
cars
2Vz"
No.
1
Common and Better Qrtd.
Red
Gum.
10
cars
2"
No.
1
Common and Better Qrtd.
Red
Gum.
10
cars
1 !4"
No.
1
Common and Better Qrtd.
Red
Gum.
2
cars
1"
No.
2
Common Red Gum.
2
cars
l!4"
No.
2
Common Red Gum.
2
cars
2"
No.
2
Common Red Gum.
5
cars
1"
No.
1
Common and Better Qrtd.
Red
Gum.
5
cars
1"
1st
an
d 2nds Qrtd. White Oak.
5
cars
1"
1st
an
d 2nds Qrtd. Red Oak.
5
cars
1"
No.
1
Common Qrtd. Red Oak.
Send us your inquiries for all cabinet woods.
THOMAS & PR0ETZ LUMBER CO.
15 Angelrodt St., St. Louis, Mo.
TO EXPLOIT NEW COPPER PROCESS
Condon & Co., Inc., to Act as Sales Representa-
tives for Copper Process Co. in Marketing
Talking Machine Parts Made From Copper
N. S. Reeves
a big Rhode Island Red rooster was placed in
the show window and strutted around before the
admiring eyes of passersby. Of course, the red
rooster was a replica of the famous Pathe trade-
mark, and constituted splendid publicity for this
live-wire dealer. Mr. Reeves acquainted the
visitors to the store with the features of the
Pathe product, and also gave the first public
demonstration in Omaha of the Pathe Actuelle.
T. T. Stricklin, formerly with the Southern
California Music Co. has been appointed talk-
ing machine manager of the Bledsoe Co., San
Diego.
Announcement has recently been made by
William A. Condon, president of Condon & Co.,
Inc., of the consummation of arrangements
whereby his company will be sales representa-
tives for the Copper Process Co., inventors of
a new secret process of fabricating copper for
the manufacture of tone arms and other talk-
ing machine parts.-
Mr. Condon, whose many years of experience
in the trade have made him numberless friends
from coast to coast among jobbers and dealers,
will make as active a selling campaign on this
product as he has so successfully done with
Torrington Uniform Needles, "Gliss" and
"Groovite."
Describing his new proposition to a World
H. J. SMITH LABORATORIES
Jewel Manufacturer
EXECUTIVE OFFICES,
FINISHING and
RECORDING
LABORATORY JEWELS
Plant No. 1
833 Broad Street
Telephone 2896 Market
NEWARK, N. J.
SAWING
GRINDING
ROUGHING
ROLLING and
EXPERIMENTAL
LABORATORY
Plant No. 2
5472 Franklin St.
NEWARK, N. J.
Manufacturer of
Phonograph Diamond and Sapphire Reproducing Points — Recording Labor-
atory Jewels- Rough Diamond— Diamond Powder— Experimental Work.
Jewels manufactured for all talking machine records. Consulting Specialist
on all experiments relating to any new recording grooves. Recording
problems satisfactorily worked out.
representative, Mr. Condon said, "Merely ex-
plaining to you what this secret process of
fabricating copper does is really a very poor
substitute for seeing the article made and then
examining and testing the finished product. I
find it very hard to try to make words do full
justice to this process and its result.
"Copper tone arms and other talking machine
parts of surprising beauty of line and tone and
also remarkable practical utility and adaptabil-
ity of design and assembly are thus produced
through this amazing process, in the only plant
of its kind in America.
"After testing copper parts made by this
process in every conceivable way (even beneath
the repeated blows of heavy hammers) I am so
convinced of its merit that I intend to bring it
before the trade in a 'seeing is believing' atti-
tude. My method in bringing out the various
salient points of copper process tone arms and
other parts made by this process will be in
naming specifically just -what its points of su-
periority are and in letting the product itself
do most of the talking, which I believe it is
well capable of doing.
"The Copper Process tone arm, for example,
has eleven distinct features which I believe will
interest every talking machine manufacturer. It
is also of importance to know that the necessary
production of Copper Process tone arms and
other parts can be speedily obtained and that
manufacture is not limited to any of the standard
designs now in use, but that through this proc-
ess any design the manufacturer desires can
effectively be produced.
"It surely is a real pleasure for me to say
that the merits and benefits of this secret proc-
ess of fabricating copper are now to be put to
use for the general advancement of the talking
machine present and future."
Be of good cheer — Spring is here!
NEEDLES
WE MANUFACTURE
Diamond needles for Edison
Sapphire needles for Edison
Sapphire needles for Pathe
in stock ready for delivery
MERMOD & CO., 874 Broadway, N. Y.
March 15, 1920
THE TALKING MACHINE WORLD
205
Make These Experts Work for You
If you want to build your retail business along
lines which will positively guarantee a healthy
profit over a period of a great many years, you
want the benefit of expert help on all the
merchandising problems of your business.
You can get consulting advice of great dollar
value based upon over forty years' experience
in the music business in
THE TALKING MACHINE WORLD SERVICE
Here is what will come to you every month if you are fortunate enough to secure this Service exclusively
in your territory.
Three original Merchandising Plans — prac-
tical methods of getting business, finding
new prospects, handling your customers,
earning more money out of your store.
Three timely, catchy Window Display
Flans — practical schemes that draw the
crowds to your windows through their
clever appeal to human psychology — yet
do not require elaborate and costly "stage
scenery."
Two Form Letters that have human in-
terest, selling punch and "pep," prepared
by a specialist nationally known for the
business-getting power of his letters,
whose fee is $100 or better per letter. One
is about machines, the other is on the new
records, to be mailed out with your monthly
bulletin.
Seventeen complete ads for your news-
papers, featuring your store, your name
and your service. The reading matter is
bright, original, timely and brimful of
money-making ideas. Strictly local, retail
personal advertising for you — the kind that
sells goods and builds good will.
Seventeen cuts for these ads, drawn by the
cleverest and most expensive advertising
artists in the country today, such as Ethel
Plummer of "Vanity Fair" ; Olga Thomas
of "Vogue" ; Frederick T. Chapman, who
illustrates the Franklin automobile and
many other ads; W. Fletcher White, famous
commercial artist of New York; Charles
Baskerville, Jr., of "Scribner's" ; Will
Graven, whose clever drawings are bought
by the leading advertising agencies of
New York ; Royce Cody, late art director
of "Motor Life," and other artists of the
same class.
Mats or electros of these cuts are sent you
each month as part of the Service — without
extra charge.
A yearly total of more than 200 ads, 200
cuts, 36 window display plans, 36 merchan-
dising ideas and 24 form letters — also
special ads written to your order, when
necessary, for particular events in your
store, and consulting advice on all your
business problems.
The Cost is about one-quarter as much as
the salary of an office boy — because we arc
selling it to dealers all over the United
States and in foreign countries as well,
thereby dividing the cost into small frac-
tions. The money you have been losing
on one or two ads that failed to bring
results would pay the cost of this com-
plete Service for the entire year.
But remember — only one dealer in each
territory, and first come, first served ! If
somebody else in your city orders first,
you can't buy the Talking Machine World
Service at any price.
We are steadily receiving letters from our clients located throughout the United States and in many foreign
countries, wherein they are frank to tell us that The Talking Machine World Service has already caused a
material growth in their business.
We will place facts and material before you and will quickly convince you that The Talking Machine World
Service is a very vital yet extremely economical adjunct to any retail talking machine business.
OVER 175 DEALERS HAVE PROVED THIS SERVICE ISASURE THING
Talking Machine World Service, The population of my city is
373 Fourth Avenue, New York City. T , ,. ,. , .
I handle these machines
If other dealers in big cities as well as small towns are get- ,, fi
ting results and making a big profit on the Talking Machine My "rm name IS
World Service, I'd like to know all about it. Without obliga- bv
tion, send me sample copies of ads, form letters, ideas, etc.
Tell me what it will cost per month for exclusive use in my My address
territory. 3-15-20
Mail the above^coupon today.
206
THE TALKING MACHINE WORLD
March 15, 1920
BALTIMORE DEALERS
FORM ASSOCIATION
Victor Talking Machine Dealers' Association
Organized With William Mueller as President
— Wholesalers Lend Their Support — Colum-
bia Dealers Have Successful Monthly Meet-
ing— News and Changes in the Local Trade
Baltimore, Md., March 5. — A slight increase
in the receipt of records and machines was
noted by all of the dealers and distributors dur-
ing February, but the increase did not help very
much to satisfy the demand of the public. Heavy
selling of machines, and particularly of records,
was noted by many of the dealers.
One of the most noteworthy incidents of
the month to the talking machine dealers was
the organization of the Victor Talking Machine
Dealers' Association of Baltimore. Several pre-
liminary gatherings were held before the deal-
ers finally adopted a working plan, which in-
cludes the holding of a meeting on the third
Wednesday of the month. The officers chosen
include: William Mueller, president; Robert An-
sell, vice-president; M. J. Rogers, secretary, and
C. D. Messenger, treasurer. The purpose of
the dealers coming together was to promote
better business, better service to the public,
and, finally, better profits to the dealers them-
selves. The plan includes a general advertis-
ing plan of a co-operative nature setting forth
a plea for home patronage, home service, loyalty
and other points of a nature by which it is hoped
to draw especial attention to the merits of the
product they handle.
The three Victor distributors of Baltimore —
Cohen & Hughes, represented by Elrrfer J.
Walz; H. R. Eisenbrandt Sons, represented by
W. A. Eisenbrandt, and E. F. Droop & Sons Co.,
represented by W. C. Roberts — were presented
and gave assurance of their hearty co-opera-
tion to the dealers and the association in all of its
plans for the betterment of business. The rep-
resentatives of the distributors made addresses
in which they expressed their faith in the suc-
cess of the plans' and forecast a better feeling
between dealers. One of the surprising inci-
dents of the occasion was the introduction of
the various dealers to each other, for it soon
developed that many dealers were unacquainted
with one another. It is planned to eventually
extend the scope of the organization to dealers
throughout the State.
A plan, which will prove attractive to dealers
in times when there is a shortage of machines,
has been put into practice. The distributors will
announce a certain model of a machine for the
current meeting. The members all have a num-
ber on their dinner check and a drawing is made
which gives the names of the three dealers hav-
FUI.TON (Mode! 35)
Mahogany, 16x16x10 in., double spring motor,
universal tone arm. Back casting and metal horn.
Price, $15.00.
(Model 50) With Cover
Mahogany, 17x19x13 in., double spring motor,
Universal Tone-arm. Price, $16.00.
True-tone and Cleartone Needles, in metal boxes
or packages at lowest prices.
Universal double and triple spring Motors,
Tone-arm, Auto Stops, etc. Phono parts and ac-
cessories, as Motors, Tone-arms, Sound Boxes,
Cabinets and Cabinet hardware. Repair parts for
all makes.
Records — Standard make, lateral cut, at $40.00
per 100.
Cash with order
FULTON TALKING MACHINE CO.
640 Broadway
New York, N. Y.
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS LAST LONGER
COST LESS
RENE MFG. CO. Montvale, N. J.
ing the privilege of obtaining one extra ma-
chine over the regular allotment for the month.
Of course, the successful dealer pays for the ma-
chine just as though it was sold to him direct,
but it thus gives him one additional machine
for selling purposes during the month. Two
committees have been appointed — one to look
after plans for advertising service and the other
an entertainment committee to provide speakers
and other forms of amusement that will be help-
ful in business.
The February meeting of the Columbia deal-
ers at the Southern Hotel was successful and was
largely attended. W. S. Parks, manager of the
branch, presided and from time to time outlined
generally some of the plans of the company.
Height — 40 in.
Width— l7'/2 in.
Depth— !8'/2 in.
No. 9
Height — 45 in.
Width— 20 in.
Depth— 21 in.
No. II
Height— 51 In.
Width— 23 In.
Depth — 24 In.
AMERICAN
'pHE AMERICAN suc-
cess has been gained
through merit. It is a
truly musical machine,
and, owing to its excellent
equipment, will enable
your trade to enjoy every
record to its full extent.
Seven models, mahogany,
golden oak and fumed oak
finishes. The AMERICAN
remains sold when delivered.
Grand Rapids made and
guaranteed throughout.
Meisselbach equipment.
Are in position to make
prompt deliveries and place
but one dealer in a town.
Write for our 1920 catalog.
Handle a line that it is a
pleasure to sell and which
carries with it a good profit.
American Phonograph Co.
17 N. Ionia Ave., Grand Rapids, Mich.
No. 8
Height— 43 in.
Width— 19 in.
Depth— 20 in.
Height — 48 in-.
Width— 20'/2 in.
Depth— 22 in.
Height— 4G</3 in.
Width— 19'/, In.
Dopth— 20'/3 In.
No. 22
Height— 50 In.
Width— 22 In.
Dopth— 231/j In.
March 15, 1920
THE TALKING MACHINE WORLD
207
The April records were demonstrated and deal-
ers made acquainted with other plans. A novel
feature of the occasion was the introduction
of a selling plan by which William Heinekamp,
a Baltimore Columbia dealer, sold a Grafonola
to Dan Green, of H. C. Grove, Inc., Washington,
in the presence of the dealers from various
sections , of the territory. William H. Swartz,
son of Professor Swartz, of the Johns Hopkins
University, and who served Uncle Sam in the
World War, was introduced to the dealers as
the new head of -the dealers' service ■ depart-
ment at the Baltimore Columbia headquarters.
He made a brief address outlining his purpose
of helping the dealers and called particular at-
tention to the Nation's Forum series, which con-
tains the records of the speeches of the lead-
ers in affairs of America. Mr. Swartz succeeds
Dan DeFoldes, who has become one of the
partners and will be the manager of the Grafo-
nola Shop, Norfolk. .
W. T. Sibbetts, who until a short time ago
was a member of the sales staff of the Colum-
bia headquarters here, has entered business for
himself and will have a chain of stores through
various sections of the Eastern shore of Mary-
land. His company opens its first store in Cam-
bridge next week, to be followed immediately
by a temporary headquarters in Salisbury, pend-
ing the completion of a permanent headquarters.
The concern will be known as the Eastern Shore
Music Co., will handle the Columbia line ex-
clusively and plans to have at least a dozen
stores within a short period.
H. A. Syring, who has been the bookkeeper
at the Columbia branch, will have charge of
developing the international record depart-
ment. H. J. McDorman has resigned as credit
man and is succeeded by L. H. Evans. During
the month Mr. Parks made a hurried trip to
Martinsburg and Cumberland and stopped off
at various points in the Western Maryland ter-
ritory. He was pleased that in the branch, de-
spite the lack of records and machines to equal
the demand, the business went ahead of the
quota set. One of the obstacles to business
was the freight embargo, which held up not
alone receipt of goods for the branch, but de-
layed as well as prevented shipments of goods
from the Baltimore headquarters to various
dealers in the territory. Motor truck service
in some instances made delivery possible and
this helped to hold up the quota.
The improvements have been completed at the
Cohen & Hughes headquarters. The first of a
series of monthly meetings of C. & H. dealers
was held in these quarters during the month,
when the coming records were demonstrated.
A light luncheon was served. An address was
made by Manager Walz, in which he placed
strong stress on service and better business
methods. The firm has also fitted up a special
reception room for visiting dealers.
The Rosenstein Piano Co., which is directed
by Sol. Rosenstein, through several up-to-date
EXPAND RECORD PRESSING PLANT
Lyraphone Co. of America Adding Much Equip-
ment to Increase Its Production
The Lyraphone Co. of America, 117 Mechanic
street, Newark, N. J., manufacturer of the well-
known Lyric lateral record, is adding much new
equipment in its record pressing department.
Its Newark, N. J., plant is now in full opera-
tion, and all the various departments are work-
ing overtime in an effort to cope with the pres-
ent demands for its products.
Its factory is most efficiently laid out and
the numerous processes that go into the making
of a record are carried out with the speed and
certainty that are only found in plants where
precision is valued most highly.
The Lyraphone Company is represented by
progressive distributors in all parts of the coun-
try. Its plans for giving co-operation to its
jobbers and to the trade in general are most
elaborate, and its sales department takes special
pains in devising means of giving service along
both sales and advertising lines. The output- of
the company is being steadily increased.
and especially attractive show windows, have
brought themselves prominently before the pub-
lic and thereby made the venture profitable.
Two successes are noteworthy of discussing.
One was the display featuring "Dardanella,"
which had as the central figure a woman in
the native garb of the Sultan's land looking
down from the cliff at a ship riding in the har-
bor, while in the offing the scene depicted some
of the Constantinople buildings. The other
big feature was "The Moon Shine on the Moon-
shine," with Bert Williams shown on a card
design with an empty jug and empty bottles.
The words of the chorus were set out on a
cardboard. The store is located between the big
theatrical houses downtown and the retail sec-
tion, where are also located some of the prin-
cipal movie houses of quality, and the display
drew the attention of thousands.
HANDS DOWN RESTRAINING ORDER
In the Court of Chancery of New Jersey there
was recently handed down a restraining order
by James F. Fielder, the Vice Chancellor, against
the Hector Talking Machine Co., 55 Commercial
street, Newark, N. J., enjoining the said corpo-
ration from contracting any debts and from col-
lecting and receiving any money owing the cor-
poration.
NEW OPERAPHONE DISTRIBUTOR
The Universal Talking Machine Co., 5 Gov-
ernor street, Richmond, Va., was recently ap-
pointed distributor for the Operaphone records
by the Operaphone Co., Inc., Long Island City,
N. Y. The Operaphone Co. has. in recent months
been constantly adding to its jobbers, and is
now ably represented in all the larger trade
centers.
The New Music Store, Mount Vernon, N. Y.,
which handles the Pathe Actuelle, has done such
a good business the past year that the floor im-
mediately above the present store will be added
to the establishment.
ACME
Stands for Highest Quality and Prompt Service
WE MANUFACTURE
ACME MICA DIAPHRAGMS
WE SUPPLY AFRICAN AND INDIA RUBY EXCLUSIVELY
Any Size and Any Thickness and Quantity
LET US HAVE YOUR INQUIRY
ACME MICA COMPANY, Incorporated
Importers and Manufacturers
56 BLEECKER ST., Phone, Spring 7197>nd 7198 NEW YORK
208
THE TALKING MACHINE WORLD
March 15, 1920
W2
mm
ir
iiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiini
THE AEOLIAN COMPANY OF CINCINNATI
Wholesale distributors for Cincinnati and adjacent territory
of the celebrated
AEOLIAN- VOCALION
and the new lateral cut
VOCALION RECORD
Playable on All Standard Makes of Phonographs
COMPLETE dealer service in all branches including newspaper advertisements,
window cards, store hangers, etc. The newspaper advertisements are prepared
to enable the dealer to tie up his local publicity with the impressive campaign of
Vocalion advertising now being run in the Saturday Evening Post and other mediums.
Address Communications to
THE AEOLIAN COMPANY
25 West Fourth St., Cincinnati, Ohio
March 15, 1920
THE TALKING MACHINE WORLD
209
PITTSBURGH ENTHUSES LOVER APPEARANCE OF CARUSO
Victor Dealers Benefit by Successful Concert by Noted Tenor — Educational Department of
Mellor Co. Doing Good Work — Change in Columbia Managers — General Trade News
Pittsburgh, Pa., March 3. — The leading event
in talking machine circles here the past month
and one which caused considerable discussion
among the devotees of good singing was the
appearance in Syria Mosque on Saturday eve-
ning, February 28 of Enrico Caruso, the noted
tenor and brilliant Victor artist. The demand
for tickets was most pronounced and every seat
was occupied long before the hour of starting
the concert. In addition there were quite a
number of persons seated on the stage, and
standing room was at a premium. It is under-
stood that Caruso received $10,000 for his Pitts-
burgh appearance. The big musical event was
made possible through the enterprise of the
Standard Talking Machine Co., Victor distribu-
tors, who arranged for the coming of the pleasing
Italian singer, who was given a warm and very
enthusiastic welcome here. Elias Breeskin, the
talented violinist, delighted the audience with
his numbers which showed a pleasing sureness
of execution and distinct ideas of interpretation.
Pittsburgh Victor dealers took advantage of
the visit of Caruso both before and since to
keep before the public the varied Caruso rec-
ords. The window displays the week prior to
the concert were lavish in their showing of
large cutouts, photographs, signs and placards
all extremely Carusoesque and all tending to
promote the sales of the Red Seal records.
Hundreds were disposed of during the week
and thus far sales on part of those who heard
Caruso the first time were reported brisk. The
Standard Talking Machine Co. utilized its serv-
ice bureau very satisfactorily to the advantage
of the Victor dealers and this aided in a marked
manner , in promoting sales.
The Victor educational department of the C.
C. Mellor Co., which is under the able super-
vision of Miss Lillian M. Wood, has been very
active during the past month, Miss Wood hav-
ing had a number of engagements at a school
and also before teachers' institutes. Recently
Miss Wood gave a very satisfactory demonstra-
tion of the use of the school room Victrola be-
fore a teachers' institute at Glassport. Miss
Wood also gave a concert interspersed with
folk songs and dances at the welfare depart-
ment of Spang, Chalfant & Co., one of the big
steel concerns of the Pittsburgh district. In
speaking to The World representative, Miss
Wood stated that she had a number of engage-
ments for demonstrating the school room
work of the Victor Victrola before schools and
educators. She said that the field in the Pitts-
burgh district was an exceedingly fertile one,
especially in view of the good that could be
accomplished by the Victrola and Victor records
in the Americanization movements here that
are being sponsored by the large industrial es-
tablishments in their campaign for securing
the more general use of the English language.
Motion pictures, aided by singing of patriotic,
popular and sentimental songs as demonstrated
by use of Victor records, are factors that have
made the Americanization work here very suc-
cessful.
Charles B. Hewitt, for some years manager
of the Columbia department of Campbell's,
one of the leading department stores of this
city, has resigned to accept the position of gen-
eral manager of the Columbia Music Co. A
number of years ago Mr. Hewitt entered the
employ of the Columbia as a collector. Later
he became a salesman and proved so proficient
that his promotion to a managership quickly
followed. He built up a large and profitable
trade at Campbell's and his window displays
always attracted more than ordinary attention.
A. B. Smith, assistant manager of the Pitts-
burgh office of the Columbia Co., has as-
sumed the management of the talking machine
THE
VENUS
BELLE
( SHAPED LIKE A BELL)
is a remarkable instrument in
Tone and Volume
Design and Finish
Because of its bell -shaped
construction it is acoustically
correct. Its long and taper-
ing horn of TEMPERED
wood affords a clarity and
resonance that are so marked
that one demonstration re-
sults in
Instant Sales
Three models in mahogany,
walnut, oak and ebony.
Dealers who desire exclusive
territory should make appli-
cation at once.
MODEL B, VENUS BELLE
Showing Record Compartm-nt holding 70 records.
Equipped with Modulator.
Height 35 inches. Width 2 feet 7 inches. Length 3 feet
The VENUS CO.
Also Makers of
The VENUS Phonograph Needle
Factory and General Offices:
Liberty & Western Aves.
Cincinnati, Ohio, U.S.A.
Chicago Sales Office:
717 South Wells Street
Pretty Messengers with
Record News
Painted by famous artists of
child subjects and litho-
graphed in full colors on
Nursery Rhyme Blotters
Splendid means of featuring
educational records and very
attractive inserts for supple-
ments and the regular mail.
Price Lower Than Factory
Prices
Sets of 100 — 12 different sub-
jects— $8. 1 0, without print-
ing, postage prepaid.
In writing for samples, ad-
dress Department "C."
Stewart Talking Machine Company
Victor Distributors
INDIANAPOLIS, IND.
department of the National Cloak & Suit Co.
of New York this week. Mr. Smith' was a very
popular Columbia man and his going was much
regretted by the office staff. He was given an
informal farewell reception and a number of
useful gifts were bestowed on him. He has the
best wishes of the entire staff from Manager
S. H. Nichols down to the office boy.
T. B. Niles, formerly assistant manager at
the Indianapolis offices of the Columbia Co.,
has been selected to fill the vacancy made by
the departure of Mr. Smith. He has entered
upon his duties.
S. H. Nichols, manager of the local Colum-
bia offices, stated that "sales for February were
far in excess of the same month a year ago
and marked a new step forward in the 1920
sales." He anticipates a very large spring de-
mand for Grafonolas and records.
Oscar Willard Ray, of the Emerson Phono-
graph Co.'s New York offices, was a recent
visitor to the Emerson Sales Co. offices in the
Jenkins Arcade, which is presided over so ably
by Mr. and Mrs. Jacob Hirsh. So extensive
have the sales of Emerson records become in
■{Continued on page 210)
MUSIC AND RECORD
CARRYING CASES
If r
Made of embossed fiber, reinforced with
metal and hard fiber. Brassed nickeled
catches and loops, metal covered handle.
Record size 3 x \2y2 x \2y2", No. 204
Sheet Music Size 3 x 11 x 15", No. 203
Write for Prices and latest catalogue
J. D. HUNT MFG. CO.
Mass. & Davidson Sts. Indianapolis, Indiana
Manufacturers of all kinds of Musical
Instrument Cases and Covert
210
THE TALKING MACHINE WORLD
March 15, 1920
CARUSO APPEARS IN PITTSBURGH
(Continued from page 209)
the territory covered by Mr7 Hirsh that larger
quarters are needed and will be secured when
the new Emerson phonographs make their ap-
pearance here.
One of the most elaborate talking machine
department in the city is that devoted to Pathe
phonographs at Pickering's which has just been
thrown open to the public. It is located on the
main floor and is admirably adapted for demon-
stration purposes. There are fifteen large booths
all equipped with electric lights and so arranged
as to give quick service. In the rear of the de-
partment is the record stock room, where space
for 10,000 records is to be had. The front part
of the department will be utilized for display
purposes and a full line of Pathe art models, as
well as the regular styles, will be on exhibition.
Newton B. Heims, distributor of the Brooks
automatic repeating phonograph and the Cardi-
nal phonograph and Okeh records, as well as
trade accessories, with offices in the Jenkins
Arcade, was bereaved recently by the death of
his eleven months old son, Newton B. Heims,
Jr. Both Mr. and Mrs. Heims have the sincere
sympathy of the trade in their sorrow.
P. W. Kline, manager of the talking machine
department of The Rosenbaum Co., announces
that a full line of Emerson records will here-
after be on sale in the department. He also
carries , the Victor, Columbia and Pathe lines.
J. J. Murray, manager of the Victrola de-
partment of Spear & Co., reports trade as ex-
ceptionally good, especially in "the record line.
A. R. Meyer, manager of the Joseph Home
Co. talkirg machine department, stated that
February sales showed a marked increase over
the same month a year back. He is much in-
terested in the development of the plan of using
talking machine records to instil a love for good
music. He believes that a wide expansion of
this plan is bound to come soon.
At the headquarters of Smith, Kline & French
Co., Sonora distributors, H. M. Miller stated
that every indication pointed to an unpre-
cedented demand for Sonoras, which he will
try very hard to satisfy. He stated that local
Sonora dealers all reported that they could
dispose of Sonoras about as fast as they could
be delivered to them.
At the Pittsburgh offices of the Brunswick
phonograph it was stated that every effort was
being made to satisfy the demands of the dealers
for Brunswick machines and records. Manager
D istinctiv e
Hardware Requisites
for
Phonographs — Furniture — Refrigerators
A complete
line in all the
periods. Also
commer ci al
furniture
hardware.
Lid Supports
Automatic Stops
Tone Rods
Needle Cups
Escutcheons
Sockets
Knobs, etc.
Smart, durable, practical Trimmings and Parts
All sized
locks and
hinges that
answer
every re-
quirement.
Samples cheerfully furnished manufacturers on request'.
Grand Rapids Brass Company
Grand Rapids
NEW YORK: 7 EAST 42d STREET
Michigan
George J. Meyer said that the prospects were
never brighter and he is looking forward to a
very active Spring trade.
At Gray & Martin's talking machine shop a
fine display of Cheney and Sonora phonographs
was observed. The firm reports brisk sales of
the two instruments and also Emerson records.
The firm also handles the Modernola"
H. F. Andre, manager of the retail talking
machine department of the W. F. Frederick Co.,
who spent two weeks taking the Victor sales-
manship course at Camden, N. J., is delighted
with the methods used and stated that it was
a revelation to him. Mr. Andre is utilizing the
knowledge he gained of Victor salesmanship in
instructing the sales force of the retail depart-
ment at frequent intervals.
A. A. Buehn, president of the Buehn Phono-
graph Co., Edison distributors, reports trade
conditions in the Edison line as very brisk both
in the wholesale and retail departments. Mr.
Buehn and his traveling salesmen have arranged
Single Spring
Motors
$3.50 up.
ADJUSTABLE. BALL BEA
ttAIH ORIVIHO SHAFT
STABLE. BALL BEARING
G BARREL SHAFT
WONDER D. S. MOTOR NO. W2
Motor Building is a science which 1h mastered only hy patient effort and experience. That is the
reason it pays to buy motors of an established talking machine manufacturer rather than of mere
"motor builders" who set aside, maybe, a part of a plant and produce motors solely for profit
without realization of the service requirements. That is the reason it will pay you to buy
Wonder Motors.
Our No. \V2 Illustrated above is a service giving, tested and tried product. It has been designed
by our organization to overcome the defects which were found to be In everything previously
bought by us from others. It has been regularly assembled into our own talking machines without
a single complaint ever having been received. It is a thoroughly high-grade mechanism at a very
fair price. It will save you money and reduce your motor troubles. It is not built FOR us but BY
us at our own factory at South Norwalk, Conn. We guarantee it and stand baok of it. It Is a
sensible, practical, high grade, Yankee product. Write for detailed information and sample.
Prompt Deliveries on Contracts.
WONDER TALKING MACHINE CO., Inc.
109 Kant 12th St., Cor. Fourth Ave. Phone Stuyvesant lfififi
NEW YORK CITY
to attend the conference of Edison salesmen in
New York on March 15. All of the Buehn
roadmen are very enthusiastic over the contest
that has been launched by the Edison Co. and
they intend to. be among the winners when
the prizes are awarded.
Established in the forties, the Willson Co.,
of Sharon, Columbia distributors, recently ten-
dered a dinner to their employes at the She-
nango House, Sharon, at which covers were
placed for twenty-one persons. Following the
dinner the party adjourned to the store, where
Mr. Willson gave a brief address to the staff
and told of the growth of the Willson store
from the date of its inception to the present
day. He also referred to the fact that in the
Fall the seventy-fifth anniversary of the found-
ing of the Willson store would be fittingly
celebrated. The Columbia department of the
Willson store is to be much enlarged with the
addition of new demonstration booths and other
improvements for the betterment of the service
for the Columbia patrons.
The Reed Co., Inc., distributor of the Regina
phonograph and Operaphone records, reports
sales of records unprecedented, seeming never
to be able to keep up with the demand for the
Operaphone records' which are exceedingly
popular in the Reed territory. It was also
stated that the Reed Co. is very busily engaged
in- installing the Reed sectional record demon-
strating booths and record racks.
B. N. DeFrance, of Ellwood City, Pa., has
installed in his pharmacy a complete line of
Regina phonographs and Operaphone records.
He has also equipped his store with the Reed
record demonstrating booths and record racks.
After April 1 the Reed Co., Inc., will be lo-
cated in its new and commodious building at
the corner of Ellsworth and Maryland avenues.
East End, Pittsburgh. The present location at
237 Fifth avenue has long since been too small
for the expanding business of the company.
A new talking machine motor increases the
speed of rotation as the needle nears the center
of the record, so that the needle is always mov-
ing at the same speed, producing a uniform
range of vibration values.
Our Pictures Talk" Music
We have the greatest advertising propo-
sition on the market. For window dis-
play or wall decoration. Low in price,
but hi?h ir results. Write for particulars.
Music Advertisers Club,
March 15, 1920
THE TALKING MACHINE WORLD
211
MORE PHONOGRAPH SALES
IN 1920
IF YOU HANDLE THE
CHORISTER
PERFECT
TONE
AND
MECHANISM
"LEADER OF THEM ALL"
Have we told you about our new amplifying chamber?
WRITE NOW FOR
PRICES AND ILLUSTRATIONS
CHORISTER PHONOGRAPH CO.
336-38 WEST 63rd STREET
CHICAGO
TELEPHONE ENGLEWOOD 1979
SUPERB
CABINET
WORKMANSHIP
NEW MOTOR MANUFACTURERS READY TO ENTER FIELD
Sphinx Gramophone Motors, Inc., Has New Plant Ready for Production of Talking Machine
Motors of New Type on Large Scale — Shipments to Begin on or About April 1
The Sphinx Gramophone Motors, Inc., of
New York City, has just announced to the
trade a new talking machine motor, with many
special patented features. The motor is the
invention of Maximilian Weil, an engineer well
known in the talking machine field, who was
ably assisted by a staff of motor engineers of
prominence in creating the product.
Although patents were granted on the motor
over a year ago, the manufacturers have de-
layed making an announcement until all prep-
arations for quantity production had been com-
pleted. Deliveries are to be made on April 1.
The Sphinx Gramophone Motors, Inc., is a
subsidiary of the Nathan Mfg. Co., 512 Fifth
avenue, New York, a firm who, it is understood,
is allied with a prominent associate company
of the American Locomotive Works, the
Nathan firm owning locomotive parts manu-
facturing plants in Flushing, L. I., and 106th
street and East River, New York. The Nathan
Mfg. Co. was established nearly sixty years ago
by Max Nathan, a mechanical engineer of in-
ternational prominence and father of Alfred
Nathan, its present head.
Howard De S. Hodson, formerly of the Amer-
ican Motor Car Co., and of late years in sales
and engineering work in the United States and
foreign countries, is president of the Sphinx
Gramophone Motors, Inc. Edward S. Toothe,
is vice-president, and Alfred Nathan is secre-
tary and treasurer. LeRoy Fairman, well-
known in advertising circles, is in charge of the
publicity.
Initial production of the motor is planned to
commence at the Flushing plant, where exhaus-
REPAIRS
All Makes of Talking Machines
Repaired Promptly and Efficiently
ANDREW H. DODIN
176 Sixth Avenue New York
TELEPHONE. CHELSEA 8437
tive research into the problems of talking ma-
chine motor power generation and transmission
has been made by a corps of engineers. It is
at present planned to manufacture 500 motors
daily, and the facilities of the company will
allow this to be increased to 1,000 as needed.
The plant in which the motors will be turned
out is most efficient from every angle, and all
work is done according to charts and sketches.
It is understood that negotiations now well
under way will practically take care of all the
initial production of the company.
Mr. Toothe, vice-president of the company,
will be in direct charge of the manufacturing
of the motors, and he is well qualified for this
work, having established a record for efficient
production of intricate and delicate mechanisms.
During the war, a plant under his charge turned
cut 28,000 high explosive fuses a day. His work
brought him very prominently before war de-
partment heads and he was given the rank of
major in the U. S. Army, and placed in charge
of all engineering depots from debarkation ports
to the firing line in France. Mr. Weil, who
will supervise the work of design, construction
and research, was one of the engineers engaged
in the original electrification of the New York
Central Railroad. He is a well-known author-
ity on sound reproduction and has many talking
machine inventions to his credit. Among his
other inventions is the Weil harmonic train con-
trol system, operated on a principle of har-
monics. He is a member of the American In-
stitute of Engineers, Aeronautical Society of
America and other scientific organizations.
George Perrenet, formerly of the Standard
Oil Co. of New York, and controller of the
Nathan company, is controller of the Sphinx
Gramophone Motors, Inc. The Flushing plant
of the firm is a most modern one, especially
designed for metal work. It is equipped from
draughting room to pattern making, foundry
casting and machine tooling. It is a concrete
structure, having hundreds of thousands of feet
of floor space, with a private railway siding.
For local delivery and other shipping purposes
a fleet of motor trucks is at hand.
Both Dennis Bros, and the Jensen Music Co.,
Clinton, Ind.. have retired from business, leav-
ing H. D. Rradshaw as the only music store in
that city.
Improve Your 1920 Production
WITH
PARR PRODUCTS
The Solution
of True
Reproduction
of Tone
Qualities
Factories
New York City.
Latrobe, Pa.
Newark, N. J.
OUR MAGNETIC REPRODUCER : Produces pure tone quali-
ties and wonderful volume. The method of constructing the
reproducer and the pivotal arrangement of the stylus bar allow
the vibrations to pass without interruption from the needle to
the diaphragm. The magnetic attraction of the needle arm gives
an outward strain on the diaphragm, making it more sensitive
to vibration influences.
THE UNIVERSAL TONE ARM : The only arm on the mar-
ket with an automatic change of weight. The weight to play
either vertical or lateral cut records is automatically and ac-
curately changed. It centers in either position. Our new and
improved arm is made entirely of brass, producing a rich, mellow
tone and presenting a neater and more beautiful appearance.
Can be furnished in any length desired.
OUR VIBRATONE DIAPHRAGM: Eliminates the troubles
encountered with mica; is light, elastic and flexible; will not
crack, blister or develop inequalities. Produces a more beautiful
tone and greater volume. Not affected by atmospheric changes.
Parr Manufacturing Corporation
MAIN OFFICES:
100-108 WEST 23rd STREET NEW YORK CITY
212
THE TALKING MACHINE WORLD
March IS, 1920
QUALITY LEADERS IN THE CABINET FIELD
Style 71. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
38& in. Top 17*4 x ny2 in.
Holds 168 12-in. Records.
•For Victrolas IV-A and VI-A;
Columbia No 25 and No. 35.
Style 24. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Ma-
hogany has Mahogany front door;
Oak has Quartered Oak front door.
Height 33 in. Top 17 x 17 in.
Holds 168 12-inch Records.
For Victrolas IV-A and VI-A; Co-
lumbia No. 15. No. 25, No. 35.
Style 72.— Golden Oak, Fumed
Oak, Weathered Oak. Height 34
in. Top 16}4 x 20 in. Holds 180
12-in. Records. Made specially for
Victrola VIII-A. Top has coun-
tersunk holes to accommodate rub-
ber bumpers on machine.
Style 86. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height 30 in. Top
19H x 22J4 in. Holds 96 12-in. Records.
For Victrola IX-A; Columbia No. 50:
Pathe No. 50.
Prompt deliveries on all orders. Write
for Illustrated Catalog of complete line
Style 79. — Mahogany, Golden Oak, Fumed Oak, Weath-
ered Oak. Height 84 in. Top 19H x 22tf in. Holds
96 12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50; Pathe No. 50.
Style 32. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height 30 in. Top
24 x 20 in. Holds 126 12-in. Records.
For Victrolas VIII-A and IX-A; Columbia
No. 50; Pathe No. 50, and smaller ma-
chines.
The Geo. A. Long
CabinetCompany
HANOVER, PA.
Style 76.— Mahogany, Golden Oak,
Fumed Oak. Weathered Oak. Mahog-
any h«i Mahogany front door: Oak has
Quartered Oak front door. Height 84
in. Top 19 'A x 22tf in. Holds 86 12-
in. and B6 14-in. Records.
For Victrola IX-A; Columbia No. 60;
Pathe No. 50.
Style 77. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
34 In. Top 19VH x 22tf in. Holds 96
12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 60;
Pathe No. 50.
Style 77. — Shows cabinet equipped with
top moulding to be used only in con-
nection with Victrola IX-A.
THE TALKING MACHINE WORLD
March 15, 1920
ORVILLE HARROLD FOR VICTOR
Popular American Tenor Signs Up to Record
Exclusively for Victor Co.
The latest addition to the Victor Talking Ma-
chine Co.'s lisf of famous recording artists is
the name of Orville Harrold, the noted Ameri-
can tenor, who has created a sensation with the
Orville Harrold
Metropolitan Grand Opera Co. in New York
this season. Mr. Harrold has been prominently
before the public for several seasons through
his appearances on the concert and operatic
stage and musical critics concede that he is one,^-
of the foremost tenors of the day. He has a
voice of great range, power and beauty and his
first recordings indicate that it is particularly
well adapted for record making. The first of
the Harrold records will be released to the
trade and the public at an early date.
sales conditions in the south
Interesting Letter Received by the Sonora
Phonograph Co. From Brace Bennitt, Which
Gives Pleasing Evidence of the Activity in
That Section of the Country
An interesting letter regarding sales condi-
tions in the Southwest was received recently by
the sales department of the Sonora Phonograph
Co., New York, from Brace Bennitt, of the
Southwestern Drug Co., Wichita, Kan., Sonora
jobbers. In his letter, Mr. Bennitt states in
part:
"Even though you triple your production this
year, we do not believe we will have enough
Sonoras — especially the 'bulge' designs and any
design in the oak finish.
"It may be of interest to you to know about
the very effective business-getting plan used
this past season by our progressive dealers of
Sapulpa, Okla. — Cowman's Pharmacy. They
organized a Christmas phonograph club, worked
out on the same basis as a bank's Christmas
savings club. Weekly payments were begun by
its members in the Fall, and by Christmas a
substantial amount had been paid and the ma-
chines delivered on time. A real sales volume
was developed in this plan and invaluable adver-
tising resulted from this effort.
"Highest honors for the past season are
shared equally between J. C. Bredtehoft, of
Buhler, Kan., and the Stinson Confectionery, of
Durant, Okla. Mr. Stinson started out rather
conservatively last Summer, and since then has
gone from C to A contract. His specialty is the
'Nocturne' model, and it seems almost daily that
we get a telegram, special delivery, or some
other form of hurry call for machines from him.
"J. P. Blevins, live-wire dealer of Lyons, Kan.,
phoned in the other day and wanted everything
we had and would have in models from $200 up.
His system of scouring farm country keeps him
and two other salesmen always on the jump.
DETERLING CO. TO MAKE "TALKERS"
Organization Perfected and Plant Secured to
Manufacture Talking Machines Which Will
Contain Special Deterling Features
Tipton, Ind., March 5. — Phil. A. Deterling, of
the Deterling Manufacturing Co., has just com-
pleted plans and the purchase of machinery
which will soon result in the production by the
Deterling Manufacturing Co. of close to 5,000
talking machines per year.
The growth of the Deterling Manufacturing
Co. has been a rapid one since its inception less
than* two years ago. At that time the company
was organized by some of the principal business
men of Tipton, who felt that their community
offered exceptional advantages for a talking
machine factory. They secured the services of
Mr. Deterling, who has been engaged in the
manufacture of musical instruments practically
all his life, and soon had the plan on a working
basis. Mr. Deterling had been one of the offi-
cials of the Bell Brothers Piano Co., at Muncie,
for a number of years, but, seeing the opportuni-
ties, decided to go with the Tipton organization.
The officers of the corporation are: George
P. Bower, president; Walter Carter, vice-presi-
dent; I. H. Woodruff, secretary and treasurer.
Mr. Deterling is general manager.
213
One of the features of the Deterling product
has been its zig-zag felt filing system, which is
highly spoken of. Although somewhat difficult
to build and costly, it nevertheless was decided
to equip all Deterling machines with this system.
T. B. NILES' NEW APPOINTMENT
Thomas B. Niles Becomes Assistant Manager
of the Pittsburgh Columbia Branch
The general sales department of the Columbia
Graphophone Co. announced this week the ap-
pointment of Thomas B. Niles as assistant man-
ager of the Pittsburgh branch, of which S. H.
Nichols is manager. Mr. Niles was formerly
assistant manager of the Indianapolis branch
and prior to that was associated with the general
sales department. He attained signal success
at Indianapolis and well deserves his promotion
to the post of assistant manager of the Pitts-
burgh branch.
RECEIVER FOR BLISS APPOINTED
A petition in bankruptcy has been filed against
the Bliss Reproducer, Inc., manufacturer of the
Bliss reproducers, 80 Fifth avenue, New York.
Judge Hand has appointed Bertha Rembaugh
r-eceiver with a $5,000 bond. The liabilities are
said to be about $50,000 and the assets $10,000.
ws;sm:m
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SHEER beauty of tone has &iven the B.ush & Lane Phonograph
its hi&h rank in the world of music. There may be phonographs
which are higher in price, but none which excel the Bush & Lane
in faithful reproduction of music. Made in the same factory that
produces Bush & Lane Pianos and Cecilian Player-Pianos, this
phonograph is a worthy member of a "family" of perfect musical
instruments. bush & lane piano company, Holland, mich.
BUSH & LANE
214
THE TALKING MACHINE WORLD
March 15, 1920
THE LATEST
Records
ARE HERE
Get your orders in early for these wonderful records.
Timely release of quick selling titles.
4057
4058
4059
4060
4061
4062
4063
4064
4065
4066
4067
4068
{.
Dardanella — Oriental Fox-trot
"O" (Oh!)— Fox-trot
A La Carte — One-step
Ching-A-Ling — One-step
I Am Climbing Mountains — One-step
Dreamy Alabama — Waltz
When You're Alone — Fox-trot
Bo-La-Bo — One-step
Fast Asleep in Poppy Land — One-step
Yellow Dog Blues — Fox-trot
Floatin' Down To Cotton Town — Tenor and Baritone
Lucy, (Dancing Around the Cabin Door) — Tenor and
Cairo Land — Vocal Trio
We Must Have a Song to Remember — Tenor
Baby Love — Vocal Duet
Sunny Weather Friends — Tenor
When It Comes To Lovin' The Girls— Tenor
I Don't Want A Doctor — Baritone
Little Girls, Good-Bye! — Tenor and Vocal Quartet
Just Like The Rose — Baritone
Pickaninny Blues — Vocal Trio
When Two Hearts Discover — Vocal Duet
Linger Longer Letty — Vocal Duet
Climbing The Ladder of Love — Baritone
Rega Dance Orchestra
Rega Dance Orchestra
Conway's Band
Conway's Band
Conway's Band
Conway's Band
Green Bros. Xylophone Orch.
Paul Biese Novelty Orchestra
Paul Biese Novelty Orchestra
Paul Biese Novelty Orchestra
Duet
Baritone Duet
Kaufman-Hall
Kaufman-Hall
Sterling Trio
Harvey Hindermyer
Campbell-Burr
Harvey Hindermyer
Emerson Westervelt
Jack Kaufman
Lewis James
Arthur Burdin
Crescent Trio
Marion Evelyn Cox-Phillips
Helen Clark-Joseph Phillips
Joseph Phillips
$1.00
| $1.00
I $1.00
| $1.00
| $1.00
1 $1.00
| $1.00
| $1.00
| $1.00
| $1.00
I $1.00
| $1.00
Remember that you gain by placing your orders early.
Offer your patrons the latest and best in vocal and instrumental
selections and they will patronize you regularly. Ordering early
is one way to avoid disappointing them as we are sure to fill
orders in the order they are received.
Our Service Department will help you sell these
records. We have a number of sales helps that
you can adapt to your window and store trim.
Yahr & Lange Drug Co,
Okeh Jobbers
MILWAUKEE, WIS.
March 15, 1920
THE TALKING MACHINE WORLD
215
pin
| THE VISION 1
M Devoted to the Interest of the Educational
Work Being Conducted by the Talking =
=J Machine Dealers and Jobbers g
IllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllilllU
New uses for talking machines are being dis-
covered every day. The latest plan for use by
physicians and specialists in neurology is to
stimulate nerve control-centers of the body by
loud crashy music, such as the Rachmaninoff
Prelude or Wagner's "Ride of the Valkyries,"
and to use as a sedative, quieting, tinkly com-
positions like Rubinstein's Melody in F and
MacDowell's "To a Wild Rose" or any other of
his "Woodland Sketches." The talking machine
is taken into the patient's room and the music
played with gradual increase in volume. Dr.
Simon Weil, of the New York County Medical
Society, is chairman of a special committee on
this research and is using a Victrola in his work.
partment of the Columbia Graphophone Co., has
been supervising the teaching of "Music Ap-
preciation" in the Oak Lane Country Day
School, of Philadelphia. Mr. Mohler works in
this school on Thursday of each week. It is
said that the Oak Lane school is on a par with
the Horace Mann School, of Teachers' College,
New York, but it is not an experimental school.
It accepts and puts into practice the principles
of those working in the field of educational psy-
chology. The fact that Mr.' Mohler's work is
put into practice in both Horace Mann School
and Oak Lane School shows that his work is
rightly based and has the balance and poise that
men and women in education commend.
of Iowa, in establishing tests for measuring ca-
pacities in music. The scientific character of
these five tests — pitch, intensity, time, conso-
nance and memory — was thoroughly explained,
the methods of giving the tests, the uses to
which the results may be put, and some of the
results already attained in the schools.
This effort to establish forms in music as in
the other subjects was favorably commented
upon by the 1,500 educators present, in view of
the wide use the music supervisors are making
of them all over the country.
Several inquiries have been made recently
regarding the supervisor of the course in music
appreciation given at Columbia University, New
York City, last Summer. This course was given
by Miss Edith M. Rhetts, of the Victor educa-
tional department, and was attended by inter-
ested students, who keenly appreciated its prac-
tical value.
Landay Bros., New York, N. Y. (Victor job-
bers), have announced their new series of con-
certs with Grace Leigh Scott, American soprano,
a pupil of Oscar Saenger, singing the songs of
the Music Memory Contest, New York City.
The compositions required for the contest are
of considerable interest to educational directors
and jobbers and dealers. All the compositions
are recorded by the Victor Co. and are dis-
tributed in New York City schools by the Lan-
day department, in charge of Franklin S. Dun-
ham. The list is an extensive one.
The revised edition of the Columbia educa-
tional catalog, "The Grafonola in the Class
Room," is issued and now ready for distribution.
It contains all the new and up-to-date records
suitable for school purposes. The catalog is
graded from kindergarten to high school with
classification of musical selections for each and
every grade.
Since January 1 of this year M. L. Mohler,
of Teachers' College, Columbia University, New
York, who is affiliated with the educational de-
One of the most important subjects discussed
at the superintendents' convention of the Na-
tional Educational Association in Cleveland, Feb-
ruary 23-28, was the subject of educational meas-
urements. The leading experts of the country
were present to explain the values of establish-
ing measures of ability in pupils and standards
by which to record growth. Numerous charts
were shown to indicate the work accomplished
to date in the schools.
J. Milnor Dorey, educational representative
of the Columbia Graphophone Co., was given
the opportunity to explain the records they have
issued, making serviceable to the schools the
great work of Professor C. E. Seashore, head of
the department of psychology in the University
C. W. WODDROP RETURNS FROM VISIT
C. W. Woddrop, vice-president, secretary and
treasurer of the Columbia Graphophone Co., re-
turned to New York a few days ago after a
flying visit to the Pacific Coast. Mr. Woddrop
visited Los Angeles for the purpose of meeting
his daughter, who had been visiting Mrs. E. D.
Easton, widow of the late president of the Co-
lumbia Co.
While in Los Angeles Mr. Woddrop called
at the Columbia branch in that city, and con-
gratulated Manager Stidham and his organiza-
tion upon the splendid sales totals attained dur-
ing the first two months of the year. The Los
Angeles branch recently moved into a hand-
some new home, and Mr. Woddrop was de-
lighted with the facilities and conveniences af-
forded the Los Angeles force in its present
quarters. Mr. Stidham stated that the business
outlook was excellent and that March figures
would undoubtedly show a substantial gain over
February, which was the best month in the his-
tory of the branch. Prosperity seems to be
universal throughout the Pacific Coast.
INCORPORATED
The F. G. K. Talking Machine Co., Brooklyn,
N. Y., has been incorporated with a capital of
$10,000 by E. Harris, P. Duryee and H. O. Falk,
141 West Forty-fifth street.
GUARANTEED
Model No. 2150 D.D
2 Units Illustrated.
Lacking RollTop Pre-
vents Dust and Theft,
also supplied with
Spanish Leather Cur-
tain.
350 10" or 10'/2"
Records on each shelf.
Filed in Sales System
Covers and with In-
dex Guides.
350 10" or 10 yi"
Records on this shelf,
also 3 shelves above.
Soft Flat Supporting
Springs Prevent
Warping (Patented).
Holds 350 10" or 12"
records.
10 and 12" Records
Filed on same shelf.
Held Flush at the
front by Patented Ad-
juster.
File Your Records so you can find
them and it's easy to sell them.
This System pays for itself by increasing Sales through
better service and Automatic ordering of "Sold Out" Records.
Secure These From Your Jobber:
COLUMBIA DISTRIBUTORS
Columbia Co., All Branches.
Tampa Hardware Co.
EDISON DISTRIBUTORS
Harger & Blish.
C. B. Haynes Co., Inc.
Laurence H. Lucker.
Phonographs, Inc.
The Phono Co. of Chicago.
The Phono. Co. of Cincinnati.
The Phono Co. of Detroit.
The Phono. Co. of Kansas City.
The Phono Co. of Milwaukee.
Sectional Models Fit Any Size
Stock and Help You Grow.
2150 Thin Records in Each Unit. Sll
4300 Records in These 2 Units Illustrated.
2150 Edisons in These 2 "Units.
Ogden Sectional Cabinet Co., Inc.
LYNCHBURG, VA.
The Ogden Sales System Is Equivalent
to an Extra Clerk and Increases Sales.
VICTOR DISTRIBUTORS
W. D. & C. N. Andrews
Badger Talking Machine Co.
Blackman Talking Machine Co.
C. Bruno & Son, Inc.
Louis Buehn Co., Inc.
The Cleveland Talking Machine Co.
The John Elliott Clark Co.
Cohen & Hughes.
VV. J. Dyer & Bro.
Elmira Arms Co.
Eclipse Musical Co.
Elyea Talking Machine Co.
J. W. Jenkins' Sons Music Co.
Mickel Bros. Co., Des Moines.
Mickel Bros. Co., Omaha.
Putnam-Page Co.
Stewart Talking Machine Co.
The Toledo Talking Machine Co.
Talking Machine Co., Birmingham.
The Perry B. Whitsit Co.
OTHER DISTRIBUTORS
Buffalo Wholesale Hardware Co.
Interstate Phonograph Co.
C. M. McClurg.& Co.
Cabinet & Accessories Co.
Sonora Dist. Co. of Texas.
Yahr & Lange Co.
Crafts-Starr Phono. Co.
W. H. Caldwell.
SALESMEN
H. A. Copeland.
W. O. Harris.
216
THE TALKING MACHINE WORLD
March 15, 1920
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INDEPENDENT
POPULAR MODEL FOR 1920
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RIGHT
IN
EVERY
PARTICULAR":
Design
Finish
Workmanship
Tone
Quality
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Manufactured
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Know
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MODEL 12— Retailing at $110.00
46 inches high — 20 inches wide — 20 J* inches deep
1 1
1 1
11
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= 1
In our own factory at Canton, Pa., we will manufacture 40,000 Model 12
in 1920.
In our factory at Elizabethport, N. J., we will manufacture 15,000 of our Models
15 and 20, retailing at $150.00 and $200.00.
These Remarkable Values Must Be Seen — Description Is Inadequate.
We desire distributors in several important territories, and to substantial concerns
with a real following we will offer an attractive contract — Circulars on request
l Mil' mini mil Illlllllllllllllllllll . I
INDEPENDENT TALKING MACHINE CO., Inc.
12 East 42nd St., NEW YORK CITY
105 Washington St., BOSTON. MASS.
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IllllllllllllllllilllllllllllUiilllllllll
March 15, 1920
THE TALKING MACHINE WORLD
217
A. T. EMERSON'S IMPORTANT MOVE VICTOR CO.'S WINDOW DISPLAY SUGGESTION FOR EASTER
Incorporates With Capital of $1,500,000 to Manu-
facture Talking Machines on a Large Scale
A. T. Emerson, purchasing agent of the Pathe
Freres Phonograph Co., Brooklyn, N. Y., for
the past five years, resigned from this position
recently, and is now head of the firm of A. T.
Emerson, which was incorporated this week with
a capital stock of $1,500,000 to manufacture
on a very large scale. The company is manu-
facturing complete talking machines and Mr.
Emerson states that at the present time orders
have been placed for raw material costing $3,-
500,000 and that these orders specify immediate
delivery. Mr. Emerson, who is one of the best
known members of the talking machine indus-
try, will be ready to announce detailed plans
regarding his manufacturing activities within a
few weeks, and judging from all indications his
company will be an important factor in the
field.
LARGER QUARTERS IN CANTON, 0.
Canton, O., March 9. — To meet the con-
stantly increasing demand for talking machines
the Livingston Furniture Co. has started alter-
ations to its main floor which, when completed,
will give this company an additional 1,000 square
feet of floor space, to be devoted exclusively to
the display and sale of talking machines. The
new addition will be in the form of a balcony
and will comprise nine sound proof booths. D.
B. Livingston, the manager, expects to have the
enlarged department open by April 1. The
Li<>ingston Co. handles the Columbia Grafonola.
This Simple but Effective Window Arrangement Should Make a Wide Appeal to Dealers
COLUMBIA MANAGERIAL CHANGES
NEW RETAIL VOCALION MANAGER
R. M. Kempton has been appointed manager
of the retail Vocalion department of the Aeolian
Co. with headquarters at Aeolian Hall, succeed-
ing E. M. Wheatley, who recently went to
Boston as manager of the Vocalion Co.
W. H. Lawton Now Manager of Columbia
Branch in Buffalo — E. M. Shute Appointed
Assistant Manager in Cincinnati
The general sales department of the Columbia
Graphophone Co., New York, announced this
week the appointment of W. H. Lawton as
manager of the company's Buffalo branch. Mr.
Lawton, who was formerly a salesman at the
Cleveland branch, succeeds Fred A. Denison,
who resigned the post of manager of the Buffalo
branch to become a Columbia retailer on the
Pacific Coast.
E. M. Shute has been appointed assistant
manager of the Columbia Co.'s Cincinnati
branch, succeeding N. B. Smith, who last month
was promoted to the post of assistant manager
of the Chicago branch.
JEWEL NEEDLES
FOR
PHONOGRAPHS
HIGH-GRADE QUALITY
STOCK ON HAND FOR IMMEDIATE DELIVERY
OLDEST ESTABLISHED MANUFACTURERS
Jobbers :
Ask for samples, price list and full information. Our prices will
surprise you. We will make special agreements for import orders.
MOSER & CO., Bienne, Switzerland
NEW YORK OFFICE
A. Willemin, Resident Partner
291-295 Broadway, New York
WESTERN OFFICE
E. G. Howard
Grand Rapids - - Michigan
218
THE TALKING MACHINE WORLD
March 15, 1920
NEED MORE SALES PEOPLE TO HANDLE PORTLAND TRADE
Business of the Various Talking Machine Departments Increasing Steadily — Brunswick Phono-
graph on the Stage — Local Departments Being Enlarged — General News
Portland, Ore., March 5. — More salespeople
are needed very much by the Wiley B. Allen
Co. in its talking machine department. Business
there has grown to such an extent that it is quite
impossible for the present force to attend to all
the customers. The spacious rooms, the fine
assortment of machines and records, and ex-
cellent service, all tend to make the Wiley B.
Allen department one of the most popular places
of the kind on the Coast. Frank M. Case is
manager. While there is no difficulty in secur-
ing help, there is considerable difficulty in se-
curing the right kind of help, and it has been
the policy of this house to employ only those
who are specially fitted to look after the high
class of trade which the Wiley B. Allen Co. has
always catered to.
Business volume in the talking machine de-
partment of Lipman, Wolfe & Co. shows a
LAKESIDE
PHONOGRAPH
RODUCTS
CABINETS
Motors
Tone Arms
EMAN
LAKES! 1 >E
OnoTONE
KI'PREME
MUTUAL
FEDERAL
FULTON
ARNOLD
JOHNSON
EFFICIENCY
Electric Motors
f . , ( full lin:
Hardware j AU?W
Accessories j Af
EBDLES
EEDLE CUTTERS
" BUMS. ETC.
YES, WE CAN SUPPLY YOU COM.
PLETED PHONOGRAPHS
W rite for Our New Catalogue
Lakeside Supply Co., Inc.
Telephone Harrison 3840
416 So. Dearborn St. Chicago, III.
gratifying increase since the alterations have
been completed and more space given to that
important part of the music floor. L. A.
Willard, who is in charge of the department,
has everything in fine condition. An unusually
good supply of stock is on hand, most attrac-
tively arranged. The Widdicomb phonograph
is very much admired, and a new shipment of
these beautiful machines has just been received.
The Bluebird talking machine is now also carried
by this house. It is manufactured in Los
Angeles.
At the performance of "Head Over Heels" at
the Heilig Theatre last month, in which Mitzi
Hajos stars, a handsome Brunswick phonograph
was on the stage. The machine was furnished
by the Wiley B. Allen Co. The following letter
was received by Frank M. Case, manager of the
local branch, who complied with the request of
Miss Hajos' manager: "Will you be so kind
as to send a Brunswick phonograph to be used
on the stage during the engagement of Mitzi
Hajos in 'Head Over Heels' at the Heilig
Theatre, beginning Thursday, February 5? The
Brunswick phonograph was selected for this im-
portant musical production on account of its
clearness and purity of tone and the excellence
of its sound-projecting qualities, as well as its
universal ability to play all records."
Three new record rooms have been added to
the talking machine department of the local
branch of the Bush & Lane Co. These rooms
are handsomely furnished in keeping with all
the rest of the Bush & Lane establishments.
E. C. Johnson, the new manager of the depart-
ment, finds business very good, with stock be-
low normal. C. A. Speer is a new salesman in
the department.
W. G. Gaston, Northwest sales representative
of the Victor Talking Machine Co., was a Port-
land visitor last month. He has been in this
territory since early in January and finds condi-
tions booming. Mr. Gaston will be out here
about seven months, looking after the interests
of the dealers.
Eiler's talking machine department has added
several to its sales force. J. K. Bain and W. B.
Bundy are in the machine department and Miss
Laura Dobbert is in the record department.
Mrs. Z. Baker is no longer connected with
Meier & Frank's talking machine department,
having resigned and gone to Seattle. Her posi-
tion has been given to Miss Madeline Krebs,
who has just returned from Tacoma, where she
was engaged in the talking machine business.
Miss Charlotte Kramer is now in the Seiber-
ling-Lucas record department. Miss Kramer is
a member of the Monday Musical Club. Sym-
nhonv Orchestra, and a member of Spitzner's
Philharmonic Society, and her knowledge of
music makes her a valuable addition to the
Seiberling-Lucas talking machine force.
"The biggest talking machine sale ever known
in the history of the city" is what Martin C.
Collins says of the business done at Reed.
French Co. last month. E. B. Hunt, manager
of Sherman, Clay & Co.'s wholesale Victor de-
partment, reports very encouraging news from
the Victor Co. Indications are, he says, that it
will not be long before Victor goods will be
available in very satisfactory proportions. This
is very pleasing news.
Mr. and Mrs. T. Bullock, of Nampa. Idaho,
have been on a pleasure trip through California
and called on Sherman, Clay & Co. while
passing through Portland. Mr. Bullock 5s a
Victor dealer in Nampa and was as enthusiastic
as ever over their Victor account.
Miss Meighen, of the Reed, French Co., sold
a $35 talking machine to a man who at the same
time bought $37 worth of records.
W. B. Maxwell is again in charge of the
talking machine department of Powers Furni-
ture Store. He says that business was quiet last
month, but was as good as could be expected
under present conditions on account of the
scarcity of records.
The business in the record department of the
Wiley B. Allen Co. is very good. Victor records
are now being received, and, while the shipments
are small, they are much more frequent.
E. B. Hyatt, manager of the Hyatt Talking
Machine Co., says that the increase of business
in the record department has necessitated the
employment of additional help. Mr. Hyatt says
the demand for electrically operated machines
is greater than ever before. Mr. Hyatt has pur-
chased a handsome residence for himself in
Laurelhurst, one of Portland's most exclusive
residential sections.
Hoffay Talking Machine Co., Inc.
14 Thomas St. New York City
Manufacturers of the Famous
Resurrectone Reproducers
Airtight Tone Arm and
Hoffay Talking Machine
METZLER & CO. (1909) Ltd.
ESTABLISHED 1788 #
40, 41, 42 and 43 Great Marlborough Street and
33, 35, 37 and 37 and 39 Foubert's Place
LONDON, W., ENGLAND
SOLE DISTRIBUTORS FOR
GREAT BRITAIN AND IRELAND
HOFFAY AIRTIGHT MACHINES
and ACCESSORIES
Sole Distributors of the
Hoffay Airtight
— a really wonder-
ful machine —
for the States of Utah, Idaho,
Nevada, Montana, Wyoming,
and Colorado.
Geo. A. Lowe Co.
S Ogden, Utah
We Assure the Trade Best Service
Send Your Orders for
HOFFAY PRODUCTS
WILLS & PATON, Pty., Ltd.
Sole Agenls for Australia
265 Collins Street
MELBOURNE, AUSTRALIA
also
7 Quadrant
LAUNCESTON, TASMANIA
DISTRIBUTORS OF
HOFFAY PRODUCTS
Southern California
Music Company
Established 1880
332-334 S. Broadway, Los Angeles, Cal.
Other Stores Pasadena, Riverside, San Diego
March 15, 1920
THE TALKING MACHINE WORLD
219
ORDER
QKc^ Records
FROM US
You should not delay your order for these superior records for they are quick
sellers and therefore profitable merchandise for you to handle.
Come in and hear these superior records. New release samples will be here
in a few days.
CHARLES W. KALDER, Inc.,
Grand Rapids, Mich.
(Successors to The Okeh Record Distributing Co.)
The Columbia Graphophone dealers of Port-
land were recently favored by a visit of O. F.
Benz, of the general sales department of the
Columbia Graphophone Co., of New York. Mr.
Benz was accompanied by his wife, and Frank
Dorian, manager of the Seattle branch, came
down to meet him. Mr. Benz is making a tour
and holding meetings with the dealers of the
Columbia machines in the various cities which
he visits. While in Portland the dealers were
assembled at a luncheon, which was held at the
Benson Hotel, and was attended by between
thirty and forty Columbia dealers and their as-
sistants. Mr. Benz outlined what the Columbia
Co. had accomplished during the past year and
gave the dealers an outline of what was planned
for 1920. Among other things Mr. Benz said
was that the company contemplated an exten-
sive advertising campaign during 1920, practi-
cally doubling the advertising of last year. He
also told of the plans of the company for in-
creasing the products of the factory, giving the
dealers an insight into the large vision the com-
pany has of the talking machine business in
general. The statements made the dealers very
enthusiastic and they were greatly pleased when
he announced that the company would send a
representative to the coast every three months
in order to look after the interests of the coast
dealers and put them in closer touch with the
New York office.
Mr. and Mrs. Benz, before they left for
Seattle, where they will hold another meeting
at a luncheon to be given at the Hotel Washing-
ton, were taken over the Columbia River High-
way by L. D. Heater, the Oregon representative
of the company. Mr. Heater accompanied them
to Seattle.
VICTROLA PRICES INCREASED
New List Price Schedule, Effective March 16th,
Announced By Victor Co.
The Victor Talking Machine Co. has an-
nounced an increase in the list prices of the
several styles of Victrolas to become effective
on March 16th. The new price schedule follows:
Victrola IX., $75; Victrola X., $125; Victrola
XL, $150; Victrola XIV., $225; Victrola XVI.,
mahogany or oak, $275, electric, mahogany or
oak, $337.50; Victrola XVII., mahogany or oak,
$350, walnut, $415, electric, mahogany or oak,
$415, and electric, walnut, $480. The increases
range from $5 to $40 above current prices.
EDISON JOBBERS IN CONFERENCE
Regional Conferences of Jobbers Being Held in
Several Sections of the Country to Discuss
Business Plans — Dealers Also Meet
portunity to examine the 1920 Edison prospectus
pronounce it to be a "winner" so far as sales-
getting possibilities are concerned.
TO RECORD FOR THE V0CAL10N
Collins Sisters, of Musical Comedy Fame, to
Record Exclusively for the Vocalion
VETERANS LEARN TO MAKE RECORDS
Dealers who have had the opportunity to in-
spect the 1920 sales and advertising plans of
Thomas A. Edison, Inc., are enthusiastic in their
approval of their great scope. William Max-
well, who originated and perfected the plans,
has recently been West, conferring with C. E.
Goodwin, manager of the Phonograph Co., Chi-
cago jobber for the New Edison. He attended
dealers' conventions on March 9th and 10th in
Kansas City, on March 11th at St. Louis and on
March 12th and 13th at Indianapolis. The deal-
ers' convention at Indianapolis will be followed
on March 15th by a regional conference of
jobbers at Indianapolis. Jobbers and jobbers'
travelers from Indianapolis, Chicago, Cleveland,
Cincinnati, Detroit, Milwaukee, Minneapolis,
Winnipeg and Calgary will attend this con-
ference.
T. J. Leonard, general sales manager of
Thomas A. Edison, Inc., took part in the regional
conference of Southern jobbers and travelers
at Atlanta on March 12th and 13th, which was
attended by representatives from Cincinnati,
Richmond, Atlanta and New Orleans jobbing
points. On his way back North he will attend
a convention of dealers at Richmond, Va.
Apropos of these sales plans, a regional con-
ference will also be held on March 15th at the
Fifth Avenue Edison Shop, New York. Jobbers
and travelers from New York, Boston, New
Llaven, Williamsport, Albany, Syracuse, Pitts-
burgh, Philadelphia, Toronto, Montreal and St
John, N. B., will be present to discuss points and
particulars. Joseph B. Gregg, advertising man-
ager, and J. A. Shearman, assistant general sales
manager, of Thomas A. Edison, Inc., will attend
this meeting.
The new prospectus and portfolio promised
for the use of jobbers' travelers by the first
week of March were ready for delivery accord-
ing to schedule. Those who have had the op-
Former soldiers, sailors and marines will have
an opportunity to learn the manufacture of rec-
ords under a plan established by the Knights
of Columbus in co-operation with the manufac-
turers. One set of forty men has already be-
gun the first course and other classes are being
formed as rapidly as possible.
Among the prominent artists who have re-
cently signed up with the Aeolian Co. to record
exclusively for the Vocalion records are included
the Collins Sisters, who are at present among
the successful stars in the "Frivolities of 1919."
The Collins Sisters, who will shortly end their
American tour to fill an engagement in Lon-
don, have already finished their first recordings
for the Vocalion, which will be released at an
early date. Arrangements with other prominent
singers to record for the Vocalion will be an-
nounced shortly.
m
Room No. 321
«II1IIIII!IIIIIIIIIIIIIIIII1IIIIHS
I 30 Fulton Street
I Clifford A. Wolf |
MANUFACTURER OF
1 Diamond and Sapphire j
| Phonograph Points
lillllllllllllllllllllllllllllllllllllJB
New York City
Phone. 2812 Cortlandt
■
220
THE TALKING MACHINE WORLD
March 15, 1920
DEALERS IMPROVING THEIR STORES
Great Demand on All Sides for Unit Construc-
tion Booths and Other Equipment
Philadelphia, Pa., March 8. — The rapid growth
ol talking machine trade in all sections of the
country is visualized in the orders being re-
ceived by the Unit Construction Co. of this
city for Unico demonstrating rooms, record
racks, record counters and other equipment.
This demand was fully anticipated by the Unit
Construction Co. and large stocks of material
are reported already stored in the factory, and
the plant has been operating to capacity for
some time past. Rayburn Clark Smith, presi-
dent of the company, in a statement, reports
that over two hundred and fifty contracts for
Unico departments have been" placed with them
during the past ninety days. The activity is
country-wide, as may be seen from the following
partial list of. concerns who have placed con-
tracts for Unico installations since the first of
the years: McCoys', Inc., Hartford, Conn.; Nor-
walk Piano Co., Norwalk, O.; W. A. Mason,
Bellevue, O.; Meir & Sons Co., Cleveland, O.;
Mickel Bros., Des Moines, la.; Starr & Laird,
Camden, N. J.; Metropolitan Furniture Co.,
^\"aterbury, Conn.; Phillips & Crewe Piano Co.,
Atlanta. Ga. ; G. W. Jones Music Co., Washing-
ton, Pa.; Sonora Shop, Philadelphia; Talking
Machine Co., of Texas, Houston, Texas; The
Music Shop, Huntingdon, W. Va.; Reisinger-
Siehler Co., Baltimore, Md.; Gulf Furniture Co.,
Orange, Tex.; Rowe Furniture Co., Port Arthur,
Tex.; Burkhart Co., Covington, Ky.; Columbia
Graphophone Co., stores in New York, Cincin-
nati, Pittsburgh, St. Louis, Kansas City, Balti-
more, Dallas, New Orleans, San Francisco, In-
dianapolis; S. B.'Davega, New York; D. Krasik,
Monessen, Pa.; Urken & Kohn, Trenton, N. J.;
Sohmer & Co., New York City; Penn Traffic Co.,
Johnstown, Pa.; Wallace Brown, Detroit, Mich.;
Jas. Donnelly, S. Norwalk, Conn.; Sam Solar
Music House, Chicago, 111.; Southern Photo Ma-
terial Co., Atlanta, Ga.; C. M. Sigler, Inc., Har-
risburg, Pa.; Block & Kuhl, Peoria, 111.; Aaron
Co., Connellsville, Pa.; Lester Gunst, Dallas,
Tex.; Emmet Thompson, Warsaw, Va.; Ed.
Caldwell, Wakefield, Mass.; Chamberlain Co.,
Superior, Wis.; J. H. Fleetwood, Laurel Springs,
N. J.; H. J. Turnell, Jackson, Mich.; E. J.
Meyerholtz, Sidney, O.; O. Steele & Co., Ono-
way, Mich.; Gorman Realty Co., Collingswood,
N. J.; J. O. Baxter, New Berne, N. C; Cleveland
Talking Machine Co., Cleveland, O.; F. G. & A.
Howald Co., Columbus, O.; A. Lupinacci, Phila-
delphia, Pa.; Horton Furniture Co., Hanford,
Cal.; Martin Brothers, Springfield, Mo.; M. M.
Palminteri, Port Washington, L. I.; M. B. Bol-
THE-
(IfflNET&A&ESfORIEf
t 0>mpant f
I49 B 54 STREET NEW YORK
LIST
PRICE
$40
Regular Trade
Discount
THE P0RT0PH0NE
The talking machine with
a double surprise
Write for Catalogue
GET ALL
YOUR ACCESSORIES
FROM ONE SOURCE
Standard Phonographs
Lundstrom Converto Cab-
inets
Record Albums
Record Delivery Envelope*
Motrolas
Record-Lites
Fibre Needle Cutters
Phonograph Cabinets
Table Cabinets, All Kinds
Talking Machine Toys
Brilliantone Needles
Velvetone Needles
Red, White & Blue Needles
Polishes and Oils
Repeaters and Rotometers
Wall-Kane Needles
Record Cleaners
Dust and Moving Covers
All from One Source
OTTO GOLDSMITH
President
IN THE HEART OF JfEWTrORir
linger, Oskaloosa, la.; Cohen Brothers, Jack-
sonville, Fla.; J. A. Russel, Del Rio, Tex.; The
Fair, Chicago, 111.; Woodlawn Phonograph Co.,
Chicago, 111.; Carlin Music Co., Indianapolis,
Ind.; B. Ginsberg, Chicago, 111.; Kessellman-
O'Driscoll, Milwaukee, Wis.; F. W. Trory, Kent,
O.; Griggs Music House, Keewanee, 111.; Jos.
Meszaros, Cleveland, O.; Ember Co., Baltimore,
Md.; Soward Anderson Co., Dayton, O.; A. J.
Heim, Barberton, O.; J. T. Morris, Portsmouth,
Va.; Burley & Beisinger, Buffalo, N. Y.; P. J.
Mann, Worcester, Mass.; Pearson Piano Co.,
Kokomo, Ind.; Gregg Music Co., Menomonie,
Wis.; F. Mullen & Co., Fall River, Mass.; Cline's
Drug Store, Herrin, 111.; J. C. Welton, Lancas-
ter, O.; Hayden Sporting Goods Co., McAlester,
Okla.; J. T. Hinton Co., Paris, Ky.; Forbes &
Wallace, Springfield, Mass.; R. Montalvo, New
Brunswick, N. J.; B. B. Todd, Philadelphia, Pa.;
Frank Haimbach, Philadelphia, Pa.; Findt Music
Co., Steubenville, O.; Sol Levit, Shenandoah,
Pa.; J. P. Lyons, Chicago, 111.; C. W. Fisher,
Milwaukee, Wis.; M. S. Allen, Jamaica, L. I.;
W. J. Convery & Sons, Trenton, N. J.; Arm-
strong Furniture Co., Memphis, Tenn.; Phillips
& Crew, Savannah, Ga.; J. E. Teat, Dover, Del.
E. J. Mayle, Norwalk, O.; Bethea Carmichal
Dillon, S. C; Anthoria Co., Stamford, Conn.
Sunbury Sporting Goods Co., Sunbury, Pa.
Ed. Caldwell, Stoneham, Mass.; Glass Block
Co., St. Mary's. O.; Jas. McCreery, New York
Geo. Krebs Sons, Hamilton, O.; Jos. F. Dudirk
Chicago, 111.; Nunn Electric Co., Dallas, Tex.
Fineman Music House, Tarboro, N. C.; D. J
Brown, Bayonne, N. J.; Foord Furniture Co.
Wilmington, Del.; A. Lessor, New York; Tyler
Haswell, Bryan, Tex.; Elyea Co., Atlanta, Ga.
Ballinger & Perrot, Philadelphia, Pa.; A. J
Eberhard, Camden, N. J.; Baldauf Rosenblatt
Oskaloosa, la.; M. Steinert & Sons, Springfield
Mass.; Marcellus Roper, Worcester, Mass.; C
C: Harvey, Brockton, Mass.; Hill & Welsh
Lynn, Mass.; Chase & West, Des Moines, la
Wolf Furniture Co., Chicago, 111.; Watkins
Brothers, S. Manchester, Conn.; D. E. Odom,
Bennettsville, S. C. ; Ferdinan Co., Chicago.
Model 137
Sona -Tone
Plays every make of record
without extra attachments! An
achievement in tone perfection.
Wonderfully built. Moder-
ately priced. And yielding a
margin of profit beyond the
average.
Ready for immediate delivery.
For better music, better enter-
tainment, you can provide no
finer instrument for your cus-
tomers than Sona - Tone — the
proven phonograph. Write
for details.
MODEL 137 (as illustra-
ted) — Solid mahogany .
Needle cup indicator.
No .16 M eisscl bach motor .
Universal sound box.
Supreme lone arm. List,
$137. Complete specifi-
cations on request.
Sona-Tone Phonograph Division
of American Business Corporation
Executive OHices and Demonstration Rooms
1780 BROADWAY NEW YORK
March 15, 1920
THE TALKING MACHINE WORLD
221
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THE TALKING MACHINE WORLD SERVICE
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
finilliiliiilllllllimi Illlllll 1 1 1 1 1 r 1 1 1 1 1 1 1 1 1 j 1 1 1 1 1 m 1 > 1 1 1 r 1 1 1 1 j 1 J 1 1 f 1 1 j t r 1 1 1 1 r 1 1 1 r j 1 1 1 1 1 1~[ 1 1 1 1 1 1 1 1 > J r J t J 1 1 11 1 1 1 1 r 1 m r 1 u u 1 1 1 1 1 iiiiiniiiiiiiiiiiiiiiiiimiiiiiiimiiiiiiiiiiiiiiiinniiiiiimiiiiiiiiiimiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiimiiiiiiiiiiiiiiimiiiiiiiiiiiim 11111 1 inn I1IJ1IIII1L1 till Illllllllllllllllllllllllllllllllllllllllllliiiliilliiiiiiiiuiiiiiiiiiiiiiimiii
FIGURES are interesting, and when cleverly used on signs, catch
the eye. Next time you show a small portable model in your
window, put over it a sign with this lettering at the top :
"The Model IV. (name of machine) at $35."
The rest of the card displays the following :
minutes to pick it out.
dollars to send it home,
decades to enjoy it.
Do it now !
5
VARIETY is the life of advertising. It's hard to get out of the
rut — but costly to stay in it, costly in the lack of results from
your advertising.
After you have been advertising your merchandise for a long
while, change the diet by advertising your sales force. Personal
advertising, with lots of human interest in it, has made the success
of more than one concern. Get a photograph of each member
of your sales force, from the head salesman down to the office boy.
Pen and ink drawings should be made from these photographs in
order to print well in the newspapers. Lay out your- ad with these
illustrations as a basis. Let every member of the staff write his
own messages to go opposite his picture, or, if you prefer, you
can prepare this material yourself. The ad may take a form some-
what as follows :
Here are the people who know how
to give you SERVICE.
Their whole object in life is to dispense musical good
cheer and efficient servjce to you whenever you pay us a visit.
Just for a change, we asked each member of our "family"
to send a personal greeting to you to-day. So here we go !
JAMES W. SMITH
He can tell you all about the merits of the .'
Talking Machine and he will do it on the slightest provoca-
tion. Jim began when he was fourteen years old and he
has been going strong ever since. He carries the numbers
of about 2,000 records in his head all the time. Come in and
ask him for any record you want, and it's a sure thing that
he will say "18791," or whatever it is, and pick it out of the
file without looking at the catalog at all. Last year he sold
421 machines and so many records that he lost count. His
favorite amusement is listening to record No. 98976 (title).
Next to that, he likes to play the guitar or a game of cards
with his three fine young children.
MARGARET McKEE
Come into the record department any morning about 8:45
and you will see a young lady moving about busy as a bee,
straightening things up for the day. Come back an hour or
two later and you will see her with half a dozen records in
each hand, moving in and out from booth to booth. We asked
Miss McKee to write something about herself, to go with her
picture, and she gave us this :
"We now have the records of 'Dardanella' and 'I Gave
Her That,' which everybody has been asking for."
And that's all we could get out of her about herself.
Maybe you can do better. Try it !
(Continue in the same way, through your sales force. When
you get to the office boy, put in something along this line:)
OSWALD W. (RED) KENNEDY
Mr. Kennedy is seventh assistant manager. In other
words, office boy. We caught him young to see whether he
could be tamed, and so far we have succeeded fairly well
while he is in the store. But watch "Red" at the ball game
some Saturday ! _ "Red" seals the letters, carries them to the
P. O., fills the ink wells, files carbon copies, dusts off the
machines, holds down the switchboard during lunch hour
and wraps up packages with perfect technique. Give him a
trial with your next package. Guaranteed to be satisfactory
or money refunded.
At the bottom of your ad, put a general talk something like this :
This is our cast of characters and they're all stars, too !
Whenever they take part, the play always has a happy ending,
and your transaction here will likewise have a happy ending
when you entrust it to them !
Follow with name or names of machines you carry and lines of
records, and sign with your store name. This ad will require either
3 or 4 columns x 14 to 18 inches, according to the number of people
listed in the ad. Since your "biographies" are about real people, you
will be able to say something interesting and to the point. This ad
will have a k>t of human interest and make a hit for your store. In
each "biography" keep harping on the superiority of the machines
and records you sell, so that all the time the reader of the ad is
taking in the message you want to put across.
It is an
It is a
YOUR store window is an asset. It is also a liability,
asset, if you keep it live, up-to-date and interesting,
liability if it looks drab, dull, dusty and doleful.
It says to the public, "I am a live one ! I've got pep, push and
ideas and so has everybody inside the store!"
Or it says, "I am old-fashioned and slow. The dust has settled
down over my enthusiasm and buried it. My curtains haven't been
cleaned for eleven years. The boss gives me a new dress once in
six months. He's lazy."
A poet once wrote "The eyes are the windows of the soul."
Paraphrasing the poet, your window betrays the soul of your store.
Your window is a salesman who is always on the job — never
late in the morning — never in a hurry to quit at night. Pay it a
salesman's wage. Invest enough in trims to keep it from starving
to death and looking like a corpse preserved under glass.
Take out those old signs and put in new ones — shift your ma-
chines around1 — put in your newest record hit, with a searchlight
focussed on it — get up a brand new trim for Easiter, April 4th — do
something, do anything, so long as you do it to your window, and
do it now !
KEEP your eye on the want ad as a business-getter. While dis-
play advertising is the source of most of your sales and the
keystone of your business arch, bear in mind also that certain
classes of buyers read the want ads for bargains in talking ma-
chines, and that considerable business is done in that way.
Meet this competition by putting a little ad in the want columns
yourself now and then. Sometimes you have a used machine or a
trade-in that you can offer as a special bargain. Other times, to
offset the real or spurious bargains offered, talk about the quality,
reliability and value of your standard machines. Keep your name
under the eyes of the person who is planning to buy. Here are
a few suggestions :
Talking Machine, handsome cabinet model, in . matched mahogany;
world-famous make; received in part payment for a period model; per-
fect condition; $68 takes it, if you get here in time. Blank Phonograph
Co., 1000 Main Street; 'phone Main 1000.
You're looking through these ads to find a bargain; here it is; a
brand new ; the greatest value on the market to-da-y; extra
large cabinet, beautifully made; plays all makes of records; tone is
unsurpassed; very special terms, including 15 records, your choice;
clip out this ad and bring it with you. Blank Phonograph Co., 1000
Main Street; 'phone Main 1000.
There's no "come-back" when you buy your phonograph at Blank's;
we guarantee your instrument, and we take care of it after you've
bought it; choose a new , or ; a few dollars
sends it home now with your choice of records. Blank Phonograph
Co., 1000 Main Street; 'phone Main 1000.
Main 1000.
Talking Machine, cabinet model, with records. 'Phone
I
Do not buy a price, buy a talking machine — the best one in the world —
a (insert name), from a house that gives you genuine service while
you're buying and after you've bought. It's a bargain at the regular
price, because it gives you the satisfaction you're seeking. Blank
Phonograph Co., 1000 Main Street.
F you're shopping for slogans, here are a few at the bargain price
of nothing each :
Oldest and Largest Music Store in the City.
The Little Shop with the Big Record Stock.
The World's Greatest Artists PREFER the Victrola.
Your Choice of the Five Finest Phonographs at Blank's.
The Meeting Place for Music Lovers..
At It Since 1879 (insert correct date).
Spend an Idle Hour at Blank's.
Headquarters for SERVICE.
Service Station for Talking Machine Tourists.
If It's Musical, We Have It.
A Talking Machine from Blank's in Every Home.
Everything in Music.
The Talking Machine Headquarters of Blanktown.
EDITOR S NOTE— Mr Gordon, who writes this monthly page, is also director of "The Talking Machine World Service."
Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade, and also answer any ques-
tions you ask him concerning merchandising problems. Use this department as much as you like. It is intended to serve you
222
THE TALKING MACHINE WORLD
March 15, 1920
IMPORTANT NOTICE
TO THE
AMERICAN TRADE
The Sterno Manufacturing Company
19 CITY ROAD
LONDON, E. C. ENGLAND
Manufacturers of the world known GOMPAGTOPHONE— the most
complete portable gramophone extant — beg to announce the conclusion
of arrangements for the EXCLUSIVE SELLING RIGHTS IN
THE UNITED STATES OF THE
High Grade Motors Manu£yctured Mermod Freres
St. Croix
Switzerland
WONDERFUL MECHANISM
These motors represent
the acme of workman-
ship and quality. Each
part Is made to the finest
gauge limits and as-
sembled to run with the
precision of a watch —
silent and true. Messrs.
Mermod Freres is an
old established Swiss
manufacturer. Back of
their motors are years
of hard practical experi-
ence. The experimental
stage was left behind a
decade or more ago. Re-
liability and quality are
therefore assured.
DIFFERENT MODELS
Mermod Freres motors
comprise several types —
single and double spring
worm and pinion-geared
drive, the very latest and
scientific method of con-
struction.
CONSULT US
Before placing your
orders elsewhere consult
us as to prices and terms
of trading. We are out
for quick shipments
and prompt delivery
direct from the factory
to the buyer.
SPECIAL TERMS TO JOBBERS
Within the near future it is proposed to establish
A CENTRAL DISTRIBUTING DEPOT IN NEW YORK
Meanwhile trade inquiries should be directed to
THE STERNO MANUFACTURING CO.
19 CITY ROAD LONDON, E. G., ENGLAND
March 15, 1920
THE TALKING MACHINE WORLD
223
EDISON EXECUTIVE CHANGES
Phonograph Business Separated Into Several
Divisions — Wm. Maxwell's New Title — Chas.
Edison Responsible for Reorganization Work
A brief announcement made recently to the
effect that William Maxwell, vice-president of
Thomas A. Edison, Inc., and manager of the
Musical Phonograph Division, had also been
elected vice-president of the Edison Phono-
graph Works, and would in future be known
as ' Vice-President in Charge of Phonograph
Industry," made public the fact that the reor-
ganization of the Edison executive staff, which
has been quietly in process for the past five
years, has finally been accomplished. In addi-
tion to his new duties Mr. Maxwell will con-
tinue as president of Edison Phonographs, Ltd.,
the Phonograph Corporation of Manhattan and
Phonographs, Ltd.
Inasmuch as Mr. Maxwell has long been de-
sirous of giving the major part of his time to
sales problems, he has appointed George E.
Clark, long associated with Edison factory oper-
ations, to relieve him of much of the general
responsibility concerning manufacturing prob-
lems.
The work of reorganization was carried on
under the personal direction of Charles Edison,
whose object has been to separate the various
branches of the phonograph business into their
logical divisions, and to establish in each division
a manager upon whom is placed personal re-
sponsibility.
Thus, the Edison Phonograph Works consti-
tuted one unit of operation and in Thomas A.
Edison, Inc., there were created several units,
such as the Disc Re-Creation Manufacturing
Division, the Amberol Record Manufacturing
Division, the Printing and Paper Products Di-
vision and the Musical Phonograph Division,
which markets all Edison phonograph products.
The W. S. Vowels^ Music Co., 5J.1 Main street,
Vincennes, Ind., has been dissolved.
H. P. WISE IN NEW ORLEANS
Becomes Assistant Manager of Columbia Co.
Branch in That City
New Orleans, La., March 2. — H. P. Wise, for-
merly with the Baltimore branch of the Co-
lumbia Graphophone Co., has just reached New
H. P. Wise
Orleans and is taking up the reins of the of-
fice of assistant manager of this branch. In
addition to his familiarity with branch affairs,
Mr. Wise has been associated with Harry C.
Grove Co., Inc., of Washington, D. C, which
is a large retailer of Columbia products.
INCORPORATED IN ROCHESTER
The Unity Industrial & Commercial Corp.,
Rochester, N. Y., has been incorporated with a
capital of $100,000, to do a general business in
talking machines and general merchandise.
The Jordan Cabinet Works, Brooklyn, N. Y.,
has increased its capital stock from $25,000 to
$400,000.
JOBBERS PLAN TWO MEETINGS
Open Executive Meeting to Be Held in Chi-
cago on March 22 and 23 and in New York on
March 24 for Convenience of Members
President George E. Mickel, of the National
Association of Talking Machine Jobbers, has
issued a call for two executive meetings of the
Association, to be open to the membership at
large, the first meeting to be held at the Hotel
Sherman, Chicago, on Monday and Tuesday,
March 22 and 23, and the second meeting at the
Hotel Knickerbocker, New York, on Wednes-
day, March 24. The Chicago meeting will be
called at 1.30 p. m. Monday, and the New
York meeting at 11 a. m. Wednesday.
The object of the two meetings is to make
it possible for all members of the Association
to attend conveniently one of the sessions.
Gilbert H. Montague, counsel for the Asso-
ciation, together with Victor factory officials,
will attend both meetings, and many matters of
importance to jobbers will be discussed.
L. C. Wiswell, of Lyon & Healy, is in charge
of the details of the Chicago meeting, and C.
L. Price, of Ormes, Inc., 25 East 125th street,
New York, is looking after details in this city.
TO REPRESENT MOSER & CO.
E. C. Howard, who needs no introduction to
the talking machine trade, has been appointed
Western representative, with headquarters in
Grand Rapids, Mich., of Moser & Co., Bienne,
Switzerland. This concern has been established
for over twenty-two years and enjoys a world-
wide reputation for the quality of the jewel
points which it produces. Its facilities for
production of jewel needles are very large and
350 workmen are employed in the factory. A
Willemin, resident partner of the company, will
handle the Eastern territory, with offices in New
York City. Mr. Howard's many years of experi-
ence in selling jewel points fit him admirably
for the position which he now occupies.
VICTOR DISTRIBUTORS
Wholesale Exclusively
Our Policy
To assure our dealers of the best
service possible, we are concen-
trating our efforts solely on north-
ern New Jersey and northeastern
Pennsylvania territory.
Newark, \NJ,
224
THE TALKING MACHINE WORLD
March 15, 1920
We Want Every Dealer to Know
"Ten-M" Means 10,000!!!
* Retails at $1.50*
No More Worry Simple and Scientific
Enter the Ten-M Supreme
Exit ! Needle Annoyance
No Change — No Bother
Ten-M is Ever Pointed
Ten-M is Ever Ready
Ten-M is Mellow as Moonlight
The Non- Change Needle
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BAKER-SMITH COMPANY
SALES MANAGERS
Rialto Building, San Francisco Republic Building, Chicago
GEORGE MITTLEMAN, 487 Broadway, New York, Eastern Representative
SEND YOVR ORDER NOW
March 15, 1920
THE TALKING MACHINE WORLD
225
A WINDOW DISPLAY NOTABLE FOR ITS TIMELINESS
Seldom has a more timely or interesting
window display come to our attention than that
arranged by the J. C. Schmidt Co., Victor deal-
ers of Tiffin, O. Some time ago, When the
world series baseball games held the attention
grandstand. A small scoreboard at one cor-
ner of the field kept the public advised as to
the progress of the game. The Victor dogs,
of course, were those manufactured for and
marketed by the Penn Phonograph Co. of Phila-
Victor Dogs as Baseball Players and "Fans" in Window of C. J. Schmidt Piano Co.
of the country, the floor of the window was
laid out to represent a baseball diamond, with
Victor dogs properly beribboned representing
the opposing players, and other Victor dogs
ranged around to represent the fans in the
delphia, Pa. The display attracted an unusual
amount of attention, and was commented upon
favorably in several of the local papers. We
are indebted for the cut to The Total Eclipse
of Cleveland.
NEW EDISON SCORES BIG
IN NEW YORK RECITAL
Anna Case Delights New York Audience With
Her Songs and Their Re-Creation — Crowded
House Recalls Artist Many Times — The New
Edison Applauded — A. L. Walsh Speaks
On Wednesday afternoon, March 10, the New
Edison demonstrated its power to re-create the
human voice and the music of every instrument
to the entire satisfaction of a representative
New York audience which packed Carnegie
Hall from the floor to the highest balcony. The
principal artist of the afternoon was the talent-
ed American soprano and Edison artist, Anna
Case, whose songs and their re-creations both
delighted and charmed her audience, which
showed their appreciation of her art by re-
peated applause. At times singing in unison
with the instrument and now and then paus-
ing to allow the record to take up the melody--
alone, Miss Case showed the audience that they
could not distinguish between the re-creation of
the voice and the original. Assisting her on the
program were Victor Young, pianist; Willard
Osborne, violinist, and William Reed, flutist.
Shortly after 3 o'clock, when every available
seat had been filled and everyone was looking
with interest at the New Edison which occu-
pied the center of the softly lighted stage,
Arthur L. Walsh, of Thomas A. Edison, Inc.,
explained the purposes of the tone-test, outlin-
ing briefly the history of sound reproduction
and the experiments carried on by Mr. Edison
over a period of many years.
Miss Case opened her program by singing
"Depuis le Jour," followed by "Mon Coeur ne
Peut pas Changer." Singing in unison with the
New Edison, stopping from time to time to allow
the instrument to take up the song itself, Miss
Case charmed her audience with her art. The
re-creation of her voice on the instrument was
so life-like that a murmur of astonishment swept
over the house at the conclusion of the first
number.
Following Miss Case, Willard Osborne gave
an excellent rendering of "Meditation," from
"Thais," to the re-creation of a violin solo by
Albert Spalding.
It is seldom that an artist sings, a duet with
WORLD BOUND VOLUMES
Should like to procure a complete file of
The Talking Machine World. If you have a
complete file to offer or one nearly com-
plete, please let me know right away the
price at which you will sell same. Address
Box 772, care The Talking Machine World,
373 Fourth Ave., New York City.
herself, but this was accomplished when Miss
Case sang Thayer's popular "My Laddie," let-
ting the record carry the melody while she
sang a pleasing harmony. "Mighty Lak' a Rose"
and "Will o' the Wisp" followed and brought
forth enthusiastic applause from the audience.
Her next number furnished the climax to the
drama of the afternoon, when, during the sing-
ing of "Quando m'en vo" (Boheme), the house
was suddenly darkened while the song continued,
everyone believing that Miss Case was still sing-
ing. The burst of applause which greeted the
New Edison when -the lights flashed on again
and found the instrument in sole possession of
the stage showed that the audience was en-
tirely convinced of the value of the >New Edison
in re-creating the human voice. Other songs on
Miss Case's program were "Charmant Oiseau,"
in which the flute obbligato was played by
William Reed; "Coming Home," and "Home,
Sweet Home."
In order to show the improvements made in
the recording of piano music, which has always
been a difficult task, Victor Young, of the Edi-
son laboratories, rendered the "Second Ma-
zurka" by Godard, with the re-creation of a
piano solo by Andre Benoist. Mr. Osborne's
second number was the playing of "Ave Maria,"
with the re-creation of a violin solo by Carl
Flesch.
From every standpoint the tone-test was a
marked success, and the many words of praise
heard on all sides as the audience filed out of
Carnegie Hall would have shown those in
charge of the affair that the New Edison had
made a profound impression on the music-
loving public of New York, an impression
which will be felt by all Edison men in this
section of the country in the future.
AIR CONCERT FROM NAVY "BLIMP"
Crowds in New York were entertained on
Wednesday, March 10, by an air concert from
the United States naval "blimp" C-4, which flew
over the city, and by means of the wireless tele-
phone transmitted the music from a talking ma-
chine to the Air Service truck below. The flight
was arranged in connection with the Second
Aeronautical Show at the Seventy-first Regi-
ment Armory. It was with great interest that
the assembled crowds watched the "blimp" over-
head and it was a novel sensation to hear music
coming from many thousand feet in the air.
A new music department is being added to the
stores of the Craycraft Dry Goods Co., Nobles-
ville, Ind.
BIG STOCK OF GENUINE MAHOGANY FLOOR CABINETS
Equipped and unequipped at very low prices. Size 49" high, 23" wide, 2434" deep.
Eight different Models. Write us to-day.
We also offer —
Best steel needles, loud and soft, 100 in a package 30c per 1000
Mahogany complete table machines $4.50 up
Genuine mahogany piano finish cover machines, 1 7" x 1 8" x 1 4". Double-spring motor, 12-inch turntable,
universal tone-arm 1 $15.00
Motors, single and double spring, with 10 and 1 2-inch turntable, $2.00 up.
Six different styles of universal tone-arms $1.50 up
10-inch turntables with green felt to fit any motor . __30c
We also carry a large stock of all makes of parts, such as springs, felts.thumb screws, governor springs, etc Cash with order
UNITED PHONOGRAPH CO.
107 East lOth Street New York City
226
THE TALKING MACHINE WORLD
March 15, 1920
TO ENTER talking machine FIELD EDISON EXHIBIT AND ARTISTS AT RECENT MUSIC SHOW
Remington Phonograph Corp. Chartered in
Delaware and Will Have Factory in Ilion,
N. Y. — Those Interested in the New Venture
The Remington Phonograph Corp., chartered
under the laws of Delaware, with a capital
stock of $1,000,000, has opened offices in the
Finance Building, Philadelphia, and has secured
a plant at Ilion, N. Y., for the" manufacture of
talking machines and records, according to one
of the officers of the company. It is stated that
the company's products will be on the market
some time in the Fall.
Among those interested in the company are
Eliphalet Remington, son of the founder of
the Remington Arms Co., and P. E. Remington,
formerly connected with the Remington Type-
writer Co., the latter being president of the new
corporation. The vice-president is James S.
Holmes, for a number of years connected with
the piano trade, and the secretary is M. B.
Thomas. Several prominent Philadelphians are
said to be interested in the venture.
Announcing the New
"Supreme Phonograph"
Three upright models and three consoles
$100 $130 $160
*J Beautiful in appearance, faultless in design,
real piano finish, tone quality unexcelled.
Liberal discounts, immediate deliveries,
guaranteed co-operation.
tj Rights open to responsible dealers and dis-
tributors. Be sure and investigate this
wonderful phonograph. We also are the
largest distributors in the West for Motors,
Tone Arms, Lyric Lateral Cut Records
and Phonograph Accessories. Satisfaction
guaranteed.
Superior Phonograph Co.
320 So. Wabash Ave.
Chicago, III.
One of the centers of interest at the National cital with the Edison instrument were: Marie
Music Show, held in New York during the Tiffany, soprano of the Metropolitan Opera
week of February 2nd, was the Edison Theatre Co.; Hardy Williamson, the- English tenor;
Edison Theatre and Exhibit at Music Show and Artists Who Gave Tone-tests
and accompanying exhibit, which were visited Jacques Glockner, 'cellist, and William Reddick
by probably more people than any other dis- and Victor Young, pianists. Mr. Reddick con-
play at the show. The tone-test recitals es- ducted the recitals, and Arthur Walsh, director
pecially aroused enthusiasm. of the tone-test recital department, was in
The prominent artists who appeared in re- charge.
CHAMBER OF COMMERCE MANAGER
Alfred L. Smith Assumes Control of Music
Industries Chamber of Commerce
Alfred L. Smith, appointed general manager
of the Music Industries Chamber of Commerce
at the annual convention of that body last
month, assumed his new duties on March 1st,
making his headquarters at the Chamber of
Commerce offices, 105 West 40th street.
At a meeting of the Board of Directors of
the Chamber held on March 3rd, a budget of
$50,000 was voted for the National Bureau for
the Advancement of Music, a move was made
to collect accurate data regarding the financial
status of the music industry to present to bank-
ers in order that they might have a proper con-
ception of the importance of the industry, and
the general manager was authorized to organize
an export department, as well as a statistical
department. All these moves were in keeping
with the program laid down at the convention.
The Chamber of Commerce has gone on rec-
ord as urging the early repeal of the War Ex-
cise Taxes, and as opposed to the excess profits
tax, favoring the proposed gross wholesale tax
as a substitute.
LOOKING AFTER THE PURCHASING
James Watters, secretary of the Pathe Freres
Phonograph Co., Brooklyn, N. Y., is at the pres-
ent time, it is announced, looking after the
affairs of the purchasing department of that
company in addition to his many other duties.
MAGNET DECALCOMANIE NAMEPLATE
«
SOID 8Y
HURTEAU WILLIAMS &C0>r
MONTREAL OTTAWA
FOR TALKING MACH|Mt
CABINETS Etc.
Pamphlets with fac-simile illus-
trations and prices .mailed
on request.
SMITH-SCHIFFLIN CO.
126 Liberty Street
New York City
PHONOGRAPH B
ROAD (bmtomlin)
*tcr am-
minus miaogiEg s Wk
SSBJB ETC i
GOLD Tone Arms, Sound Boxes and Phonograph Parts
PLATING °f
OUR SPECIALTY
PRICES QUOTED ON REQUEST
Cliff Manufacturing Works, Inc.
20-22 JACOB STREET
NEW YORK CITY
March 15, 1920
THE TALKING MACHINE WORLD
227
ANENT PLANNING OF
DEALERS' ADVERTISING
Pertinent Questions Answered When Laying
Out an Advertising Campaign for the Retail
Store as Outlined in Voice of the Victor
The average manager of a Victor store is a
salesman first of all. A salesman, as a rule,
is a man with a "Do-it-now" disposition. He
wants results immediately, and as a rule he
gets them; but it is open to question whether
the results he gets are as numerous as pos-
sible, or the best kind. A man with his eye
constantly on the present has no chance to
peer into the future, says the Voice of the
Victor.
That is where advertising comes in. A good
advertising man is always looking to the future,
while, of course, not neglecting the present. It
would certainly be a good thing for the sales-
manager to get in touch with the advertising
man, and the two to work in co-operation.
Advertising is looked upon by the outsider
as unduly mysterious. Everybody agrees that
advertising is a good thing, but many who have
tried their hand at it have found that a good
deal of money can be spent on advertising with-
out producing results. Those who have had
this unfortunate experience usually blame ad-
vertising, whereas they should blame their own
bad planning.
An advertising man — a real advertising man —
never aims into the dark. He always has a
definite campaign mapped out, the expense of
which is in proportion to the end to be gained.
Like the salesman, he is "out for results" that
are tangible, but the results he is after may
be a long time in maturing — and this is where
the outsider fails to get his point of view.
Advertising is of two kinds: Instantaneous
Advertising, and Long-Time Advertising. The
first is the one most appreciated by the sales-
manager kind of advertiser. It consists of
taking immediate advantage of immediate hap-
"A Million A Year"
MICA
WHAT'S YOUR SHARE OF
DIAPHRAGMS OF BEAUTY
— Phonographically Speaking — They Talk for Themselves —
Manufactured for over ten years for the larger consumers by the
INTERNATIONAL MICA COMPANY
Factory and ( 37th & Brandy wine Sts.
Dept. \
e | 1228 Filbert St.,
Mines,
Sales Dept. \ W. Philadelphia, Pa. Amelia Co., Va. Dept. \ Philadelphia, Pa.
Send for samples and quotations now and eliminate your diaphragm difficulties
Immediate delivery of small quantities can be made in the following districts.
SAN FRANCISCO, CALIF.— WALTER S. GRAY
CHICAGO. ILL.— LAKESIDE SUPPLY COMPANY MONTREAL, CAN-ARTHUR K. KEMPTON
penings. If Galli-Curci is coming to town,
anybody can see the advantage of advertising
her records in the local newspapers; a good
salesman would do that instinctively. In the
same way most sales organizations see the force
of advertising special lists for Christmas, Easter,
Summer vacation use, etc. Such advertising is,
of course, extremely valuable, but it should be
accompanied by "Long-Time Advertising" —
that is, a steady current of advertising, care-
fully mapped out to build up a steady trade.
This is the kind that costs money — and brains
of a special order.
The first thing in planning a Long-Time Ad-
vertising Campaign is to consider conditions.
What class of customers have you? Where are
they located (is your store in a market town
where people come in from outside, or is it
metropolitan or suburban)? How much can
you afford to spend as a regular thing? What
means have you for reaching your customers?
What class of customers is your store best
adapted to serve? What new line of Victor
business (foreign records for instance), can be
developed with reasonable assurance of success?
What is your local standing as a retailer and
how can it be improved?
Only by careful consideration of these ques-
tions and many others of a like nature can you
plan an economical and really effective cam-
paign. When you have answered them it is
time to consider the material placed at your
disposal by the Victor Talking Machine Co.
Probably no country in the world is so lavish in
supplying advertising matter to meet all needs.
It is up to the retailer to select and reject, using
the material best adapted to local conditions,
and using this matter systematically.
Long-time advertising is cumulative in effect.
A single explosion won't drive an automobile
far, however violent it may be; but a series
of explosions, properly timed, and of the right
degree of power, will send it anywhere you want,
at any speed you desire. It is so with ad-
vertising, and every retail store manager should
have a definite advertising campaign designed
to his own special needs, based on actual knowl-
edge of local conditions.
VICTOR CO. SUES CHENEY CO.
The Victor Talking Machine Co. on March
3 filed a bill of complaint against the Cheney
Talking Machine Co. in the U. S. District
Court, Grand Rapids, Mich., charging infringe-
ment of the Johnson tone arm patents Nos.
814,786 and 814,848. Efforts are being made
to expedite the trial of the case.
THE PHONOMOTOR
Trade Mark Registered U. S. Pa*. Office ,
The first and most perfect electrical equipment for the
(Patented 1918)
Phonograph
INTERCHANGEABLE
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Silent Absolutely
Everlasting
Regulation Perfect
Guaranteed
Discard your old Spring Motor. Have our repre-
sentative install a Phonomotor in your Phonograph
G. CLAY COX
Patented in United States and Canada
AUTOMATIC STOPS
supplied on all Phonomotors and Spring Motors, an
approved, reliable stop,
THE PHONOSTOP
Supplied the Trade
Write for Quantity Prices Now
73 State Street, Rochester, N. Y.
228
THE TALKING MACHINE WORLD
March 15, 1920
WHAT THE STEGER TRADE PAPER CAMPAIGN ACHIEVED
In an Interview in Advertising and Selling Chas. E. Byrne, Director of Advertising of Steger &
Sons Piano Mfg. Co., Offers Facts and Figures of Great Interest
Convincing proof of the value of trade paper
advertising, properly handled, in the selling of
pianos and talking machines, based on actual
and successful experience, is offered by Charles
E. Byrne, director of advertising of the Steger
& Sons Piano Mfg. Co., who in an interview
in a recent issue of Advertising and Selling told
how a trade paper campaign had sold 5,000
pianos and 10,000 phonographs for his company.
Mr. Byrne also offered valuable information re-
garding the selection and use of trade paper
space that should prove of distinct value to
members of the industry.
He discussed particularly the results of the
1919 trade journal advertising campaign of the
Steger institution and regarding this campaign
he said:
The results were, to say the least, surprising.
So remarkable were the returns that they proved
conclusively how unlimited are the possibilities
of publicity in trade publications. It was found
upon investigation that over 155 high-grade
piano merchants and 280 responsible phono-
graph dealers were attracted by the confidence-
inspiring Steger prestige announcements and
induced to apply for appointments as Steger
representatives. By tabulating the orders, it
was discovered that over 5,000 pianos and 10,000
phonographs were sold for cash. Of course,
the annual output of the Steger institution is
much greater than those figures would indicate
— covering 18,000 player-pianos, 12,000 pianos
and 30,000 phonographs — and is at present
heavily oversold. It is quite likely that the
sales produced by this campaign were far more
than 5.000 pianos and 10,000 phonographs, bin
as only directly traceable returns are to be
considered that decisive record is the answer,
incjuding as it does only those dealers who be-
came interested in the great Steger lines pri-
marily through the trade journal announcements
It is true that the trade magazine publicity
was accentuated and augmented in various ways.
Reproductions of the beautiful display pages —
in many instances veritable works of art, pic-
torial, typographical and otherwise — were mailed
to dealers to be framed and displayed in their
store windows and warerooms, in order to in-
terest music-lovers. Furthermore, these dis-
plays were reproduced by progressive dealers
in their local newspaper advertising, programs
and other media.
In conjunction with this campaign a system
of efficient dealer service was maintained by
Steger & Sons, comprising national magazine
and local newspaper advertising, electrotypes,
catalogs, instruction booklets, folders, leaflets,
form letters, moving picture slides, window
cards, outdoor and electric signs, house organ
literature, bulletins to salesmen, financial co-
operation and personal counsel in merchandising
and selling.
Power of Industrial Magazine Publicity
A young man recently decided to engage in
the manufacture of a certain product. His capi-
tal was limited. He wanted to bring his propo-
sition to the attention of 10,000 dealers in his
industry in the quickest, most effective and
most economical way. Somebody had suggested
that he use a striking folder and had prevailed
upon him to obtain a dummy and quotations.
The entire cost of paper stock, printing, en-
gravings, folding, addressing, stamping and
mailing amounted to $450.00, not including the
postage.
As a certain excellent trade journal covered
the 10,000 dealers like a blanket, it was sug-
gested that he hold the folder in reserve for
a while and publish a page announcement in
the magazine at the cost of $100.00. He liked
the idea.
Some time later he submitted the proof of
the advertisement. It was as interesting as a
tombstone, as unattractive as a red flannel shirt
Charles E. Byrne
and as anaemic as are many trade journal an-
nouncements that are hurriedly dashed off to
fill space.
The copy was the familiar story about qual-
ity unexcelled. It was set in old-fashioned job
printer style with a stock border and antique
decorations that Noah undoubtedly used. No
illustrations were visible. He did not regard
them as necessary. When he asked for an
opinion regarding the announcement he was
told that it would not prove profitable.
Then it was suggested that he consult an
experienced advertising man, as he would a
specialist in any other line, and secure the
benefit of a selling idea, well presented in clear,
concise, forceful, brief copy, dressed up in ar-
tistic form with- appropriate type and a suit-
able, beautiful illustration of his product.
He followed directions, and when his an-
nouncement appeared in the trade magazine
it made 10,000 dealers take notice.
Results the Test
Whenever business men inquire as to what
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ALSO JOBBERS OF
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NEW CATALOG NOW READY. SEND FOR IT
NEW ENGLAND MUSICAL INSTRUMENT TRADING COMPANY
127 East 23rd Street, New York
REPAIRING
AND
REPAIR PARTS
for all makes of
Talking Machines
BOND'S GRAPHOPHONE SHOP
38 Arcade
Nashville, Tenn.
kind of advertising is the most satisfactory
and therefore preferable — whether magazine,
newspaper, trade journal, direct-by-mail, bill-
board, catalog, moving picture or any other me-
dium— the statement of a man who made a
great success applies very effectively: "I do
not employ men because I like their looks,"
he said, "but solely because of their ability to
produce results." In other words, that form
of advertising which has been found to be the
most reliable medium for building up a par-
ticular business should be favored, because it
represents a straight line between the man who
is spending the money and results.
Some kinds of business can employ many
forms of advertising with success. Advertising
is certain to be profitable if the logical media
to fit a specific business are used and supported
with carefully thought out, tested selling-ideas,
properly presented from the standpoint of space,
copy, type and illustrations. Billions of dollars
are made through well-directed publicity. Mil-
lions of dollars are wasted by men who do not
understand it. They fail to avail themselves
of its sales-producing power, by neglecting to
secure the counsel and co-operation of adver-
tising experts.
It is to the interest of the magazine publisher
and his readers, as well as of the advertiser, to
have high-class advertising that is carefully
planned to attract attention and to sell. How
often have ycu read an announcement that
looked as if it were prepared in about five
minutes by some busy executive, who never
studied even the first principles of salesmanship
on paper? Did it impress you favorably? That
is the kind of trade journal advertising that
does not pay. Compare it with the advertise-
ments that gripped your attention and forced
you to respond favorably.
News Value of Announcements
Advertising is news — vital, important informa-
tion that offers the reader some necessary bene-
fits or service. Therefore it should be pre-
sented as news — in the most appealing, impres-
sive and vivid stsde — so that it will burn its
message indelibly into the mind of the reader
like the powerful electric flash of lightning.'
The widespread realization of the possibili-
ties of well-directed publicity is reflected by
the wonderful advertising pages that frequently
appear in the trade magazines. These journals
are read by progressive business men, alert
for information of value to them — who realize
that the spirit or character of a commercial
institution usually is indicated by its public
announcements.
Much trade journal publicity is not planned
for immediate results, but rather to build pres-
tige— and after all, what is more profitable or
brings greater dividends than high-grade in:
siitutional advertising, properly backed up by a
real business organization?
If the publishers of trade magazines would
encourage and urge their advertisers to use
attractive, sales-producing announcements inss
stead of shoddy displays they would inspire
greater faith in the pulling power of their
publications by producing better results and at
the same time adding to the appearance of their
pages.
Experience proves that when various forms of
advertising are found profitable for a business—
for example, trade journal, direct-by-mail,
magazine, newspaper and poster publicity — they
March IS, 1920
THE TALKING MACHINE WORLD
229
FOR SALE
PANELS— for Immediate Delivery
1 700 Sets first-class MAHOGANY PANELS
for two sizes of Ph onograph Cabinets.
Also Cabinet Hardware.
FLOTTORP MFG. CO., 213 Lyon St., Grand Rapids, Mich.
increase the effectiveness of each other im-
measurably and their power, as a combina-
tion, is all the greater.
To obtain success in trade journal advertising
the reliability of the advertiser must be unques-
tioned, the merchandise must be right, the sales
proposition must be fair and reasonable and the
publicity must be consistently maintained, in
order to keep the name before the trade. In-
stitutional advertising, without constant repe-
tition, is not institutional advertising.
Every newspaper, trade journal or magazine
has a personality that either possesses or lacks
character — and the pulling power of every pub-
lication depends upon the degree of confidence
its readers place in its reliability and integrity.
A self-respecting magazine that enjoys the con-
fidence of 10,000 readers, who place implicit
faith in its utterances, is more valuable from an
advertising standpoint than an irresponsible
journal with 100,000 circulation.
Methods Adopted in Trade Paper Campaign
Trade journal — as well as all other forms of
well-directed advertising — can be made to pro-
duce profitable results. Experience covering
many years of steady use, month after month,
in all the trade papers of the music industry
establishes the truth of that statement.
In the Steger campaign all of the Steger lines
have been featured at different times. The
method of illustration has been varied, so as to
make all announcements original, different in
artistic presentation, but harmonious to the ex-
tent that they always have projected the quality
appeal — namely, musical and constructive ex-
cellence, service to dealers and financial strength.
The co-operation of the best artists has been
secured to present the sales ideas in the most
striking manner. A distinct style of copy has
been employed in each announcement to bring
out some definite thought. Page space always
has been used. There has been no "splurging"
in space. The advertisements have been con-
servative, consistent and carefully thought out
months in advance of publication. No "last
minute" announcements have been published.
The Steger institution — with over forty years
of experience in piano making — long ago fore-
saw the great demand for phonographs and
promptly decided to manufacture them. Con-
siderable preliminary study was given to the
plan of publicity presentation. The phonograph
was developed and perfected. It was determined
that the advertising should be original, self-
respecting and constructive, to represent worth-
ily the artistic and musical supremacy of the
phonograph. The vast number of high-grade
representatives appointed and the great volume
of sales indicate how satisfactorily the merchan-
dise, the sales proposition and the advertising
were united.
When a campaign in business magazines of a
particular industry brings to the surface di-
rectly traceable cash sales of over 5,000 pianos
and 10,000 phonographs the returns afford an
opportunity for reflection. Furthermore, if ad-
vertising is news, calculated to create prestige,
the influence of this series of announcements
should produce thousands and thousands of sales
in years to come.
This Steger campaign is another proof that
advertising, properly directed, helps to make it
easier and more satisfactory for the consumer
to buy, simplifies distribution, lowers costs and
tends to standardize quality.
EMERSON JOBBER IS ENTHUSIASTIC
Peter G. Spitz, of Carpenter Paper Co., De-
scribes Growth of Emerson Business
P. G. Spitz, manager of the phonograph de-
partment of the Carpenter Paper Co., Omaha,
Neb., who are distributors for Emerson 'Gold
P. G. Spitz
Seal Records, in Nebraska and Western Iowa,
has written a very interesting letter regarding
Emerson records to Jos. I. Carroll, manager of
sales of the Emerson Phonograph Co. This
letter reads in part as follows:
"I wish to give you a little outline as to what
we are doing with the Emerson record proposi-
tion. First of all I wish to say that the writer
has had extensive experience with the talking
machine industry, having started some fifteen
years ago in Philadelphia with the Victor Talk-
ing Machine Co., prior to the time when they
went to Camden. After a couple of years I
left the talking machine business and did not
return to the industry until about nine years
ago, having been actively engaged in the busi-
ness ever since, handling the Victor, Edison,
Columbia and Brunswick lines of machines, un-
til coming with the Carpenter Paper Co.
"I want to say that in all my experience I
never realized that a proposition such as the
Emerson record line could become so big a
proposition in such a comparatively short time.
On June 11 we placed with your Mr. Shire a
blanket order for general stock records to the
extent of what we believed was a very substan-
tial quantity. We also placed what we consid-
ered a heavy standing order for all new re-
leases. Just six months have elapsed, and our
stock of records here is five times what it was
at the time of starting, and our standing order
is eight times what it was originally. Our
number of sound and satisfactory dealers is well
up in the hundreds.
"Due to the kind of territory that we have,
it has been necessary for us to turn down a
number of applications because we could not
see our way clear, for the benefit of our busi-
ness, to establish any more than one dealer in
a town. This, of course, is due to the fact that
there are so many small towns in western
Iowa and the State of Nebraska.
"It is an impossibility, at the present time,
for us to keep ahead of our orders, and I feel
that our business is going to be limited only by
the number of records that we will receive from
the Emerson factory.
"As to the outlook for the future, with the
publicity that the Emerson factory is giving
us, together with the active way in which we
intend to go after business, I can see no rea-
son why we should not easily increase our
business to a point many times larger than it
is to-day."
THIS SALESMAN
REMIND
WILL
DISPLAY SUGGEST
SELL
FOR YOU
Dulciphone Needles
"The Highest Quality Needle in America"
MADE SCIENTIFICALLY OF THE HIGHEST GRADE CARBON STEEL. GUAR-
ANTEED TO PLAY THE LONGEST RECORD WITHOUT VARIATION
AND WITH PUREST REPRODUCTION.
DEALERS' PRICE
100 to the Package \}/2L.
Per I Your Initial Order for 200 Packages "t^mg%g%
Package I Brings the Handsome Display Case MV I vv
Jobbers and Sales Agents write for our proposition to you
GRAND TALKING MACHINE CO., Inc.
Manufacturers of Distributors of
Dulciphone Phonographs QRS Player Rolls
Dulciphone Needles Emerson Records
366 Adams St., Brooklyn, N. Y.
230
THE TALKING MACHINE WORLD
March 15, 1920
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
PROGRESSIVE SALESMAN WANTED —
To represent us throughout the Middle West.
We have a complete line of phonographs, rec-
ords, player rolls and accessories. Side line or
full-time men wanted. M. R. 5, care The Talk-
ing Machine World, 209 So. State St., Chicago,
111.
POSITION WANTED— Managership of re-
tail store by experienced salesman. Manager,
with ten years' experience in the field, six years'
retail managing experience. Desires change be-
cause of retirement from business of present
connection. Pleasing personality. Best of refer-
ences can be furnished. Address "Box 763,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
WANTED — Several good salesmen to carry
our high grade line of talking machines through
all States west of the Mississippi except Cali-
fornia. Also want salesmen for all States east
of the Mississippi except New England, Mich-
igan and New York State. Also want good men
for New York City. Very liberal commissions.
Prompt shipments and advances on accepted
orders. Excel Cabinet Co., 136 West 23rd St.,
New York City.
WANTED — Seven men to sell a popular
priced line of phonographs as a side line. Fur-
niture salesmen preferred. Address "Box 766,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
WHOLESALE MAN WANTED— Familiar
with the needs and requirements of talking ma-
chine and music dealers to take charge of small,
rapidly growing wholesale department in Chi-
cago. Must have had previous experience buy-
ing, selling, corresponding, catalog work,
circulars and circular letters, handling stock
record systems, customers' purchases and a
general all around jobbing experience. In
answering state age and full particulars of
length of experience and service, salary ex-
pected, etc. Address "Box 768," care The
Talking Machine World, 373 Fourth Ave., New
York City.
POSITION WANTED— Superintendent or
Production man with phonograph company
making sixty or more machines per day. Can
furnish the best of references. Address E. R. L.,
4526 N. Lowell Ave., Chicago, 111.
EXPERIENCED salesman wants position, wholesale
phonographs or accessories. Well informed in all phases
of business. Address M. R., 6, care Talking Machine
World, 209 South State St., Chicago, 111.
POSITION wanted by A-l talking machine man, West
Coast preferred, can take full charge, seven years' ex-
perience. Understand Columbia instruments and records
thoroughly. Can repair and assemble all makes of motors,
reproducers, automatic stops, etc. Address "Box 774,"
care Talking Machine World, 373 Fourth Ave., New York
City.
POSITION WANTED — Experienced phonograph sales-
man wishes to connect with reliable phonograph manufac-
turer as wholesale representative. Now holding responsible
position. Address M. R., 4, care Talking Machine World,
209 South State St., Chicago, 111.
REPAIRMAN would like to make a change. Several
years' experience on all makes of motors, also capable to
take charge, assembling, shipping or receiving. Address
"Box 764," care Talking Machine World, 373 Fourth Ave.,
New York City.
I AM now manager of a plant making talking machine
cases and would like to get in touch with some one in the
South who would need the services of a practical man who
can buy machinery and start a plant for the manufacture
of talking machine cases. Address "Box 761," care The
Talking Machine World, 373 Fourth Ave., New York City.
WANTED — Playerphone salesman to work
on road. Orchard & Wilhelm Co., 414 S. 16th
St., Omaha, Neb.
WANTED — Several good salesmen to carry
our high grade line of Stein-Burn Machines and
Lyric Lateral Cut Records for the following ter-
ritories: Metropolitan Distrirjt, New York
State, New Jersey, Virginia, North Carolina,
Maryland and Washington, D. C. Liberal com-
missions and advances on sales. Only first-
class men need apply. Address A. M. Druck-
man, 140 West 23rd St., New York City.
\ MAN, seven years' experience selling two leading makes
if phonographs, possessing college education, wishes posi-
tion to take charge of retail. store or in similar capacity in
New York City. Address "Box 773," care Talking Mn-
ihinc World, 373 Fourth Ave., New York City.
I| —
! ' RECORDING laboratory expert, fully conversant with
Processes of the leading manufacturers, will engage to com-
pletely, or partly, equip establishments to produce lateral
lilt records of quality and surface equal to the best. Ad-
dress "Box 760, care Talking Machine World, 373 Fourth
Ave., New York City.
2
; ! POSITION WANTED— Young man, 29 years old, five
years' phonograph sales experience, wishes position with
firm in New York City handling high-grade line of instru-
ment',. Capable of taking charge of a department. At
present employed in like capacity in a large city nearby.
•Can come for interview. Address Box 759, care 1 alk-
ing Machine World, 373 Fourth Ave.. New \ork City.
OPPORTUNITY
An excellent phonograph department in a large de-
partment store in the East is available for re-
sponsible party who has capital to invest in as
excellent a paying proposition as » there is in the
business. Very best of references will be required
and party must be prepared to take over the
proposition clear. Address Box 767, care The Talk-
ing Machine World, 373 Fourth Ave., New York-
City.
WANTED
To purchase a talking machine store in New England.
One that has a Victor franchise preferred. Address
Box 762, care The Talking Machine Wor'.d, 373
Fourth Ave., New \rork City.
Cabinet
Contracts
A prominent phonograph
manufacturer in the East
is prepared to place large
contracts with furniture
factories equipped to
produce
Thousands of
Cabinets
on a quality basis and
of quality construction.-
Give full details.
Address Box 769,
care of
The Talking Machine
World,
373 Fourth Avenue,
New York City.
PHONOGRAPH CABINETS
50" x 22y2" x 22'/2" in white or finished in oak,
mahogany, walnut, also consoles. Cabinets built to
order. Write for particulars to Arcade Phono-
graph Co., 1758 North Rockwell St., Chicago, 111.
MOTORS
Perfect single spring motors complete, $3 each.
Cast-iron, strong, double -spring motors, bevel winding, 12-
innh table, complete, $7.25 each.
Let us know what you can use.
WOLLMAN TALKING MACHINE MFG. CO.
560-562 Grand St., Brooklyn, N. Y.
Established 1889
WANTED
100,000 Edison Blue Amberol Records, also Victor,
Columbia, Edison Disc, Emerson, Pathe, or any
■ make, new or second hand. Give details. Pay cash.
Address Benjamin Weil, 20 South Second St.,
Philadelphia, Pa.
Main Springs
2 in. x 0.22 x 16 ft., Meisselbaeh Each $1.25
1% in. x 0.22 x 17 ft. re?. Victor Each 0.75
1% in. x 0.22 x 17 ft., Victor new style . .Bach 0.75
1 in. x 0.28 x 10 ft., for Columbia Each 0.50
1 in. x 0.20 x 13 ft., Victor Each 0.50
1 in. x 0.20 x 13 ft., Victor new style ..Each 0JS0
% in. x 0.23 x 10 ft., for Blick mtr Each 0.38
% in. x 0.23 x 10 ft., oval hole Each 0.35
% in. x 0.22 x 8 ft., for Swiss mtr Each 0.27
% in. x 0.25 x 11 ft., for Edison Each 0.27
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade. Each 0.15
1% in., new Victor No. 2, very best.. Each 0.18
1 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 9/16 in., for Pathe or Brunswick ...Each 0.45
SAPPHIRES
Pathe, very best loud tone, genuine, Each 0.27
Pathe, soft tone Each 0.27
Edison, very best, medium tone Each 0.27
Edison, very best, loud tone Each 0.27
Edison, genuine diamond Each 2.50
STEEL NEEDLES
AMERICAN MADE extra loud, loud, medium
and soft needles Per 1,000 0.60
ATTACHMENTS
Kent attachments for Victor Arm Each 0.25
Kent attachments for Columbia Arm.. Each 0.25
Edison attachments with C box Each 2.50
Kent attachments for Edison Each 1.60
MOTORS
Distributors for Heineman and Melsselbach Mo-
tors. Best Prices. Immediate Deliveries.
TONE ARMS
No. K with sound box Each $3.25
No. E with sound box, very loud and clear,
Each $6.00
LID SUPPORTS
Automatic Each 0.30
NEEDLE CUPS
Highly nickel plated Per 100 $2.00
Covers for cups Per 100 $1.00
REPAIR PARTS
Columbia driving shaft, No. 1177S Each 0.70
Columbia bevel pinion. No. 12333 Each 0.90
Columbia cranks Each 0.45
Columbia governor weights Each 0.08
Columbia governor shaft, No. 3004 Each 0.40
Columbia gov'r bearing. No. 11923 Each 0.26
Columbia governor springs Per 100 1.00
Columbia governor screws Each 0.01
Columbia barrel screws, No. 2621, Per 100 1.00
Columbia so'dbox thumb screws Per 100 1.50
Victor cranks, short or long Each 0.45
Victor soundbox thumb screws Per 100 1.00
Victor Stylus bar (needle arm) Each 0.85
Victor governor springs Per 100 1.00
Victor governor screws Each 0.01
Turn-table felts. 10 In., round Each 0.15
Turn-table felts. 12 In., round Each 0.20
Victor governor balls, new style Each 0.10
FAVORITE MFG. CO.
1506 DeKalb Ave., Brooklyn, N. Y.
March 15, 1920
THE TALKING MACHINE WORLD
231
Phonograph
CABINETS
For Immediate Delivery
WEhave onhand
several thou-
sand Cabinets in 46"
and"48" size in Solid
Mahogany, Walnut
and Oak, all ready for
motors and tone arms.
There are several
beautiful newdesigns
with hand carved legs
and handsome finish.
Sold in
Large or
Small Lots
Order what you need. We also
have a lot of SPECIAL 48" Gum
Cabinets, finished in Mahogany
and Walnut.
Cabinets
in the White
This is our Specialty. We shall
be glad to send photographs and
prices on request — will make in-
dividual grills in lots of 25 or
more.
We have installed new machin-
ery and greatly increased our
facilities, and now have a -
First Class
Finishing Dept.
in every detail, which enables us
to turn out work second to none
in appearance and genuine merit.
Our Cabinets will please the
highest class of trade, and will
build a permanent business for
the man who sells_them.
Everett Hunter
Mfg. Co.
McHenry, HI.
[1140]
U. S. A.
WOOD SCREWS
First quality, nickel-plated, 19i-inch-6, oval head
48 cents per gross.
WOLLM AN TALKING MACHINE MFG. CO.
560-562 Grand St., Brooklyn, N. Y.
Established 1889.
WANTED
Victor and Columbia records. Job
lots any quantity. Spot cash paid for
them. Address
DENINGER CYCLE CO.,
Rochester, N. Y.
WILL SELL
Talking machines and cabinets to the trade;
any style made to order. Best possible grade at
lowest prices. Address: Delaware Talking Ma-
chine Co., Elsmere, Del,, Main Office, 2616 N.
11th St., Philadelphia, Pa.
FOR SALE
A going concern, located in New York City,
manufacturing phonograph motors, tone
arms and reproducers of merit for which the
demand greatly exceeds the supply. Will
sell the entire business consisting of raw ma-
terial, finished and unfinished parts, machin-
ery, tools and dies. Accounts receivable,
etc. No indebtedness; wonderful oppor-
tunity for the right party to make a big
fortune; easy terms to responsible party.
Good reason for selling. Principals only.
Address Box 771, care The Talking Machine
World, 373 Fourth Ave., New York City.
FOR SALE
Well established music store in good terri-
tory in the Middle West, handling old es-
tablished lines of pianos, phonographs and
small instruments, population over 7,000, can
do from $3,000 to $5,000 a month. Stock in-
cluding fixtures and delivery car in all in-
voice from $7,000 to $8,000. Reason for sell-
ing, other business demanding all of my at-
tention. Full particulars to interested party.
Address Box 765, care The Talking Machine
World, 373 Fourth Ave., New York City.
W ANTE D
We want to buy job lots
of Needles, Motors, Turn-
tables, Springs, Cabinets,
equipped or unequipped;
in fact, all parts for Talk-
ing Machines.
Tell us what you have
United Phonograph Company
107 East 10th St. New York City
An Exceptional Opportunity
The tone that keeps Milwaukee famous !
Grace, beauty, elegance, wonderful tone,
acoustic and mechanical perfection. BUILD
PHONOGRAPHS! Sell Outingphones !
Plans, knockdowns, guaranteed accessories.
Records, 70 cents on approval. Catalog, 10c
stamps. Address Riviera, 335 Riverside
Place, Milwaukee, Wis.
FOR SALE
Phonograph records, Victor, Columbia,
Emerson (brand new). A very fine as-
sortment of vocal and instrumental selec-
tions. Particulars given upon request.
I. DECKINGER
3064 Albany-Crescent Ave.
New York, N. Y.
WANTED
Recording Machine, Shaving Machine or
Complete Recording Laboratory. Address
Box 776, care of Talking Machine World,
373 Fourth Ave., New York.
CABINETS
At Prices That Are Right
STYLE 200
48x21x23
Our best seller. Fin-
ished in mahogany,
walnut or oak, ready
for installation of mo-
tor and tone arm.
Prompt deliveries.
Send $37.50 for
sample.
BADGER STATE CABINET CO.
MILWAUKEE, WIS.
WORKS MANAGER
open for engagement
Five years' service as such in one of the
largest phonograph plants in the country.
Well known in the patent field and have se-
cured very important patents under develop-
ment now that will go with my service.
Permanent connection desired with a large
company. Principals only.
Thoroughly experienced in the design and
manufacture of all classes of phonograph
equipment and records. Address Box 770,
care The Talking Machine World, 373
Fourth Ave., New York City.
Will Make Masters
I have access to a completely equipped
laboratory and will make lateral or vertical
masters and mothers at a flat rate, plus
artists' fees. Will prove work to be of -high-
est grade. Quick action needed. Give re-
quirements in reply. Will not accept small
contracts from irresponsible parties. Ad-
dress Box 775, care The Talking Machine
World, 373 Fourth Aye., New York City.
WANTED
Several experienced salesmen to carry our high-
grade line of talking machines and records. Ex-
cellent opportunity for the right man. Liberal propo-
sition. Address with full details the Superior
Phonograph Co., 320 So. Wabash Ave., Chicago, HI.
FOR SALE
Talking machine demonstration, booths, sound
proof, plate glass and mahogany. Four in all, size
6'x9\ together with other fixtures of a talking
machine department. Address.
SEAVER BROS.,
5216 Third Ave., Brooklyn, N. Y.
FOR SALE
500 complete machines 46" high, equipped with
highest class motors, tone arms, etc. Immediate
deliveries. An exceptional bargain. Address Box
757, care The Talking Machine World, 373 Fourth
Ave., New York City.
FLEMISH MOTOR PARTS
and others on hand, send for prices.
WOLLM AN TALKING MACHINE MFG. CO.
560-562 Grand St., Brooklyn, N. Y.
Established 1889.
232
THE TALKING MACHINE WORLD
March 15, 1920
EUROPfAN HEADQUARTER
bWfl^^^^^ I 1m 111 2GR.ESHAM BLDG..BASINGHALL ST.. EC. LONDON c
W. LIONEL STURDY, MANAGER
Gramophone and Record Sales Continue at Very
High Level — Trade Running Beyond Normal,
But Shortage of Supplies Still Exists — Trend
of Prices Continues Upward in All Lines —
Mica and Shellac Are Scarce and Expensive
— General Phonograph Co. Incorporated in
England — German Records Appear on the
Market — Leipzig Messe to be Visited by
British Gramophone Men — Exhibitors at
Ideal Homes Display — Federated Board of
Music Industries Dine — News of Month
London, E. C, England, February 27. —
Though remarkable, it is a pleasant fact that
British gramophone and record sales continue
to maintain a very high level. Trade is really
beyond the normal for this particular period
of the year. It rather goes to prove the pro-
gressive expansion of our industry. Indeed,
notwithstanding good supplies of machines and
records, production still lags behind demand.
Record factories are pressing discs continuous-
ly, day and night, and in many cases building
extensions to provide room for additional
presses have reached the limit. Record output
is restricted not by lack of labor or presses
so much as inability to find sufficient space for
their installation, and factory accommodation
is so scarce to-day that applicants are offering
big premiums (apart from high rent) whenever
any suitable building becomes vacant. This is
general. But I can count half a dozen or more
gramophone firms who have been waiting
months for the right place. The building trade
has been stagnant (in the ordinary way of
building) for five years. Now its energies
are concentrated on bricks and mortar and
wooden shanties for house accommodation.
New factory construction is much less than is
really necessary, partly owing to the enormous
cost of building to-day. It is a drag on the
rapidly advancing progress of the gramophone
trade.
Supplies of machine parts and accessories are
good, but still — not good enough. The prin-
cipal shortage is motors, as usual. Every
gramophone manufacturer, factor, or assembler
is hampered by the inadequate supplies of
mechanisms. The adverse money exchange rate
seriously affects supplies from your side. Brit-
ish firms cannot place orders with American
motor manufacturers until the pound sterling-
reaches a more normal value. At 3.34 (quota-
tion at time of writing) the difference between
the normal value — 4.87, of our pound sterling,
would bring imports of American motors to a
prohibitive selling figure, freight, insurance and
duty charges considered.
Unfortunately, imports of motors from
Switzerland are susceptible to little or no pos-
sibility of increase, because there also produc-
tion is of ' less amount since the introduction
of an eight-hour day in the Swiss factories.
According to David Sternberg, who recently
visited St. Croix, deliveries of motors from
Switzerland are far short of the actual require-
ments of British gramophone firms. While
there is good labor available, it cannot be uti-
lized to the extent desired, owing to absence of
house accommodations within reasonable dis-
tance of the factory. Accordingly, my informant
is of opinion that we; cannot hope for increased
supplies of Swiss mechanism for some time.
From Germany a few consignments of motors
are now coming through, but in small quanti-
ties. Sentiment prevents many firms from buy-
ing German goods, but others quite eagerly buy
up all they can get.
Price of British Records Again Increased
Notwithstanding strong opposition and pro-
tests from all quarters the selling price of most
articles and commodities continues upward all
the time. Productivity throughout the world
has been stagnant for so many years as to
dislocate the whole machinery of labor and
commerce. An equal length of time is required
to make good the ravages, of war and its stag-
nating effect upon industry. The world and
men are working mighty hard to-day in an
endeavor to satisfy the seemingly insatiable de-
mand for every known article of luxury and es-
sential need. Necessity — it is nothing less —
recognizes no standard of price. Buyers of raw
material — of everything, outbid each other in
the supply markets of the world. Other than
this, there is no competition in trade as we or-
dinarily measure it. And without the steadying
influence of competition, materials and manu-
factured articles soar in cost and selling price
automatically.
It is no wonder "that gramophone record
prices are very unsteady. There is no firm rate
for labor and materials. The cost is upward.
And so upward goes the selling price of records
and machines. The position to-day is as here-
under:
The "His Master's Voice" Co. announce an
increase of one shilling in the price of ten and
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
Branches
Agencies
'His Master's Voice'
Copyright
This intensely human pic-
ture stands for all that is
best in music
— it is the " His Master's Voice "
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands — all enshrined
in the unequalled " Hi6
Master's Voice "
records
DENMARK: Skandtnavlsk Grammophua-Aktl-
eselskab, Frlhavnej. Copenhagen.
FRANCE: Cle. Franchise du Gramophone, 116
Boulevard Richard Lenoir. Place de la Repub-
llqne, Paris.
SPAIN: CompaBla del Gramftfono, 56-58 Balmes.
Barcelona.
SWEDEN: Skandlnarlska Grammophon-Aktle-
bolaget, Drottnlng Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nevsky
Prospect. Petrograd (Petersburg) ; No. 1
Solyanka. Solyanol Dvor, Moscow; 9. Golovtnskv
Prospect, Tlfflls; Nowy-Swlat 30. Warsaw; 11
Mlchallovskaya Ulltsa, Baku.
INDIA: The Gramophone Co., Ltd., 139, Bal-
Uaghatta Road. Calcutta; 7. Bell Lane. Fort.
Bombay.
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND : Gramophonlum, Ltd., 118-130
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 1T4,
Capetown; Mackay Bros., Post Box 261, Johannes-
burg; Mackay Bros. & McMahon, Post Box 419,
Durban ; Ivan H. Haarburger, Post Box 106,
Bloemfonteln ; Franz Moeller, Post Box 108, Bast
London; B. J. Ewlns & Co., Post Box 86, Queens-
town; Handel House, Elmberley; Laurence &
Cope. Post Box 132, Buluwayo; The Argus Co..
Salisbury.
Bayley & Co., Lourenso
Great Britain
EAST AFRICA:
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Bossl A Co., Via Oreflcl 2, Milan.
EGYPT (Alio for the Soudan, Greece and the
Ottoman Empire) : K. Fr. Vogel. Post Box 414,
Alexandria.
The Gramophone Company, Ltd.
HAYES
MIDDLESEX
ENGLAND
March 15, 1920
THE TALKING MACHINE WORLD
233
EDISON BELL W I
WWGrah
CABLE
"PHONOKINO.
LONDON"
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietors and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS— (Continued from page 232)
twelve-inch Plum and Black label records. Other
labels . are not affected. On January 12 this
company's instruments were increased in price
by 10 to over 20' per cent, according to the par-
ticular model. On the other hand, there is to be
recorded the welcome fact that from May 1
all ten-inch records by Madame Melba are to
be reduced in price from 7s. 6d. to Ss. 6d., this
by special arrangement with the Queen of Song
herself. Most excellent news!
The British Zonophone Co. has also jumped
a shilling increase, bringing the price of the
ten-inch double-sided records to 4s.; twelve-
inch double-sided, 6s. 6d. ; ten-inch Celebrity, 5s.
Some price revision was not unexpected by the
trade in this case, though. such a big increase
has occasioned surprise.
Both the Scala Record Co. and the Coliseum
people have been compelled to raise the price
of their ten-inch double-sided records by 6d.,
bringing the retail price to 3s. 6d. each.
Other than the foregoing no other concern
has made a coincident price revision, and it
may not be necessary if the shellac market con-
tinues to remain as steady as at the time of
writing — quotations being in the neighborhood
of £850 per ton, and at £780 for May delivery.
To balance, it is only fair to state that the
Columbia Co., controlling the Columbia and
Regal records, and J. E. Hough, Ltd., for Win-
ner records, have advised their dealers that no
increase in prices is contemplated at the pres-
ent time. Each assures their dealers of deter-
mination to maintain the present high quality
of their products, whatever the price of mate-
rials, at the same time expressing a sincere de-
sire to also maintain the present selling price of
their records as long as possible. A laudable
ambition, which will insure the moral and ma-
terial support of all who have at heart the best
interests of the British gramophone industry.
The Mica Situation Not Good
In some respects the position with regard to
supplies of mica is akin to .that of shellac. There
is a shortage of both and prices have in each
case reached a very high level. On the one
hand gramophone trade the world over is pro-
gressive; on the other hand production of raw
material is less, if anything, than normal. Con-
sequently, buyers are engaged in fierce competi-
tion to secure supplies at almost any cost. The
mica mines of India and Africa supply the
world's markets. It is difficult to get because
of the huge demand and unprogressive out-
put. There is not enough to go round. The
quantity required for sound boxes is but a small
proportion of that required for a hundred other
things. Frantic cables for shipments frequently
reach British merchants from American and
other foreign countries. But it is useless. We
cannot meet the full requirements of the home
demand. It is not surprising, therefore, to find
that mica of an inferior quality is mixed in with
the good stuff. There is an unusual amount of
waste or throw-outs. You must have high-grade
mica for diaphragms. Their suitable thickness
and shape necessitate operations in "splitting"
and cutting requiring very careful treatment.
Even so, flaking cannot be avoided altogether.
These brief remarks may help my readers to
a higher appreciation of the value of preserving
their mica diaphragms in view of the adverse
supply situation.
Paul Cromelin Discourses on Synchronization
The date of his arrival Mr. Cromelin counts
as singularly fortunate in that he was just in
time to participate in the honor accorded to
Mr. and Mrs. Louis Sterling, details of which
happy function have already appeared in these
columns. Mr. Cromelin now devotes his time
and interest to the film business, though, in
conversation, I am almost persuaded to believe
that his heart is as much with his old love, the
talking machine. However, he is certainly a
film enthusiast in avowing that from the view-
point of synchronization, the gramophone has
yet to make good. The film part is certainly
ahead of the gramophone music or vocal part.
Mr. Cromelin thinks that much room for im-
provement exists on the record side. It is prac-
tically an undeveloped aspect of the talking ma-
chine industry. Special records are required
for particular films — mutually in keeping with
the subject, and in this regard Mr. Cromelin is
very emphatic and very right, too, in urging
upon record manufacturers the absolute neces-
sity of making this important question a spe-
cialized study.
General Phonograph Co. Incorporated
Under advice from headquarters, A. Balcombe
has secured the registration of his company's
trading name as the General Phonograph Corp.,
Ltd., with a capital of £50,000 in £1 shares.
The registered office is at 51 Tabernacle street,
London, a commodious building which, only oc-
cupied a few months ago, is already taxed to
its capacity by the rapid expansion of the com-
pany's trade this side.
In conversation with your representative Mr.
Balcombe states that the demand for the motors
of quality continues to maintain a high level.
The trade is hungry for all the motors he can
supply, but adverse exchange rates between
your country and ours are naturally causing
serious anxiety in their very obvious- effect upon
the selling price of goods imported from the
States.
The Homophone Co. Appoints British Agent
The first German record company (if we ex-
clude Carl Lindstrom interests) to resume op-
erations on the British market is the above con-
cern, which, prior to the outbreak of war, was
represented by the brothers Andres. Bearing
the signature of G. Knight, from an address off
(Continued on page 234)
PER0PH0NE— PERFECTION— PRODUCTS
PEROPHONES
SELL - - -
and carry with
them a reputa-
tion of sound
business for the
Agent. - -
THE whole output of Perophone Machines is practically booked
up month by montho
Watch the New Models we are introducing to the gramophone
public during the present season. They will be found to be incom-
parable for quality, value, beautiful design and finish.
PEROPHONE LTD. a.ckw..d's Branch) 76 & 78 City Road,
Cable Address— Perowood, London. Immediate Shipments. LONDON, E. C, ENGLAND.
A. B. C. Codes.
234
THE TALKING MACHINE WORLD
March IS, 1920
FROM OUR LONDON HEADQUARTERS— (Continued from page 233)
Cheapside, circulars have been dispatched to
the trade offering- "the famous HomoKord rec-
ords" in all languages, at reasonable prices . . .
if ... . you are not biasbd by recent events.''
Gramophones and sound boxes are also offered.
An informal chat with Mr. Knight proved of
interest. He informed us that as regards trad-
ing policy there would be no question' of dump-
ing or undercutting . . . the ten-inch double-
sided records were to retail at 3s., or according
to market price. His company proposes erect-
ing a factory here within the next two years;
meantime up-to-date British music scores are
regularly dispatched to Berlin. Mr. Knight also
claimed for his company a new discovery in
recording sound, and in reproducing it, though
with the use of an ordinary sound box superior
tonal results would be obtained.
The foregoing represents the substance of
Mr. Knight's remarks, but in the absence of
supplies of Homophone products, we are unable
to make comment.
British Department of Overseas Trade
A definite advance has been made in the de-
velopment of trade overseas by the good offices
of the Department of Overseas Trade, 35 Old
Queen street, Westminster, London, S. W. 1.
Besides providing information in trade matters,
facilities are also provided for examining
samples of foreign production.
A French World's Market
A scheme to create an extensive market in
Paris to be called the "Paris Marche du
Monde," where producers and buyers of the
world may do business all the year round, is
exciting commercial circles. An extremely big
palace is aimed at, which will accommodate
5,000 firms. The estimate is that it will take
two years to build and that the cost will be
£6,500,000. The company has been formed by
private enterprise and all the directors are
Frenchmen.
With the backing of one of the most im-
portant French banking firms and also the fact
that the directors are wealthy enough to sub-
scribe the capital ten times over and are deter-
mined to make it a success, this wonderful en-
terprise seems certain to become a valuable fac-
tor in commerce. The scheme may be put on
an international footing eventually.
German Protest Against Limitation of Exports
Measures to limit exports by the German
Government have called for an objection and
protest by the German Trade Press. The Vogt-
Iandische Anzeiger objects to the steps taken
on the ground that the principal market is not
at home, but abroad. The case is very strongly
stated, in that musical instruments as articles
of export, being of relatively cheap raw material
but of a high price as a finished article, are just
the class of goods to increase the value of the
mark. The central bureau for the music in-
dustry to sanction exports, will also control
prices according to which the export duty should
be gauged. Caution is being urged in fixing
prices in fear of competitive measures being
adopted by "French" makers. The italics are
mine.
Brief Trade News Items of General Interest
It is generally conceded that the Association
of Gramophone and Musical Instrument Manu-
facturers and Wholesale Dealers has justified
its existence over and over again. During the
war period particularly, much good work has
been done of real benefit to the trade. But
I will not anticipate. The first annual dinner
of the Association is due March 8 at the
Frascati Restaurant, London, when doubtless
of its work we shall hear much of interest
The "His Master's Voice" Co. advises me of
an increase in the allowance for old and worn
records, as follows: Ten-inch, from 6d. to 8d.;
twelve-inch, from 9d. to Is. This arrangement
operates as from February 11 and until fur-
ther notice is sent out by this company.
A London firm has just introduced twQ good
selling novelties, i. e., albums (on the loose leaf
principle) for ten and twelve-inch records, and
a liquid for cleaning and reviving old records.
Both have been received favorably in trade
circles and big orders are the order of the day.
Another novelty recently introduced is a
gramophone automatic stop. Very simple in
construction and operation, it is the first of its
kind on the British market, which, by the way,
is very much neglected by gramophone novelty
and accessory manufacturers.
The Zonophone Co. advises a new exchange
scheme. An allowance of 6d. for ten-inch and
8d. for twelve-inch old or worn Zonophone rec-
ords is made, providing an order is given for
new records equal in quantity to those returned.
This works out at approximately Is per pound.
Messrs. J. E. Hough have advised dealers of
their willingness to pay in cash 8d. per pound for
all old gramophone record material. This ap-
plies to all records other than Columbia, Rena,
Regal and Phoenix.
For the first time since 1914 the Leipsig
Messe will be visited by British gramophone
men. The number is small. Sentiment keeps
many away, apart altogether from the rival at-
traction of the British Industries Fair. The
latter is in being from February 23 to March
5, inclusive, while the Leipsig show runs from
March 1 to 7, as far as the business side is con-
cerned. There will be the usual gramophone
exhibits, but lack of material and industrial
chaos is likely to preclude Germany from ex-
porting gramophone goods in quantity for many
a day to come. Only very small parcels are
coming through to London.
Considerable doubt must exist regarding the
veracity of a report published by one of the
daily press scribes to the effect that Germany is
(Continued on page 235)
GRAMOPHONES
Complete — Fittings — Sundries — Repair
Parts— Needles
Special Lines and Quotations for Export Trade
THE BRITISH POLYPHON CO.
Glasgow, Scotland 1, 2 and 3 NEWMAN STREET
27 Jamaica St. LONDON, W. 1, ENGLAND
March 15, 1920
THE TALKING MACHINE WORLD
235
Y
Double-Sided
Superb Needle Cut
"Lateral"
"POPULAR" RECORDS
LONDON'S LEADING VALUE!!!
"Pe^u^^Tw"} Bave Attracted Keen Overseas Houses
from SCANDINAVIA to PATAGONIA
AND THE PRINCIPAL
EAST and WEST MARKETS oi (he WORLD
IMPORTANT
We can give
customers their
own' design Labels for LARGE Parcels.
REMEMBER KS53 You Can Have CLOSE QUOTATIONS
For 5,000 Lots and up "Your Selection" or a Sample 1,000,
made up with "One Example" oi Every Catalogued Pairing.
Address: SOUND RECORDING CO., Ltd. CABLES "Grammavox"
EXPORT DEPT , 18-19 Swallow Street London
Piccadilly, London, England "QUOTATIONS CABLED FREE"
POINTS
Repertoire Approx 2,000 Titles — Covering
Superb Selection, Bands and Orchestrate
Lightning Shipments
Packing by Experts
Rock Quotations "Always"
F. O. B. London
We attend to all Insurances "if Requested"
to Buyers A/c
Our Shipping Services, this Side FREE
FROM OUR LONDON HEADQUARTERS — (Continued from page 234)
endeavoring to get records from this country
and the States, as their own stocks are low and
cannot be replenished because the copper matrices
were commandeered for munitions during the
war. As an offset to this, it may be stated that
the Germans are even offering to sell us records.
And so we are to have an "unwearable"
needle. There is the usual qualification. It is
only good for a couple of hundred playings.
Well, that's good enough. Herman Darewski
is, however, in the field with an actuality — the
famous Tonofone fifty-tune needle. That suits
us better than a myth.
At the Ideal Homes Exhibition, Olympia
Open during the best part of February, this ex-
hibition was mainly devoted to furniture, domes-
tic utensils, electric apparatus, besides which there
were to be seen a varied range of articles that
go to make the home ideal. In conformity with
the nature of the exhibition, one would expect
to find the musical instrument of primary im-
portance among the exhibits. Instead of which
there were but half a dozen firms represented.
Thousands visited the show daily, and this fine
opportunity to bring home to the masses the
value of musical enjoyment by modern con-
trivances was unfortunately neglected. The
pitch of perfection to which the gramophone
and the player-piano have attained to-day is
a matter for publicity. Here was the best
form of direct publicity — the people came to
listen and to buy. What a pity that so few
firms advantaged the trade at this exhibition.
Such a golden chance for propaganda work of
an educational nature! That policy entirely
smothers the plea one so often hears concern-
ing inability to supply. At least one firm — the
"His Master's Voice," was represented by a
good display of instruments, not because they
wanted orders— they do not, but it is sufficient
to say they believe in publicity all the time.
Tribute must be paid to the Aeolian Co., Ltd.,
for their truly magnificent stand, with its several
"period" audition rooms. The exhibits, cover-
ing a complete range of their musical goods,
included models of the Vocalion in cabinet and
period styles, the Weber piano, the Pianola
player, the self-governed pneumatic action Duo-
Art player, pipe organs, etc. W. Paget Smythe
told your representative that excellent orders
were being booked for near future delivery and
that the "prospective" work was really great.
Period Vocalions in Adam, Sheraton and Chip-
pendale, etc., were much in demand. There
was an increasing call for players, particularly
for the electric, and the foot-power Duo-Art
Pianola.
The Triumph-Auto Co. reported very satis-
factory business at their well arranged booth.
They were exhibiting the popular Triumph-Auto
player, with its unique control devices, and Co-
lumbia graphophones.
Some fine examples of British piano and
player instruments were to be seen at the stand
of John Strohmenger & Sons, Ltd.-
The well-known publishing house of Ascher-
berg, Hopwood & Crew, Ltd., built their stand
in the form of a cottage and christened it "The
Cottage Where Your Dreams Come True," after
the title of one of their many popular songs.
In the introduction of new numbers — songs,
waltzes and operatic selections, etc., the stand
was of good advantage, said J. W. Figg.
In a tastefully furnished glass-fronted salon,
Keith Prowse & Co. presented a fine- range of
Sonora models. At the time of my visit a
goodly audience, comfortably seated, was being
regaled with various records which evoked
much favorable comment, and, as I afterwards
learned from Julian Millest, many orders.
At the Bellaphone stand were to be seen a
good range of table-grands, cabinet, hornless
and portable models. In this case, too, I was
glad to learn that good orders had been booked.
And, last but not least, I had a chat with Mr.
Woolland at the stand of the Disque Cabinet
Co. Said he: "People are appreciating our
unique record filing cabinets to such an extent
that our entire output for 1920 is almost booked
up." This is pleasing information.
The Federated Board Dinner
The inaugural dinner of the Federated Board
of the Music Industries of Great Britain and
Ireland, which took place on Friday, January
20, was a gigantic success. Between four and
five hundred members of the music trades and
profession, truly representative of the British
Isles, were gathered together and demonstrated
in no mean manner the progressive spirit of
the age. Alexander Dow, to whom may be ac-
corded praise for his energies making possible
this Federation, was the chairman. As the presi-
dent of the Federated Board he said he would
do his best to carry the scheme of the Federa-
tion through to a successful issue. There are
in the Federation at the present moment six
•of the leading trade organizations of the music
industry of Great Britain, and the Federation
of Organ Builders has decided to join. The
only outstanding people were the publishers
and he hoped they would be in ere long. One
of the aims of the Board was to support the
musical efforts of municipal enterprise and to
foster musical culture in the elementary schools.
The Board did not wish to interfere with in-
dividual effort, but to be the friends and ser-
vants of all in the industry and profession. Lord
Howard de Walden, Viscount Burnham,, L.
Paish (of the Board of Trade Overseas Depart-
ment), Sir Henry Foster (president of the
Pianoforte Manufacturers' Association), Dr. Al-
len (principal of the Royal College of Music),
Percy Scholes, Sir Frederick Bridge, Sir
Charles V. Stanford, Sir Samuel Waring and
H. Gordon Selfridge all spoke in glowing terms
(Continued on page 236) ;
The Sound Box That Has Beaten the Band
An All British Production of the' Highest Grade; Marketed at Popular Prices
4 — Models Only— 4 Tr
Vernon Lockwood
Manufacturing Co., Ltd.
Export Quotations for Quantities at
Extraordinarily Low Prices.
LARGEST OUTPUT IN UNITED KINGDOM
76-78 CITY ROAD
LONDON, E. C. I.
HOME TRADE OUTPUT BOOKED UP FOR SEASON 1919-1920. WILL MAIL SAMPLE SET 4
MODELS B.C.E.F.(one only) TO ANY RECOGNIZED JOBBER ON RECEIPT DRAFT, $5 (DOLLARS)
236
THE TALKING MACHINE WORLD
March 15, 1920
FROM OUR LONDON HEADQUARTERS
{Continued from page 235)
of the work being undertaken, and it can be felt
that this function marks the stepping-stone to
great results.
The British Industries Fair
There are many sure signs of a larger meas-
ure being considered necessary for the adequate
development of trade, and not the least is the
reorganization of the British Board of Trade.
The British Industries Fair, this year organ-
ized as three fairs in one, is to be held from
February 23 to March 5, as already announced
in my previous notes, in London, Birmingham
and Glasgow. The Crystal Palace, as one of the
largest exhibition buildings in the world, is quite
properly the place for the London Fair and
here are to be found all the musical exhibits
for the United Kingdom. There is no doubt
but that the accumulation of interests centered
at the Crystal Palace will do much to foster the
rapid growth of the talking machine industry.
The enterprise of firms in our business will be
fully appreciated when I mention that two-
thirds of the exhibitors in the music section of
the fair are those engaged in the gramophone
industry. Taking them in alphabetical order
the exhibitors are as follows: Aston Cabinet
Co., Bellaphone Co., Ltd., British Gramophone
Motors, Ltd.. Cooper Bros., Ltd., Columbia
Graphophone Co., Ltd., Crairs & Stavridi, Cur-
wen, J. & Sons, Ltd., Disque Cabinet Co., Evans,
George & Co., Eccles, J. R., Hough, J. E., Ltd.,
Invicta Record Co., Ltd., L. E. Jaccard, Pathe
Freres, Pathephone, Ltd., Perophone, Ltd.,
(Lockwoods), Remoplec Trading Corp., Row-
hill Engineering Co., Samuel Bennett & Co.,
Sterno Manufacturing Co., Stroud, R. & Son,
Ltd.
HOLIDAYS THROUGHOUT THE WORLD
The Guaranty Trust Co., New York, has re-
cently issued a convenient cloth bound volume
listing all the bank and public holidays through-
out the world.. The listings are made under two
divisions, first in chronological order, and then
according to countries. The volume should
prove of distinct value, to those engaged in ex-
port trade, in the handling of contracts and
financial matters.
George W. Hopkins, general sales manager
of the Columbia Graphophone Co., left New
York recently for a vacation at Palm Beach, Fla.
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
Please State Your Requirements
REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
Cable Addrew "Lyrecodkc, London"
11
"PERFECT
POINTS"
BRITAIN'S BEST
Gramophone Needle
(Guaranteed made from High Carbon Steel)
IS MADE BY
W. R. STEEL, of REDDITCH,
Head Office and Works— QUEEN ST.
Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.
RESULT:
A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality
INQUIRIES SOLICITED
Special Quotations for Quantities
Manufacturer of all Kinds of Sewing Needles
THE PATHE FOR HARDWARE MEN
Buffalo Wholesale Hardware Co., Pathe Whole-
salers, Reprint Article on Timely Subject —
Exhibit at Convention of Hardware Men
March
'The Talking Ma-
for the Pathe Freres Phonograph Co. in this
city. The article, written by Courtney Harrison
originally for the Hardware Dealer's Magazine,
describes very forcefully the advantages of the
hardware dealer carrying a line of phonographs
as well. The article is not .theoretical, as it gives
unerous actual experiences of hardware dealers
who have been very
successful with phono-
graphs as part of their
merchandise. Earl B.
Dryden, manager of
the Pathe department
of the Buffalo Whole-
sale Hardware Co.,
planned a very interest-
ing exhibit of the
Pathe line for the
Hardware D e a 1 e r »'
Convention, which was
held recently at Syra-
cuse and which is
shown herewith. The
entire line of Pathe
phonographs was ex-
hibited, including the
new period models of
the Actuelle. The ex-
hibit proved very pop-
Pathe Exhibit at Hardware Dealers' Conventicn, Syracuse ujar a(- t]le convention
chine in the Hardware Store" is the subject of and was entirely profitable from the standpoint
a very interesting booklet issued by the Buffalo of the Buffalo Wholesale Hardware Co. as well
Wholesale Hardware Co., wholesale distributors as instructive to Pathe dealers.
AUSTRALIA.
Herbert G. Polyblank,
SYDNEY,
N.S.W.
BELGIUM.
P'. Carton,
Rue Karel Ooms, 11,
AN VERS.
ITALY.
G. Menaboni,
Via S. Sebastiano 2,
L1VORNO.
SPAIN.
Ernesto Verdu,
ALICANTE.
ENGLAND.
A. Waite ft Co., Ltd.,
15-iv Flgtrcc Lane,
SHEFFIELD.
Makch 15, 1920
THE TALKING MACHINE WORLD
237
LATEST PATENTS
RELATING
Washington, D. C, March 7.— Talking Machine.
Anton D. Anderson, Harrison, N. Y. Patent
No. 1,327,516. •
The present invention relates to new and use-
ful improvements in talking machines, and per-
tains more particularly to that type of machine
in which the talking machine per se is combined
with an article of furniture, as, for example,
a table.
In the accompanying drawings Figure 1 is a
top plan view showing the position of the parts
during the operation of removing and replacing
record tablets; Fig. 2 is an end elevation partly
broken away of the complete device; Fig. 3 is a
detail .sectional view.
Talking Machine. Frank L. Dyer, Montclair,
N. J. Patent No. 1,326,920.
This invention relates to various new and
useful improvements in talking machines, and
the object is to provide a talking machine in
the form of a table or stand lamp whereby its
identity will be concealed, without detracting
from its efficiency as a reproducer of sound.
The effect produced is that of a reasonably large
electric lamp having a substantial base and a
suitably ornamented translucent or semitrans-
parent shade.
With the improved phonograph the standard
of the lamp comprises the horn, or amplifier,
or at least a portion of -the same, and the horn
or amplifier opens into the base of the lamp,
the walls of which are suitably perforated to
allow the sounds to escape. The perforations
are preferably in the -form of some ornamental
open work pattern or design so as to make the
lamp artistically attractive. If desired the lamp
may be provided with supporting feet so as to
provide a space between the base and the table
upon which the lamp is supported, and when
these supporting feet are used the base may be
open at the bottom so that the sounds may
come out through the space between the base
and the table. When the latter expedient is
adopted the perforations in the walls of the
base may be omitted, or both suggestions may
be used — that is to say, the sounds from the horn
or amplifier may reach the auditor through
the perforations in the walls of the base and
through the s"pace between the base and the
table.
If it is desired to deflect the sounds from
the horn or amplifier in any particular direc-
tion, a deflector may be used connected with the
horn or amplifier and mounted within the base
nated with one or more electric lights sup-
ported within the shade. The upper part of
the shade incloses a chamber or receptacle in
which the turntable, sound box and tone arm
are mounted. Preferably the shade is divided
so that its upper part constitutes a lid which
may be raised to permit a new record to be
placed on the turntable, and lowered when
the record commences to play. The turntable
is operated in any suitable way, such as by a
spring motor or electric motor.
Figure 1 shows a vertical sectional view of
a talking machine, illustrating the present im-
provements in a very simple way, no attempt
being made to illustrate artistic details, but
only the barest outline of its mechanical con-
struction. Fig. 2 is a sectional view looking
downward, taken on the line 2 — 2 'of Fig. 1.
Gramophone, Phonograph and the Like. Jose
Hoffay, New York and South Kensington, Lon-
don, Eng. Patent No. 1,326,932.
This invention relates to improvements in or
connected with sound boxes for talking ma-
chines and comprises mounting a stylus lever on
a single rigid pivot in such manner as to
permit the stylus holder to partake of universal
rocking movement on the pivot point, apex or
head (hereinafter referred to as the pivot point.)
Figure 1 shows a front elevation partly in
section of a sound box having a stylus lever
mounted according to one form of the inven-
tion, and, for example, in a position suitable
for playing zig-zag records. Fig. 2 is a central
elevation at right angles to Fig. 1, parts being
from the tone arm travels upwardly to the horn.
Second, to provide an improved cabinet phono-
graph in which the turn table is mounted on a
supporting member to be adapted to be extended
or withdrawn from the cabinet, to facilitate the
operation of the machine.
Figure 1 is a front perspective view of a struc-
ture embodying the features of the invention.
Fig. 2 is a detail front perspective view with
the cabinet open and the supporting member
for the turn table, tone arm and motor in its
extended position. Fig. 3 is a detail side ele-
vation of the cabinet in vertical section, the
parts being broken away to better show the
structural details, the supporting member being
shown in its inner or retracted position. Fig. 4
is a detail side elevation of the parts shown in
Fig. 1, with the supporting member in its ex-
tended or outer position, parts being broken
omitted for the sake of clearness; Fig 3 is a
back elevation; Fig. 4 is a sectional plan on the
line 4 — 4, Fig. 1; Fig. 5 is a sectional elevation;
Fig. 6 a sectional plan; Fig. 7 a sectional eleva-
tion; Fig. 8 an elevation of the right hand lug
of the bracket 21, Fig. 1; Fig. 9 a part sectional
elevation of the left hand lug of the bracket
21, Fig. 1; of details on enlarged scales; Fig 10
is a front elevation partly in section of a modi-
fication; Fig. 11 is a plan of a detail; Fig. 12
so as to deflect the sounds toward any desired
point, and this deflector when used may be
adjustable so as to vary the direction in which
the sound will, be deflected.
The upper part of the lamp is provided with
a suitably ornamented shade made of some
translucent or semi-transparent material, such
as silk, paper or glass, and the lamp is illumi-
is a front elevation; Fig. 13 is a sectional eleva-
tion at right angles to Fig. 12; of another modi-
fication; Fig. 14 is a front elevation; Fig. 15 is
a section on the line 15—15 of Fig. 14; and Fig.
16 is a section on the line 16—16 of Fig. 15;
of another modification.
Cabinet Phonograph. Seward W. Hecox, .
Zeeland, Mich. Patent No. 1,324,311.
This invention relates to improvements in
cabinet phonographs. The main objects of this
invention are: First, to provide an improved
cabinet phonograph, in which the horn is dis-
posed above the reproducer so that the sound
away to show the structural details. Fig. 5 is
a detail horizontal section on a line correspond-
ing to line 5 — 5 of Fig. 3. Fig. 6 is a detail
side elevation showing a latch, or detent, for
the crank in its disengaged position.
Sound Reproducing Machine. Francesco Cir-
elli, Philadelphia, Pa. Patent No. 1,324,306.
One object of this invention is to provide a
sound reproducing machine which will give an
accurate and natural reproduction of sound.
Another object is to so construct the invention
that it can be made without the usual sound
amplifying horns or chambers and can be ap-
plied to any form of cabinet or supporting
structure.
Figure 1 is a side elevation of this improved
talking machine, a part of the cover and sup-
porting structure being broken away. Fig. 2
is a fragmentary elevation on a larger scale
than shown in Fig. 1, certain of the features
being illustrated in central vertical section. Fig.
3 is a sectional plan view taken on the line 3—3
of Fig. 2. Fig. 4 is a perspective view of cer-
tain of the elements of the invention. Fig. 5 is
a perspective view of a bearing member which
forms the pivotal support for the tone arm.
Fig. 6 is an enlarged fragmentary section taken
on the line 6 — 6 of Fig. 1.
Tone Control Device for Talk'ng Machines.
William H. Davis, Bronxville, and Frederick E.
Joss, Brooklyn, N. Y., assignors to the Lekto-
phone Co., Delaware. Patent No. 1,316,536.
This invention relates to tone control devices
for talking machines, and in particular for talk-
ing machines of the so-called Hopkins type,
(CoHtinu-ed on page 238)
238
THE TALKING MACHINE WORLD
March 15, 1920
LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 237)
wherein the vibrations of the stylus are trans-
mitted by a connecting device to a conical dia-
phragm of large area, the connecting device
comprising a rod or analogous element and a
stylus holder. The diaphragm referred to is
freely exposed to unconfined air and is so con-
structed and arranged as to take the place of
the usual sound box and of its associated horn
or similar amplifier.
simple and effective device by which a record
may be caused to repeat, or cause to be auto-
matically repeated any. given number of times.
In the drawings Figure 1 is a plan portion
of a talking machine embodying the present in-
vention. Fig. 2 is a sectional elevation. Fig.
3 is a perspective detail of the repeating mech-
anism. Fig. 4 is a side elevation showing a
detail of the end of the swinging rack. Fig. 5 is
The present invention aims, -therefore, to pro- an end elevation of the device shown in Fig. 4.
vide an effective means or device for acting upon
the transmission connection in the manner indi-
cated, such action being obtained, according to
the illustrated embodiment of the invention, by
disposing a pair of jaws on opposite sides of
the said connection so as to grip the latter
when moved toward each other, the operation
of the jaws being produced by a device which
is rotably mounted upon the support.
Figures 1 and 2 are, respectively, a vertical
and a horizontal fragmental longitudinal sec-
tional view showing the application of the in-
vention to the supporting bar of a Hopkins-type
machine. Fig. 3 is a transverse section, taken
on line 3 — 3, Fig 1. Fig. 4. is an end view of the
main operating element. Fig. 5 is a perspective
view of one of the jaws, and Figs. 6 and 7 are
detail views of certain adjuncts of the clamping
jaws.
Patent No. 1,316,537 has also been granted to
above parties for expansion of tone control
principle.
Sound Controller. Wm. A. Sommerhof, Erie,
Pa. Patent No. 1,327,118.
One of the objects of this invention is to
provide a sound controller that can be applied
to all makes of phonographs and which, though
made of straight panels, will conceal the interior
of the sound chamber or amplifier and, at the
same time, allow a uniform dispersement of
the sound waves thereby to thoroughly blend
the loud and the feeble sounds and produce a
volume of sound that is uniform throughout the
area of the outlet. Another object is to provide
a dust proof closure void of ledges or the
like on which dust can accumulate.
Figure 1 is a transverse section through a por-
tion of a phonograph cabinet and showing the
sound controller in rear elevation. Fig 2 is a
section on line 2—2, Fig 1. Fig. 3 is a front
elevation of the controller. Fig. 4 is a section
on line 4 — 4, Fig. 2.
Repeating Device for Talking Machines.
Alexander Fraser, Rrenfrew, Ontario, Canada.
Patent No. 1,327,816.
This invention relates to improvements in a
repeating device for talking machines, particu-
larly machines of the so-called Edison type, in
which the tone horn extends below the records
and swings about a pivot at its forward end, and
the objects of the invention are to provide a
Fig. 6 is a perspective detail of one of the re-
peating levers. Fig. 7 is a plan view, showing
a detail of the device for stopping the ma-
chine after the record has been repeated a given
number of times.
Talking Machine. Francois J. A. Pratte,
Montreal, Quebec. Patent No. 1,327,776.
The present invention relates to improvements
in talking machines and consists particularly ;n
the provision of two sound amplifiers arranged
substantially at right angles to each other, one
opening through the front of the casing of the
machine in the usual way, while the other pro-
jects downward and opens through the bottom
of the casing. Means are also provided to
alternate from one sound amplifier to the other.
The invention further consists in the adddition
of a sound board adjacent said sound amplifiers
and so connected thereto as to increase or am-
plify the resonance of the instrument.
The object of the invention is to provide a
talking machine in which the vibrations may be
heard directly from the sound amplifier through
the usual opening in the front of the machine,
or indirectly from the downwardly projecting
sound ' amplifier. It may be noted that there
will be a considerable difference in. the intensity
of the tone. The vibrations coming indirectly
will naturally strike the floor, and the conse-
quence will be that of modulating or diminish-
ing the tone, as if it was heard from a distance,
without, of course, altering the clearness or
limpidity of the tone.
A further object of the invention is to pro-
vide a resonant or vibrating member, commonly
caled "sound board," to increase the resonance
as well as to prevent the vibrations from being
abruptly interrupted, as often happens in high
notes, particularly vocal notes.
In the drawings Figure 1 is a vertical section
of the improved talking machine. Fig. 2 is a
side elevation of the talking machine, illustra-
ting the device for manipulating the tone con-
trolling means. Fig. 3 is an enlarged perspec-
tive view of a portion of the two sound ampli-
fiers and their connecting means. Fig. 4 is an
enlarged perspective view of the movable block
provided for directing the vibrations from one
sound amplifier to the other.
Cover Support. Burr B. Blood, Chicago, 111.,
assignor of one-half to Geo. Heidman and one-
half to Norman A. Street, same place. Patent
No. 1,327,978.
This invention relates more particularly to a
support for the cover of a talking machine
cabinet and has for its object the provision of a
construction which will automatically assume a
supporting position when the cover or lid of
the cabinet has been raised or tilted.
A further object is to provide a construction
which will readily yield to a predetermined
amount of pressure on the cover or lid when
it is desired to lower or return the latter to
a closed position; the support thereby being
moved into a non-supporting position which will
not interfere with the cover or lid remaining
properly closed.
Another object is to provide a construction
whereby the movement or return of the cover
or lid to closed position may be caused with-
out the sudden dropping of the cover or lid
from a point prior to a complete closing.
Figure 1 is a vertical sectional view of the
upper part and lid or' cover of a phonograph
cabinet with improved cover support shown in
elevation and the cover or lid and support
shown in full lines in closed position and in
dotted lines in raised or open position. Fig.
7 gf_\
IS
-■a
2 is a detail view, in perspective, of the cover
support shown in Fig. 1. Fig. 3 is a vertical
sectional view of a portion of the upper part
of a phonograph cabinet and portion of the lid
or cover, provided with a modified form of the
cover support, which is shown in side eleva- .
tion, the cover or lid and support being shown
in closed position in full lines and in raised or
opened position in dotted lines.
Support. Adolph A. Schneier, College Point,
N. Y. Patent No. 1,329,552.
The present invention has reference to a
means for supporting a swinging member angu-
larly with respect to a stationary member to
which the said swinging member is hinged, and
the object of the invention is to produce an
automatic device of this character.
Figure 1 is a view showing the cover of a
phonograph supported in accordance with this
invention. Fig. 2 is a perspective view of the
lever and the elements connected therewith.
Fig. 3 is a perspective view of the latch plate.
Fig. 4 is a detail view, partly in elevation and
partly in section, showing the arrangement of
parts when the cover is closed. Fig. 5 is a
similar view, showing the arrangement of parts
when the lever is passed through the slot in
the guide element to bring the directing element
on the said lever in contacting engagement with
the under face of the latch plate. Fig. 6 is a
similar view, showing the arrangement of parts
when the lever has been moved by engagement
of the guide element thereon to bring the hook
on the said lever into the notch in the latch
plate. Fig. 7 is a similar view, showing the ar-
rangement of parts when the lever has been
moved to engage with the latch plate to bring
the spring dog carried by the lever in alignment
with the transverse notch that communicates
with the slot in the latch plate, to permit of
the cover being brought to closed position.
LESLEY'S
PATCHING VARNISH
Dries in 10 seconds, flows without showing the lap. With
it damaged varnish can be repaired invisibly. Price now
1 pint $1: 1 quart $1.90. Complete repair outfit, $3.50.
F. O. B. Indianapolis, Ind.
LESLEY'S CHEMICAL COMPANY
Indianapolis, Indiana
March 15, 1920
rHE TALKING MACHINE WORLD
239
^RECORD
April, 1920
VICTOR TALKING MACHINE CO.
VOCAL RECORDS
45174 Sweet and Low Elsie Baker 10
A Southern Lullaby Elsie Baker
FIRST RECORD BY A NEW VICTOR ARTIST
45176 Irene (from the Musical Comedy, "Irene").
Edith Day 10
Alice Blue Gown (from the Musical Comedy,
"Irene") Edith Day 10
45175 Christ in Flanders Lambert Murphy 10
There Is No Death Lambert Murphy 10
18652 I'll See You in C-U-B-A Billy Murray 10
That's Worth While Waiting For.. Billy Murray 10
18653 Buddha Peerless Quartet 10
Let Me Dream Sterling Trio 10
DANCE RECORDS
18650 In Your Arms — Medley Fox-trot.
Selvi's Novelty Orchestra 10
That Naughty Waltz.
Joseph C. Smith's Orchestra 10
18651 Venetian Moon — Fox-trot (Saxophone, Xylo-
phone, Piano) All Star Trio 10
Swanee — One-step AH Star Trio 10
18654 Bo-La-Bo— Fox-trot,
Paul Biese and His Novelty Orchestra 10
Harem Life — Fox-trot.
Paul Biese and His Novelty Orchestra 10
RED SEAL RECORDS
Frances Alda, Soprano
64859 If You Could Care (from "As You Were").
Wimperis-Darewski 10
Enrico Caruso, Tenor — In Italian
88615 Camipane a sera (Ave Maria) Billi-Malfetti 12
Geraldine Farrar, Soprano — Giuseppe De Luca,
Baritone — In Italian
87568 Zaza— II Baccio (The Kiss) Leoncavallo 10
Flonzaley Quartet
( Adolf o Betti, First Violin; Alfred Pochon, Second Violin;
Louis Bailly, Viola; Iwan d'Archambeau, 'Cello.)
74611 Quartet in F Major — Lento ("American" Quar-
tet) Dvorak 12
Jascha Heifetz, Violinist
(Pianoforte by Andre Benoist)
64856 Minuet Porpora-Kreisler 10
Fritz Kreisler, Violinist
64857 Gypsy Serenade (Serenade du Tsigane).
Valdez 10
John McCormack, Tenor
64860 Your Eyes Have Told Me So.
Kahn-Van Alstyne-Blaufuss 10
Ernestine Schumann-Heink, Contralto
87307 In the Sweet Bye and Bye Bennett- Webster 10
Reinald Werrenrath, Baritone — In French
74610 Herodiade — Vision Fugitive (Fleeting Vision).
Massenet 12
Renato Zanelli, Baritone — In Spanish
64858 Los Ojos NegroS (Black Eyes)..F. M. Alvarez 10
A2853
COLUMBIA GRAPHOPHONE CO.
78846 Barcarolle from "Tales of Hoffmann" — Soprano *
and Contralto Duet,
Rosa and Carmela Ponselle
49611 Rigoletto. Tutte le Feste Al Tempio (As On
Festal Days I Went) — Soprano and Baritone
Duet Barrientos and Stracciari
A6140 Orpheus in Hades (Orfee Aux Enfers) — Over-
ture. Part I .. Cincinnati Symphony Orchestra
Orpheus in Hades (Orfee Aux Enfers)— Over-
ture. Part II. .Cincinnati Symphony Orchestra
A2875 Mah Lindy Lou — Baritone Solo... Oscar Seagle
Sorter Miss You — Baritone Solo. ..Oscar Seagle
POPULAR SONGS
(See Mid-month List for Other Popular Hits)
A2852 Oh! How I Laugh When I Think That I Cried
Over You — Comedienne Nora Bayes
Snoops, the Lawyer — Comedienne . .Nora Bayes
A6142 — Vocal Gems From "Buddies,"
Columbia Light Opera Company
Intro.: 1. My Buddies. 2. Please Learn to
Love. 3. Darling I. 4. To Be Together
Is the Thing. 5. Twilight. 6. Hullo, Home!
Vocal Gems From "Irene,"
Columbia Light Opera Company
Intro.: 1. The Last Part of Ev'ry Party. 2.
Alice Blue Gown. 3. Irene. 4. Castle oi
Dreams 5. Sky Rocket.
A2865 Why Did You Do It?— Tenor Solo,
Jack Kaufman
Oh! Mother, I'm Wild— Tenor Solo,
Jack Kaufman
A2867 Some Day You'll Know— Tenor Solo,
Henry Burr
Down In My Heart — Tenor Solo,
Chas. Harrison
A2866 Comrades — Tenor Duet. .. .Campbell and Burr
Sweethearts — Soprano and Tenor Duet,
Gladys Rice and Chas. Harrison
NOVELTY RECORDS
E4506 Chinese One-step. Part 1.... Chinese Orchestra
Chinese One-step. Part 2.... Chinese Orchestra
OTHER NOVELTIES— BIRD CALLS
A2860 Bird Calls — An Evening in Birdland.
Bird imitations by Edward Avis
(Robin, Veery, Wood Thrush, Cricket, Whip-
poor-will.)
Bird Calls — Birdland Melodies.
- Bird imitations by Edward Avis
(Baltimore Oriole, Cardinal Grossbeak, Rose-
breasted Grossbeak, Robin, Brown Thrasher,
Carolina Wren.)
A2856 Hawaiian Hours With You — Waltz — Hawaiian
Guitar Duet.... Carl Seville and Jack Geddes 10
Cinderella — Fox-trot — Hawaiian Guitar Duet,
Carl Seville ad Jack Geddes 10
FAVORITE REVIVAL HYMNS
A2873 When the Roll Is Called Up Yonder,
Earl F. Wilde, Evangelist 10
Softly and Tenderly. .Earl F. Wilde, Evangelist 10
A2854 Uncle Josh in a Cafeteria,
Cal Stewart (Uncle Josh) Comedian 10
Uncle Josh and the Sailor,
Cal Stewart (Uncle Josh) Comedian 10
A2859 Back Home on the Farm — Recitation,
Golden and Hughes 10
Fishing and Drinking. ... Golden and Hughes 10
A2855 A Cat-Astrophe '.Columbia Orchestra 10
Slim Trombone - Columbia Band 10
10
12
12
10
in
10
10
A6139
A2858
A2874
A2861
A6141
A2862
A2863
78686
A2857
A2864
Hear Dem Bells,
Harry C. Browne and Peerless Quartet
Baritone Solo and Male Quartet. Orchestra
Banjo Accompaniment.
Keemo Kimo,
Harry C. Browne and Peerless Quartet
Baritone Solo and Male Quartet. Orchestra
Banjo Accompaniment.
DANCE RECORDS
(See Mid-month List for Other Dances.)
My Isle of Golden Dreams — Medley Waltz,
Columbia Orchestra
Intro.: Your Eyes Have Told Me So.
The Naughty Waltz — Medley Waltz,
Columbia Orchestra
Intro.: Golden Hours. Incidental Chorus
by Campbell and Burr.
Cairo — One-Step Art Hickman's Orchestra
Rose Room — Fox-trot. .Art Hickman's Orchestra
Apple Blossoms, Waltz,
Prince's Dance Orchestra
Intro.: 1. You Are Free. 2. Brothers.
Old Fashioned Garden — Medley One-step,
Prince's Dance Orchestra
Intro.: Peter Piper from "Hitchy-Koo 1919."
The Mid-Month Records
Chloe Al Jolson
Was There Ever a Pal Like You... Henry Burr
Elder Eatmore's Sermon on Throwing Stones,
Bert Williams, Comedian
Elder Eatmore's Sermon on Generosity,
Bert Williams, Comedian
POPULAR SONGS
You're a Million Miles From Nowhere When
You're One Little Mile From Home,
Fred Hughes, Tenor
Once Upon A Time from "The Magic Melody,"
Fred Hughes, Tenor
All That I Want Is You... Henry Burr, Tenor
When the Harvest Moon Is Shining,
Lewis James, Tenor
Dear Little Boy of Mine,
Riccardo Stracciari, Baritone
DANCE RECORDS
Wond'ring — Fox-trot Ted Lewis Jazz Band
You Can't Get Lovin' Where There Ain't Any
Love — Medley Fox-trot,
Louisiana Five Jazz Orchestra
Intro. : Tip-Tip Tippy Canoe. Incidental
Chorus by Billy Murray.
Just Like the Rose — Fox-trot. . Paul Biese Trio
Intro.: In Siam. Saxophone, Banjo and
Piano Trio.
When You're Alone — Fox-trot. .Paul Biese Trio
Intro.: The Great American. Saxophone,
Banjo and Piano Trio.
AEOLIAN CO.
STANDARD SELECTIONS
30100 Values (Vanderpool) . Soprano, Vocalion orch.
accomp Florence Easton
24003 Annie Laurie (Scott). Duet, Vocalion orch.
accomp Sara and Nellie Kouns
The Kiss (Arditi). Soprano, Vocalion orch.
accomp Nellie Kouns
14032 Ma Little Sunflower, Good-night (Vanderpool).
Baritone, Vocalion orch. accomp.,
James Stanley
Sunrise and You (Penn). Baritone, Vocalion
orch. accomp .James Stanley
SACRED SELECTIONS
14033 Brighten the Corner Where You Are (Gabriel).
Baritone, Vocalion orch. accomp.,
Homer Rodeheaver
I'm Coming Home, Mother's Prayers Have Fol-
lowed Me (deArmond-Ackley) . Baritone, Vo-
calion orch. accomp Homer Rodeheaver
INSTRUMENTAL SELECTIONS
14034 A May Morning (Denza). Violin, 'Cello and
Piano Played by Adler's Trio
A Madrigal of May — from "The Jest" (Maurice
Mitke). Violin, 'Cello and Piano,
Played by Adler's Trio
POPULAR SELECTIONS
14035 When My Baby Smiles at Me (Munro-Klapholz).
Orch. accomp.,
Billy Murray and Rachel Grant
I'll See You in C-U-B-A (Berlin). Orch.
accomp - Billy Murray
14036 I'm Always Falling in Love With the Other
Fellow's Girl (Myer & Millinger). OtcIi.
accomp Samuel Aslh
By the Honeysuckle Vine (deSylva-Jolson) .
O'rch. accomp Ernest Hare
14037 Daddy You've Been a Mother to Me (Fisher).
Orch. accomp Henry Burr
14037 Rose of Virginia (Caddigan & Storey). Orch.
accomp Burr and Meyers
14038 All the Boys Love Mary (Gus Van and Joe
Schenck). Orch. accomp Billy Murray
Oh Mother, I'm Wild (Jones). O'rch. accomp.,
Billy Jones
NOVELTY SELECTIONS
14039 Cohen Talks About the Ladies (Silver).
Monroe Silver
Abraham (Gottler). Orch. accomp.,
Monroe Silver
14040 Afghanistan — Asiatic Fox-trot (Willander & Don-
nelly) ...Played by All Star Trio
Hold Me — Fox-trot (Hickman-Black).
Played by All Star Trio
14041 Oh By Jingo — One-step (Von Tilzer).
Played by Harry A. Kerkes' Dance Orchestra
Shake Your Little Shoulder — -Introd. Dixieland
is Happyland — Fox-trot (Rosemont).
Played by Harry A. Yerkes' Dance Orchestra
April Mid-Month List
POPULAR SELECTIONS
14042 Alice Blue Gown, from "Irene O'Dare"
(Tierney). Orch. accomp. .Marion Evelyn Cox
Someone Like You, from "Angel Face" (Her-
bert). Orch. accomp Nanette
14043 What a Day That'll Be (Jess Feiber).
accomp Ernest
Oh How I Laugh When I Think How I
About You (Turk-Jessel and White),
accomp Billy
14044 Ching-a-ling Jazz Bazaar (Bridges).
accomp Shannon
Hawaiian Love (Terriss & Bridges),
accomp Charles Hart and Elliot
10
10
12
12
10
10
10
10
10
10
12
12
10
10
10
10
10
10
10
10
10
Flack
Orch."
Hare
Cried
Orch.
Jones
Orch.
Four
Orch.
Shaw
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10.
10
10
10
10
10
10
10
10
10
10
14054 She's Just Like Sal (Schuster). Orch. ac-
comp Sterling Trio
Oh My Lady (Perkins). Orch. accomp.,
Sterling Trio
DANCE SELECTIONS
14046 Somebody (Little-Stanley-Deltori) — Olie-step,
Murray's Melody Men
I Like to Do It — Fox-trot (Byron Gay),
Murray's Melody Men
14047 Railroad Blues (Roberts) — Fox-trot Novelty Five
14047 Good-Night Boat, from "The Night Boat" (Kerr),
Fox -trot Novelty Five
10
10
10
10
10
10
83076
83086
82180
82183
82184
82185
80400
80429
80516
80517
80518
50417
50630
50631
50632
50633
50634
50626
50637
50638
50639
EDISON RE-CREATIONS
Last Rose of Summer — Martha (Von Flotow).
Soprano Marie Rappold
O, Divine Redeemer! (Gounod). Soprano,
Marie Rappold
Jean (Spross) and Robin, Robin Sing' Me a
Song (Spross). Soprano Anna Case
Lithuanian Song (Chopin). Soprano ....Anna Case
0 mio Fernando (Oh! My Fernando) — La
Favorita (Donizetti). Contralto, in Italian,
Cyrena Van Gordon
Stride la vampa (Fierce Flames Are Soaring) — ■
II Trovatore (Verdi). Contralto, in Italian,
Cyrena Van Gordon
Funiculi-Funicula (Denza). Tenor and Chorus,
in Italian Guido Ciccolini and Chorus
In questo suolo (In This Bower of Roses) —
La Favorita (Donizetti). Contralto and Bari-
tone, in Italian,
Carolina Lazzari and Mario Laurenti
Drink to Me Only With Thine Eyes (Old Eng-
lish Air, Arr. by Quilter). Violin,
Alhert Spalding
Serenade (Pierne). Violin Albert Spalding
He Giveth His Beloved Sleep (Abt). Bass-
Baritone Arthur Middleton
Tell Me the Old, Old Story (Doane). Bass-
Baritone Arthur Middleton
Blackbird's Song (Scott); and Songs My Mother
Taught Me (Dvorak). Soprano. .. .Stella Power
Una voce pooo fa (A Little Voice I Hear) — II
Barbiere di Siviglia (Rossini). Soprano, in
Italian 1 Stella Power
Anitra's Dance — Peer Gynt Suite, No. 1 (Grieg) ;
and At the Brook (De Boisdeffre). Violin,
Violoncello and Piano Cherniavsky Trio
Spring Song (Mendelssohn). Violin, Violon-
cello and Piano Cherniavsky Trio
Echo (Kohler). Flute and Cornet,
Weyert A. Moor and Pierto Capodiferro
Nocturne (Tschaikowsky). Violoncello,^
Vladimir Dubinsky
Beyond the Smiling and the Weeping (Stebbins).
Tenor and Baritone. .Charles Hart and Elliott Shaw
Favorite Hymns of'Fanny Crosby, No. 1, Mixed
Voices Calvary Choir
Saul Overture, Part 1 (Bazzini),
American Symphony Orchestra
Saul Overture* Part 2 (Bazzini),
American Symphony Orchestra
Three Bears (Brooks). A Bed-Time Story,
Edna Bailey
Three Billy Goats "Gruff." A Bed-Time Story,
Edna Bailey
Blacksmith and the Bird (Belmont). Whistling,
Joe Belmont
I'm Dreaming of You (Barton). Yodel;
Ward Barton
1 Love to Be a Sailor (H. Lauder) .... Glen Ellison
We'll AH Go Home the Same Way (H. Lauder),
Glen Ellison
Rainy Day Blues — Fox-trot (Wassauer),
Yerkes Saxophone Sextet
Who Wants a Baby? — Fox-trot (Introducing
"I'm Waiting For Ships That Never Come
In"; (Olman) .... Lenzberg's Riverside Orchestra
Home Thai's In My Memory (Stonaker). Tenor,
Lewis James
In the Shadow of the Pines (Lang). Tenor
and Baritone Charles Hart and Elliott Shaw
A Bullfrog Am No Nightingale (Ethiopian
Oddity) (Schleiffarth). Bass,
Ernest Hare and Male Chorus
He Went in Like a Lion and Came Out Like
a Lamb (H. Von Tilzer) Al Bernard
"DARDANELLA" SPECIAL RE-CREATIONS
Molly Malone (My Own) — Passing Show of
1919 (Schonberg). Tenor Charles Hart
Nobody Knows (And Nobody Seems to Care)
(Berlin). Contralto Louise Terrell
Dardanella — Fox-trot (Bernard-Black) for Danc-
ing Harry Raderman's Jazz Orchestra
Make That Trombone Laugh — Fox-trot (Scharf),
for Dancing. ... Harry Raderman's Tazz Orchestra
Sahara (We'll ' Soon Be Dry Like You)
(Schwartz) Billy Murray
You'd Be Surprised (Berlin) Billy Murray
Little Girls, Good-Bye — Apple Blossoms (Jacobi).
Tenor Lewis James and Chorus of Men
You Are Free — Apple Blossoms (Jacobi). So-
prano and Tenor,
Betsy Lane Shepherd and Lewis James
29048
29049
3944
3945
3946
3947
3948
3949
3950
3951
EDISON AMBEROL RECORDS
ROYAL PURPLE RECORDS
O, Divine Redeemer! (Gounod). Soprano,
Marie Rappold
Vien Leonora (Leonora, Spurn Not My Love).
— La Favorita (Donizetti). Baritone, in
Italian Taurino Parvis
REGULAR LIST
Who Wants a Baby?. Fox-trot (Intro. "I'm
Waiting for Ships That Never Come In")
(O'lman) Lenzberg's Riverside Orchestra
Molly Malone (My Own). Passing Show of 1919
(Schonberg). Tenor, orch. accomp, .Charles Hart
Backyard Conversation Between Mrs. Reilly and
Mrs. Finnegan Ada Jones and Steve Porter
Lisztiana March (Chiaffarelli) Conway's Band
Shall We Meet? (Rice). Baritone and tenor,
Vernon Archibald and Lewis James
Chasm' the Blues (Piantadosi) Al Bernard
Sweet and Low. Waltz (Intro. "Lonesome —
That's AH") Tuxedo Dance Orchestra
Nightingale Song (Wilson). Yodel spng,
Frank M: Kamplain
(Continued on page 240)
240
THE TALKING MACHINE WORLD
March 15, 1920
ADVANCE RECORD BULLETINS FOR APRIL— (Continued fiom page 239)
3952
3953
3954
3955
3956
3957
3958
3959
3960
3961
3962
3963
3964
3965
3966
2/190
27191
Lucille. Fox-trot (Wadsworth-Arden). Saxo-
phone, Xylophone and Piano, for dancing.
All Star Trio
Sahara (We'll Soon Be Dry Like You)
(Schwartz) Billy Murray
Pretty Little Rainbow. Waltz (Plunkett),
Lenzberg's Riverside Orchestra
Let the Rest of the World Go By (Ball). Con-
tralto and tenor,
Marion Evelyn Cox and Harvey Hindermyer
Leaf By Leaf the Roses Fall (Bishop). Bari-
tone and tenor, Vernon Archibald and Lewis James
A Matrimonial Mixup. Negro sketch,
Billy Golden and Joe Hugjies
Little Girls, Good Bye — Apple Blossoms (Jacobi).
Tenor Lewis James and Chorus of Men
The Mighty Deep (Jude). Bass Wilfred Gienn
Linger Longer, Letty (Goodman). Contralto
and baritone. .. .Helen Clark and Joseph Phillips
It's the Smart Little Feller Who Stocked Up
His Cellar That's Getting the Beautiful Girls
(Ager) Maurice Burkhart
Dixie Lullaby (Dixon). Soprano, mezzo-soprano
and contralto Homestead Trio
Sunny Weather Friends (Kendis-Brockman ) .
Tenor Harvey Hindermyer
You'd Be Surprised (Berlin) Billy Murray
Dardanella. Fox-trot (Bernard-Black) for danc-
ing Harry Raderman's Jazz Orchestra
Make That Trombone Laugh. Fox-trot (Scharf)
for dancing. ... Harry Raderman's Jazz Orchestra
FRENCH RECORDS
Demain qui n'est jamais venu (To-morrow
Never Comes) (Popy-Piccolini). Baritone,
Hector Pellerin
J'aime une Brune (Christine). Baritone,
Hector Pellerin
PATHE FRERES PHONOGRAPH CO.
POPULAR SUPPLEMENT NO. 31
VOCAL
22301 Pickaninny Blues (Frost-Klickman). Tenor.
Lewis James
Brazilian Chimes (Kendid-Brockman-Hager).
Orpheus Trio
22302 When My Baby Smiles (Berlin). Baritone.
Ernest Hare
The Irish Were Egyptians Long Ago (Bryan-
Smith). Tenor Billy Murrav
22303 Was There Ever A Pal Like You (Berlin).
Tenor Henry Burr
Alice Blue Gown, from "Irene" (McCarthy-
Tierney). Contralto Marion Evelyn Cox
22304 That Wonderful Kid From Madrid (MacDonald-
Osborn). Soprano Patricola
I'll Dance My Way Back To Dixieland (Clarke-
Baskette). Soprano Patricola
22305 You're A Million Miles From .Nowhere (Lewis-
Young-Donaldson). Tenor Sam Ash
When The Harvest Moon Is Shining (Sterling-
Yon Tilzer). Tenor Duet.
Lewis James and Charles Hart
22307 I Am Waiting For To-morrow To Come (Davis-
Hawelka-Prival). Tenor ......Edward Kane
Everyone Is Meant For Someone (Kalmar-Ruby-
Rubini-Santaella). Tenor Duet.
Campbell and Burr
22318 I Never Knew I Had A Wonderful Wife (Until
The Town Went Dry) (Brown-Yon Tilzer).
Tenor Eddie Cantor
When It Comes To Loving The Girls I'm Away
Ahead Of The Times (Kissen-Burns-Glogau).
Tenor Eddie Cantor
22319 You Said It (Kalmar-Cox-Santley). Baritone,
Ernest Hare
Oh, Mother, I'm Wild (Johnson-Pease-Nelson).
Tenor Billy Jones
22322 I'll See You In C-U-B-A (Berlin). Tenor.
Billy Murrav
Oh! How I Laugh When I Think How I Cried
.About You (Turk-Jessel-White). Tenor.
Billy Tones
DANCE
22308 Linger Longer Letty, from "Linger Longer
Letty" (Goodman). Medley Fox-trot, intro-
ducing "Climbing The Ladder Of Love."
Tuxedo Syncopaters
In And Out (Samuels). One-step.
Tuxedo Syncopaters
22309 Irene O'Dare, from "Irene" (Tierney). Medley
Fox-trot, introducing "The Last Part Of The
Party" Joseph Samuels' Orchestra
That Naughty Walrz (Levy). Waltz.
Joseph Samuels' Orchestra
22310 Little Girls, Good-Bye, from "Apple Blossoms"
(Jacobi). One-step. .. Tacobs' Dance Orchestra
What a Day That'll Be (Ferber). Medley Fox-
trot, introducing "You Cannot Make Your
Shimmy Shake On Tea."
Jacobs' Dance Orchestra
22299 Who Wants A Baby (Yellen-Olman). Medley
Fox-trot, introducing "I'm Waiting For Ships
That Never Come In."
Rudy Wiedoeft's Californians
Blues My Naugthy Sweetie Gives To Me (Mc-
Carron-Morgan). Medley.
Rudy Wiedoeft's Californians.
22320 Afghanistan (Wilander-Donnelly). Fox-trot.
Tuxedo Syncopaters
When My Baby Smiles At Me (Munro). Fox-
trot Tuxedo Syncopaters
22323 Alexandria, from "Aphrodite" (Goetzl). Fox-
trot Nicholas Orlando's Orchestra
When You're Alone (Spencer-West). Fox-trot.
Nicholas Orlando's Orchestra
22300 Under The Honeymoon (Hanlcy-King-Pinkard).
Medley Fox trot, introducing "Wonderful Pal."
The Saxo-Piano Phiends
In The [.and of Rice and Tea (Straight-Bicse).
Fox-trot The Saxo-Piano Phiends
HAWAIIAN
22293 In Shadowland (Stanley Bros.) (II. J. Clarke-
Steele Guitar).
Royal Waikiki Hawaiian Orchestra
'Rings (Sullivan-Handman). (II. J. Clarke-Steele
Guitar) .... Royal Waikiki Hawaiian Orchestra
REGULAR APRIL PATHE LIST
OPERATIC VOCAL RECORDS
5402 Gianni Schicchi (Forzano-Puccini) "O Mio Bab-
bino Caro" (Oil My Beloved Babv). In
Italian. Soprano Claudia Muzio
6u082 La Procession (Franck) In French. Soprano.
Yvonne Gall
Manon (Massenet) "Gavotte." Soprano and
Chorus Yvonne Gall
60083 The Pearl Fishers (Bizet) "nil Tempio al lim-
itar" (In The Depths Of The Temple).
Charles Fontaine, Tenor; Jean Note, Baritone
William Tell (Rossini) "Ah. Mathildc io t'amo e
amort" (I Love Thee, Mathildc).
Charles Fontaine, Tenor; Jean Note, Baritone
1"
10
10
10
10
1"
10
10
10
10
10
10
10
10
12
12
12
XEW BAND AND ORCHESTRA RECORDS
40195 Dance Macabre (St. Saens).
Pathe Military Band of France 12
Pomp And Circumstance (Elgar).
Pathe Military Band of France 12
40196 Lohengrin (Wagner) "Introduction To Act III."
Versailles Military Band 12
Lohengrin (Wagner) "Bridal Chorus."
Versailles Military Band 12
22274 The Merry Wives Of Windsor (Nicolai) Over-
ture, Part 1. .. .National Symphony Orchestra 10
The Merry \\ ives Of Windsor (Nicolai) Over-
ture. Part 2. .. .National Symphony Orchestra 10
22275 La Gitaha (Bucalossi) Waltz.
Native Brazilian Orchestra 10
Estudiantina (Waldteufel) Waltz.
Native Brazilian Orchestra 10
STANDARD SONGS SUNG IX ENGLISH
59085 Home To You Ireland (Hewitt). Mezzo-Soprano.
Eleonora de Cisneros 12
Kathleen Mavourneen (Crouch). Mezzo-Soprano.
Eleonora de Cisneros 12
2503S Macushla (Rowe-MacMurrough). Tenor.
Ernest Davis. 10
My Wild Irish Rose (Olcott). Tenor.
Ernest Davis. 10
22251 Carry Me Back To Old Virginny (J. Bland).
Rosalie Miller, Soprano and Shannon Four
Male Quartet 10
Ben Bolt (Kneass). Soprano. .. .Rosalie Miller 10
2503" Life's Paradise (Mary Brown). Contralto.
Alma Beck 10
Night Is For Loving And Dreaming (Tate).
Contralto Alma Beck '10
22272 Little Tommy Went Fishing (Macy).
Victory Four, Male Quartet 10
A Catastrophe (Sheldon-Sprague).
Victory Four, Male Quartet 10
NEW INSTRUMEN 1 AL RECORDS-
D90S6 Etude In F Sharp Major (Arensky) and Shadow
Dance (MacDowell). Piano Solo.
Mme. Ethel Leginska 12
Winter Wind Etude, Op. 25 (Chopin). Piano
Solo Mme. Ethel Leginska 12
22276 Chromatic Fox-trot (Green). Xylophone Solo.
George H. Green 10
Stop Time (Green). Xylophone Solo.
George H. Green 10
2227/ Mighty Lak' a Rose (Nevin). Violin, Flute and
Piano The Longo Trio 10
Somewhere a Voice Is Calling (Tate). Violin,
Flute and Piano The Longo Trio 10
27516 Smilin' Through (Penn). Violin Solo.
Jacques Thibaud 10
Roses of Picardy (Weatherly-Wood). Vio.in
Solo Jacques Thibaud 10
22278 I Left My Door Open And My Daddv Walked
Out (Irving Berlin). Intro.: "Nobody Knows
and Nobody Seems to Care." Medlev Fox-
trot, Piano Duet and Saxophone.
Saxo-Piano Phiends .10
Oh! (Gay-Johnson-Bridges). Intro.: "Just Like
the Rose." Piano Duet and Saxophone,
Saxo-Piano Phiends 10
ENCHANTING MUSIC BY THE HAWAIIAN'S
22271 Rainbow Land (Frost-Klickman).
Royal Waikiki Hawaiian Orchestra 10
Just Like the Rose (Cool-Terriss-Bridges). Vo-
cal Refrain by Robert Bruce).
Royal Waikiki Hawaiian Orchestra 10
OKEH RECORDS
4069
4070
4071
4072
4073
4074
4075
4076
4 07
4078
Freckles (Cliff Hess-Milton Ager) — Fox-trot,
Inst Paul Biese and His Novelty Orch.
Pltase (Lee S. Roberts) — Fox-trot. Inst.,
Paul Biese and His Novelty Orch.
Mystery (Joseph Cirina) — Fox-trot, Instr
Paul Biese and His Novelty Orch.
Meet Me in Bubble Land (Isham Jones) — Waltz,
Inst Paul Biese and His Novelty Orch.
Tents of Arabs (Lee David) — One-step, Inst.,
Conway's Band
Nobody Ever (Hugo Frey) — Fox-trot, Inst.,
Conway's Band
Hot Foot (M. L. Lake) — One-step, Inst. Xylo-
phone solo with Conway's Band,
George H. Green
Don't You Remember Those School Days?
(Raymond Hubbel) — One-step, Inst.,
All Star Trio
Only (I. Caesar-Harry L. Akst). Tenor, with
Orch. accomp Sam Ash
Sweet and Low (James S. Royce-Charles I.
Johnson). Vocal Trio with Orch. a'ceomp..
Crescent Trio
For Ev'ry Door That Closes (Another Will Open
for You) (Kendis-Brockman). Tenor with
Orch. accomp Reed Miller
I Love You Just the Same (Sweet Adeline)
(Gaskill-Armstrong). Vocal Quartet with Orch.
accomp Peerless Quartet
Lend Me Jim (Watson Sisters). Contralto duet,
with Orch. accomp Watson Sisters
Never Let No One Man Worry Your Mind
(Will E. Skidmore-Jack Baxley). Contralto
with Orch. accomp Fannie Watson
Lullaby Blues (In the Evening) (Al. M. Kendall-
J. R. Robinson-T. Morse). Vocal Trio, with
Orch. accomp Crescent Trio
Just for Me and Mary ('Twas a Beautiful Wed-
ding Day) (Clarke-Rogers-Edwards). Vocal
Trio, with Orch. accomp Sterling Trio
Mother Machree ( Young-Olcott-Ball) . Tenor,
with Orch. accomp William Robyn
Bells of St. Mary's (Furber-Adams). Bari-
tone, with Orch. accomp Joseph Phillips
Swanee (Geo. Gershwin) — -One-step, Inst.,
- Green Bros.'s Xylophone' Orch.
Blues (My Naughty Sweetie Gives To Me)
( Swanstone-McCarron-Morgan) — Fox-trot,
Inst Harry Raderman's Jazz Orch.
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10117 That Naughty Waltz (Sol. B. Levy). Waltz,
G. H. Greene's Novelty Orchestra
Little Blue Devil (Harry Carroll). Intro. 'T'm
So Sympathetic" and "Peter Pan." Medley
Fox-trot G. H. Greene's Novelty Orchestra
10128 Tumble In (Schwartz-Byers-Schonberg). Intro.
"Molly Malone" ' from "Passing Show of
1919." Medley Fox-trot. .Emerson Military Band
Irene (Tierney-McCarthy). Intro. "Skyrocket"
from musical production "Irene." Medley Fox-
trot .....Emerson Military Band
10122 Chromatic Fox-trot (Geo. H. Green). Fox-trot,
xylophone solo, orch. accomp G. H. Green
'Mid the Pyramids (Clarence M. Jones). Fox-
trot The Imperial Five
10116 Weary Blues (Artie Matthews). Fox-trot,
Louisiana Five
Down Where the Rajahs Dwell (Lada-Skid-
more). Fox-trot Louisiana Five
10118 The Vamp (Byron Gay). Fox-trot with words,
Emerson Military Band
Oh! What a Pal Was Mary (Pete Wendling).
Waltz with words Emerson Dance Orchestra
POPULAR SONG HITS
10130 Dardanella (Fisher-Bernard-Black). Oriental
ballad, orch. accomp Arthur Fields
I Never Knew (Irving Berlin-Elsie Janis). Bari-
tone solo, orch. accomp Arthur Fields
10119 Come On and Play Wiz Me, My Sweet Babee
(Ruby-Kalmar-Leslie). Comedy solo, orch.
accomp Eddie Cantor
All the Boys Love Mary (Sterling- Van-Schenck).
Comedy Song, orch. accomp Eddie Cantor
10126 Patches (Callahan-Roberts). Baritone solo,
orch. accomp Arthur Fields
Why Did You Do It to Me, Babee? (Sterling-
Von Tilzer). Comedy song, orch. accomp.,
Tack Kaufman
.10115 Just Like the Rose (Cook-Terriss-Bridges).
Tenor solo, orch. accomp. ...... .Edward Hamilton
Let the Rest of the World Go By (Brennan-
Ball). Tenor and baritone duet, orch. ac-
comp Charles Hart and Elliott Shaw
10113 Bye-Lo (Ray Perkins). Male Trio, Orch. ac-
comp Sterling Trio
I Sing of You (Walker-Lamont). Tenor solo,
orch. accomp Edward Hamilton
10129 I've Found the Nesting Place of the Blue Bird
(Yellen-Olman). Male Trio, orch. accomp.,
Sterling Trio
It's a Small World After All (Sterling- Von
Tilzer). Tenor solo, orch. accomp.,
Walter Scanlan
10114 Bless My Swanee River Home (Lewis-Young-
Donaldson). Baritone solo, Orch. accomp,
Arthur Fields
Dearie (Warren-Henry-Onivas).
orch. accomp Walter Scanlan
Golden Dreams (Kahn-Blaufuss).
Orch. accomp Sterling Trio
Bubbling Over (Life Is Bubbling Over All the
Time) (John William Kellette). Tenor solo,
orch. accomp Reed Miller
Good Night,
Tenor solo,
10132 My Isle of
Male Trio,
21151
21152
21153
21154
21155
31136
3113)
41108
5 1 1 28
5 1 1 J"
5 11.!"
OPERAPHONE CO., INC.
POPULAR VOCAL
I'll See You In C-U-B-A (Berlin). Tenor,
orch. accomp Billy Murray
Oh. Mother, I'm Wild (Johnson-Pease-Nelson).
Tenor, orch. accomp Bertram Smith
You Said It (Kalmar-Cox-Stanley). Baritone.
orch. accomp Ernest Hare
Oh! How I Laugh When I Think How I Cried
About You (Turk-Jessel-White). Tenor, orch.
accomp Bertram Smith
Everyone Is Meant For Someone (Kalmar-Ruby-
Rubini-Santaella). Tenor Duet, orch. accomp.,
Campbell and Burr
Pickaninny Blues (Frost-Klickman). Tenor,
orch. accomp Lewis James
Was There Ever a Pal Like You? (Berlin).
Tenor, orch. accomp '.Henry Burr
When The Harvest Moon Is Shining (Sterling-
Yon Tilzer). Tenor Duet, orch. accomp.,
Lewis James and Charles Hart
Mystery! (Johnson-Cirina). Soprano, orch.
accomp Jane O'Dav
I'm Always Falling In Love With the Other
Fellow's Girl (Caesar-Meyer). Tenor, orch.
accomp Sam Ash
DANCE
On the Streets of Cairo (Dance Egyptienne)
CHulten). Fox-trot. . .Operaphone Dance Orchestra
Alexandria, from "Aphrodite" Goetzl). Fox-
trot Operaphone Dance Orchestra
Little Girls, Goodbye, from "Apple Blossoms."
(Jacobi). One-step. .. .Fa rrell's Dance Orchestra
Ole Miss Blues (Handy). Fox-trot,
Jones's Novelty Dance Orchestra
Good-Night Dearie (Henry-Onivas). Waltz,
Farrell's Dance Orchestra
Swanee (Gershwin). One-step,
Farrell's Dance Orchestra
STANDARD VOCAL
O Sole Mio! (Capurro-Di Capua). Tenor,
Neapolitan Orchestra accomp Marion Castello
Sleep Baby, Sleep (Hadley). Yodling. orch.
accomp William MacDonnell
INSTRUMENTAL
Golden Sunset (Hall). Waltz, accordion duet,
Rosconi Brothers
Faust Waltz (Gounod). Accordion duet.
Rosconi Brothers
Somewhere a Voice Is Calling (Tate). Violin,
flute and piano Mendelssohn Trio
Cavalleria Rusticana "Intermezzo" (Mascagni).
Violin solo Alice Raymond
Flags of FYeedom (Sotisa). March .. Military Band
Army Bugle Calls and the Star-Spangled Banner
(Key) With Military Band
EMERSON PHONOGRAPH CO.
MARCH-APRIL
STANDARD 10-lXi II GOLD SEAL
L \ TEST DANCE HITS
10121 Dardanella (Bernard-Black). Fox-trot,
Sanford's Famous Dance Orchestra
O (Oh!) (Gay-Johnson-Bridges). Intro. "Just
Like the Rose." Medley Fox-trot,
The Imperial Three
10131 Dardanella (Bernard-Black). Foxtrot
Plantation Jazz Orchestra
Make the Trombone I-augh (Henry Scharf).
Fox-trot Plantation Jazz Orchestra
10120 Nobody Knows (Irving Berlin). Intro. "I Left
My Door Open and My Daddy Walked Out."
Medley Fox-trot The Imperial Three
Vou'd Be Surprised (Irving Berlin). Fox-
trot Emerson Military Baud
EMPIRE TALKING MACHINE CO.
POPULAR SONGS
407 Wonderful Pal. (Tracey-Pinkard)— Tenor. Orch.
accomp Lewis James
Just For Me and Mary (Clark-Rogers-Edwards)
— Tenor duet, Orch. accomp..
Lewis James and Charles Hart
408 Fast Asleep in Poppyland (Gay) — Orch. accomp.
Peerless Quartet
Swanee Shore ( Mitchell-Fields-Kaufman) — Tenor,
Orch. accomp Henrv Burr
409 1 Might lie Your Once-in-a-While (Smith-Her-
bert)— Baritone. Orch. accomp \rthur Fields
A Pretty Girl Is Like a Melody (Irving Berlin)
— Tenor, Orch. accomp Sam Ash
412 Dardanella ( Fishcr-Bcrnard-Black) — Tenor duet.
Orch. accomp Campbell and Burr
1 Never Knew ( Janis-Berlin) — Tenor. Orch. ac-
comp Harry McClasker
March 15, 1920
THE TALKING MACHINE WORLD
241
Some Leading Jobbers of Talking Machines in America
1856
VICTOR
DISTRIBUTORS
VICTORS EXCLUSIVELY
We make a specialty of getting the ordci
out on time — every time.
The Rudolph Wurlitzer Co.
CINCINNATI AND CHICAGO
Tvio points of supply ; order from the nearer
WM. H. REYNALDS
DISTRIBUTORS OF
Victrolas and Victor Records
MOBILE, ALA.
RECORD BULLETINS FOR APRIL
(Continued from page 240)
413 Hand in nTncl Again (Egan-Whiting) — Tenor
duct, Orch. accomp .. Lewis James and Charles Hart
We Must Have a Song to Remember (Green-
Stept). Orch. accomp Peerless Quartet
-414 I Love You Just the Same", Sweet Adeline
(Armstrong-Gaskill) — Tenor duet, Orch. ac-
comp Campbell and Burr
Let the Rest of the World Go By (Brennan-Ball)
— Tenor duet, Orch accomp.
Lewis Tames and Charles Hart
HUMOROUS VOCAL SELECTIONS
410 Freckles (Iless-Johnson-Ager) — Tenor, Orch. ac-
comp Billy Murray
Slow and Easy (Williams-Spencer) — Baritone,
Orch. accomp Ernest Hare
411 When My Baby Smiies (Berlin) — Baritone,
■' Orch. accomp 7 "..Ernest Hare
Oh!. (Gay-Johnson) — Baritone, Orch. accomp.
Ernest Hare
DANCE SELECTIONS
503 Dardanella (Bernard-Black) — Fox-trot,
Empire Dance Orch.
■You'd Be Surprised (Irving Berlin), Intro.:
"I Never Knew" — Fox-trot. .Novelty Dance Orch.
504 Pee Gee Blues (Clark)— Fox-trot,
Novelty Dance O'rch.
Sensation (Dixieland Jazz Band) — One-step,
Novelty Dance Orchestra
505 My Isle of Golden Dreams (Kahn-Blaufuss) —
Waltz Conlin's Society Orch.
See Saw (Hirsch) Intro.: 1 — When Two Hearts .
Discover; 2 — Good-bye — Hello. — Medley One-
step Conlin's Society Orch.
506 Valse Classiqite (Dabney) (Adapted from "Hu-
moresque") — Waltz. Xylophone solo, Orch.
accomp George Green
Stop Time (Green) — One-step. Xylophone solo,
Orch. accomp George Green
BRUNSWICK RECORDS
.'028 The Drum Criterion Quartet
Jerusalem Mornin' and Little ■ Tommy
Criterion Quartet
2030 Hearts and F'.owers Concert Orchestra
Spring, Beautiful Spring Concert Orchestra
2031 I'm So Sympathetic Biese Novelty Orchestra
Bow Wow Rodemich Orchestra
2032 Venetian Moon Biese Novelty Orchestra
Mystery Biese Novelty Orchestra
2033 Hold Me All Star Trio
Last Part of Every Party All Star Trio
2034 Desert Dreams Rudy Wiedoeft's Palace Trio
Missy Rudy Wiedoeft's Palace Trio
2035 Swanee Al Bernard
You're My Gal . . .' Bernard-Hare
2036 Little Alice Blue Gown Irene .Williams
Alexandria* William Robyn
5000 Oh, Dry Those Tears Elizabeth Lennox
Whispering Hope Lennox-Heydt
13001 Little Mother of Mine Theo. Karle
I'll Sing Thee Songs of Araby Theo. Karle
13002 Christ in Flanders -.Theo. Karle
The Lord Is My Light ' Theo. Karle
13003 Love's Old Sweet Song Irene Pavloska
Just a'Wearyin' for You Irene Pavloska
13004 Habanefa — Carmen Irene Pavloska
Musetta Waltz — La Boheme Irene Pavloska
13005 Souvenir Poetique Elias Breeskm
Minuet in G -. Ehas Breesk n
30001 Una voce poco fa — Barbiere Seville. .. .Virginia Kea
Virginia Rea
30002 Old Folks at Home Virginia Rea
WM. A. CONDON IN THE WEST
Wm. A. Condon, head of Condon & Co., New
York, well-known distributors of "Torrington"
needles, "Gliss," "Groovite" and other products,
left New York late in February on a four
weeks' trip to the Pacific Coast. He visited
some of the larger trade centers in the Middle
West, where he closed satisfactory deals with
several large jobbers and dealers for his goods.
It is expected that Mr. Condon will return to
.his. home office shortly before the end of March.
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it.
E. F. DROOP & SONS CO.
1300 G. STREET. WASHINGTON, D. C.
231 N. HOWARD STREET, BALTIMORE, MD,
Where Dealers May Secure
Product
Ready, Full Stocks, and Prompt Deliverie»
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga„ Columbia Graphophone Co., 63 N
t'ryor St.
Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.
UoNton, Columbia Graphophone Co., 137 Federal
si.
Buffalo, N. Y., Columbia Graphophone Co., 733-
35-37 Main St.
Chieago, III., Columbia Graphophone Co., 14 N
Michigan Are.
Cincinnati, O., Columbia Graphophone Co., 427-
429 W. Fourth Aye.
Cleveland, O., Columbia Graphophone Co., 137*
Euclid Ave.
Dallas, Tex., Columbia Graphophone Co., 1011
' Elm St.
Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Place.
Detroit, Mich., Columbia Graphophone Co., 401
Woodward Ave. •
Indianapolis, Ind., Columbia Graphophone Co..
207-217 W. Washington St.
Kansas City, Mo., Columbia Graphophone Co.,
1017 McGee St.
Los Angeles, Cal., Columbia Graphophone Co..
745 S. Broadway.
Minneapolis, Minn., Columbia Graphophone Co..
412-414 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co..
206 Meadow St.
New Orleans, La., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 55
Warren St
Omaha, Neb., SchmoIIer & Mueller Piano Co.,
1311 Farnum St.
Philadelphia, Pa., Columbia Graphophone Co.,
210 N. Broad St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way.
Portland, Me., Columbia Graphophone Co., 48
Exchange St.
Salt Lake City, Utah, Columbia Store* Co.,
221 South West Temple.
San Francisco, Cal., Columbia Graphophone Co.,
130-150 Sutter St.
Seattle, Wash., Columbia Graphophone Co., 811
Western Ave.
Spokane, Wash., Columbia Stores Co., 161 South
St.
St. Louis, Mo., Columbia Graphophone Co., 1127
Pine St.
Tampa, Fla., Tampa Hardware Co.
Headquarters for Canada:
Columbia Graphophone Co., 51-56 Wellington
St., West. Toronto Ont.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Woolworth Building New York
Stand ar&Talking flACMNe Co
Pittsburgh
W. J. DYER & BRO.
DYER B'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
Sherman .Jplay & Co.
San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
The PERRY B. WHITSIT CO.
Distributors of
Victrolas and Victor Records
- COLUMBUS, OHIO
William Volker & Co., t"™S%\"°;$T0'-
DISTRIBUTORS
Complete Pathephone and Pathe Record Stocks.
The best proposition for the progressive dealer.
Victor Exclusively
EASTERN TALKING MACHINE CO.
177 Tremont Street, Boston
VICTOR DISTRIBUTORS
THE TALKING MACHINE WORLD
March 15, 1920
Grand Rapids Brass Co 210
Acme Die Casting Corp 190
Acme Engineering & Mfg. Co 147
Acme Mica Co ■ ■ • fO'
Aeolian Co 1°2- 103
Aeolian Co., Chicago • lj>4
Aeolian Co., Cincinnati • ••• zu»
Amalgamated Phonograph Accessories Corp., Insert fol-
lowing page
American Felt Co *■
American Phonograph Co
Andrews, W. D., & C. N ■
Arrow Phono. Corp
Astoria Mahogany Co. 11: ■ ■■
Automatic Cover Support & Mfg. Co
Grand Rapids Phonograph
Grand T. M. Co.. Inc
Co
6S
229
Philadelphia Show Case Co
Phillips, Wm
Phono-Bretto Co.
.38,
94
70
91
Gray Co., Walter S ,\°
Manufacturers Ass'n
82
122
206
93
118
42
35
Great Eastern
Green, J
Gretsch Mfg. Co., Fred
Grey Gull Records \'£
Griffith Piano Co
147
63
74
Phonograph Appliance Co 130
Corp
147
Phonograph Motors
Phonomotor Co
Player Phone T. M. Co.
Playertone T. M. Co
Plaza Music Co
Pleasing Sound Phono. Co
.41, 51, 67, 89, 122,
162
163
151
199
176
74
H
Haag & Bissex.
Hallet & Davis
Piano Co. .
181
88
147
B
62
230
119
B & H Fibre Mfg. Co
Badger State Cab. Co
Badger Talking Machine Co
Bagshaw Co., W.
Baker-Smith Co. . . .
Barnhardt Bros. & Spindlen. 76,101,153
Beacon Phono. Co }°f
Beecroft, Clement
Blackman Talking Machine Co 126
Bond's Graphophone Shop
Booth Felt Co., Inc °J
Boston Book Co
British Polyphon Co
Brooks Mfg. Co ;
Bruno & Son, Inc., C . ■• •■• ■ ■;
Brunswick-Balke:Collender Co.. Insert following page
Buehn Co., Louis
Buffalo T. M. Co
Bush & Lane Piano Co
Butterfly Phonograph Motor Corp
H 84,85
224
234
69
119
34
95
71
213
125
Handy Mfg. Co ^
Harponola Co . ?~
Hartzell, Geo. W ™*
Herbert & Huesgen Co °t
Hessig-Ellis Drug Co 4/
Hey wood Bros. & Wakefield Co
Hiawatha Phono. Co •
Hillman & Son Phonograph Co
Hinds, Hayden & Eldredge, Inc
Hoffay Talking Machine Co
Hough, J. E., Ltd
Hough, L. W
Hunt, J. D., Mfg. Co -
Huss Bros. Phonograph & Piano Co
Plywood Corporation
Portable Phono. Co
Precision Castings Co
Prescott, F. M
Presto Phono. Parts Corp -
Progressive Phonographic Supply Co
80
42
67
121
191
12
140
47
191*
218
233
88
209
192
Reed Co
Regina Co
Rene Manufacturing
Repeater Stop Co...
Repeat-O-Graph Co.
Rex Gramophone Co
Reynalds, Wm. H
Robinson, The
Robinson-Pettit Co.
Roemer Mfg. Corp
Roemer Sales Corp.
Co.
.185,
108
18
206
111
166
236
241
Plater 141
47
" 158
M."m 1°8
Ilsley, Doubleday & Co..
Independent T. M. Co..
International Mica Co. . .
Iroquois Sales Co
26
216
227
112
Jewel Phonoparts Co l*
Jones-Motrola, Inc
Jones Piano Co., E. H
Cabinet & Accessories Sales Co
Cardinal Phonograph Co
Carpenter Paper Co ■•
Chappell's lyo
Cheney Talking Machine Co
Cherington Mfg. Co.
Chicago Ferrotype Co
.170
220
57
169
191
55
153
171
K
23
151
188
89
241
47
47
204
226
98
220
W.
Chicago Hinged Cover-Support & Balance Co 141
.230,
148
134
211
175
231
14
220
155
223
27, 34,
113, 173
Chicago Metal Products Co
Chicago Talking Machine Co
Chorister Phono. Co
Cirola Distr. Co
Classified Want Ads
Cleveland T. M. Co
Cliff Manufacturing Works, Inc
Cole & Dunas
Collings & Co • • • ' • y,
Columbia Graphophone Co . ,18, 20, 21
43, 50, 54, 75, 80, 101,
Columbia Mantel Co
Compton-Price Co., Insert following page
Condon & Co., Inc
Consolidated Music Co
Consolidated Talking Machine Co ' £>%
Cox, Geo. Clay
Crafts Piano Co., A. J
Cressey & Allen
Crippcn Co., Inc ..
Crippen Record File Co
Crosley Phono. Co....
Curry, Frank B
Kalder, Inc., Chas.
Kent Co., F. C :
Kesner & Jerlaw, Insert following page.
Keystone Minerals Co
Kiefer-Stewart Co
Kirkman Engineering Corp
Kraft, Bates & Spencer, Inc..........
Krasberg Engineering & Manufacturing
219
.72
74
26
47
18
; a?
Corp 37, 161
218
46,
192
184
50
...15, 16, 17
167
143, 146
178
86
52, 53
173
99
86
Lakeside Supply Co., Inc
Lansing, E. H •
Lawson Piano & Phono. Co
Lee-Cort-Andreesen Co
Lesley's
Lockwood, Vernon
Long Cabinet Co., Geo lg4
Lorentzen, H. K 213
Lowe Co., Geo. A ■ '-q 79
Lucky 13 Phonograph Co 'V5'i,
Lu-Franc Sales Service -• -45. »*. »J
Lundstrom Mfg. Co., C. J . eg
Lyon & Healy \„
91
47
238
235
212
Schmelzer Arms Co ,
Seeburg, J. P., Piano Co
Shapiro, Bernstein & Co
Sharmat & Son, S. W
Sherman, Clay & Co '.
Smith Drug Co., C. D
Smith, Kline & French Co
Smith Laboratories, H. J
Smith-Schifflin Co .
Solotone Mfg. Co .'
Sona-Tone Phonograph, Inc
Sonora Phonograph Sales Co., Inc.,
Inside Front Lover, 39.
Soss Mfg. Co ..-
Sound Recording Co., Ltd
Southern Cal. Music Co
Southern Drug Co •.
Southern Sonora
Southwestern Drug Co •
Sphinx Gramophone Motors' luo-
Standard Accessory Corp....
Standard Talking Machine Co ™
Starr Piano Co 234, 236
Stead i: Co., J 036
Steel, W..R..^....-v,v a: '"[ 196
47
181
235
218
218
47
47
107
33
241
Steger & Sons Piano Mfg. Co ■ g
83
58
201
190
222
Lyons,
Lyraphone Co.
of America.
74
Stein-Burn Corp
Steinert, M., & Sons Co.
Steinola Co
Stephenson, Inc
Stern & Co., Jos. W.....
Sterno Manufacturing Co 209
Stewart T. M. Co 197
Stodart Phono. Co 35
Stoffer & Stackhouse ] 177
Stone Piano Co..... ■ ' 47
Strevell-Paterson Hardware Co " \ . . . 226
M
Co.... 19, 80, 130, 137,
Delpheon Co
DeMoll & Co., O. J {="
Deterling Mfg. Co J?
Ditson Co., Oliver
Doctorow, D. R
Dodin, Andrew H
Doehller Die-Casting Co
Droop & Sons Co., E. F
Drying Systems, Inc...
Dulcitone Phonograph Co 56
Duo-Tone Co
Dyer & Bro., W. J
43
202
9
75
76
211
81
241
39
13
Magnavox Co
Magnola Talking Machine
Mandel Mfg. Co., Inc....
Manhattan Phono. Parts Co
Marshall & Co., C. L " jg3
Marvelon Co.
47
161
160
70
47
Superior Phono. Co.
Supplee-Biddle Hdw. Co...
Supreme Phono. Parts Co.
189
241
E
Eastern
Eclipse
Edison,
Talking Machine Co 113
Musical Co A'\">- in''ii u«
Inc., Thos. A Back Cover, 30, 31, 68
Efficiency Electric Co
Einson Litho., Inc 1R7
Eject-O-File Co., Inc
Emerald Co •••• ,03
Emerson International, Inc „
McCarthy & Fisher.. # ■■■ 16J
Mellor's - •"
Melodia Co • •
Melodia Phonograph Co
Mermod & Co
Metzler & Co
Meyercord Co •
Mickel Bros. Co
Minneapolis Drug Co
Modernola Co
Moeller-Waters Co
Montagnes, I., & Co 217
Moser & Co. . . ... 210
Music Adv. Club
Musical Supply & Equipment C*
Mutual T. M. Co
Myers Replayer Co
. 149,
121
157
204
218
138
241
47
115
183
47
Talking ...
Thomas & Proetz Lumber Co
Toledo Talking Machine Co. . .
u
99
70
•AC
Machine World^ Dealer Service « «
127
Udell Works • ■
Unit Construction Co
United Mfrs. & Dist.
Music Stor
Co.
19
48
64
98
174
United .
United Phonographs Corp 225
United
United
Universal
Universal
Phono. Co.
States Music Co. . . .
Fixture Corp. . . . .
Stamping & Mtg.
Co.
150
128
152
V
N
Emerson Philadelphia Co.
Emerson Phonograph Co. ,fl
Emerson Record Sales Co. „
Emerson Sales Co., Pittsburgh ,«
Empire Phono. Parts Co.
Empire Talking Machine Co
Everett McIIcnry Co ..... ... • •
Everybody's Talking Machine Co
Excel Cabinet Co '
98
6
130
219
109
231
98
40
National Decalcomania Co
National Publishing Co..
Natural Voice Phonograph Co • ^
Neu & Co., H. G. ....... • ■ 228
New England Mus. „!• „[ ; _Lo,V 87
Vacuum Record Litter Ltd
Van Houten, C. J., & Z°on.
Van Veen & Co., Arthur L
Venus Co
Vicsonia Mfg. C Inc
Victor Talking Machine
Co.
•rout Cove
61
47
200
209
200
, 7
73
5,
Neu England Piano & Ph..m> <-'"• 86
New England Talking Machine Co 138
Newman Bros. C
New York Album & Card Co.. ...
New York Talking Machine Co it.
Nye, William F...
36
Faultless Caster Co
Co.
Favorite Mfg. Co.
Federal Electric Co..
Federal Phono. Paris
Fern-OGraud Co
Flottorp Mfg. Co
Flc-tchcr-Wickes Co.
Franklin Phonograph Co. .
Fulton Talking Machine Co
26
1
35
143
180
229
179
99
206
o
, Inc
215
47
41
114
Ogden Sectional Cabinet Co
Ohio Sales Co
Onkcn Co., Oscar
Opcraphone Co., Inc ' ' ,gg
Operollo Co ' ' 9
Ormes, Inc 145
Oro-Tonc Co
Gately-Haire Cp., Inc
General Phonograph Corps.,
Inserts
General Phonograph Mfg. Co.
General Sales Corp
Gibson-Snow Co
Glenwood Cabinet Co
Globe Dicaloomanie Co
Glynn, W. B., Distributing Co
Goldbort, Max I
Goldstein, C. M •
(iramophonc Co., Ltd
following pages 18,
42
,28,
203
66
194
1 1
47
1118
36
47
195
195
232
P
Machine Co. . .
Vitanola Talking Machine Co 9fi
Vitanola Distributors Co 156
\'it Talking Machine Lo 241
Volker & Co., W
W
59
Wade Co., R. C ... 135
Wade & Wade... ••••••• ...92.145
Wade Talking Machine Co 54
Wagner Phono. Co 50
Ward Co., C. E. i 47
Wathall Music Co gs
Watson Bros. & Co 10s
Weber-Knapp Co. 66
Werlein, Ltd., Philip.. 97
Weymaun & Son, H. A 241
Whitsit Co., Perry B. 186
Widdicomb Furniture Co 218
Wills & Paton.v. 144
Wilson & Co., Thos. 25
Windsor Furniture Co 219
.Inside Back Cover
60
211
" 164. 165
Paramount Tall
Parks & Parks
Parr Mfg. Co • • ■ • ■
Pathe Freres Phonograph Co
Peabody, Henry W.. & Co
Pearsall Co., Silas E
Peckham Mfg. Co
Peerless Album Co 45
Peerless Record Makers g7
Penn Phonograph Co
Percphonc Co., Ltd. .......
Perfect Automatic Brake Co
no
50
6
233
157
Wolf, Clifford A
Wollman T. M. Co
Wonder T. M. Co
World Phono. Co......
Wurlitzer Co., Rudolph.
Yahr & Lange Drug Co.
Yates. Chas. 11
.47,
Zieglcr, Baker & Johnson.
195
210
139
241
214
110
34
THE TALKING MACHINE WORLD
Paramount
Talking Machines & Records
Style XXX
Price $250
Mahogany and
oak
Style XX
Price $165
Mahogany and
oak
S*yle X
Price $115
Mahogany and
oak
Laboratories
1140 Broadway,
New York
City
Think this over: Here you are offered a complete
line of TALKING MACHINES, RECORDS,
NEEDLES and ACCESSORIES under one name
and guarantee. An instrument which truly repre-
sents a big step forward in the progress of the
industry ; a machine which has exclusive features
of powerful selling force. And back of the
complete line a big, complete plan of dealer co-
operation to build prestige and sales for the
PARAMOUNT line right in your community.
Write for full details of this profitable proposition
MARCH RELEASES
Paramount Lateral Cut Records
A DOUBLE HIT to Every Record
Big Sellers— Just Out
rDardanolla (Felix Bernard & Johnny S. Black) — Fox-trot, for Dancing,
20001 J Benny Selvin's Novelty Orch.
$1.25 | I" Your Arms. Intro.: "I Know Why" (Elmer Floyd & Al. GJaser) —
I. Fox-trot, for Dancing Benny Selvin's Novelty Orch.
20002 J isle of Golden Dreams — Waltz, for Dancing Benny Selvin's Novelty Orch.
$1.25 (Peggy (Harry Williams & Neil Moret)— For Dancing, Benny Selvin's Novelty Orch.
33058 \ Just Like a Rose — Male Trio. Orch. accomp Sterling Trio
$1.00 "j Bye Lo (Ray Perkins) — Duet, with orch Hall & Kaufman
f Floatin' Down to Cotton Town (Jack Frost & F. Henri Klickmann) — Male
n...» with Orch Hall & Kaufman
$1.00
f Floatin' Dov
J Duet, w
(.When the Pi
Preacher Makes You Mine — Duet with Orch Hall &. Kaufman
20003 ( Turkey in the Straw— Solo with Orch Billy Golden
$1.25 | Life Is a Merry-Go-Round, Comic Song (Golden-Burt) Dan Quinn
20004 ( Morning, Noon and Night Overture— Part I (Von Suppe) Rogers Symphony Orch.
$1.25 } Morning, Noon and Night Overture— Part 2 (Von Suppe) Rogers Symphony Orch.
20005 ( Baltimore Centennial March (Herbert)— Military Band Roger's Band
$1.25 (American Patrol (Meachman)— Military Band . Roger's Band
20006 \ Love's Dream After the Ball (Czibylka)— Cello. Violin and Piano. .. Taylor Trio
$1.25 ( Minuet in "G" (Beethoven) — Violin solo. Piano accomp Samuel Gardner
LIST OF DISTRIBUTORS
SHIPLEY-M ASS I N G H AM HDWE. CO..
Pittsburgh. Pa.
For Western Penn. and West Virginia.
E. R. GODFREY 41 SONS CO.,
Milwaukee. Wis.
For Iowa. Illinois. Michigan, Indiana and
Wisconsin
THE OHIO PARAMOUNT CO.,
6101 Euclid Ave.. Cleveland, 0.
For Ohio
NORTHWEST PHONOGRAPH JOBBERS,
INC.,
915 Riverside Ave., Spokane, Wash.
For Washington, Northern Oregon, Northern
Idaho, Western Montana
The Paramount Talking Machine Co.
Port Washington, Wis.
Style XXV
Price $200
Mahogany and
oak
Style XV
Price $140
Mahogany and
oak
Style V
Price $70
Mahogany and oak
Factories
Port Washington,
Wisconsin
Grafton, Wis.
ORDER BLANK
For March Lateral Cut Paramount Records
— — r
_ Record
Quantity Number
_ . Record
Quantity Number
Quantity ^ber Advertising
20001
... 33059
20005
Supplerher.ts
Hangers
Envelope Circulars
20002
20003
20006
33058
Window Announcement
□ Check here
Write us about available territory for Paramount Co-ordinated Products
Date
Order No.
Ship to
City & State.
Edison Message No. 67
For our March magazine advertising,
a famous artist has harmonized the
musical and furniture art of the New
Edison.
By unusual impressionistic paiiiting
he makes you feel the New Edison is
playing. The artist adds to this a
subtle impression of beautiful furniture.
When you receive your copy of this
advertisement, display it in your win-
dow. It is the most beautiful phono-
graph advertisement ever published.
THOMAS A. EDISON, Inc.
Orange, New Jersey
JOBBERS OF THE NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS
CALIFORNIA
Los Angeles — Edison Phonographs,
Ltd.
San Francisco— Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
CONNECTICUT
New Haven — Pardee-Ellenberger
Co., Inc.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph Co.
James I. Lyons (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA
Des Moines — Harger & Blish.
Sioux City — Harger & Blish.
LOUISIANA
New Orleans — Diamond Music Co.,
Inc.
MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of
Detroit
MINNESOTA
Minneapolis — Laurence H.
Luckcr
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City.
St. Louis — Silverstone Music .
Co.
MONTANA
Helena — Montana Phonograph
NEBRASKA
Omaha — Schultz Bros.
NEW YORK
Albany — American Phonograph
Co.
New York — The Phonograph
Corp. of Manhattan.
Syracuse — Frank E. Bolway & Son,
Inc. W. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
, Cleveland — The Phonograph Co.
OREGON i , ''
Portland — Edison Phonograph
Ltd.
PENNSYLVANIA
Philadelphia— Girard Phono- '
graph Co. j
Pittsburgh — Buehn Phonograph
Co.
Williamsport — W. A. Myers.
SHODE ISLAJ8£^4^«|j
Providence — J. A. Foster Co.
(Amberola only).
TEXAS
Dallas — Texas-Oklahoma Phono-
graph Co.
UTAH
Ogden — Proudfit Sporting Goods
Co.
VIRGINIA
Richmond— The C. B. Haynes
. Co., Inc.
WISCONSIN
Milwaukee— The Phonograph Co.
of Milwaukee.
CANADA
Montreal— R. S. Williams &
Sons Co.. Ltd.
St. John— W. H. Thorne & Co.,
Ltd- . „
Toronto — R. S. Williams & Sons
Co., Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg— R. S. Williams & Sons
Co., Ltd.
Babson Bros. (Amberola only).
Calgary— R. S. Williams & Sons
Co., Ltd.
PER YEAR. TWO DOLLARS
mafters jd
sellers of
talking^
machines
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, April 15, 1920
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besignating the probucts of tfjc Victor talking JfflacJnne Co.
11
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Entered as second-class matter May 2, 190S, at the post office at New York. N. Y.. under the act of Congress of March 3, 1879.
THE TALKING MACHINE WORLD
THE INSTRUMENT OF QUALITY
onar,
CLEAR AS A BELL
"DERIOD Sonoras continue to increase in popularity. If
you haven't already stocked them it is only a question
of time — and a short time at. that^until you do.
Sonora period styles are of superb elegance
to the eye, they are wonderfully beautiful
to the ear, and are designed for people
whose requirements, in the selection of
musical instruments, are far above the
average.
No attempt has been made to reduce qual-
ity to fit a low price on these models. They
are marked at fair figures, they are splendid
values, they sell without difficulty and com-
pletely satisfy the most exacting purchasers
in every respect.
The following period styles are available :
Gothic
Louis XV
Louis XVI
Jacobean
Queen Anne
Chippendale
William & Mary
Italian Renaissance
£dam
Sheraton
Colonial
Duncan Phyfe
Cfiippenda/e
Sonora is licensed and operates under BASIC
PATENTS of the phonograph industry
Matchless upright and period designs $60 to $2,500
Special designs will be made to order. We are also prepared
to place Sonora equipments in treasured cabinets which your
customers now own.
Sonora $f)onograpf) CoM 3m,
GEORGE E. BRIGHTSON, President
New York: 279 Broadway Fifth Avenue at 53rd St.
Canadian Distributors
I. MONTAGNES & CO.
Toronto
DEALERS EVERYWHERE
The Highest Class Talking Machine in the World
The Talking Machine World
Vol. 16. No. 4 New York, April 15, 1920 Price Twenty-five Cents
TALKING MACHINE EXPORTS GROW STRAWN=TUCKER CO. ADDS VOCALION TRY A RECORD CURE THIS SUMMER
Exports, Including Records, for Seven Months
Ended January 31, 1920, Total $4,260,671
Washington, D. C, April 6. — In the summary
of exports and imports of the United States
for the month of January, 1920 (the latest
period for which it has been compiled), which
has just been issued, the following figures on
talking machines and records are presented:
The dutiable imports of talking machines and
parts during January, 1920, amounted in value
to $102,657, as compared with $26,299 worth
which were imported during the same month
of 1919. The total for seven months ended Jan-
uary, 1920, showed importations valued at $459,-
684, as compared with $143,312 worth of talk-
ing machines and parts imported during the
same period of 1919.
Talking machines to the number of 5,980,
valued at $371,202, were exported in January,
1920, as compared with 3,904 talking machines,
valued at $114,311, sent abroad in the same
period of 1919. The seven months' total showed
that we exported 44,907 talking machines,
valued at $1,982,326, as against 26,391 talking
machines, valued at $779,605, in 1919, and 54,976
talking machines, valued at $1,520,738, in 1918.
The total exports of records and supplies
for January, 1920, were valued at $364,181, as
compared with $330,829 in January, 1919. For
the seven months ended January, 1920, records
and accessories were exported valued at $2,-
278,345; in 1919, $1,540,787, and in 1918, $1,-
171,138. This shows a steady gain.
MAKE TALKING MOTION PICTURES
New Company With Capital of $1,000,000 Just
Incorporated in New York City
A new firm known as Kinephotolog has been
incorporated in New York to make talking mo-
tion pictures; capital, $1,000,000. The incorpo-
rators are B. L. Bloch, J. G. Saltzman and A. E.
Epstein, 132 South Ninth street, Brooklyn.
In the interesting department conducted by
System, "What I Would Do," Mr. R. Cantwell
thus tells what he would do if he made records
for talking machines:
"I would furnish with each record the words
of that particular song. Sheets could be run
off at small cost with my name upon them in
large type. These copies would be very pop-
ular with customers. Dance records and many
others give the tune but not the words, and
those who buy -them — to hear them again and
again — usually want to know the words. Even
with vocal records the words are often not
clear enough to be fully understood, and own-
ers of such records would be glad to have a
copy of the words. Some very good records
may be played any number of times without
the listeners knowing just what the words are
in certain parts of the song.
"I would emphasize this point of service to
dealers, since sales would, I feel, increase in
the stores where my records were sold. I
would not only gain a lot of valuable publicity
ar small cost by this unusual service, but I
would also feel reasonably sure that my sales
\yould increase appreciably over those of com-
petitors who did not provide the words with
records."
The only trouble with this suggestion of Mr.
Cantwell's is that the words of all the popular
songs of the day are copyrighted and cannot be
reprinted, even in part, without the consent of
the publisher; otherwise the user is liable to a
Little Rock Furniture House Becomes First
Aeolian- Vocalion Representative in That City
— Service Department Will Be Maintained
Little Rock, Ark., April 3.— The formal open-
ing of the handsomely arranged new Aeolian-
Vocalion department of the Strawn-Tucker Fur-
niture Co., of this city, was held the middle of
last month at 609 Main street. Although there
are many Vocalions in the homes of music lovers
here, there has never been an agency devoted
to the retail sale of the instruments. The
opening of the Vocalion department of the
Strawn-Tucker Co. adds to the list of talking
machine and phonograph stores, bringing to this
community an instrument which has earned a
reputation for musical excellence. A pleasing
musical program was a feature of the opening
event at which several prominent artists were
present.
Miss Bertie Ivey, who has been with the Guy
Blass Co. and the O. K. Houck Music Co., is in
charge of the Vocalion department. In connec-
tion with the service department Miss Ivey has
offered to assist on musical programs by pre-
senting studies of the well-known operas, to-
gether with records by the great artists, or a
study of one particular artist. She will also as-
sist in arranging programs for clubs or other
organizations looking toward the advancement
of music generally.
ORGANIZE WITH $100,000 CAPITAL
The First National Piano Phonograph Music
Co., has been incorporated to do business in
Wilmington, Del., with a capital of $100,000.
The incorporators of the new company are
Ferris Giles, M. Butler and L. S. Dorsey.
Siegel Bros., Livingston Manor, N. Y., have
taken over the Victor and Columbia stock of
the Lathrop Pharmacy, including all records
and accessories, and will conduct a music busi-
ness in the store on Main street.
fine of one dollar for every printed copy of the
words. With this exception the idea is a good
one.
In the same department of System for April,
Walter Engard tells what he would do "If I
Sold Talking Machines." He says:
"In a small city or town or in some outlying
district of a larger city, I would offer to furnish
the music for the local moving picture theatre.
In exchange for this I would ask only that two
or three different advertisements which I would
have made would be thrown on the screen each
evening.
"I would have an electric bulletin board upon
which I would announce the name and price of
each piece that was being played. I would select
a large assortment of records, and give the au-
dience a variety of good music. Too much
repetition, no matter how popular the piece,
would hurt the sale of the record; while only
a very few repetitions would give the hearer
just enough of a taste so that he would like it.
He would then have to buy the record if he
wanted to hear it any more." i
Mr. Engard's suggestion is well worthy of con-
sideration, and there is no question but that the
dealer could in co-operation with the local mov-
ing picture theatre do much to advertise his
store and the line of machines and records
handled. Mostly every theatre boasts of either
an orchestra or an organ these days, but in such
cases talking machine music could be satisfac-
torily placed in the lobby -of-a theatre.
Value of the Talking Machine as a Therapeutic
— Dealers Should Point Out How the Public
Can Be Saved From the Sanitarium
If you insist upon having or taking some kind
of a cure this Summer, believing that unless you
spend a lot of money and get the doctor to pre-
scribe a lot of medicine which you promptly
store away on the pantry shelf, you will be in
your grave in a fortnight — -if you still insist upon
a cure, why not take a record cure and do the
job right? And think of all the advantages this
record cure has to recommend it! In the first
place, you don't have to go away to a sanita-
rium, you can take it in your own home. You
can send your wife to the country, thereby giv-
ing her a new idea of your generosity, and then
go out and buy all the latest music and attach-
ments for your talking machine and go home
again. If you are restless, irritable, discontent-
ed, music will make a new man of you.
Those who have made a study of music and
its workings prescribe it for these modern hu-
man ills. Music works benefit for real bodily
ills, they point out, and call attention to the
wonderful results that have been achieved. Then
why shouldn't those ills which are more or less
of the mind respond to the same treatment?
They declare they will.
This does not take into consideration the real
pleasure that comes to every member of the
family from having music in the home. Many
homes avail themselves of hearing the best
bands and the leading artists in this way. Many,
however, do not, and it is precisely in these
homes where the presence of music would work
wonders.
Americans are traveling at too high a rate of
speed in their everyday lives. They are in a
chronic state of tension. Music in the home
eases this condition, brings the individual to
normal and thus keeps him from joining that
large army of unfortunates who besiege the
nerve specialist.
If they can be induced to play, so much the
better. At any rate, music in the home would
make things easier for them and for all those
about them. There is nothing like music to
tranquilize the mind and soothe the nerves.
Why not try it?
TAKES OVER TAVERNER MUSIC CO.
Newland-Fooshee Music Co. to Continue Busi-
ness as an Edison Dealer in Phoenix
Phoenix, Ariz., April 3. — The Newland-Foo-
shee Music Co., composed of Fred L. Newland
and Grover Fooshee, has taken over the busi-
ness of the Taverner Music Co. The announce-
ment that Mr. Fooshee, who was formerly a
partner in the Barrows-Fooshee Furniture Co.,
has again become interested in business in this
city will be of interest to his many friends here.
Mr. Newland, together with Mr. Fooshee, was
associated with the Ballong-Fooshee Furniture
Co. in San Bernardino, where the former was in
charge of the talking machine department. In
taking over the business of the Taverner Music
Co. there will be no radical changes in policy
and the Edison line will still be carried.
RECORDAPHONE CO. INCORPORATED
The Schuler Recordaphone Co., Buffalo, N. Y.,
has been incorporated. The active capital is
$55,000 and the incorporators are A. W. J. and
D. D. Schuler and E. R. Conley, Springville. It
is said that the new company will make a special
device to be used in recording.
The Harbour-Longmire Phonograph Co.,
Oklahoma City, Kan., has increased its capital
stock from $50,000 to $-100,000.
HOW WRITERS IN "SYSTEM" WOULD HELP THE INDUSTRY
R. Cantwell Tells: What He Would Do if He Made Records, and Walter Engard Discourses on
the Selling of Talking Machines — Some Editorial Criticisms and Commendations
4
THE TALKING MACHINE WORLD
April 15, 1920
piui!ii:i>iiiiiiii!iini!ii^
IllllllllllllllllliilPlllllillillllllllllllU
[ Put Action Into the Show Window and Make I
I It a Genuine Trade Developer ey Courtney Harrison I
A recent investigation made by a prominent
talking machine manufacturer, the results of
which were published in The Talking Machine
World, showed that windows play a vitally im-
portant part in selling talking machines at re-
tail. While this was not particularly aston-
ishing news of itself, it was news to the degree
that it demonstrated show windows are far
more effective in producing sales than is com-
monly supposed by a great many dealers. So
potent is this fact that one dealer claims that
very often it would pay to lop off a bit of the
advertising appropriation spent in other public-
ity mediums and add it to the amount contrib-
uted toward the upkeep of the show windows.
When you stop to think of it, the show win-
dow is in a class by itself as a trade bringer,
and its upkeep, compared to what it can be made
to produce in sales, is far below the expenditure
necessary in almost any other sort of advertis-
ing. In the first place, the show window is a
part of the store itself; its rent costs, practically
speaking, nothing extra, and to realize this fact
and accordingly be willing to spend liberally
for "dressing it up" is merely jumping at the
same opportunity you would hasten to grab if a
quarter-page of newspaper space were turned
over to you by your leading newspaper to use
free of all charge every day in the year.
Then, too, the show window is a peculiarly
strong and "pulling'' ad because it is located
right at your store. When people pass by and
"read" it, your store is directly back of the
window and it is the most natural thing in the
world to come in and investigate right then.
When people read your ads in the newspapers,
on street cars and at home, they are far from
your store, and though this sort of advertising
is undeniably good and has its effect, a hundred
different things could happen to keep readers
from "getting contact" with your store a day
or a week later.
These are arguments in favor of spending
more on the show window set down a little
differently just to make you ponder upon the
big asset your windows can really be made into.
Knowing these things a great many dealers,
handicapped by small or poorly constructed
show windows — which for physical reasons can-
not be made into anything else — deplore the
fact that nothing they do will apparently put
III
the "pep" into their windows that they would
like to have there.
I have always been glad to make a suggestion
to these dealers that has been of service to them,
and I pass it along to you. The suggestion is:
Try to get action into each and every one of
your windows. For there is nothing that will
stop passers-by like action of any sort in a
show window. Old as the hills, this, and yet
as great a drawing card for the average Ameri-
can to-day as the "dollar ninety-eight" price tag
continues to be. By action, I do not mean that
a demonstrator must be installed in the win-
dow, necessarily, though it is not a bad idea to
| Anything That Will j
■ Take the "Stillness" Jj
: Out of the Window '
| Display Will Make |
2 It More Interesting ■
do this occasionally. But what I do mean is
that something should be done to take the
"stillness" out of the picture your window offers
to be viewed by passers-by.
An open machine, tilted a bit so that the turn-
table can be seen, and equipped with a replaying
device to keep a record in continuous operation,
will attract a person passing your window
where a machine set up in straight position
and silent would not, just as a moving picture
will get immediate attention where a "still"
thrown on the screen gets a yawn. Besides,
when the little stunt is pulled that I have just
outlined — and it is pulled successfully occasion-
ally by a dealer in a western Iowa town that I
am acquainted with — the music penetrates softly
through the window glass and adds to the
"life" of the window.
Another stunt used by a Chicago concern to
stop passers-by is the placing of a row of rec-
ords of different makes upright in the window,
each record being directly behind a brilliant
electric-light bulb. The bulbs are strung along
on a piece of 2x4 painted the same color as
the floor of the window. A sign leaning against
the machine in the window says "Plays all rec-
ords," and through a switching arrangement
supplied by any electric company, the lights in
front of the records are flashed on one at a
time showing that each record is a different
make, and that it can be played on the machine
displayed — that's the action I am talking about.
Still another retail talking machine store I
know, occasionally in Summer time fixes up a
window like this: In the center a phonograph
is placed and a background of lattice and vines
to represent a porch screen is installed. A
porch swing is hung to one side of the machine
and in it are installed several life-size dolls.
Intertwined among the vines on the screen are
numbers of red and green "streamers" of paper
and two electric fans on stands back of the
window are kept oscillating and blow the
streamers and vines sufficiently to give a life-
like appearance to the scene and to put "at-
mosphere" and action into it. A sign says
"Keep the little folks contented and happy in
Summer-time with a Victrola — fine for porch
parties for the kiddies."
These are just two or three examples where
action added 100 per cent to the selling powers
of a window. Others will occur to you once
you determine on adding zest to your windows
in the future.
DENISON GOES TO CALIFORNIA
Former Manager of Columbia Branch in Buffalo
to Open Retail Store in California
Buffalo, N. Y., April 2. — Fred A. Denison, who
recently resigned as manager of the local branch
of the Columbia Graphophone Co., after having
been with the company for eighteen years in
various capacities, has gone to California where
he will open up an exclusive Columbia retail
store of his own. Before leaving Buffalo, the
staff of the local branch tendered Mr. Denison
a dance and party, on which occasion he was
presented with a beautiful gold watch, chain
and charm as a testimonial of their esteem.
&m't i)e a #osf) ©arn Jfool!
rHE Kid is sure a nut this month — straw hat, fur benny
and bare feet.
All dressed up for the First.
Kidding yourself on April 1st is one thing. To do it all the
year 'round is 365 things, and the wise dealer knows that hard
work Put in on selling records gives the most satisfactory
Profits.
Pearsall Service is a valuable aid EVERY DA Y except April 1st.
SILAS E. PEARSALL COMPANY
WHOLESALE ONLY
Victrolas and Victor Records 10 East 39th Street, New York
April 15, 1920
THE TALKING MACHINE WORLD
nmao
awisiiiiiaiaieifeiHiiHaiiiiiiiiiii^^
Victor
Supremacy
The enormous public demand for
the Victrola is an endorsement of
its supremacy.
Victor retailers are successful be-
cause they give the public what it
wants.
''Victrola" is the Registered Trademark of the Victor Talking Machine Company designating
the products of this Company only.
Warning: The use of the word Victrola upon or in' the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture* and should be used
together to secure a perfect reproduction.
Victor Wholesalers
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes.
E. F. Droop & Son9 Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala, . . Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams.
Buffalo, N. Y W. D. & C. N. Andrews.
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt. ...American Phonograph Co.
Butte, Mont .. .Orton Bros.
Chicago, 111 Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine" Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex. W. G. Walz Co.
Honolulu, T. H. ...Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas.
Indianapolis, Ind. ..Stewart Talking Machine Co.
Jacksonville, Fla. ..Florida Talking Machine Co.
Kansas City, Mo. ..J. W. Jenkins Sons Music
Co.
Schmelzer Arms Co.
Lincoln, Neb Ross P. Curtice Co.
Los Angeles, Cal. ..Sherman, Clay & Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis. ...Badger Talking Machine Co.
Minneapolis, Minn. .Beckwith, O'Neill Co.
Mobile, Ala Wm. H. Reynalds.
Newark, N. J Collings & Co.
New Haven, Conn. .The Horton-Gallo-Creamer
Co.
New Orleans, La. ... Philip Werlein, Ltd.
New York, N. Y Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Landay Bros., Inc.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. PearsaU Co.
Omaha, Nebr A. Hospe Co.
Mickel Bros. Co.
Peoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y....E. J. Chapman.
Salt Lake City, TJ..The John Elliott Clark Co.
San Francisco, Cal. . Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Panl, Minn.....W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola IV, $25
Oak
Victrola VIII, $50
Oak
Victrola X, $125
Mahogany, oak or walnut
Victrola XVI, $275
Victrola XVI, electric, $337.50
Mahogany or oak
HOEHH
ElBJBGiEE
rS|rS||S|r^irMr?IF!l
EiBQBH
6
THE TALKING MACHINE WORLD
April 15, 1920
AN IMPORTANT ACCESSORY— ALBUMS FOR FILING DISC RECORDS
The enormous demand for "National" Record Albums keeps apace with the ever increasing demand for machines and records, and
our output capacity has been enlarged to meet the greater needed supply. Record Albums have proved themselves to be the best and most con-
venient, as well as economic, method of filing and keeping disc records.
THE ALBUM
soon pays for itself in time-
saving and preserving records.
The initial cost is really an in-
vestment which comes back four-
fold.
MAKING THEIR SELECTION
Illustrating the daily actual usage of the Album,
the most convenient and satisfactory record filing
system extant.
THE PERFECT PLAN
The pockets holding the records are substantially
made from strong fibre stock, firmly joined together
and bound in attractive covers.
A PLACE FOR EVERY RECORD AND EVERY RECORD IN ITS PLACE
Albums are an Indispensable Requisite in the talking machine business and wherever records are sold. An accessory that is neces-
sary and worth while. Practical and handy. Save time and records. A profitable adjunct to the business. All owners of machines and records
want Albums to file and preserve their records.
We manufacture disc Record Album containing 12 pockets to fit cabinets of all sizes and styles. We also make Albums containing
17 pockets. With the indexes they are a complete system for filing all disc records.
For durability, finish and artistic design, our Albums are unsurpassed. We have unexcelled manufacturing facilities, and considering
quality our prices are the lowest. Write us, giving quantity you may desire, and we will quote prices.
WE MAKE ALBUMS TO CONTAIN VICTOR, COLUMBIA, EDISON, PATHE. VOCALION AND ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO. - 239 S. American Street -
CHICAGO OFFICE: 508 S. Dearborn Street
PHILADELPHIA, PA
ANALYSIS OF MICA SITUATION
Increasing Demand for Quality Mica for Sound
Boxes Has Assumed Enormous Dimensions —
Brazil and India Main Sources of Supply —
Interesting Chat With M. C. Faraci
M. C. Faraci, president of the American Mica
Works, New York City, recently outlined the
mica situation of the present day in a very com-
prehensive manner in an interview with The
World.,
"Mica discs for talking machine sound boxes
are very scarce, as everybody in the trade is
well aware," said Mr. Faraci. "The reason for
this scarcity is not because mining operations are
curtailed in any manner, but is rather due to the
greatly increased demand on the part of the
talking machine industry. Judging from the tre-
mendous quantity of discs which are being or-
dered from us, it would seem as though every
man, woman and child in this country would
be an owner of a talking machine in a very
short period.
"More mica is being mined at the present day
in both the domestic and foreign fields than
ever before, but, of course, it must be realized
that the proportion of mica suitable for talking
machine sound boxes constitutes only a small
percentage of the amount of mica that is mined.
It seems as though no matter how much mica
is produced the demand in the talking machine
industry still keeps considerably ahead of the
production. Another phase of the mica situa-
tion which is brought to our attention is the
matter of prices. Prices are going up and I
look for further increases. One of the most
important factors affecting the steadily increas-
ing prices is the cost of labor. In Brazil and
India, the main sources of supply, where labor
was formerly obtained very cheaply, producers
are experiencing the same demands on the part
of labor that are evidenced throughout the en-
tire world. The laborers in these countries
exact four times as much for the same services
as they did before the war. We secure the
greater part of our mica from Brazil and
India. The output of domestic mica is not as
yet large enough to play a very important part
in filling the demand. I personally look to
Africa for relief from this shortage. In that
country there are extensive mica fields which
will doubtless yield handsomely and which are
as yet hardly worked. I am very optimistic
as to the future of the talking machine indus-
try and am perfecting plans for the years that
are ahead to secure for the industry the neces-
sarily fine quality of mica needed."
BUILDING A LARGE PATHE TRADE
York, Pa., April 1. — The Weaver Piano Co.,
Inc., Pathe distributor, reports a steadily in-
creasing demand for Pathe machines and rec-
ords with the coming of Spring. Many dealers
are making canvasses with good results.
PEERLESS
Metal Back Album
Doe* it stand the strain?
I'LL SA Y IT DOES !
Albums Sell Records
The largest talking machine manufacturers have recognized this by
equipping their most expensive models with albums — most of them using
Peerless Albums.
MR. MANUFACTURER:
Have you ever stopped to think what a beautiful and exclusive album
would do towards putting your machine in the supremacy class ?
PEERLESS ALBUM COMPANY
PHIL RAVIS, Presid.nt
43-49 Bleecker Street NEW YORK CITY
Representatives: BOSTON, L. W. Hough, 20 Sudbury Street;
CHICAGO. W. A.Carter. 57 E. Jackson Blvd.; SAN FRANCISCO. Walter S. Gray Co., 942 Market St.
Our Standard Grade
Lowest-Priced Quality
Album on the Market
April 15, 1920
THE TALKING MACHINE WORLD
7
Victrola IV, $25
Oak
Victrola VI, $35
Mahogany or oak
Victrola VIII, $50J
Oak
Victrola IX, $75
Mahogany or oak
1
] Victrola X, %J $125
Mahogany, oak or walnut
Victor
Supremacy
real
It is backed by its wonderful
musical achievements.
It is the power behind the suc-
cess of every Victor retailer.
"Victrola" is the Registered Trade mark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola XI, $150
Mahogany, oak or walnut
Victrola XIV, $225
Mahogany, oak or walnut
Victrola XVI, $275
Victrola XVI, electric, $337.50
Mahogany or oak
Victrola XVII, $350
Victrola XVII, electric, $415
Mahogany or oak
9
THE TALKING MACHINE WORLD
April 15, 1920
^TALKINe ^
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
L. M. ROBINSON, Advertising Manager
Trade Representatives : Wilson D. Bush, C. Chace, Edward Lyman Bill, V. D. Walsh,
E. B. Munch, Chas. A. Leonard, Scott Kingwill, L. E. Bowers, A. J. Nicklin
Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,
Wabash 5774.
Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the
principal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per Year;
Canada, $3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, APRIL 15, 1920
ADVANCED POSITION OF THE TALKING MACHINE
THE standing of the talking machine as a musical instrument par
excellence is being exemplified in various ways these days.
When one considers that more than a quarter of a century ago the
talking machine was looked upon by the public merely as a toy of
great attractiveness one stands amazed at the enormous growth of
the industry with the recent years. The coming census of manu-
factures will illustrate this development by facts and figures that
are bound to create considerable comment- — amazement, perhaps.
Fabulous sums are invested here and abroad in the manufacture
and exploitation of talking machine products, and that the industry
has won a fixed and permanent place in the musical domain is evi-
dent from the marvelously faithful reproduction of sound which is
possible in present-day instruments and records. Indeed, the talk-
ing machine is now recognized by its opponents of years ago as a
tremendous factor in musical appreciation. Its educational power
is being demonstrated in various ways — in public halls, in school
rooms, in colleges and, of course, in the home.
The talking machine to-day is the culmination of years of study
and experiment by inventors and scientists in all parts of the world,
but more particularly in the United States. In the face of criticism
and the old phrase, "It can't be done," these men concentrated on
their work and have brought the technical side of the instrument
to a high degree of perfection. But even this did not satisfy them
and attention has been centered on the artistic side, both architec-
turally and acoustically. The structural beauty of each model now
represents an artist's masterpiece and there are machines made to
fit into all surroundings — to satisfy all tastes and fancies. Appear-
ance has been combined with improved tone volume and quality,
so that harmony of line has been made equal to the harmony of
tone.
In the great campaign which is now under way the people of
America are being educated to realize the practical and esthetic value
of music — and this need can be very satisfactorily supplied by the
talking machine, for through this medium they can have in their
own homes the best that music affords. In addition, public demon-
strations have made our people familiar with the talking machine,
its possibilities and advantages and, consequently, have brought about
a greatly increased demand for the instrument. The old doubts
and prejudices, largely due to ignorance, are being dispelled by the
convincing proofs submitted by the manufacturers, dealers and
salesmen everywhere.
There is no doubt that the modern talking machine has won
by merit a place in the every-day life of the people, which it will
never lose so long as music lives. The success of the talking machine
and the industry generally is a distinct tribute to the grit and coura-
geous spirit of those early pioneers whose undaunted determination,
combined with faith in the ultimate triumph of the art, has made
the talking machine industry a most vital and fascinating adjunct of
modern civilization.
INSIST ON LARGE INITIAL PAYMENTS
FOR many months past practically all merchants who have been
engaged in selling on instalments, including talking machine
dealers, have insisted on substantial initial payments and shortened
terms to a point where accounts are cleaned up in a comparatively
short few months. Thus the purchaser has an equity in the instru-
ment at the time of delivery sufficient to influence him to keep up
his payments rather than to chance the repossession of the machine
with a consequent loss of at least part of the investment.
Not a few retailers, handling stock from hand to mouth, as it
were, have seen no reason to encourage trade by offering any sort of
instalment terms — they have been demanding cash and getting it.
Those who have had experience in selling conditions in the past,
however, are apprehensive, with the turning of the tide in the matter
of supplies, and with stock equaling or being slightly in excess of
current demands, that there may be a tendency to go back to long
time and small payment instalment practices and are warning dealers
to be careful. However real the danger may be, the warning is
nevertheless well worth heeding. When the tide turns, the retailer
may have hard work to sell, but he will need cash quite as much as
he will need sales.
With his business at present on practically a cash basis, he can-
not afford to take the chance of again turning to long time business
without endangering his credit status. He must be prepared above
all things to finance his business during any temporary period of
depression that may come with unexpected reaction. He must be
either independent of his bank, or be in a position to talk business
in a way that the bank will like and appreciate — with collateral that
is to be considered more or less liquid.
The Association of Credit Men has for some time past been
carrying on a campaign urging the establishment by every business
man of an adequate cash surplus or reserve to meet emergencies, or
at least a reserve that can be turned into cash on short notice. The
tying up of capital in long time accounts, or even in permanent im-
provements from which it cannot be easily released, is declared to be
poor business just now. It is well enough to go ahead and expand
an institution and the business it handles, but the expansion must be
along conservative lines and not so extravagant that.it eats up all
the liquid assets of the house. A good business is not necessarilv
the largest, but rather the best protected.
MAKING TRADE ADVERTISING EFFECTIVE
TALKING machine manufacturers who are already carrying on
advertising campaigns in the trade mediums, as well as those who
are contemplating making such a move, must have read with interest
the very timely comments on trade paper advertising offered by
Charles E. Byrne, of the Steger & Sons Piano Mfg. Co., which ap-
peared in The World last month.
Mr. Byrne's statements are particularly valuable because they
are based upon actual experience and tell of a campaign that proved
a distinct success in selling talking machines as well as pianos. For
the manufacturer who is in doubt as to just how to proceed in
making his trade paper appropriation and in preparing copy, the
article is to be accepted as a most satisfactory primer. The domi-
nating fact is that all is not accomplished by buying space in the
trade paper, regardless of how high is the standing of the medium
itself. It rests with the advertiser to give thought to his copv — to
make a careful study of the selling arguments that can be offered
most fittingly through the medium of type — to lay out a connected
and comprehensive campaign that will lead to the desired end and
bring results.
It is not the novice, or the small advertiser, alone who is to be
April 15, 1920
THE TALKING MACHINE WORLD
9
charged with carelessness in the handling of his trade paper pub-
licity, for there are big advertisers who are not getting proper
returns in proportion to the volume of expenditure, for no other rea-
son than that the preparation of copy does not receive the attention it
deserves. Concerns who would not think of sending out a salesman
with simply a business card and uninstructed regarding the details
of the product he has to offer send out advertising that so far as it
helps the advertiser simply gives his name and address and is abso-
lutely devoid of selling argument.
When the product is far oversold it is quite well enough sim-
ply to keep the name of the product before the trade and the public
for the cumulative effect and with a view to having the name im-
pressed firmly upon the mind when the time comes that an extra
demand may be handled. When it is desired to actually sell goods,
however, it is as important, if not more important, to have the
proper sort of trade paper ad as it is to give thought to daily news-
paper copy. The merchant wants facts, and being experienced in
the trade knows when he is reading facts and not plain hot air. The
average layman, however, reading the daily newspaper may not be so
sure of his ground. Telling the merchant the story and telling it in
the right way is the function of trade paper advertising.
AROUSING AN INTEREST IN MUSIC
TV /f EMBERS of the talking machine trade should be deeply inter-
*Vl ested with members of other divisions of the music industry
in the announcement that a budget of $50,000 has been fixed by the
Music Industries Chamber of Commerce for the National Bureau
for the Advancement of Music to carry on the work of that Bureau
during the current year. At first glance it seems like a substantial
amount, and yet the Bureau has already proven that the results ob-
tained are of the sort that could not be purchased outright for many
times this substantial sum.
The publicity for the cause of music that grew out of the Music
Week celebration in New York some few weeks ago could not have
been bought for $50,000 in cash. In fact, much of the editorial com-
ment in the newspapers could not have been secured at any price.
And it must be remembered that it was the National Bureau for the
Advancement of Music that started the campaign, and while keep-
ing its identity in the background saw to it that the details were
carried out successfully.
Talking machine men should be interested quite as much as the
piano men in any movement calculated to arouse a more general
interest in music — more so, in fact, because in many respects the
talking machine has been recognized as a pioneer in bringing to the
masses of the country their first or greater knowledge of the better
things in music. The fact that more attention is constantly being
given by the newspapers to music, particularly in its more popular
form, and that in giving this attention the importance of the talking
machine and player-piano is not in any sense overlooked, is serving
to arouse in the hearts of millions an interest in, if not a longing for,
some form of music in the home. In the great majority of cases this
demand is fully met by the talking machine. To sum up, the ad-
vancement of music means the advancement of the music trade,
although indirectly, and for that reason everyone engaged in selling
talking machines should take a personal interest in the movement.
THE IMPORTANCE OF GOOD SALESMANSHIP
|\ /I EN who have entered the talking machine field from other
AVI imes 0f business or who have given more or less study to the
distributing branches of the trade have maintained that to all
intents and purposes salesmanship in the retail branch of this indus-
try is practically a lost art, with a few notable exceptions. Such
statements have not been made in the sense of reflecting upon the
progressiveness of the trade, but rather to emphasize that conditions
generally have not demanded the development of the selling sense
to any pronounced degree.
There have been good salesmen in the trade and there still are
whose success has been noteworthy, but the rank and file have been
satisfied to depend upon the advertising of the manufacturer and
their own publicity to take care of new business, with clerks of the
ordinary type to fill the customer's orders in the store proper. There
are some factors in the trade who have already sensed that there is
right now a need i of more skilled salesmanship and that this need
will increase as time goes on. These factors in turn have set about
solving the problem and the result has been the establishment of a
number of schools in salesmanship where facts replace theory in
the instruction of the students.
Good salesmanship can do much to offset the effect of the record
shortage by placing with the public records not generally advertised
or not cataloged prominently. Good salesmanship demands that the
salesman know about these records and be ready to talk about them
convincingly. In other words the need of more advanced salesman-
ship is apparent and various schools and classes have been estab-
lished with a view to meeting the situation. This is a move that is
going to prove valuable before many months have passed.
RECORD DEMAND STEADILY EXPANDING
A DEMAND for records that is absolutely unprecedented is
a notable feature of the trade these days and the best
efforts of manufacturers seem unable to satisfy the needs of
the jobbers, the dealers and the public. The call is not wholly
for records of the popular compositions, inasmuch as the record-
ings of the great vocal artists and leading instrumentalists are
demanded in a way that is simply amazing in its volume and
persistency. While shellac and other materials entering into
the manufacture of records are still scarce and tremendously
high in price, larger shellac supplies with downward price ten-
dencies are looked for, which may bear on increased production.
REG. W.S.PAT.OFF
"The power of co-operation is man's highest
manifestation of intelligence and wisdom."
I Elbert Hubbard
ORMES, l„c.
26 East 125th Street NEW YORK
Victor Wholesale Exclusively
10
THE TALKING MACHINE WORLD
April 15, 1920
SBIDIII^
There Is a Sale for Every Record Made
Provided It Is Rightly Sold == == I
By W. E. Standke I
SIIIllllllllllIIIII!lllinil!lllllllUIIIIII!lllllllilll!l!l
I was recentlj- asked to express myself regard-
ing records that move slowly and for which
there is little demand. I have given the matter
considerable thought and it is my honest belief
that there is a sale for every record that was
ever made. But it depends almost entirely
upon the salesmen to find those sales. Every
shop has a percentage of trade that is steady
and the steady trade of any shop is so widely
different and variable that it calls for almost
the utmost on the part of the salesman to cater
to that trade with some degree of intelligence.
There are those who buy only heavy composi-
tions, such as grand opera records; others de-
sire a majority of the humorous selections.
"Too many establishments have taken the atti-
tude that their customers should know what
they want before they come to buy; that they
should have some idea from the new catalogs
and supplements of what they would like to
hear, and hence know what to ask for. This is
hardly true of any division of the record pur-
chasers, but it is up to the salesman to discover
how best he can meet the trade and best cater
to it.
"We will first consider the class which buys
grand opera records. This is in many instances
considered the educated class and the amateur
salesman has a general idea when he has
such a customer that the customer knows just
about what he wants and can ask for it right off
the bat. This is just as great a mistake as it
would be for the dealer to catalog the customers
who usually demand light music and dance
numbers as- less educated than the first class.
After years of experience I have found that
even those customers who have a liking for the
Style A
Dulcitone Walnut, 'Rich Mahogany,
Red or Brown
■up
heavier compositions are apt to forget some
beautiful classic that might be of a compara-
tively old recording. However, the salesman
with a knowledge of his stock and who can judge
the type of music suited to his customers can
make sales of a pleasing nature and keep his
entire catalog moving continuously. For in-
stance, a transient customer may visit the store
■IIIIIIIM
ment with any degree of success, but because I
have applied it I know that it can. Often it
may happen that when the particular customer
arrives the salesmen is busy with another cus-
tomer, but there are various ways that the
record he has selected for that customer may
be called to her attention. This, too. has caused
another feature in the trade and that is the habit
a customer develops of asking for a certain
salesman or saleslady. The careful manager
will note that this is because the customer has
come to rely more or less upon the salesman."
g Salesmen Who Know m
| Their Stock and Can j new vicsonia distributors
| Judge Customers' De- ■
H sires Can Keep the m
B Catalog Moving. (
Wholesale Representatives Appointed for the
Pacific Coast and for Pennsylvania and
Neighboring States — Big Increase in Sales
to-day and ask to hear several records played
and the salesman, while demonstrating the rec-
ords, may have some particular one called to
his attention that would just suit Mrs. Brown,
(Mrs. Brown, of course, being one of the steady
customers). The wide-awake salesman will
either make a mental note of the record or place
it, if the stock permits, in such a position that
he can find it quickly. The prime feature is
that he must not forget it.
"It may seem absurd to some that such a
system can be worked out in a large establish-
In order to insure the many talking machine
dealers handling the Vicsonia the maximum of
service in the matter of filling orders the Vic-
sonia Mfg. Co., Inc., New York, is constantly
adding to its list of distributors in various sec-
tions of the country. Among the recent ex-
clusive distributors appointed by the company
are the Pacific Accessory & Supply Co., Port-
land, Ore., for the entire Pacific Coast, and New-
ton B. Heims, of Pittsburgh, Pa., for the States
of Pennsylvania, Ohio and West Virginia.
The demand for the Vicsonia, and particu-
larly for the new Model "B," is developing rapid-
ly and W. J. Sess, head of the company, states
that sales have increased 200 per cent during
the past six months. The company is having
no trouble in the matter of production and is,
therefore, able to fill orders promptly.
Dulcitone
Tone Appearance Superiority
The wonderful tone of the Dulcitone is not an accident, but the result of right
development of known principles governing tone production. The especially
constructed tone chamber, embodying proper dimensions, shape and quality
of material, is the medium by which tone once properly started in the repro-
ducer is amplified and brought out full, clear and rich.
Dulcitone appearance is one of the prime factors in its popularity. Veneered
in beautifully matched genuine Walnut and Mahogany veneers, it appeals
instantly to the eye and commands admiration. DULCITONE WALNUT IS
THE MOST BEAUTIFULLY FIGURED AND PERFECTLY MATCHED
VENEER IN THE ENTIRE PHONOGRAPH INDUSTRY.
The combination of wonderful tone and incomparable beauty of finish places
the Dulcitone at the head of the list of all Phonographs and explains its un-
questioned popularity with both dealer and customer.
Write for prices and further interesting information.
PROMPT SHIPMENTS.
Dulcitone Phonograph Company
Chicago Office, 404 Republic Bldg.
UII11I1II1HUDIII1IUIIII1II11IIIIII1IIUIIIII
SOUTH HAVEN, MICHIGAN
nun
The Talking Machine World, New York, April 15, 1920
The Talking Machine World, New York, April 15, 1920
m
The Ultona Playing a Brunswick Record
Why people prefer
The Brunswick
Brunswick has won its everlasting posi-
tion in the music world, not merely by
filling a temporary need, but by a big
vision plan.
First came improvements, such as the
Ultona and the Brunswick Tone Ampli-
fier. And many more new-day develop-
ments.
These met with instant approval.
Brunswick led the way in all-record play-
ing. The Ultona showed people that a
fine phonograph could play all records —
that one need not be confined to one make
of record.
Remember how we blazoned "The
Brunswick Plays All Records" across the
country. We brought it out as a new idea.
It created a sensation.
Now, of course, many phonographs
play all records. But none have equaled
the Ultona, an exclusive Brunswick fea-
ture, because it is a Brunswick invention.
Another appeal that won approval was
the finer tone. In the Brunswick Method
of Reproduction, which combines all tonal
factors, we brought new standards.
Part was due to the Brunswick Oval
Tone Amplifier, built entirely of wood.
That was an innovation. The old-time
practice was to connect tone arm and
amplifier with a cast metal throat.
The Brunswick way ended harsh, stri-
dent notes. And people quickly realized
Brunswick superiority.
These are some of the many reasons for
Brunswick popularity. And they are fac-
tors not merely of today but of tomorrow.
They insure the Brunswick dealer a per-
manent, growing business.
THE BRUNSWICK-BALKE-COLLENDER COMPANY
General Offices: 623-63 3 S. Wabash Ave., Chicago
Branch Houses in Principal Cities of United States, Mexico and Canada
Canadian Distributors: Musical Merchandise Sales Co.,
819 Yonee St., Toronto
PHONOGRAPHS AND RE C
The Talking Machine World, New York, April 15, 1920
== — — ]
The Tone Amplifier Built Entirely of Wood
Why The Brunswick
is in such demand
The House of Brunswick is wise in
planning first to please the critical cus-
tomer. In The Brunswick it gives a su-
perior instrument.
But larger wisdom is shown by Bruns-
wick advertising. It tells the Brunswick
story in a vivid, appealing manner. It
has acquainted the millions with the
Brunswick betterments.
It sends people to Brunswick dealers.
People want to know the facts.
For all Brunswick advertising arouses
curiosity. It tells people to make com-
parisons. It advises people to hear The
Brunswick, then others. It says that
people will quickly realize the tonal beau-
ties of The Brunswick.
The Brunswick advertising concen-
trates on the Ultona and the Brunswick
Tone Amplifier. It makes people want to
become acquainted with these features.
One of the first principles of salesman-
ship is to arouse curiosity. And that is
the keynote in all Brunswick advertising.
That is what makes it so valuable to
Brunswick dealers.
We invite you to study Brunswick ad-
vertising. It is backed by one of the
largest appropriations. It is written to
sell Brunswicks. We think it is the finest
phonograph advertising in the field.
And we know that it helps Brunswick
dealers because they constantly tell us so.
THE BRUNSWICK-BALKE-COLLENDER COMPANY
General Offices: 623-633 S. Wabash Ave., Chicago
Branch Houses in Principal Cities of United States, Mexico and Canada
Canadian Distributors: Musical Merchandise Bales Co.,
819 Yonee St., Toronto
PHONOGRAPHS AND RECORD
The Talking Machine World, New York, April 15, 1920
tBSM
■
-Ujl
*SoJ
Brunswick Phonograph Factory at Dubuque, Iowa
Brunswicks are built complete
by Brunswick — not assembled
Maybe you do not realize it, for it has
come about in the last three years, but
Brunswick is now one of the foremost
builders of phonographs in the industry.
In fact, the Brunswick factory is one of
the finest, one of the most complete, one
of the most efficient production bases to
be found.
Brunswick is now one of the very few
builders making its product complete. The
general practice is assemblage.
We know of only one other phonograph
maker having as complete a plant as
Brunswick.
Brunswick has risen to this place in
but a fraction of the time it took to build
other businesses.
This is not said boastfully, but to ac-
quaint phonograph dealers with the phe-
nomenal reception given The Brunswick
by the people.
We tell you also to show how sincerely
the House of Brunswick goes into a prop-
osition. The House of Brunswick has
built its immense factories for the future.
Brunswick has won a commanding place,
and we intend to hold it.
We build our own motors, our own
cabinets, our own Ultonas — every part,
every feature. We are not dependent
upon parts makers. We control every
standard, every inspection. We do not
have to compromise on quality.
Brunswick success is growing con-
stantly. It hasn't reached our height yet.
The momentum is carrying Brunswick
on, and we are adding to that momentum
by far-vision plans.
Thus we insure an enviable place for
the Brunswick dealer. His franchise is
becoming more and more valuable every
day.
THE BRUNSWICK-BALKE-COLLENDER COMPANY
General Offices: 623-633 S. Wabash Ave., Chicago
Bunch Houses in Principal Cities of United States, Mexico and Canada
Canadian Distributors: Musical Merchandise Sales Co.,
819 Yonje St., Toronto
."4.:
PHONOGRAPHS AND REC
April 15, 1920
THE TALKING MACHINE WORLD
11
I Widespread Rebirth of Musical Interest in J
I America Is Helped by the Talking Machine f
■■inn
Probably the most comprehensive and en-
lightened view of the present musical status of
the American public and also of the part that
has been taken by the talking m.ichine in bring-
ing about a more general appreciation of music
among the American people that has yet ap-
peared in the public press was found in a lengthy
editorial in the New York Tribune of recent
date under the caption: "Are Americans Musi-
cal?"
The editorial, which had its inception in the
general success and wide influence of the recent
Music Week in this city, agrees with certain
critics that there is an undoubted lack of wide-
spread musical training, technically speaking, in
the country, and that we are neither a singing
nor a playing people. It admits that the Amer-
ican home heard little of music until recent years
and that where there was music it was of the
crude sort, usually represented by tire element-
ary playing of the son or daughter on this or
that instrument.
The interesting feature of this editorial is the
frank credit paid to the influence of so-called
mechanical music in giving Americans a new
and more intimate aspect of music generally.
Following a discussion of the various criticisms,
the editorial says:
"These criticisms are all true, and yet the con-
cert record of New York is not an isolated and
unrepresentative fact. To the contrary, it is a
true indication of a widespread rebirth of musi-
cal interest in America, due entirely to the me-
chanical music so foolishly disdained by some
musicians. It is not with a musical country like
Italy that America of to-day is to be justly com-
pared. The fair comparison is with America of
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllli
a generation ago. Any such checking up will
reveal the very real progress which Music Week
is recording wherever it is held.
"The supercilious folk who suspected 'canned'
music of all sorts of evil influences lacked faith
in their art, as a matter of fact. There is only
one way to develop taste in any art, and that
is by saturating one's self in it. To learn rules,
lie
I There is Really Only |[
J One Way to Develop
M Taste in Any Art and jj
jj That Is by Saturat- I
p ing One's Self in It ■
or hear an occasional concert, or memorize a
few pieces on a piano after years of disagree-
able endeavor, is not to become musical. The
beauty of the talking machine and the player-
piano, artistically speaking, was that they laid
down no rules whatever. They simply filled the
American home with music — good, bad, indif-
ferent, as the taste of the owner elected. Taste
does not remain stationary, however. There
would be no progress in any art if it did. Music
develops its own standards; it improves ears,
comprehension, taste, as it goes along. That is
llllllllllllllillllllllllllllllllllllllllllllllllll
the experience and testimony of everyone who
has watched the progress of mechanical music.
"The development of community singing is an
interesting by-product that confirms this view.
So in its way is the revival of dancing. And,
best of all, here, as throughout this whole renais-
sance of music in America, pleasure is the mo-
tive and goal of those who participate. We
should rate this as the most important fact in
the present rise of America from being one of
the least musical countries toward, we hope, be-
coming one of the most musical. We are not
taking our music sadly, as a painful duty to the
gods of uplift. We are listening and singing
and playing because we enjoy it. This is as
music was intended. We may have still a long
way to travel. But we are on the right road."
This editorial again brings to attention the
new and pleasing attitude of the newspaper
press toward the great campaign for musical
advancement inaugurated by the music industry
and affords a convincing argument as to the
worth and value of music which can be used
effectively by the talking machine dealer and by
advocates of music generally. Editorials such
as this are well worth reprinting by members of
the industry, not alone because of their business-
getting value, but because their intrinsic worth
warrants their receiving the widest possible cir-
culation.
The Carroll .Music Store, Appleton, Wis., has
purchased the former post office building in
that city and possession will be taken in a few
months. At that time the stock of Victor talk-
ing machines and records will be transferred
from the present location at 874 College avenue.
Do you want these good Customers?
Playing hill-and-dale record
Edison Owners are good Customers for
YOU if you sell them the
KENT
Master Adapter
The illustrations show how it is instantly
adjusted to play ANY kind of disc record.
And when these Customers, come back for
more and more records they'll tell you that
the "Kent Master" plays each record at
its best.
That pleases them and pays you.
May we tell you about it ?
Here is another message to
DEALERS and MANUFACTURERS
Besides the Kent Master Adapter we manufacture
several other attachments for Edison and Victor
Machines, as well as Tone Arms and Sound Boxes.
When you know about these you will agree that
they "Win their Way by their play." Furthermore,
we carry large stocks of steel, sapphire and diamond
points.
Playing lateral-cut record
Registered in U S Pal Office
F. C. KENT COMPANY
Mulberry and Chestnut Sts.
Newark, N. J.
THE TALKING MACHINE WORLD
e Only Non
Automatic
This long-wanted improvement is now
a part of the new Columbia Grafonola.
Built right into the motor. Invisible.
Automatic. Operates on any record,
long or short. Nothing to move or set
or measure. Just put on your record
and the Grafonola plays and stops itself.
No other phonograph has it. All
other stops must be set by hand for
every record. No other phonograph can
get it. Basic patents protect the Columbia
Non Set Automatic Stop. It is the
last touch of comfort and convenience
added to the greatest of all musical
instruments, the Columbia Grafonola.
'Exclusively on the
)luml
COLUMBIA GRAPHOPHONE COMPANY, New York
April IS, 1920
THE TALKING MACHINE WORLD
13
A Great Selling Point
of Columbia Graf ono las
Your customers cannot
resist that last touch of con-
venience which the Non Set
Automatic Stop gives the
Columbia Grafonola. Al-
ways tell them all about
this exclusive Columbia fea-
ture. Demonstrate it in
your store and see the num-
ber of sales it clinches. We
have already told its ad-
vantages to more than
twenty-one million people
in the current magazines.
Grafonola
COLUMBIA GRAPHOPHONE COMPANY, New York
14
THE TALKING MACHINE WORLD
April 15, 1920
Strain
For All
Furniture
Legs
Save Floors -Save Rugs
See That "You Get Them
The above is an example of the vigorous national
advertising appearing in a long list of the best
consumer magazines. This, in addition to the
many million sets already in use, has taught the
public to expect these slides on their furniture.
AVOID IT!
^ID you ever hear a table groan as it
was pushed across the floor? It s a
plea for better treatment.
Strain is the arch enemy of good furniture. It splits
joints and mortises, cracks glue, makes legs wahhly
and militates against sales in the show room and the
customer s satisfaction with her purchase at home.
But strain m all its ill effects can he avoided hy
using
DOMES of
SILENCE
They cost little, their efficiency is high, and they
free dealers and housewives from worry. They are
made of case hardened steel and are as easy to put
on as they are simple m construction.
Most furniture manufacturers equip their products
with Domes of Silence. Xhey are just as much a
necessity as a selling argument.
HENRY W. PEABODY & CO.
D
omes
of Sil
ence
D
lvision
17 STATE ST.
NEW YORK
IN ALL YOUR FURNITURE ORDERS
SPECIFY DOMES OF SILENCE
April is, 1920 THE TALKING MACHINE WORLD 15
I Interesting Comments on Various Phases I
I of Talking Machine Progress - bv w. bhSs stoddard |
Iiiiiiiiiiim^
How to get the man interested in the talking
machine is a problem that presents itself to
every dealer. Most men have their music, like
their religion, in their wife's name, and when it
comes to buying an instrument of any kind
say, "Oh, go on and get what you want — 1
wouldn't know anything about it anyway." Of
course they criticize the selection after it is
made — but that is merely masculine nature. The
Mackay Furniture Co., St. Louis, Mo., how-
ever, solved the problem of how to get men
into the store — and alone at that. This they
did by sport bulletin boards. They arranged
with one of the newspapers for a telephone serv-
ice regarding leading football games in the
Fall, boxing matches in the Winter, while this
Spring they will have the baseball news. On
the platform with the board they have a first-
class talking machine, and between the scores
and points they give a program of the best
music, both classical and popular, in order to
appeal to all tastes. As a result of this novel
method of advertising eighteen talking machines
were sold within two weeks, to say nothing of
the scores of records that were purchased. Many
of the men who dropped in to hear and see the
returns had Victrolas at home, and after they
had heard an air that struck their fancy several
times they were pretty sure to inquire about the
record. A clerk was always on hand at the
record counter — and although no effort was
made to sell either talking machines or records
they sold themselves by their mere presence.
What a Western Druggist Thinks of the Talker
In the West they are not so afraid of inno-
vations as in other sections of the country, and
as a result most of the better class of druggists
are stocking with a good supply of talking ma-
chines and records, recognizing that it is a line
which is constantly increasing in popularity. It
is therefore interesting to hear what one of the
druggists in one of the smaller progressive cities
of the Western Coast has to say on this sub-
ject. E. R. Howell, of Pullman, Wash., said
recently:
"To-day the talking machine is one of the
ideal side lines for the drug store. I have known
some of the old-timers of the drug trade to
look aghast at the idea. To these I come back
with the fact that music has a definite thera-
peutic use, and the Victrola has even been used
as an adjunct to the operating room. With
what other side line can you turn a sale in
from fifteen to thirty minutes that will show
a very substantial profit? I have taken a new
prospect to the Victrola balcony, showed the
advantages of the various sizes, and closed a
$130 sale, while a fellow salesman was trying
to sell an uncertain damsel a 50-cent box of
powder. Most likely I would arrive on the
scene in time to hear her say, "Charge it.
please!" The purchaser of the- powder might
return for other purchases and she might not.
The Victrola purchaser is a tangible good-will
asset. He will return many times, eventually
averaging $50 for purchases of records.
"One of the fundamentals of success in
handling talking machines, as I see it, is the
selection of a quality line — and I would sug-
gest an advertised line whenever possible. A
customer may take a bottle of perfume on your
recommendation, but when he is sinking from
$100 to $200 in a talking machine -he wants ad-
ditional assurance in most cases. Don't con-
tract for a line that gives 10 per cent, profit
over the margin you would receive on the best
line you can secure — as the better line may
yield four times the sales and a net profit far
exceeding the other. In other words, get the
very best line you can- and then push it for all
you are worth."
Old Customers' Week
There is a prestige which comes from long
establishment of which every merchant should
take advantage. It was with this idea in mind
that James Hart & Sons, Long Prairie, Minn.,
determined to use their long location in the
town not only to hold their old, but to obtain
new customers.
They accordingly inaugurated an Old Cus-
tomers' Week, when they invited all their old
customers, people who had traded with them
ten years or more, to visit them. They wrote
letters to sixty or seventy of the older resi-
dents, asking them to give their recollections
of the inception of the talking machine busi-
ness, and when they first remembered hearing
the little phonographs with horn attachment
played in the Hart store. They also asked
these old settlers, as a favor, to send their
photos and a note telling how long they had
traded at the store, and what was their gen-
eral impression of it. The response was de-
cidedly gratifying. About 75 per cent of the
people replied and the great majority sent their
photos. The letters and pictures were published
in Hart's Rinkels — their monthly store publica-
tion. Some of them were very interesting,
showing people 80 years of age and over who
had traded with the firm for more than a quar-
ter of a century. Their recollections of the
birth of the talking machine and the wonderful
progress that had been made since then focused
the attention of all readers on these products
— and, of course, the firm was wise enough to
see to it that there were several good cuts of
the latest models run in this particular edition.
Talking Machines Were the Attraction
During Old Customers' Week there were dis-
played in the salesroom models of talking ma-
chines from the first crude specimen to the
present human tone instrument. They were
the magnet that drew old and young, and when
some of the younger generation talked with the
old inhabitants and learned of the long years
of fair dealing of the firm, as related by them,
.they gained the idea that it was a pretty good
place at which to trade — which was precisely
the object of inaugurating the week. Another
illustration of the fact that a satisfied customer
is the store's best friend.
BROOK MAYS & CO. ORGANIZED
Branch of D. H. Spencer & Sons Formed to
Distribute Mandel Phonographs in Southwest
Dallas, Texas, April 2. — D. H. Spencer & Sons,
of this city, have established a new wholesale
phonograph department to distribute the Man-
del phonograph in the Southwest. This de-
partment is known as Brook Mays & Co. and
is under the direction of D. H. Spencer, 105
South Murphy street. At the present time a
large line of Mandel phonographs is carried and
it is the intention of the firm to add a stock of
records, parts and accessories.
"ANGELICO" IS INCORPORATED
A new talking machine house has been incor-
porated under the laws of New York State to do
business in Brooklyn under the name of An-
gelico. The capital is $30,000 and the incorpora-
tors are W. J. Hollister, P. L. Greiner and J. L.
Cooke, 13 Middagh street, Brooklyn.
Better A d vertising — " The Victrol a Visitor"
and Other Features
ATS/E believe that every real Victor merchant needs
- * ' distinctive advertising — something that is unlike
the advertising of his competitors, no matter how cordial
his relations with fellow-merchants may be.
And so, a part of our program is to provide attractive
advertising that contains much in small space.
Ask us for proofs of special newspaper advertisements,
about the new prices on Red Seal Records, quick delivery
of purchases, and No. IV and VI Outfits; also for a
copy of "The Victrola Visitor" — a unique house-organ
booklet for dealers who maintain live mailing-lists.
If you haven't seen the first issue of The Victor Turnover
— our Dealer Bulletin — we'll be pleased to send a copy.
THE CLEVELAND TALKING MACHINE CO.
1125 Oregon Avenue, Bingham Building, Cleveland, O.
16
THE TALKING MACHINE WORLD
April 15, 1920
Four New Ways of
For the Manufacturer
Eleven Amazing Features of
New COPPER Tone Arms
Only one manufacturing
process yet discovered can
successfully produce this
wonderful product, the
copper tone arm. Only one
man in the world ever
learned this secret process.
Only one plant on earth
has the right and the facil-
ities for fabricating copper
this new, secret way. ,
Through a wonderful new secret process of
fabricating copper into any shape desired,
talking machine manufacturers are now of-
fered the opportunity of obtaining the fruits
of this invention for their own priceless bene-
fit. Copper Process Tone Arms possess eleven
amazing features which no phonograph manu-
facturer can afford to ignore. And not least
of all is the fact that any design required can
successfully be produced, very quickly and in
whatever quantity desired.
Below are listed briefly these eleven features.
Every manufacturer will immediately realize
their immense importance both from a produc-
tion standpoint and from the advertising and
selling angle. The coupon on the opposite
page will bring you full information about this
copper tone arm. Mail the coupon at once if
you are a manufacturer looking for a product
which will transform both the appearance and
the performance of your phonograph.
Isn't Every One of These 11 Features of Big Importance to You?
( 1 ) Greater manufacturing speed and production.
( 2 ) Adaptable to any design you submit — through new secret process of fabricating copper.
( 3 ) No liability of breakage. Could hammer it flat, same way as gold, without its breaking.
( 4 ) No possibility of imperfection in manufacture.
( 5 ) No peeling of the plating.
( 6 ) Lighter in weight.
( 7 ) Smaller assembling costs.
( 8 ) No leakage — seamless copper arms specially moulded or of our regular stock designs.
( 9 ) Can be brought to a higher polish.
(10) Produces better tone — more natural, mellow and full.
(Ill Real advertising and selling strong points which will prove just as evident to and effective with your
dealers as with their customers.
|H G-roovite
L .j_ C I G an i il pi a ti ^
c . s .
UNIFORM NKFIDLES
GLISS
The lustre La^U
BJHSI
I 1.
T
Groov i te
C I e a n ^ a . s i t t?La u ■>
WW
UNIFORM NEEDLES
CONDON'S
SURETY
EXPRESS
April IS, 1920
THE TALKING MACHINE WORLD
17
Boosting Profits
and for the Trade
The Steel Needle With the Ball Point
Torrington Uniform Needles are the only steel needles made with the
ball point. That harsh, grating scratch which costs dealers so many phono-
graph and record sales is eliminated. Tone value is improved and each
shading of sound in the recordings is reproduced perfectly.
EACH NEEDLE UNIFORM
Each Torrington Uniform Needle is exactly
the same as another. Through a special method
of manufacture all needles are made perfectly
uniform — in size, finish, tone value and merit.
You could line up a million Torrington Uniform
Needles and not a hair's breadth of difference
would there be between them.
Don't rob yourself of your own rightful profits
by supplying your customers with the sort of
needles which discourage record and machine
sales. Let us send you some samples of Tor-
rington Uniform Needles — then judge for your-
self ! Our Plan K will interest you. The coupon
will bring you samples and this special plan.
How GROOVITE Sells More Records
"Groovite" is increasing record sales of hundreds of
dealers because it makes every record the customer hears
"taste like more." This wonderful
new liquid cleans each record groove
as the needle goes over it— and im-
proves the record tone over 30 per
cent.
No mess or trouble in using
"Groovite" — altho the difference in
results would be well worth it. It is
a liquid which runs around the
grooves, absorbing and dispelling all
the tone-killing dust and grit par-
ticles, and making each groove as
clean as a whistle — enabling the needle to bring out
over 30 per cent more sweetness and purity of tone.
Mail Coupon for Special
Proposition
This coupon, mailed promptly, will
bring you full information about our
special proposition on "Groovite."
Learn how "Groovite" boosts record
sales for those who sell it. Let us
tell you more about "Groovite" and
our special proposition.
The New Kind of Cabinet Polish
What 'is the biggest point about this new cabinet
polish which is meeting with such favor from dealers
and consumers? Why is "Gliss" being called, "the
polish that makes the dealer the customer's friend" ?
The one big point about "Gliss" that
•is winning so much favor is the fact
that — the lustre lasts. Not only does 'it
produce a bright, glistening lustre — but
the polished surface stays that way. A
special chemical compound insures this
amazing result.
"Gliss" is being used in thousands of
households for polishing the finest fur-
niture and is guaranteed absolutely free
from injurious substances.
Fill out the coupon and mail it at
once. Learn more about our special
plan of marketing this new kind of
cabinet polish. "Gliss" is made so that
your customers are pleased with their
purchase — and marketed so that yo>u are
pleased with your profit. Mail coupon
to-day for full information about 'it.
(COUPON)
Condon & Co., Inc.,
200 Fifth Avenue, New York City.
Please tell us more about □ Copper Process
Tone Arms, □ Gliss, □ Torrington Uniform
Needles, □ Groovite. I understand, of course,
that this request obligates me in no way.
Name
Address
City
MAIL COUPON AT ONCE TO
Condon & Co., Inc.
200 Fifth Avenue
NEW 'YORK
18
THE TALKING MACHINE WORLD
April 15, 1920
Charles Hacketf s first record in English is
that beautiful love ballad "I'd Build a World
in the Heart of a Rose/' Columbia Record
78929.
Columbia Graphophone Co
NEW YORK
THE MAGNIFICENT BRUNSWICK DISPLAY AT THE NATIONAL MUSIC SHOW IN NEW YORK
This Artistic Exhibit So Much Admired by Visitors to the Recent Music Show Also Marked the First Presentation of Brunswick Records
AE0LIAN=V0CAL10N IN MANISTEE
Manistee, Mich., April 2. — J. and A. J. Piotrow-
ski, of this city, who have for some time past
been retail merchants handling the Pathe phono-
graph and records, have recently added Aeolian-
Vocalion phonographs and Vocalion records and
are displaying a very fine stock.
MUSIC HALL FOR CANTON STORE
Klein & Heffelman Co. Building Auditorium in
Store Building for Use of Musicians
NEW CONCERN IN CANTON, 0.
The Woomer Phonograph Co. to Specialize in
Retailing Talking Machines
Pkonoorapii
Plays.;.all
disc records
with an un-
usual clear-
ness, richness
and beauty
in tone.
Allractioe
Proposition
for active
Dealers
The REGINA Co.
47 W. 34th St..
New York
209 S. Stile St.,
Chicago
n
Canton, O., April 5. — An innovation in Can-
ton music stores is announced by the Klein &
Heffelman Co., which will install a music hall in
the new store now in process of construction
on Market avenue North. The music hall will
be independent of the music department and will
serve several purposes. Local musicians and
students of music will be permitted to give re-
citals there instead of engaging an auditorium.
The music hall will have a large stage, attrac-
tively designed, and special scenery will be pro-
vided. The company will encourage private re-
citals and an adjoining room will be fitted up
where refreshments will be served.
Canton, O., April 2. — The Woomer Phono-
graph Co., Canton's newest music concern, has
been incorporated at Columbus, O., with a
capitalization of $5,000. The officers of the
company are S. C. Woomer, president; E. H.
Woomer, vice-president and general manager,
and V. A. Woomer, secretary and treasurer.
The firm plans to remodel its present place of
business at 123 Cleveland avenue S. W. and will
handle several of the leading makes of phono-
graphs. Approximately 1,000 square feet of
space will be added to the present quarters when
the store is remodeled and the most improved
form of equipment installed.
AUTOMATIC STOPS
The simplest and most efficient Auto-
matic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.
Send SO cents for Sample Stop
Kirkman Engineering Corporation
484-490 Broome St., New York
The Talking Machine World, New York, April 15, 1920
LATERAL CUT
4079
10-in.
$1.00
4081
10-in
*1.00
4082
10-in.
$1.00
4083
10-in.
$1 .00
4084
10-in.
$1.00
I'LL SEE YOU IN C-U-B-A— Tenor, with Rega orch.,
BillyMurray
kDARDANELLA — Tenor, with Rega orch Billy Murray
{SEE OLD MAN MOON SMILE— Baritone duet,
Al. Bernard-Ernest Hare
CHASIN' THE BLUES — Baritone Al. Bernard
[ALL I WANT IS YOU— Tenor, with oreh Henry Burr
(.WHEN MY BABY SMILES— Baritone, with orch.. Bert Franklin
( OLD FASHIONED GARDEN— Tenor, with orch Sam Ash
(.VENETIAN MOON— Baritone, with orch Joseph Phillips
MELODIOUS JAZZ — Vocal Quartette, with Rega orch.,
Peerless Quartette
HE WENT IN LIKE A LION AND CAME OUT LIKE A
LAMB — Tenor, with orch Billy Murray
4080
10-in,
$1.00
4085
10-in
$1.00
4086
10-in
$1.00
4087
10-in
$1.00
4088
10-in.
$1.00
rMY ISLE OF GOLDEN DREAMS — Waltz, Saxophone
sextette Joe Thomas' Sax-o-tette
IN AND OUT — One-step, Saxophone sextette,
Joe Thomas' Sax-o-tette
f SEE-SAW (Intro.: "When Two Hearts Discover." from
Musical Comedy, "See-Saw") — Fox-trot.
Green Brothers Xylophone Orchestra
KORINTHIA— One-step,
L Joseph Knecht's Waldorf-Astoria Dance Orchestra
{LONE STAR (Intro.: "Just Say the Word") — Fox-trot,
Rudy Wiedoeft's Palace Trio
DESERT DREAMS — Fox-trot Selvin's Novelty Orchestra
( AFGHANISTAN — Fox-trot Selvin's Novelty Orchestra
(.BUDDHA (My Own) — Fox-trot Van Eps Quartette
'WAITING UNDER WESTERN SKIES— Waltz,
Green Brothers Xylophone Orchestra
SOMEBODY — Novelty One-step ..Rega Dance Orchestra
Dealers'
Service
Every Okeh Dealer should use our Window Display Ser-
vice. It has tremendous sales value. The Eighth Bulle-
tin Display is now ready. Order from your distributor.
Dealers'
Service
General Phonograph Corporation
OTTO HEINEMAN, President
Factories :
NEWARK, N. J.
ELYRIA, OHIO
PUTNAM, CONN.
SPRINGFIELD, MASS
KITCHENER, 0NT.
25 West 45th Street
New York City
N. Y.
Branch Offices:
CHICAGO, ILL.
SAN FRANCISCO, CAL.
TORONTO, CAN.
April 15, 1920
THE TALKING MACHINE WORLD
19
FOUR PROMINENT VICTOR MEN PROMOTED TO IMPORTANT POSTS IN THAT COMPANY
Ralph L. Freeman, Distribution
C. G. Child, Director
Walter J. Staats, Treasurer
Edward E. Shumaker, Director
LEADING INDUSTRY IN LEOMINSTER
Manufacture of Talking Machine Cabinets Fast
Becoming One of the Most Important — Devel-
opment Has Been Rapid in Last Few Years
Leominster, Mass., April 4. — A new industry
which is fast becoming important in the indus-
trial life of this city is the manufacture of talk-
ing machines. Steele & Monroe were the pio-
neers in this business, starting a few years ago in
a small way in the old Lockey piano factory and
later branching out into the factory of the Smith
Piano Case Co., on Granite street.
The concern started first with the manufac-
ture of small box-like machines, gradually de-
veloping to the more expensive machines which
it now makes exclusively. At first only the
cabinets for the talking machines were made,
but as the firm developed the business the as-
sembling of the complete machine was entrusted
to them and now this concern turns out nearly
100 machines a week, ready for the market. The
motors are installed and tested at the factory
and every machine is ready to play before it is
shipped.
There is apparently an ever-increasing demand
for the machines and the business promises to
develop here to unexpected dimensions. Many
who have been watching this industry for the
past few years predict that the time is fast
coming when it will be just as important as the
piano industry.
The making and finishing of the cabinets are
similar in many respects to piano making, and
for this reason it is not difficult to secure trained
workers in this city, which has long been a
big piano manufacturing center.
Other woodworking concerns here are now
considering taking over the manufacture 'of
talking machines, and it is believed that more
than one Leominster concern is now endeavor-
ing to arrange contracts for their manufacture.
The Ross Mfg. Co., one of the largest toy
manufacturers of this city, has already under-
taken the manufacture of talking machine cases
in a. limited degree and if the experiment proves
successful it is likely that it will be added as
one of the features of this concern.
INVALUABLE AS AN EDUCATOR
As a means of inculcating a love for music
among the children, the talking machine is abso-
lutely invaluable. Every family possessing' a
talking machine is insuring the musical educa-
tion of the younger members of the family.
As Thomas Whitney Surette says: "Music is
the only form of beauty by means of which very
young children can be educated, because it is
the only form accessible to them." Children
who early acquire musical appreciation find life
more worth while in later years.
We Build PHONOGRAPHS to an Ideal—
At a Price That Will Appeal!
We won't say we build the best as we do not deal in superlatives (there's too much competition in that line)
but when it comes to Phonographs, well — we will leave it to your judgement as a connoisseur and business man.
"WE DO CLAIM SUPERIORITY
WHEN IT COMES TO SERVICE"
Three big plants operating continuously give us an out-
put that enables us to supply some of America's biggest
jobbers promptly.
THREE LARGE
— ADDRESS —
GENERAL SALES
CORPORATION
1520 Buffum St.
MILWAUKEE, WIS.
Retailers — We have a jobber in your terri'
tory who can supply you over night with
big value phonographs at a liberal discount.
6 Models— Retail Prices $85 to $200
FACTOKIES
OWNING AND OPERATING
General Mfg. Corporation
Recordeon Phonograph Co.
Heaney'Schwab Billiard Mfg. Co.
Makers of Billiard Tables Since 1882
20
THE TALKING MACHINE WORLD
April 15, 1920
HIAWATHA
THE Models we shall put out during
A 1 920 will in no essential differ from
the very successful Hiawathas of 1919.
The 1920 line comprises five models.
They are built and sold on the one basis
of Quality ; the basis on which Hiawatha
prestige and commercial success have
been founded.
HIAWATHA PHONOGRAPH COMPANY
Offices 209 South State Street, CHICAGO
April 15, 1920
fHE TALKING MACHINE WORLD
21
THE MARKET FOR "TALKERS" AND RECORDS IN CHINA
While Records in the Chinese Language Are Preferred, There Is Quite a Market for American
Popular Records — Dialects Should Be Watched — America's Unsold Records Not Wanted
Washington, D. C, April 3. — The market for
talking machines and records in China is referred
to most interestingly in a report sent the De-
partment of Commerce by the United States
Consul in Chungking. He makes a number of
suggestions of exceeding importance to ex-
porters of records which are well worthy of
their consideration, as follows:
Chinese Records Preferred
"A great deal of confusion has been caused by
the failure of gramophone manufacturers to dis-
tribute Chinese records in a judicious manner.
Having gramophone records in the Chinese lan-
guage is an excellent plan and greatly increases
their sale. Few Chinese enjoy and understand
foreign music, and the Chinese records on this
account are usually preferred. The records,
however, are much more enjoyed if the language
of the record is familiar locally.
"It is therefore necessary that special records
be made for different parts of China. This is
probably already known to many manufacturers,
but many records intended for Canton and other
cities in South China have been sent to Chung-
king, with unfortunate results. The Cantonese
dialect is not understood in West China, the
language here being much like Pekingese. Rec-
ords prepared in the latter dialect, therefore,
enjoy a wider sale in this district.
Cantonese Records Returned to Manufacturer
"One firm in Chungking placed an order with
an American manufacturer for Chinese records
in the so-called Mandarin dialect, which is prac-
tically the same as Pekingese. He received,
however, Cantonese records instead. He tried
for many months to place them on the market,
but was unsuccessful and was, therefore, obliged
to return them to the manufacturer. A great
deal of correspondence resulted and the local
dealer was unable for a time even to get his
money back or the records which he had pre-
viously ordered. As far as I know the case is
still outstanding and the local dealer, who is a
European, is likely to place his future orders
with some other manufacturer.
Popular Music Should Be Sent
"Many foreign dealers are not familiar with
American popular songs and cannot, even with
the aid of a catalog, order to advantage. They
are sometimes obliged, therefore, to place a gen-
eral order for a certain number of records with-
out making any specifications as to tunes. Where
this is done, the records should be selected with
special care, for if they are easily sold more
orders are sure to follow. In many cases, how-
ever, the home manufacturer exports old records
which remained unsold because of their unpopu-
larity in the United States. These records can-
not be disposed of even in China, and while
they remain in stock new orders are not placed.
"A large number of records are sold to for-
eigners in China, and their tastes are much like
those of the people in the United States. To
send out old records which do not sell at home
is therefore a mistake. It is more profitable in
the long run to send the very best class of rec-
ords to the foreign market. It is not necessary
that the records be of the most expensive kind,
but popular airs should be selected for export
whenever the selection is left to the discretion
of the manufacturer."
The great commercial awakening that has
taken place in China shows no sign of abating
and American manufacturers are beginning to
recognize that in China lie greater opportunities
probably than anywhere else in the world. For
the fiscal year ending June 30, 1914, the United
States imported nearly $40,000,000 and exported
$25,000,000 worth of merchandise; but in 1919
our imports and jumped to over $145,000,000 and
the exports to nearly $110,000,000.
The Chinese, says the National Foreign Trade
Council, look with great favor on American
goods and would rather trade with us than with
any other nation in the world. In view of this
fact they should, receive' the best.
WIDELY KNOWN IN THE INDUSTRY BLESSED IS THE PATIENT SALESMAN
Harold Lamor, New Manager at Collings & Co.,
Newark, N. J., Popular and Capable
Store Life Page of Women's Wear Has Follow-
ing Psalm for the Salesman
Harold Lamor, who, as referred to in last
month's World, has recently joined the forces of
Collings & Co., Victor distributors of Newark,
N. J., as manager of that very important estab-
Blessed is the salesman who is patient, cour-
teous and efficient, who rises when a customer
enters and stands until the customer has been
served, for he is a diamond in the rough, and
will be cherished and sought out from all the
others.
His "call trade" will make the boss sit up and
take notice and his check book will outshine all
those of his associates.
His bonus at the end of the year will swell
his meager bank account so that the cashier at
his bank will greet him with a smile and call
him his friend.
Raises in his salary will come thick and fast
and he will have things his own way all the days
of his life.
Promotions will come to him regularly. Suc-
cess will mark him. He will stand out among
his fellow employes.
Harold Lamor
lishment, is one of the most popular men in the
Victor business and has always been looked
upon with favor and esteem by his former asso-
ciates in the Victor Co.
It is interesting to note that Mr. Lamor made
his first important business connection with the
Victor Co. several years ago, and prior to his
recent move he covered Michigan, Wisconsin,
New York State, Pittsburgh and western Penn-
sylvania as representative of the traveling de-
partment of that company. Through his good
work he has risen rapidly in the trade.
HOW TO USE TUNGS=TONE STYLUS
Victor Co. Issues Careful Instructions for
Victor Owners in April Supplements
In order to instruct Victor owners in the
use of the Victor tungs-tone stylus the Victor
Co. has issued a special booklet on this sub-
ject and has incorporated it in its April litera-
ture for dealers. The regular April supple-
ment has for its cover design a picture of
Geraldine Farrar as "Zaza" in the opera of
that name. Appropriate selections for Easter
are suggested. The usual list of foreign lan-
guage supplements and the newspaper adver-
tisements and review are included.
is the last word in the refining of high-grade oils, for every im-
purity is taken from it, leaving nothing but what is required to
keep machines in perfect condition, being combined of four oils
perfectly blended.
Will not Gum, Chill or become rancid; is free from acid. It is colorless and has
no sickening smell, being absolutely odorless.
"The finest and most delicate pieces of mechanism do not prove
efficient unless properly lubricated. Skill, Genius, Invention and
Workmanship must have the proper Oil. Stop and consider this
when you have to buy an Oil for household use."
NYOIL is put up in the following sizes:
No. 32 (Can) 1 Quart
No. 128 " 1 Gallon
No. 540 " 5 Gallon
Hundreds of satisfied customers have written us that they would never use anything else for
Talking Machines, Graphophones, Phonographs and Sewing Machines
NYOIL will lubricate the machinery and polish all woodwork
and can be obtained of any "Up-to-date" Talking Machine Dealer in the world,
and is manufactured by Wm. F. Nye, who for 50 years has made 80% of all the
Watch, Clock and Chronometer Oil that is used in America.
WM. F. NYE, NEW BEDFORD, MASS., U. S. A.
NYOIL is put up in the follow-
ing sizes :
No. 1 Bottle 1 ounce
No. 4 " 3 ounces
No. 8*8 ounce*
22
THE TALKING MACHINE WORLD
April 15, 1920
Are You Still Selling Records to
Your Customers of a Year
or More Ago?
YOU CAN-WITH
.FJ3JU
fc^ sj a :ir>/j sh out; ■
illteiiilillli
Trade Mark
Registration
Applied for
The "B & H Habit" Means More
Ultimate Sales
It is distinctly to your interest to keep the charm of the
talking machine forever new in the minds of your cus-
tomers. Disgust and lack of interest result when records
become old and worn out and are forced into the
discard. Preserved records develop enthusiastic record
collectors and place the talking machine on a more
permanently artistic basis. For pure, sweet unalloyed
reproduction of good music the experienced connoisseur
invariably chooses the Fibre Needle.
B & H Fibre Mfg. Co.
3-35 W. Kinzie Street, Chicago, 111.
ap„l 15, 1920 THE TALKING MACHINE WORLD 23
1 Telling the Story of the Talking Machine f
I to the Public by Means of Motion Pictures j
In addition to the value of these films in ad-
vertising to the general public they have another
use of equal importance. It is in instructing
employes in selling methods and in the history
of the product that the screen can also play an
important part. Here the playlets are not
needed, but the longer films should be used.
Details of the screen are retained in the mind
much longer than would be similar details given
orally. A lesson in salesmanship could be taught
visually better than orally. It follows, also, that
if the sales force in the talking machine depart-
ment could see the story of the making of ma-
chines and records, the sources of the raw ma-
terials and the history of the machine or record
from the time the material is in its primitive
state to the day when the machine takes its
place in the home, if they could see and know
all this, they would be able more intelligently
to guide the choice of their customers.
So both with the manufacturer and the retailer
the film has its place. The great success with
which other lines have used films should be an
incentive to the talking machine industry to
make use of one of the most vivid advertising
mediums of the present day. The manufac-
turer can tell the story of the making of his
product and the retailer can show clearly how
his service department delivery system and
other features operate to the public's interest
and he can create the desire to buy by showing
the results in the home following the possession
of what he is trying to sell.
PRICE INCREASE GOES INTO EFFECT
Unit Construction Co. Announces New Price
Schedule on Equipment, Starting April 1
Philadelphia, Pa., April 6. — The Unit Con-
struction Co. announces an increase in the prices
of Unico equipment, effective April 1. This
company reports that in spite of the magnitude
of production and its exceptionally fine sales
record, the great increase in the cost of labor
and materials entering into Unico products has
made necessary a raise in prices. The com-
pany reports, from present indications, that the
demand for Unico booths, record racks and
complete talking machine department equip-
ment will this season exceed all former records.
In these days all classes of society have be-
come devotees of the motion picture, and busi-
ness interests, quick to appreciate this fact,
have seized the opportunity to have films made
telling the story of their industry and their
product in a way that both appeals and carries
the message convincingly. While many lines of
business have made use of the motion picture
the talking machine industry has not done as
much as it should. To convey the message of
music by means of the film and the shadow
screen is one of the best ways possible to reach
the public.
Manufacturers in their national advertising
campaigns dwell on the advantages of their
product and do much toward educating the gen-
eral public about the talking machine industry.
But the results could be greatly increased were
the story told by means of the motion picture.
Of course, in the past there has been the diffi-
culty of getting these films into the theatres
because of the fact that they were not in story
form. But modern methods have found a way
to produce films which not only tell the story
of the merchandise and its manufacture, but tell
it in a way that interests everyone. The indus-
trial photoplay has its theme and interest just
the same as the five-reel serial. The story part
of the film is just as well done as the regular
dramas and only the best actors and the most
careful direction and staging are used. Nothing
which smacks of the crude or the unfinished can
stand before the critical public of to-day. It is
economy to have the best and because these
films are the best they can gain entrance to the
best theatres and can travel in the same com-
pany as the feature film. Everyone who goes
to the movie theatre has seen industrial films
which gave him a new idea of this or that indus-
try. Many a dealer in talking machines and
other musical instruments has walked out of a
movie theatre after seeing such a film and has
longed to have one bearing on his own industry.
He has seen visions of increased sales if he
could only harness the power of the screen to
advertise his goods.
Talking machine dealers might do well to
consider what has been done in other lines and
then they can judge for themselves what could
be done in their own. Retailers in many cities
have been able to reap the benefits of screen
advertising because their manufacturers had had
short films- prepared exploiting their respective
brands. This was all right as far as it went,
but these films were scarce and were available
for the same dealer only at long intervals. Con-
sequently there was no chance to put into opera-
tion the fundamental principle of advertising —
repetition — so as to gain cumulative advertising
value.
It was with the coming of the short playlet
that the retail dealer was able to advertise his
wares on the screen as regularly as he did in
the local newspapers. These playlets were run
To Convey Message g
B of Music Through 1
| the Film Is One of J
• the Best Ways to B
[ Reach the Public B
through the machine at the end of the regular
films and their brightness and originality served
to illustrate their message perfectly.
Why not have such films to illustrate the mes-
sage which every talking machine dealer is
trying or should try to convey in his advertising
and back up the personal efforts of the manu-
facturer in his plea for music in the home? A
brief consideration of the value of the visual
against the printed argument can leave little
room for doubt. Even manufacturers who pay
thousands of dollars for a page in a national
publication fill this page largely with an illus-
tration, realizing that the picture tells their
story as no words can do. In a motion picture
theatre the mind of the patron is in a receptive
mood. The theatregoer is at ease and has come
to be entertained. If the advertising playlet
affords this entertainment he remembers its mes-
sage and also the name of the merchant who
identifies himself with the film.
24
THE TALKING MACHINE WORLD
April 15, 1920
TALKING MACHINE AS FIRE ALARM
Clever Utilisation of Machine in Ingenious In-
vention of Automatic Fire Alarm to the Credit
of W. J. Luse, New York — How It Operates
The latest utilization of the talking machine
as a factor for public good is illustrated in a
patent for an automatic fire alarm, recently se-
cured by Wm. J. Luse, of Engine Company 19,
New York, who has had many years' experience
with fires. His device is worthy of close con-
sideration, and, in fact, already has been com-
mended by a number of prominent publications
-o-
~o-
-o-
-(>-
-<>-
-o
Fire Alarm Mechanically Operated
and notable men, the Sunday World of March
21 giving a lengthy description and illustrations
of this invention.
In conversation with The Talking Machine
World Mr. Luse pointed out that the invention
is in two forms, one mechanical and the other
electric. The object of both is to telephone
central that a fire has broken out in a particular
building. The heat generated by the conflagra-
tion is made to do this automatically. So sensi-
tive is the apparatus that Mr. Luse has set it
off by lighting a newspaper in his bathroom.
The most important parts of it are a phono-
graph bearing a ten-inch disc with repeating
attachment on which have been recorded words
such as "Hello, Central! Notify Fire Head-
quarters, 1000 Rhinelander, that there is a fire
at No. 312 West Twentieth street, fourth floor,
rear, apartment ten," repeated as many times
as the record will hold, and a telephone re-
ceiver so hung that the instant the phonograph
starts it swings into position, rings "Central"
and catches the words as if a human mouth had
spoken them.
This operation which seems complex, never-
theless simple, is performed in the mechanical
type by the mere dropping of a weight. The
weight is hung from a chain or cable in which
are several links made of one of the metal amal-
gams that melt at a comparatively low tempera-
ture—that used by Mr. Luse melts when the
temperature is raised suddenly to 112 degrees F.
When a link melts, the cable is broken and the
weight drops, releasing a brake upon the phono-
graph and raising the receiver of the telephone.
That is all, and it is very simple.
The electric device is only slightly more com-
plex. In this common battery wire is strung
along the ceilings of as many rooms as desired,
and on the wire are thermostats at intervals of
about twenty-five feet, or one to a room. When
one of these thermostats closes, as it does with
an increase in heat, an electric circuit is closed, ■
exciting an electric magnet. This draws over
a commutator arm which supports the free end
of a hinge. The dropping of this hinge releases
a slot which supports a small ball, this again
supporting the weight. The fall of the weight
sets the phonograph in motion and lifts the
telephone receiver as before.
One or two dry batteries of from one and one-
half to three volts are sufficient for this. Then,
when the heat gets much more intense, that is,
when the fire is thoroughly under way, another
fuse burns out, cutting the weight off from the
arm of the telephone receiver, which drops back
in its neutral position.
To put the apparatus into service, all one has
to do is to place the telephone on its shelf be-
side the phonograph, hook the cable to the re-
ceiver arm and forget it. A gradual rise in heat,
such as might take place in hot weather in a
house closed for the Summer, does not cause
the fuses to melt, this taking place only when
the heat comes suddenly.
Among the advantages claimed for this inven-
tion are its economy and simplicity. In country
Electric Automatic Alarm
homes and isolated country factories, particu-
larly, it is almost invaluable, as there is in-
variably delay in transmitting fire messages by
ordinary means. It is also invaluable in high
loft buildings where a fire cannot be seen from
the street, with possibilities of delay in sending
in alarms and damage from the sprinkling sys-
tem. In fact there are a great many uses to
which the new automatic fire alarm applies most
effectively.
Roly Boly Eyes in Bedford, Pa.
p*OLKS in Bedford have found out that
Emerson Standard 10-inch Gold Seal
Records furnish the right kind of inspira-
tion for dancing.
And no wonder! Look at the musical com-
binations now playing exclusively for
Emerson Records.
Continental Military Band
Emerson Military Band
Plantation Jazz Orchestra
Sanford's Famous Orchestra
Emerson Xylo-Phiends
Emerson Dance Orchestra
It's the same everywhere. Emerson dance
hits have a way of getting dancers on the
floor — and keeping them there.
Fmereon falar fbmpany
4018 JENKINS ARCADE BUILDING
PITTSBURGH, PA.
A good way to pass up some nice easy
money is to refrain from handling Emerson
Records. But why refrain? Write, us
for facts.
April- 15, 1920
THE TALKING MACHINE WORLD
25
Send for Literature
on KRASCO Open
and Enclosed Motors,
Sterling Reproducers
and Tone Arms.
The Phonograph Salesman
SAYS:
"Talking Machines are sold through
confidence. When selling a Phono-
graph equipped with a KRASCO
Motor you have confidence in its
absolutely dependable and artistic
performance. The prospective pur-
chaser may not know that the Motor
is the very heart of a Phonograph,
but you do, and it's the salesman's
confidence in the KRASCO that
makes the sale easy.'
And again he's right.
THE NEW
ENCLOSED
KRASCO MOTOR—
THE SENSATION OF THE NEW YORK SHOW
Krasberg Engineering &
Manufacturing Corporation
536 LakeShorc Drive
Chicago Illinois U.S.A.
26
THE TALKING MACHINE WORLD
April 15, 1920
Hill
iiiiiiiiiiiiiiiiiiiniiiiiiiiiii
How the Record Album Has Become an
Effective Vehicle for Record Sales :: HfH.2£t!
At this particular time when there is so much
speculation as to the possible extension and fu-
ture of the talking machine business it seems
pertinent to say a word about record albums,
which have played so important a part in the
development of the industry, and to point out
certain outstanding features of interest in their
relation to record sales as revealed in a recent
careful analysis of the subject.
As the dealer is always of prime consideration
in the mind of the manufacturer his position
was taken up first and considered from every
angle where the future and stability of talking
machine progress were involved. What the al-
bum means to the life and permanency of the
individual dealer's trade was the subject of our
first investigation. We visited perhaps a hun-
dred city dealers and half as many country deal-
ers, interrogated them on phases of record mer-
chandising as affected by the introduction of
albums, and compiled this consensus of opinions
on album questions, as follows:
1. The album as a safe, compact and con-
venient means of classifying and keeping rec-
ords is distinctly in public favor.
2. The cabinet type machine equipped with
albums, except in rare cases where the element
of extra expense solely is considered by the
prospect, is easier and more satisfactory to sell.
3. Albums do sell records. The empty album
in the home is a constant reminder to the owner
to fill it with records.
FAULTLESS
PIVOT BEARING
CASTERS
Casters that roll easily across the floor — and
smoothly. No chatter — no unsteadiness.
Simple construction — no complicated parts to
get out of order, nothing to retard easy
movement. Strong — plenty of metal in
required places to resist strains.
Silent — neat appearing — a real necessity to
YOUR talking machine, these FAULTLESS
CASTERS.
Made with leather, fibre, felt, steel
and lignum vitae wheels. A word
from you puts all our caster
experience at your service and
brings you a copy of Faultless
Catalog "G".
FAULTLESS
CASTER COMPANY
EVANSVILLE, INDIANA
Full Size— C-65
"Move the FAULTLESS Way"
Eastern Sales Office:
Geo. Mittleman, 487 Broadway, N. Y.
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiniiii
4. The classification habit of owners, whereby
they devote one album to each distinct class of
music, is developing record business along sound
and permanent lines.
Our investigation was next concentrated on
the standard talking machine lines and a com-
parison of the styles that provided storage space
for records. Working on thirty-five complete
lines (exclusive of period models) a digest was
made as follows
Average number of cabinet types:
In each line 6
With albums 3
With album shelves 2
With other interiors 1
Average record capacity of types:
In each line 66
With albums 72
With album shelves 68
With other interiors 60
This tabular review of current talking machine
models shows first of all that types with albums
or shelves for albums are in the majority; sec-
ond, that the record-filing capacity of the album
types is greater than that of those with other
interiors, allowing dealers a far more extensive
scope for record sales.
The Album and the Cabinet Phonograph
It would be a rash assumption to say that the
record album has been wholly accountable for
the popularity of the cabinet type phonograph.
The greatest single achievement of the industry,
namely, the successful combination of a piece
of ornamental furniture with the "universal in-
strument of music," is certainly deserving of
recognition on its own merits. Yet, in looking
back over the past few years of evolution, it is
a toss-up whether the cabinet type made the
albums or the albums made the all-in-one ma-
chine. At any rate, they were introduced at
about the same time and have developed, grown
together and become so intimately associated as
to be thought of as one and inseparable to-day.
It is a matter of history that the manufac-
turers who conceived, introduced and promoted
the first cabinet types looked immediately with
favor upon the album, giving up the cloth cov-
ered box interior and installing albums just as
soon as the success of the cabinet machine was
assured. It should be a fact of potential signifi-
cance to the trade in general that these manu-
facturers are using albums to-day even in their
highest priced models.
Dealers' Interests Considered
Incidentally, those first in the field with the
cabinet types were also makers of records and
therefore felt a responsibility and obligation to
the dealer to afford him means of quickly and
profitably moving record stocks. Primarily,
{Continued on page 27)
ROTTEN STONE
We are the only miners and manu-
facturers in this country of Rotten
Stone for use in Phonograph Record
making. Our product is now in use
by practically every record manu-
facturer in this country. We are also
headquarters for all other minerals
for record making and everything we
handle is made especially for this pur-
pose and absolutely guaranteed. Ex-
pert advice given upon any formula.
KEYSTONE MINERALS CO.
41 Union Square, New York City
The Talking Machine World. New York, April 15, 1920
Machine Conipcuitp
Territory open
to dealers and jobbers
Sells on Sight
I
T is the favorite of dealers on the
Pacific Coast.
There is instant demand wherever it
is shown to the public — -justified by
its unusual merits.
Its distinctiveness is marked by its
beautiful cabinet — its graceful lines
— its high finish. The panels are full
three-quarters — equipment the best.
— but the real reason of its popular-
ity lies in its most remarkable tone,
due to an unseen device that produces
"The Tone That Thrills"
The BLUE BIRD will be the favor-
ite in your city and prove as profit-
able to you as it has to the dealers
along the "Golden Shore."
Write today for a descriptive folder
with discount sheet.
The Blue Bird Plays All Makes
of Records and Plays Them Better
Tl an Any Other Phonograph
BLUE BIRD TALKING MACHINE CO.
Manufacturers
Los Angeles, California
April 15, 1920
THE TALKING MACHINE WORLD
27
Oscar Seagle's "Golden Crown" and "StandiiT in
dc Need o' Prayer" are real, honest-to-goodness ne-
gro revival hymns. They're going big. Order that
way. A-2889.
Columbia Graphophone Co
NEW YORK
S3-
RECORD ALBUM A TRADE DEVELOPER
{Continued from page 26)
these manufacturers saw the immediate advan-
tage to the dealer in producing, along with the
machine, a convenient storage space for large
quantities of records. They also sensed the
less apparent record sales possibilities of the
album, which was radically sound in the principle
of encouraging record buying. Opposed to the
rack or other interior the album was superior; it
was something to be taken from the machine
and laid around the house — something to be
seen, empty or full. As an ever-ready reminder
to the owner to purchase more records the al-
bum put a profitable dealer selling element in
each cabinet type so equipped. It was, there-
fore, with the fullest conviction on the part of
the dealer that albums do sell records that so
many cabinet types with albums came upon
the market.
Dealer Demand Satisfied
Dealer demand more than public opinion is
a prevailing influence on manufacturers' policy.
What the dealer wants he usually gets in spite
of the fact that an article without merit will
burden his sales floor. In the case of albums
they have met with public approval and from
the first added impetus to the dealers' prefer-
ential leaning toward cabinet types equipped
with albums.
The record album, beyond the shadow of a
doubt, has been thoroughly established as an
indispensable accessory of the business. It is a
manufacturer's sales argument to the dealer, a
dealer sales stimulant and first, last and always
a welcome and lasting convenience to the talk-
ing machine owner, the ultimate consumer.
Non-record Manufacturers' Policy
Nor have those talking machine manufactur-
ers who have no commercial interest in the sale
of records totally ignored the necessity of "rec-
ord seating" capacity in the form of albums.
They, too, have gripped the sales angle that
albums apply to cabinet types and have accord-
ingly adjusted their product to the requirements
of the market.
Among these types it is interesting to note
that more than 78 per cent contain either albums
or shelves for albums. Linked right into this
policy also is definite realization that the thou-
sands of records now being merchandised by
dealers must be accommodated and that the
buying public is interested no more in the
phonograph for its musical value than it is in
its capacity for containing a large assortment
of records.
Just so long as the dealer knows that by
placing an empty album in the hands of one of
his good customers he is exposing himself to
the additional sale of twelve good records, every
manufacturer will find it policy to associate
albums with his product in one way or another.
A Dealer Sales Plan
Following the classification idea suggested
in another paragraph of this article it is inter-
esting to note that several of our dealers have
worked this up into an elaborate sales plan and
actually increased their record sales substan-
tially as a result. No doubt other dealers could
use it to advantage. The separate steps to be
followed are:
A. Arrange with the album manufacturer or
procure locally a supply of neatly printed
gummed labels, just the width of an album,
bearing titles such as "Dance," "Opera," "Hu-
morous," etc.
B. Place these on a dozen or so albums and
place them on a table in the center of your
sales floor.
C. Have a neatly worded card alongside which
will read to this effect: "An exceptional album
at actual manufacturing cost. To all who wish
to start a classified record selection and whose
purchases consist of three or more records of
any distinctive class, one of these albums will
be sold at actual cost of "
D. Dress your window accordingly and have
a duplicate card made for the trim, displaying
it with albums the same as inside the store.
The results of the plan will be these: First,
you will sell three records of a standard class
to those who wish to procure an album at cost.
These records, because they belong to a stand-
ard class, will come out of your old stock and
not put any) pressure on scarce new hits. Sec-
ond, you will be putting the "album temptation"
before your best customers, encouraging them
to buy whole sets of records covering extensive
classes of music.
New Uses of Albums
Albums, constantly before the patrons of your
store, will keep the classification idea moving
and carry with it many, records that have long
laid dormant on your shelves. One of our big
dealers in the Middle West recently gave us
some new uses of the albums that seem worthy
of mention. As a record carrying case let the
instalment collector take an album with him on
each call and play over one or two records for
the new phonograph owner; he usually' leaves
them and brings in the cash. As a silent sales-
man, an album, full of records on a table in
the booth, labeled, "Our Best Selections," will
attract customers' attention and make many
"self-service" sales while -the clerk is busy in
other parts of the store.
A resume of the album proposition as it af-
fects the future of the phonograph industry may
be made in the following terse sentence "Al-
bums sell records."
A TEXAS INCORPORATION
A charter has been granted to the Trussell-
Jackson Phonograph Co., Dallas, Tex., with a
capital of $10,000. The incorporators are G. M.
Jackson, E. E. Trussell and E. T. Martin.
DRUGGISTS ADD COLUMBIA LINE
In order to handle a full line of Columbia
Grafonolas and records Golden & Perry, of
Georgetown, Ky., are planning to alter their
present drug store.
BEAUTY and TONE Combined
The VICSONIA is the recognized reproducer for playing
Edison disc records on Victor and Columbia Machines.
NO LOOSE PARTS
JUST SLIPS ON
A CHILD CAN DO IT
"VICSONIA" XRd°eD,u^
ANOTHER SUCCESS !
MODEL "B" VICSONIA— Plays both Pathe and Edison disc
records. — Order sample NOW. Retail Price $7.50
A sample reproducer Model "A" or "B" will be sent on receipt
of $4.50
VICSONIA MFG., CO., Inc., 313 E. 134th St., New York, N. Y.
28
THE TALKING MACHINE WORLD
April 15, 1920
Edison Message No. 68
The new edition of "Edison and Music," which is
coming off the press at this time, contains the following :
Careful calculations of the various cost elements
(diamonds, genuine mahogany, quarter-sawed
white oak, walnut, special steel and bronze,
skilled labor, etc., etc.,) involved in the man-
ufacture of the New Edison, indicate that the
prices noted in this book reflect only 50% of
the increases in manufacturing cost that have oc-
curred during the past eighteen months. In
other words, it has been our policy to absorb and
write off, as a loss, 50% of the increased cost of
manufacture. However, conditions are such that
we are obliged to reserve the right to advance
our prices at any time, without notice, and all
orders are subject to the prices effective when
executed, irrespective of the date of receipt.
THOMAS A. EDISON, INC.
February 16, 1920.
Orange, N. J.
We have, in fact, absorbed more than 50% of
the increased cost of manufacture and the selling prices
of Edison Phonographs (including War Tax) have been
inPT"<=i?>Q<:irl lf^cc than 1 i In cinpp 1 Q1 4 Tnic I nmnanv
lllL-ICCloCU 1C55 lllcui 1 J 1 0 1 J \ 1 • 1 lllo VjL>lH(JClIl_y
has foregone enormous profits, which it might have
taken.
It may be necessary for us to increase our prices
during the present year, but we shall avoid this action
as long as possible, and, if it does become necessary to
make increases, they will be carefully calculated, with
a view to making them permanent prices. In other
words, we are willing to sacrifice immediate profits, to
l L'l* 1.1 C 1' Dl 1 L
stabilize the bdison rhonograph business.
THOMAS A. EDISON, Inc.
ORANGE, N. J.
April 15, 1920
THE TALKING MACHINE WORLD
29
WILL BE POPULAR WITH FARMERS
Erstwhile Jersey- Politician Discovers Secret
of the Barnyard and Makes Some Cackling
Records — Hopes to Equip Every Henhouse
in the Country With a Talking Machine
Every henhouse in the United States will
soon carry a talking machine and a set of rec-
ords as a part of its regular equipment if the
plans expressed by Frank McDermott, late
candidate for Governor of New Jersey, live up
to the inventor's expectations. Farmers have
written him many letters inquiring for par-
ticulars outlining the advantages of a poultry
yard musically directed. During the decidedly
unpleasant weather this winter Mr. McDer-
mott decided that he was thoroughly tired of
cold storage eggs arid longed for the kind fresh
from the nest. Breakfast eggs are proving
such uncertain factors these days that any-
thing which will enable a hard working man
to approach this morning ceremony with greater
courage and a smile is welcome. Mr. McDer-
mott figured that if he could bring it about
that the hens could be made to produce to
capacity he would be doing humanity a great
service.
So he investigated and found that when a
hen cackles this sound has marvelous effects.
It induces other hens to proceed to their nests
and do their patriotic duty. It follows that
the more hens you have cackling in your barn-
yard, the more eggs you will have. In these
days of trouble with organized labor it might
happen that all the hens would elect to cackle
in the yard rather than remain on their nests.
And then the plan would fail dismally. But
Mr. McDermott has foreseen every possibility.
He will have his talking machine produce
alternate sounds like the cackling of hens and
the crowing of roosters. An automatic device
relieves him of the minor details and causes
the machine to operate each morning. In this
way there is no loss of efficiency, for all the
hens can devote their time to their eggs and
need not be detailed for cackling in the yard.
It is said that records have been made and
are now being tried out. Without doubt we
can look for some startling fall in the price
of our favorite breakfast food!
NEW BUFFALO CORPORATION
Walters & Barry Corp. Takes Over Jobbing
Business of Belmont Walters & Co. and Will
Handle the Brooks and Starr Phonographs
REPEATERSTOP CO. IN NEW YORK
Open Office at 1170 Broadway, With Robert
Mautner as Manager
The Repeaterstop Co., of Chicago, 111., manu-
facturer of the Repeaterstop, has opened a New
York office at 1170 Broadway, with Robert
Mautner as manager. He will travel Eastern
territory in addition to covering New York
City, and according to present plans the export
business of the company will also be handled
through the New York office.
A NEW YORK INCORPORATION
The Nightingale Phonograph Co., Manhattan,
has been incorporated with a capital of $10,000.
The incorporators are M. Amster, A. S. Lester
and J. Staal, 157 West 123d street, New York.
Glynn Cremer and W. Koehler will soon open
an Edison store in Red Wing, Minn. Later
on it is hoped to add other musical lines.
Buffalo, N. Y"., April 5. — There was recently
incorporated under the laws of New York
State the Walters & Barry Corp., which was
formed to take over the talking machine job-
bing business* of Belmont Walters & Co. This
move was found imperative in view of the tre-
mendous demand in this territory for the
Brooks automatic repeating phonograph. The
new corporation is the distributor for the
Brooks phonograph in this territory, and in
addition has acquired a franchise for Starr
phonographs and Gennett records, which have
won a large measure of favor.
The officers of the corporation are Belmont
Walters, president, formerly president of the
Belmont Walters & Co.; Wilbur E. Houpt, vice-
president, well-known attorney and counsel for
the Buffalo Terminal Station Commission, and
Edward H. Barry, secretary and treasurer, for-
merly assistant superintendent of the Buffalo
Weaving & Belting Co. The salesrooms, offices
and warerooms of the company are located at
256 Main street, in the Associated Service
Building.
The Walters & Barry Corp. is now making
arrangements for an intensive campaign in be-
half of the Brooks automatic repeating phono-
graph. This instrument has attained much suc-
cess in this territory and its distinctive fea-
tures, particularly the Brooks automatic re-
peater, have won the commendation of the
trade and the public.
30
THE TALKING MACHINE WORLD
April IS, 1920
MIMIIIIIlMllllMllimillllllllllllllUIIIIIIIIWIIIIIIIIIllllMllU
■tiiiiiDiiiiiM
Successfully Developing a Sales Force by
Reaching Their Hearts :: ey Frank k. Pennington i
From Interview in Printers' Ink
!![lllll!IIUlll!l>llllll!l!!lli:!!!l!llillllllll!!!llllllllllllllllllllllll!l!l
There appeared in a recent issue of Printers'
Ink a very interesting interview with Frank K.
Pennington, assistant general sales manager of
the Columbia Graphophone Co. — a gentleman
who has been identified with some of the great-
est sales organizations in the country, and
whose intimate familiarity with every phase of
merchandising and salesmanship has won for
him an enviable position in the sales world.
Some of the many valuable nuggets in this in-
terview are extracted and presented herewith:
Mr. Pennington confesses privately that the
use of the word "efficiency" more than nine
times in one conversation wearies him, and that
if anything goes wrong he subjects himself to
a thorough inspection first before turning the
magnifying glass on his men. This is enough to
indicate that Mr. Pennington doesn't follow any
rules but makes them up as he goes along.
No two cases are ever alike to me, he says.
Men don't come in standardized patterns. You
can't deal with them as if they were a garage full
of motor cars all made by the same manufac-
turer. Human nature is too varied and too full
of unsuspected knobs and corners to permit its
be'ng gauged always by the same measure.
A man is more than a machine. But suppose,
for a moment, that we compare him to one. If
you own an automobile and you find that the
e gin-e is knocking or that friction is causing
a loss of power, you don't punish the car. You
don't fine it, or lay it off for a week and expect
to find it running as good as ever. You find
out what the trouble is and remedy it.
But a man is more than a piece of mechanism.
He is different from a machine in that he has a
heart. I am not primarily interested in a man's
lllllllllllllllllllllllllllillllilll
body, not even in his mind. What I want to
reach is his heart.
Loyalty, faithfulness, devotion and steady ser-
Frank K. Pennington
vice do not emanate from a man's legs or his
head. They come from his heart. When you
have that, you have all the rest of him. I look
upon human nature as fundamentally good. It
IIIIIIIIII1IIIUIIIIIIIIIIHIIIIIII1IIIIIIIIIII1IIIIIIIIIIIIIII1II1I
will always work out in the right direction if
it is given a decent chance to operate.
We can afford to be at least as merciful as
a surgeon. When a doctor discovers that a pa-
tient's physical properties are not functioning
normally, he does not cut off the patient's head
or lose his temper with him. He studies the
case until he learns what is the matter and then
he does those things which will allow the sound
bodily forces to reassert themselves. I try to
follow that plan in dealing with men. If I find
a salesman is not working up to standard I do
not attempt to pass judgment on him until I
learn what is interfering with his usual good
performance.
You always take risks in trying to discipline
a man. For discipline is not something that
can be imposed on him from without; it must
proceed from inside the man.
When I was a boy I was employed in a small
printing establishment. It was my function to
kick the job press. One day I put a small job
on the press and started off. But I had
neglected to adjust the paper fingers properly,
with the result that when the jaws of the press
closed, the metal fingers were jammed into the
form, ruining the face of some of the type.
The owner of the establishment came at me
I ke a whirlwind. He bawled me out in the pres-
ence of the whole force. He couldn't have made
me feel worse if I had committed murder. The
result was that instead of ruining a little type,
I wished that I had smashed the whole press
and made the ruin complete. I was never a
satisfactory employe after that. I was too full
of resentment to do good work. I have never
(Continued on page 32)
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C I'LL SEE YOU IN C-U-B-A (Tenor) with Rega Orchestra
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LIN AND OUT (One-Step). Joe Thomas' Sax-o-tette
Stoffer & Stackhouse Co., Inc., Bourbon, Ind.
April 15, 1920
THE TALKING MACHINE WORLD
31
They AH
Follow the Leader
Have you noticed how many makers who formerly consid
ered themselves leaders in the phonograph industry are now fol-
lowing the leadership of the Windsor Console Phonograph ?
The success of the Windsor Console Phonograph seems to
have inspired these makers to accord the Windsor the most sin-
cere form of flattery.
When we decided to make phonographs we did not try to
copy or imitate the cabinets of some other maker, but we origi-
nated a cabinet of our own, the Windsor Console Phonograph,
patented November 9, 1915, and September 24, 1918.
The acknowledged leader of all phonographs, "The Windsor,"
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We invite progressive dealers to consider the Windsor when
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32
THE TALKING MACHINE WORLD
April 15, 1920
DEVELOPMENT OF A SALES FORCE
{Continued from page 30)
forgotten that episode in dealing with other
men. Whatever the circumstances, I guard
myself against wounding their pride and de-
stroying their self-respect.
I have learned that the old beliefs are best.
There is no better guide than the Golden Rule,
which when applied, simplifies all human rela-
tions. I not only try to observe it myself but
I try to teach my men to observe it in their
relations with each other. I do not emphasize
its sanctimonious aspect, but point out its prac-
ticability and common sense.
I said a while ago that I seldom deal with
two cases in the same way. But that does not
mean that there are not certain principles that
govern every action. I try to decide what the
principles behind each case are, and then I use
that as my guide. When you work with prin-
ciple you become invincible. Policies may be
temporary but principles are eternal. I like to
sum it up this way: Principles always work;
policies may not.
After all, getting men to work for you, or
rather, with you, is a matter of using common
sense, together with an understanding of human
nature. You have as much human nature as
anybody else. Therefore, when you have a de-
cision to make, I always say, "Try it on the
dog." That is, try it on yourself first. Put
yourself in the other fellow's place. You'll find
the results are always good.
I've been dealing with men for a good many
years, but I have never yet deliberately fired a
man. I've never found it necessary to do so.
If a man has sufficient opportunity and has not
made good, I simply call him in and tell him
the facts. I point to his record and let him see
for himself how much he has fallen short. It
seldom takes such a man long to arrive at the
necessary decision by himself.
I do not like the expression "handling sales-
men." I object to handling men. I try to get
along with them. To get along with them you
must trust them, and they must trust you. You
v/ill get from them what you are looking for.
Expect 100 per cent delivery from them and
you will get 100 per cent performance. I have
sometimes tried this principle at theatre box
offices, where mutual trust between seller and
buyer does not always prevail. When I find
myself in a strange town, and have an evening
to spare, I go to a theatre and say to the box-
office man:
"I'm a stranger here and I don't know your
theatre or the location of your best seats. But
I would like a good seat on an aisle if possible,
and in a part of the house where I can enjoy
the performance."
Other people have told me sad tales about
box-office men, but in every case where I have
put it up to the ticket seller, I have invariably
gotten first class seats, or else he frankly told
me that he didn't have what I wanted.
If I find that a man for some reason is men-
tally or physically unable to deliver the goods,
I tell him to go home or to go on off and play.
1 tell him to blow himself to a trip or get a
change of atmosphere. I leave it to him to
decide when he is feeling fit again. A man is
a battery, and sometimes he needs recharging.
Mr. Pennington's methods sound almost ridic-
ulously simple. They consist in following the
easiest way. Yet, after viewing the results ob-
tained, who shall say that they are not effective?
TO BUILD NEW STORE IN BROOKLYN
Bairn Bros. & Friedberg, Inc., Brooklyn, N.
Y., Victor, Columbia and Sonora dealers, are
erecting a new building just across the street
from the branch store at Utica avenue and
St. John's Place. The rapid growth of the
talking machine business in that section of the
city made larger quarters imperative. Irving
Feinson has been engaged as manager of the
new store. Bairn Bros. & Friedberg, Inc., ope-
rate three stores in Brooklyn at 1525 and 1658
Pitkin avenue and 235 Utica avenue. In all
three stores are carried the Victor, Columbia
and Sonora products.
INCREASE BOOTH EQUIPMENT
Four booths, sound-proof and finished in gray,
for demonstration of Victor records have been
added to the music department of the Gintz
Co.'s store at New Philadelphia, O., one of
New Philadelphia's most modern music stores.
F. E. Tompkins, of Rice Lake, Wis., is estab-
lishing a new talking machine and piano store
at Barron, Wis.
The New Model "E"
Garford Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
in
Price
in
Price
New Model "E " Garford Phonograph
The New Model "E" Garford Phonograph
has every desirable feature of the
high price phonograph
1 Plays all makes of records without an attachment.
2 Superior Tone Quality.
3 Standard Motor of Recognized Merit.
4 Artistic Appearance.
5 Guaranteed to Give Excellent Service.
Order Now for Immediate Delivery
SELLS LIKE "WILD-FIRE" THE YEAR ROUND
We have an Attractive Dealer Proposition
The General Phonograph Mfg. Co.
(FORMERLY NAMED THE GARFORD MFG. CO.)
ELYRIA, OHIO
"The Music Without the Blur!"
This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola's Tone Deflector eliminates the scratch"
W&tcKiiN} tKe Music Come Out
We want to show you how to make money with
MAGNOLA; and how MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
Genrrtl OflcM Southern Wholesmlo Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDQ.
CHIOA0O ATLANTA. OA.
April 15, 1920
THE TALKING MACHINE WORLD
33
ANNOUNCING NEW
CHARMAPHONE MODEL
it
THE UNIVERSAL PHONOGRAPH "
A machine with many sales features. Make
it your leader and cash in the profits
Height
42 inches
Width
18 inches
Depth
23 inches
High Grade
Mahogany
Finish
Workmanship
and
Construction
the Best
Equipped
with Famous
Smooth
Running
and Noiseless
Heineman
No. 36 Double
Spring Motor
New
Charmaphone
Tone Arm
and
Reproducer
CHARMAPHONE MODEL No. 4— RETAIL PRICE $75.00
Write For Our New Catalog Illustrating Our 1920 Line
CHARMAPHONE COMPANY
39 West 32nd Street, New York City Factory: Pulaski, N. Y.
34
THE TALKING MACHINE WORLD
Apeil 15, l?/u
Al Jolson not only sings but whistles "Swa-
nee," his latest Sinbad hit. You'll whistle,
too, when you count your receipts. A-2884.
Columbia Graphophone Co.
NEW YORK
STOCKHOLDERS HOLD MEETING
General Phonograph Corp. Stockholders and
Directors Meet — Otto Heineman Re-elected
President — W. G. Pilgrim Becomes Treasurer
The annual meeting of the stockholders of
the General Phonograph Corp. was held recently
W. G. Pilgrim, Jacob Schechter. Jos. W. Har-
riman, A. W. Fritzsche and G. P. Rowell.
At the meeting of the board of directors, held
the same day, the following officers were elected
for the coming year: President and general
manager, Otto Heineman; vice-presidents, W.
A. Nieracher, Adolph Heineman, A. G. Bean,
A. F. Meisselbach and Bernard Benson; treas-
as a director and the election of Mr. Pilgrim as
treasurer of the corporation. Mr. Benson is an
executive of Merrill, Lynch & Co., and was
elected a director in place of Mr. Merrill.
The announcement of Mr. Pilgrim's election
as treasurer of the General Phonograph Corp.
will be welcome news to the talking machine
trade everywhere, as. Mr. Pilgrim has a host
of friends in the industry who appreciate and
recognize his remarkable executive acumen and
thorough knowledge of the business.
The financial report submitted to the stock-
holders indicated that the General Phonograph
Corp. had closed in 1919 the best year in its
very successful history, the figures showing a
very substantial increase over 1918, the previous
high-water year. The outlook for 1920 is very
gratifying, and the sales totals for January and
February were far in advance of the figures for
the corresponding months of last year.
EDWARD H. DROOP HONORED
Otto Heineman
at the office of the company, 25 West Forty-
fifth street, New York. At this meeting the
following directors were elected: Otto Heine-
man, W. A. Nieracher, Adolf Heineman, A. G.
Bean, A. F. Meisselbach, Bernard Benson,
W. G. Pilgrim
urer and assistant general manager, W. G. Pil-
grim; secretary, Jacob Schechter.
There are no changes in the personnel of the
directorate and officers for the coming year
with the exception of the election of Mr. Benson
Washington, D. C, March 23. — Edward H.
Droop, of E. F. Droop & Sons Co., Victor dis-
tributors, is a member of the Advertising Club
of this city, and has been appointed to serve
as a member of the special committee on clean
advertising. Mr. Droop is much interested in
the civic affairs of the nation's capital and has
given much of his valuable time to their bet-
terment. The recognition of the value of his
services is to be found in his appointment by
the president of the Washington Board of Trade
as national councilor and delegate in full to
the eighth annual meeting of the Chamber of
Commerce of the United States, to be held in
Atlantic City during April of this year.
From "The Total Eclipse"
for February
Ec/ipse Certainly Leach In Personal Service Everytime
THE ECLIPSE MUSICAL CO.
Cleveland, Ohio, ^0T°RSALE
The Talking Machine World, New York, April 15, 1920
m
The Heineman Motor
Gives Universal Satisfaction
The unvarying quality and mechanical precision of
the Heineman No. 77 Motor have been recognized
by the phonograph manufacturing trade of the world.
More than 1,000,000 of these motors have been sold.
The sales value of your phonographs will be en-
hanced by the use of this motor.
| THE HEINEMAN MOTOR No. 77 jj
( Our Service Department will help you with your J
■ manufacturing problems. Trained men, skilled in
phonograph building, will give you their opinions
I on any points you desire.
■ This service is valuable although free, and involves
■ no obligation on your part. Write us today.
| GENERAL PHONOGRAPH CORPORATION |
1 25 West 45th Street OTTO HEINEMAN, Pres. New York City, N. Y. 1
■ FACTORIES : Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont. ■
§j BRANCHES : Chicago, 111. San Francisco, Cal. Toronto, Can. ■
April 15, 1920
THE TALKING MACHINE WORLD
35
No. 100 Sound Box
unth Tlo. 100 Tonearm
Tension Sprinq u?ith
Exterior Adjustment
ID
Assemble IJour Oum Equipment
E OlDN the Dies for producing the Die Cast parts C PECIAL, Connections can be produced for adapting
of the aboue Sound Box and Tonearm designs, and L-' any make of Sound Box to these Tonearms. Prices on
furnish Die Castings to large users at no expense for Dies 1 application. Samples sent prepaid upon deposit of $ 1.50
Barnhart Brothers & Spindler
Die Casting
Department
Ulotiroe & Throop Streets
CHICAQO
nnBinnnMnmMffliEM
EIGHTEEN BASIC CLAIMS ALLOWED
Patent Office Informs Arrow Corp., of Cleve-
land, That Its Eighteen Basic Claims for
Lateral Records Have Been Allowed
Cleveland, O., April 5. — The Arrow Phono-
graph Corp., of this city, manufacturer of Ar-
row records, was advised recently by its
attorney, George W. Case, that the eighteen
essential, basic claims for Arrow lateral records
have been allowed by the Patent Office at
Washington. F. W. Matthews is the inventor
of this record and is also in charge of the com-
pany's recording laboratories. The eighteen
claims allowed by the Patent Office are as fol-
lows :
1. A master sound record having a laterally undulatory
record ridge formed from the surface layer of the record
body.
2. A master sound record having a laterally undulatory
record ridge formed integral with the body of the record.
3. A sound record having a laterally undulatory record
ridge formed integral with the body of the record by the
action of a recording tool.
4. A sound record having a laterally undulatory cut
sound record ridge.
5. A sound record having a laterally-undulating cut
sound record ridge of substantially uniform height.
6. A sound record comprising a body portion and a
laterally undulatory record ridge, the record-forming sides
of which are below the original surface of the record body.
7. A disc sound record having a laterally-undulating
spiral cut sound record ridge of substantially uniform
height.
8. The herein described improvement in the making
of sound records, which consists in cutting a laterally
undulatory record ridge into the surface of a suitable
material, by means of a stylus vibrated in accordance with
the sounds to be recorded, and producing from the ridge
record thus obtained, a reversed or grooved record adapted
to play in conjunction with a single-point reproducing
stylus.
9. A sound-recording stylus having two cutting prongs
arranged side by side.
10. A sound-recording stylus having two prongs arranged
side by side and provided with converging cutting edges
at their adjacent or inner portions.
11. A sound-recording stylus having two prongs ar-
ranged side by side and provided with converging cutting
edges at their adjacent or inner portions and with diverg-
ing outer edges.
12. A sound-recording stylus having an arched groove
in its lower surface, forming cutting prongs at each side
of said groove.
13. A sound-recording stylus grooved or notched at its
lower end to form cutting prongs.
14. A sound-recording stylus having its lower surface
inclined upwardly and rearwardly, and grooved in direc-
tion from front to rear to.form prongs:
15. A sound record comprising a body portion and a
New Automatic
Cover Support
Practical — Inexpensive
Fool Proof
Made in two different styles
No. 1 Fit Cover at any angle
No. 2 Hinge Plate bent to
Fit Cover
Sample* on Request
Quantity Discount
Pat. Dec. 9, 1919
AUTOMATIC COVER SUPPORT MFG. CO.
77-81 MILL STREET BLOOMFIELD. N. J.
record ridge whose record-forming portions are below
the original surface of the record body.
16. A sound record comprising a body portion and a
record ridge having a transversely rounded outer surface
and substantially parallel side walls extending from op-
posite sides of said outer surface to the body portion of
the record.
17. A sound record comprising a body portion and a
laterally undulatory ridge corresponding to sound waves
and projecting from and integral with said body portion,
and outer surface of said ridge being transversely rounded
in cross-section.
IS. The method which consists in cutting simultaneous-
ly like undulations in both sides of a record ridge by
means of a laterally-vibrating tool having cutting edges in
simultaneous engagement with opposite sides of such
ridge.
McCartney rivals paul revere
Drives From Los Angeles to San Francisco in
One Night to Attend Sales Conference
WM. PHILLIPS' IMPORTANT POSTS
William Phillips, of the Mutual Talking Ma-
chine Co., Inc., New York, states that he is not
the selling agent for the various companies he
is connected with, as an unfounded rumor in the
trade describes. Mr. Phillips is president and
general manager of the Mutual Talking Ma-
chine Co., Inc., and the Supreme Phono Parts
Co., Inc., and is treasurer of the Manhattan
Phono Parts Co., Inc. Mr. Phillips is also ac-
tively in charge of the William Phillips Service.
This service is for the talking machine manu-
facturer and has an engineering department act-
ing in an advisory capacity to manufacturers in
the various problems which may arise from
time to time. Its especial mission has already
been greatly appreciated.
The midnight ride of Paul Revere was tame
in comparison with the midnight ride recently
taken by Charles McCartney, who is in charge'
of the Walter S. Gray Co.'s business for South-
ern California, and Mr. Gray, the president of
the company, who had been visiting Mr. Mc-
Cartney in Los Angeles-. ■ They left the Alex-
andria Hotel at 2:45 o'clock on Thursday af-
ternoon; had dinner at Lebec's, midnight sup-
per at Fresno, and arrived in San Francisco at
10:15 Friday morning, covering a total of twenty
and one-half hours in fifteen and one-half
hours' running time. Mr. McCartney drove the
entire distance the whole night long to get
to San Francisco to attend a sales conference
of the Walter S. Gray Co. forces. This is
somewhat of a record.
RASHALL SALES CORP. ORGANIZED
Among the recent incorporations in the music
trade in New York City is that of the Rashall
Sales Corp., which has been organized with a
capital of $10,000 to do a general business in
pianos and talking machines. The incorpora-
tors are F. Klein, D. Price and E. G. Wigan,
253 West Forty-second street.
Announcing
THE JOHN ELLIOTT CLARK CO.
156 S. W. TEMPLE STREET
SALT LAKE CITY
UTAH
A NEW HOME FOR VICTOR SERVICE
This organization is equipped to give exceptional service
to Victor Dealers. It is a service directed along practical,
efficient lines, and is based on ideas and policies that
will interest and please the progressive Victor Merchant
36
THE TALKING MACHINE WORLD
April 15, 1920
TWO OHIO DEALERS WHO VALUE UP-TO-DATE EQUIPMENT A. H. DODIN IN NEW QUARTERS
C. J. Schmidt Co., Tiffin, O., and Aldrich-Howey Co., Cleveland, Have Attractive Establishments
in Which Modern Equipment Is Utilized to Advantage in the Development of Sales
Well-known Repairman Opens Retail Store at
28 Sixth Avenue, New York
There are presented herewith illustrations
showing the warerooms of these two very suc-
cessful Victor dealers in Ohio. These Victor
representatives, the C. J. Schmidt Piano Co.,
Tiffin, O., and the Aldrich-Howey Co., Cleve-
the city of Tiffin and at the entrance of the
store a bulletin board is placed upon which are
listed all of the musical events which are sched-
uled for that city. Mr. Schmidt, who is a thor-
ough musician, is working in close co-opera-
Coruer of Demonstration
Booth of the Aldrich-
Howey Co., Cleveland
A Portion of the Victrola —
Department, C. J. Schmidt "' t — ..
Piano Co., Tiffin, Ohio 1 ± - ":
land, O., are handling Victor products exclu-
sively and through the use of progressive mer-
chandising methods and consistent advertising
have built up profitable clienteles in their re-
spective localities.
In a recent issue of The Total Eclipse, the
house organ published by the Eclipse Musical
Co., Cleveland, O., Victor wholesalers, there
appeared an interesting resume of the ideals and
accomplishments of these "live" dealers. The
Schmidt store has a reputation of having the
most novel and attractive window displays in
tion with C. H. Hershberger, manager of the
store.
The Aldrich-Howey Co. became a Victor
dealer in September, 1918, by taking over the
Cleveland Piano Co., and at that time three
small booths served their purpose. From this
modest beginning the business developed so
rapidly that they installed a separate and ex-
clusive Victor department, which is one of the
finest in the Cleveland district. Mrs. Loretta B.
Flading is the manager of the department, as-
sisted by Miss Beatrice Mowatt.
Andrew H. Dodin, the well-known talking
machine and repairman, has moved from 176
Sixth avenue to new quarters at 28 Sixth ave-
nue, near Fourth street, in the heart of the
rapidly developing Greenwich Village section,
where he has opened an
attractive store and will
sell talking machines and
records, in addition to con-
tinuing his repair work.
In his new quarters Mr.
Dodin will feature the
Orean and other makes
of talking machines, to-
gether with Emerson and
other lists of records. He
has installed two booths
and will pay particular at-
tention to the handling of
Italian records among the
foreign lists.
Mr. Dodin's repair busi-
ness has increased stead-
ily and he now handles
the work of dealers
throughout Greater New
York and a wide suburban
district. The new store
provides room for the increase of facilities for
making rapid repairs for the trade.
INCORPORATED
The Century Talking Machine Co., New York,
has recently been incorporated by H. Gray, S.
H. and P. Bergmann, 109 India street, Brook-
lyn, N. Y. The capital is $10,000.
Emerson records are now carried in Detroit.
Mich., by six Adora Phonograph stores.
SWISS JEWEL COMPANY
165 BROADWAY, NEW YORK, N. Y.
MAIN OFFICE AND FACTORIES:
Locarno and Geneva, Switzerland
Capital Frs. 2,250,000
The largest manufactory in Switzerland of high grade
PHONOGRAPH NEEDLES
in Diamond and Sapphire. Watch, meter and compass jewels.
Our goods are manufactured of the very best material.
Quick deliveries, reasonable prices.
Ask for our price list and samples.
April 15, 1920
THE TALKING MACHINE WORLD
37
BRULIANTONE
STEEL NEEDLES
SOFT TONE
LOUD TONE
MEDIUM TONE
EXTRA LOUD TONE
COMBINATION TONE
PETMECKY MULTITONE
UNIFORM HARDNESS
UNIFORM POINTS
UNIFORM LENGTH
Admittedly
Just a Little
Better Yet They
Cost No More
Made in America by Americans
gRILLIANTONE gTEEL ^EEDLE QO.
OF AMERICA
INCORPORATED
nr-n mr\ \>r r\ T r\ 347 Fif tn Avenue
I\h,MU VtilJ 1 U suite iocs at 34th Street
NEW YORK CITY
38
THE TALKING MACHINE WORLD
April 15, 1920
I
o
I
LETTERS such as the one reprinted
here and illustrations of Unico
Equipped stores such as shown
above are constantly coming to us. They
are testimony from progressive men in
your own line of business, and therefore
of the most direct bearing and real value
for you, when contemplating improve-
ments in the sales efficiency of your store.
Unico Equipment will help you to handle
bigger business to best advantage. It
has been devised and designed to utilize
to the utmost all the available floor and
wall space. It facilitates orderly stock
display and easy handling of your wares.
This means quicker and better service to
your customers and less waste of time
for your employees.
Prompt shipment from stock in ten de-
signs enables you to complete your
improvements quickly, Unico Equipment
reaching you finished, glazed, and fitted
ready for assembly and use.
Write for our bool(lei " Musical Mer-
chandising." It contains full information
concerning the vital Unico Advantages.
Waterbury. Conn
December 4, 1919.
The Unit Construction Co.,
68th Street 4 Graye Ave.
Philadelphia. Pa.
Attention Ur. Sayburn Clark Smith.
Uy aear Mr. Smith:-
I think that I era paying you and yonr firm
the highest possible compliment on forv/erdlng this order
for the third Unico equipment that you have Installed for
ua in the past eight years. I do this with a reaeonebly
fair knowledge of equipments of thi6 kina baring gone over
other makers lines.
V.'e have always been accorded the very finest
treatment by your concern ana have been satisfied to a very
high degree. It gives the writer great pleasure to write
you tbeee lew 11 nee unsolicited In token of the splendid
work that you have done for ua on various occasions.
Assuring you o:
r8onal regnrua, I am
uly , .
Send us today dimensions of
your floor space. Plans
and estimates null be sub-
mitted promptly nuthout cost.
UNIT CONSTRUCTION COMR\NY
Unico Con-
struction is
Patented
NEW YORK
299 Madison Ave
Corner 41 St.
Ra-yburn Clark Smith President
58 ^ Stroot & Grays Ave.
PH I LADELPH IA
CH ICAGO
L^on &Hea I g-
Unico
Designs are
Patented
u
April 15, 1920
THE TALKING MACHINE WORLD
39
FATE GRANTS A SOLDIER'S WISH
Popular Columnist in Evening Sun Pictures
Dramatic Episode in Life of Hurrying Crowds
— Ponselle Has One Sympathetic Hearer
JOINS IROQUOIS SALES STAFF
Harry H. Dahl Has Been Closing Number of
Important Accounts in Eastern New York
and Eastern Pennsylvania — Outlook Pleasing
Impatiently awaiting the turn of the tide that
would allow her to cross Fifth avenue and keep
an engagement for which she was already late,
the Woman teetered on the curb at Forty-sec-
ond street. Near her stood a pleasant-faced
chap with a silver star in his lapel. He was in
no hurry to go anywhere at all, to judge by his
attitude. Just as the policeman blew his whistle
a taxi came to a stop beside the pavement and
from it stepped a lady and a gentleman. He
was in faultless evening dress. Beneath her fur
wrap gleamed a gown of metal brocade.
"We will decide it now," said he. "Will you
come or will you not?"
"Oh," she entreated, "couldn't we go some
place else first? We could dance and go there
afterward, couldn't we?" Her voice was dis-
contented— almost a whine.
"Betty," said he, "you are simply trying to
be as disagreeable as you know how. It may
please you to hear that you are succeeding ad-
mirably. We are now going home."
He took two tickets from his pocket and
looked around irresolutely. The Woman and he
of the silver star were the only observers of the
little scene, and to the obviously interested youth
he handed the tickets.
"These are for a concert at Carnegie this eve-
ning," said he. "Ponselle is to sing; I hope
you'll like it." And helping the astonished
young lady into the taxi, he drove off.
For a moment the youth stared at them in
amazement. Then he exclaimed, "Ponselle! Oh,
by gosh. I never expected to hear her except
on a Columbia record. That guy must be my
fairy godmother." Then to the Woman, who
was listening in amusement, "Say, lady, will
you come?"
"Sorry," she returned, "but I have an engage-
ment."
"Well. I can get a buddy to go," said he, and
strode off.
Whereupon the Woman hurried on her way,
wondering what was taking place between Betty
and her escort in the taxi.
Buffalo, N. Y., April 5. — Harry H. Dahl, who
was recently appointed a member of the trav-
eling staff of the Iro-
quois Sales Co., of this
city, is achieving pleas-
ing success, and has
been closing important
deals in his territory.
Mr. Dahl covers east-
ern New York and east-
ern Pennsylvania, and
during the past few
weeks has signed up
contracts with repre-
sentative dealers who
will handle the Master-
Harry H. Dahl Tone phonograph and
Okeh records in their respective territories.
L. M. Cole, general sales manager of this
company, reports a constantly increasing de-
mand for the Master-Tone phonograph, arid
according to present plans an intensive mer-
chandising campaign will be inaugurated where-
by maximum co-operation will be offered Mas-
ter-Tone dealers. Mr. Cole states that the de-
mand for Okeh records is far beyond expecta-
tions, and that it is solely a question of re-
ceiving sufficient merchandise to supply the
requirements of the company's dealers.
VICTOR CO. VS. JOHN WANAMAKER
The Victor Talking Machine Co. has been
awarded a preliminary injunction against 'John
Wanamaker, New York, from infringing the
Johnson Talking Machine Patent, No. 814,786.
This patent had been previously sustained in
the same court against other defendants after
final hearings.
The present decision was handed down on
March 13 by Judge Learned Hand, of the
United States District Court, New York, after
a spirited contest. This is the suit which was
filed in Januar}\ 1920.
Ordinary ability, backed by the driving power
of concentration, will accomplish far more than
extraordinary ability that is flung broadcast.
Will some trade members take notice?
Jansen & Joosten, prominent talking machine
dealers of Bloomington, 111., have purchased the
O'Reilley building in that city and will open a
greatly improved store in that location in a
few months.
FmtMmm^Pm^jfm Go imp p
PEORIA, ILL.
CJ Roy Page, secretary of this company, has returned from a month's stay
at the Victor factories in Camden, where he went to augment his already
wide knowledge of Victor retail sales methods. C| His factory work included
a thorough study of the course in Red Seal record selling — a comprehensive
survey of modern Victor educational methods and a general survey of dealer
helps as advocated by the Victor Sales experts. <fl Since his return from
serving as a lieutenant in the navy, Mr. Page has been building on his former
retail knowledge. Our established service department will have the full
supervision of Mr. Page, and dealers and dealers' employees will find us well
qualified to give them constructive help in promoting their Victor knowledge
— as well qualified as the best effort on our part can make us. ^ You can
expect to hear more of our service work later.
Moneymakers!
THAT'S what these needles
are — moneymakers for
you. In distributing these
needles you have the benefit
of adding to your list of pa-
trons and satisfied customers.
These needles are for use on
ALL MAKES of steel needle
lateral cut records.
Semi-Permanent
NEEDLES
give wonderful satisfaction.
They are preferred by the pub-
lic. They are well known
through extensive, continuous
advertising.
They are put up attractively
and sell easily and quickly. No
matter what makes of phono-
graphs you handle you need
these famous Sonora needles.
They play many times,
sweeten the tone and increase
the records' life.
Your customers are asking
for these. Place your order at
once to secure prompt delivery.
Loud — Medium — Soft
25c. per card of 5
(40c. in Canada)
Bottom p^n«ngrapl|
(Enntjiatty, 3lttc.
GEORGE E. BRIGHTSON. 'President
279 Broadway, NEW YORK
Canadian Distributors:
I. Montagnes & Co.
Toronto
Caution !
Beware of similarly
constructed needles
of inferior quality.
40
THE TALKING MACHINE WORLD
April 15, 1920
HELPFUL SUGGESTIONS ON GETTING FARMER BUSINESS
Prosperity of Farming Community Illustrated in Striking Figures Demonstrates That There Is a
Big Field for Sales of Talking Machines and Records if Developed
The Dealer Service department of the Colum-
bia Graphophone Co. recently prepared an in-
teresting sales argument for Columbia dealers,
entitled "Getting Farmer Business," reading as
follows:
"The farmer as a class has the financial power
to procure the finer things of life and to pur-
chase expensive commodities and luxuries that,
a few years ago, were far beyond his reach.
"At the present time in the United States
there are more than 6,000,000 farms. There are
more than 15,000 farms of 1,000 acres and over
800,000 farms of 20 acres or over, the farms of
50 acres or over reach a total of more than 1.-
400,000. This is a small indication of the vast
field for farm business that is open to phono-
graph dealers.
"The more efficient conduct of farm work has
produced an average per capita income of the
farmer of $1,600 per annum in the agricultural
sections and not far below this average taking
the country as a whole. The actual purchasing
power of this sum equals the four or five thou-
sand dollar city worker's income. Living under
moderate conditions, he is receiving a salary
equivalent to that of the city business clerk,
whose living expenses are much heavier. The
farmer, therefore, is really financially better off
to-day than the city man.
"The farmer has in recent years been edu-
cated to an appreciation of the highest type of
merchandise. He is just as discriminating in
his choice as those in other walks of life, is
the reader of all high class magazines and the
advertisements that they carry. He is character-
istically a careful buyer, showing great deliber-
ation in his final choices, which incidentally must
be the choices of his family. A special appeal
to the farmer's family is therefore necessary and
nothing is better than to get a Grafonola and
HIGHEST QUALITY— LATEST HITS
A LIVE ORGANIZATION
Write At Once for
Dealer's Terms, Etc.
Immediate Deliveries
Lyraphone Co. of America
117 Mechanic Street
Newark, N. J.
some Columbia records right into the farmer's
home on a week's or ten days' trial.
"The education of the farmer's family is a
greater factor to-day than ever before, which
fact has considerable bearing on the question
of merchandise. The educational value of the
Grafonola and Columbia records is a strong
point to play up in going after farmer business.
''While it is true that the farmer is necessarily
a large mail order purchaser, he does, neverthe-
less, considerable shopping. The sale of
really expensive necessities or luxuries is
usually made personally, either in the farmer's
home or when he visits the city shop. At any
rate, the rural, like the city trade, demands
strictly personal selling. Quite naturally the
greater bulk of farmer business is done by the
nearest general stores, but the city dealer has
an advantage over the country dealer on ac-
count of the prestige that the city location has
established.
"The Columbia Graphophone Co. is giving its
dealers advertising representation in farm
papers, which places Columbia product, the
Grafonola and Columbia records as the third
largest advertised product in the country.
"For Columbia dealers who wish to capitalize
on our large advertising investment among the
farmers we are suggesting the following selling
plans :
"No. 1. — Circularization is perhaps the great-
est medium aside from farm papers that is
offered dealers for getting in touch with the
farmer. In order to build up a farm mailing
list local county' voting poll lists may be con-
sulted and other sources for securing names of
prosperous nearby farmers are available from
church registers, municipal directory books and
real estate records.
"No. 2. — The rolling store offers excellent
possibilities for 'buy-in-the-home' service. It is
quite a simple matter for any dealer to take his
large delivery truck, fit it out with several cabi-
net type Grafonolas and a substantial selection
of records, principally those listed in the book-
let. 'Musical Menus,' published by the Columbia
advertising department, and go out into the rural
districts installing complete outfits on trial in
the homes.
' No. 3. — In that the farmer gets around more
in the Summer than during the hard Winter
months, the bid for a large volume of farmer
business can be made by direct invitation to the
store. The arrangement of suitable concerts
and recitals given on certain days, advertised
through the farm mailing list by means of a
neatly printed invitation card, will attract many
from the outlying districts."
DOING WELL WITH THE PATHE
Economy Variety Store, Centralia, 111., Selling
Large Numbers of Pathe Machines
Centralia, III., April 6. — The Economy Va-
riety Store, of this city, is doing big things with
the Pathe line which it carries. The latest cen-
sus reports give the population of Centralia as
12,000. and there are seven other lines of phono-
graphs sold in this town. E. S. Holland, man-
ager of the phonograph and record department
is successfully meeting this competition and has
laid plans for 1920 that will enable his firm to
eclipse all former records.
TALKING-MACHINE
CABINETS
FOR THE TRADE
GLENWOOD CABINET MFG. CO.
S. E. Cor. 22nd and Glenwood Ave.
PHILADELPHIA, PA.
April 15, 1920
THE TALKING MACHINE WORLD
4i
STYLE 720
STYLE 620 }]
STYLE 820
THE AEOLIAN- VOCALION
The Phonograph Created and Manufactured
by Master Musical Instrument Makers
DISTRIBUTORS
for
SOUTHWESTERN OHIO
SOUTHEASTERN INDIANA
KENTUCKY and TENNESSEE
VOCALION RECORDS
The AEOLIAN
C O M PANY
25 WEST FOURTH ST.
CINCINNATI
ART STYLE 1497
William and Mary— 1689-1702
LATERAL CUT
PLAY ON ANY STANDARD PHONOGRAPH
Made by Tone Production Experts
Mw W) BB
■■■Br
42
THE TALKING MACHINE WORLD
April 15, 1920
PRESENT FEDERAL TAX A BURDEN
President of Columbia Graphophone Co. Points
Out Need for Legislative Action
The report of the Columbia Graphophone
Co. for the year ended Dec. 31, 1919, shows a
net profit after the deduction of all charges
and Federal taxes amounting to $3,624,202,
which, after the deduction of preferred divi-
dends, was equivalent to $3.32 a share earned
on the 858,471 shares of common stock of no
par value outstanding.
The company's earnings from all sources dur-
ing the year, before the deduction of any
charges, were $7,793,044. A reserve of $3,624,-
202 was set aside to meet Federal taxes and
the report shows a profit and loss surplus of
$2,864,544.
Francis S. Whitten, president of the com-
pany, in his remarks to stockholders said:
"The year just closed has been in many re-
spects a most unusual one, and your company
would have shown much larger net .earnings
were it not for the unfavorable Federal tax law
now in operation, which resulted in over 45
"A Million A Year"
m WHAT'S YOUR SHARE OF
DIAPHRAGMS OF BEAUTY
— Phonographically Speaking — They Talk for Themselves —
Manufactured for over ten years for the larger consumers by the
INTERNATIONAL MICA COMPANY
Factory and ( 37th & Brandywine Sts. Mines, Executive ( 1228 Filbert St.,
Sales Dept. ( W. Philadelphia, Pa. Amelia Co., Va. Dept. \ Philadelphia, Pa.
Send for samples and quotations now and eliminate your diaphragm difficulties
Immediate delivery of small quantities can be made in the following districts.
SAN FRANCISCO, CALIF.— WALTER S. GRAY
CHICAGO. ILL.— LAKESIDE SUPPLY COMPANY MONTREAL. CAN-ARTHUR K. KEMPTON
per cent of the company's net profits in 1919
being paid the Federal Government as taxes.
"It is to be hoped that Congress will take
action in 1920 which will change this unwise
law and permit your company to show earnings
which will reflect the unceasing effort of the
management during the last three years to
make jour company the leader in the talking
machine industry."
^UMUMU.UU.U.U.UUUW.U
LUMBER and VENEERS
Left : Logs in Africa ready for delivery to coast.
Right: Raft of logs being towed out to steamer in Mexico
Serving You at the Source of Supply
IN dark Africa and turbulent Mexico our
trained experts are constantly exploring the
important mahogany producing timber lands,
selecting logs for direct shipment to us— fre-
quently in our own bottoms.
This is another element in the service which,
after nearly half a century, has made us the lar-
gest complete organization in the United States.
Astoria Mahogany Company, Inc.
347 Madison Avenue, New York
Successors to
Huddleston-Marsh Mahogany Co.
Astoria Veneer Mills and Dock Co.
T. W. Kirch, Inc.
Mills anil Yards, Long Island City, New York
BRANCHES:
44 North Market Avenue
Grand Rapids, Mich.
2256 Lumber Street
Chicago, III.
teiTrriirmn^
THAT DIFFICULT NAME WINS AGAIN
Reinald Werrenrath Finds Hostile Cop Turns
Friendly as He Recognizes the Owner of the
Famous Voice — License Plates Forgotten
In the past belligerent years Reinald Wer-
renrath found his voice valuable for entertain-
ing soldiers in hospitals and camps and other
purposes, but never until recently did he realize
that it was potent to prevent his arrest.
The baritone had just returned from a con-
cert tour of the Middle West and during his
absence the 1919 license of his motor car had
expired. Not having been in the city to get
new plates, Mr. Werrenrath ventured down
town in his car with his old plates. Within a
few blocks of the license bureau a policeman
slopped him and ordered him up to the near-
est curb.
''But just a minute," protested Mr. Werren-
rath, trying to interrupt the policeman's note-
taking. "I am on my way now to get new
plates. I was out of town when my license
expired, and my official notice failed to reach
me because my name was incorrectly spelled.
It isn't an easy name ..." ("Old stuff,"
said the policeman) . . . "and to prove it,
I'll let you be the judge," and Werrenrath
held out his card.
The policeman looked him in the face for
the first time since taking out his little black
pad.
'"Say," he burst out, "your records are get-
ting too expensive, and I wish you'd do some-
thing about it, because "I like 'em. Oh, well,
I can't give a pal a summons. I couldn't give
any one with a voice like yours an 'order.'
I used to be your cop up at New York Uni-
versity Heights, and I always came over to
the university for all your concerts. Sure. 1
know 'Big John,' the night watchman, and you
and the whole crowd. Oh, it's all right. Go
over and get your license, and if any of the
other fellers stop you, just tell them old D —
said it was a go."
OPEN NEW BRUNSWICK DEPARTMENT
Paducah, Ky., April 3. — The E. Guthrie Co.,
Inc., is making preparations to open a large
talking machine department under the direction
of J. H. Switzer, where the Brunswick line of
machines and records will be carried. The
opening of this new department of the E.
Guthrie Co. marks a considerable expansion in
tin- business policy of the company, and Man-
ager Switzer is laying plans which call for in-
tensive cultivation of his territory, which is an
extensive one.
PRECIS
PRECISION CASTINGS COMPANY. Inc.
MH-\CHM . Nlr\\ lORk.
Manufacturers Dl Die Casliurs in
Aluminum. Zinc. Tin. Lead Alloys.
Babbitt Bearings I
I I i
April is, 1920 THE TALKING MACHINE WORLD 43
Rosa Ponselle's greatest record yet is that
tragic aria "Suicidio" from Ponchielli's La
Gioconda. Columbia Record 49735.
Columbia Graphophone Co
NEW YORK
THE TRADE SITUATION ANALYZED
W. P. White, Sales Manager of Paramount
Talking Machine Co., Discourses on Condi-
tions Observed on Recent Visit to Important
Trade Centers Throughout the Country
Port Washington Wis., April 5. — W. P.
White, sales manager of the Paramount Talk-
ing Machine Co., of this city, manufacturers of
Paramount talking machines and records, re-
turned recently from an extensive trip, which
included a visit to Kansas City, Oklahoma City,
Dallas, Houston, ' New Orleans, Birmingham,
New York, Philadelphia, Pittsburgh and other
important trade centers. On this trip Mr.
White made a careful investigation of gen-
eral trade conditions and his reports of the in-
dustrial outlook in different parts of the coun-
try are very optimistic.
Referring particularly to the talking machine
industry, Mr. White made the following perti-
nent comments, based on his observations on
this trip.
"We are going to remain in business just as
long as we continue to make money ;• enough
money to justify the overhead expense, carry
the interest on the investment and show a sat-
isfactory margin of profit, sufficient to enable us
to branch out and grow.
"Progress? For the past few years there has
been a continual storm of 'monkey wrenches'
directed toward the talking machine industry.
We have been at war; we have had law suits;
we have had to contend with competition of an
extremely disagreeable nature; we have been
troubled with industrial unrest; transportation
difficulties and what not. It became necessary
for large manufacturers to curtail their output
of machines and records to assist the Govern-
ment, much to the detriment of jobbers and
dealers, who lost heavily.
"Manufacturers, wholesalers and dealers, the
trinity were dashed into a period never to be
forgotten in our history. Analyzing causes
removes all doubts of the source from which the
situation developed. It remains for us to
analyze the existing situation, endeavor to
eradicate that which causes the difficulties and
make a strenuous effort again to place the in-
dustry on the dignified basis which it assumed
in 1915.
"Dealers ill every -city have been menaced.
They have been unable to secure enough goods
of a thoroughly reliable nature to operate intel-
ligently. Because of this condition their future
reputations have been placed in jeopardy, but
it was essential for them to remain in busi-
ness regardless of this, in order to pay expenses.
"Next question. Are the dealers in favor of
permitting this same condition to continue? Is
it possible they are blind to its pitfalls? No sane
business man will jeopardize his reputation or
the firm's good will. America is not a nation
that, willingly or knowingly, steps backward.
The disposition is to develop and improve. What
are talking machine dealers doing to improve
their own condition and that of the industry?
"A concerted movement must be instituted to
stop this backward movement and State, organi-
zations should become active immediately unless
they countenance the existing degrading influ-
ences. There are many thousands engaged in
this business who are well-educated men, men
who conduct their business on a dignified basis
and continue to develop the dignity of the in-
dustry. These are the men who should take ac-
tion. They are making money now, but what
of the future? At the present rate of speed,
which has been checked, fortunately, the in-
dustry would have sunk to a level beneath the
dignity of the higher type of organizations.
"The talking machine business is intensely
interesting. Those engaged in it love it. It is
music; ft is art; it is pleasure; it is business, and
a mighty good-paying business. Why, then,
permit it to lose that quality when it is. pos-
sible to maintain it?
"Suppose the large, manufacturers of talking
machines and records were to close down their
plants because no one would buy. Jobbers and
dealers would have to do likewise. It's a poor
rule that does not work both ways.
"Immediate large returns are forerunners of
commercial black eyes. What about the future?
Better take this into consideration when you
place your orders for stock: Is the manufac-
turer thoroughly reliable? Can he guarantee the
product? Is his guarantee substantial?. How
substantial is it? What future service will be
secured? What service can be rendered to cus-
tomers in the future? How rapidly will the
manufacturer expand? Can he expand to meet
the growth of the dealer? What is the manu-
facturer doing to develop the dignity of the
industry? This is just as important as any of
the above.
"Let every dealer ask himself the same ques-
tion— What can be done to dignify the industry
and develop it?
"It is a most pertinent topic."
The Needle Once Used — Always Enjoyed
BEST SEMI-PERMANENT STYLUS
Plays 300 Records No Scratch, No Hiss
You owe it to yourself and to your customers to sell "THE MOST SATISFACTORY NEEDLE ON
THE MARKET."
After once using the "BEST semi-permanent STYLUS" your customers will never use any other.
The attractive discounts, coupled with the superiority of our Needles, make the handling of the "BEST
STYLUS" an asset in your business.
Samples and full particulars upon request
THE ANSONIA NEEDLE CO.
ANSONIA, CT.
44
THE TALKING MACHINE WORLD
April 15, 1920
ANTICIPATION
is justified by realization when the record is a
(HennetL
If you have never heard a <i£emt£tt treat your-
self to No. 9021. When you hear "Echoes From
the Alps" and "Weymouth Chimes," played with
chime effects by H's Majesty's Scots Guards
Band, you will have the Gennett habit.
They do better all phonographs— Hearing is Believ-
ing. Any STARR dealer will gladly play for you.
Write for Gennett Catalog
THE STARR PIANO CO., Richmond, Indiana
April 15, 1920
THE TALKING MACHINE WORLD
45
ATLANTA TRADE IS OPTIMISTIC ST. JOSEPH DEALERS HOLD MEETING
Business Is Running at High Water Mark With
All the Leading Establishments
Atlanta, Ga., April 7. — Reports from the trade
in this city indicate that business is running at
high water mark and that the outlook for some
time to come is good.
The Cable Piano Co., Victor dealer, is en-
joying excellent business. Its big store has
been the center of activity for some weeks on
account of the sale of grand opera tickets con-
ducted there as well as the natural activity in
the talking machine business and the heavy de-
mand for Victor product. This firm has re-
ceived in the past few weeks shipments of some
of the most salable models of Victrolas and has
disposed of them as rapidly as they came into
the Victrola department. The store has been
recently entirely remodeled and the company is
in position to care for a greatly increased busi-
ness.
The Haverty Furniture Co., Columbia and
Pathe dealers, sold during March a substantial
quantity of phonographs and records and the
outlook for spring business is very fine. The
demand for popular records is exceedingly good
and the sale of high-class records has been
stimulated by the approach of the grand opera
season, which begins here April 26.
The Delpheon Shop, Columbia dealers, is en-
joying as fine a business as it has ever had, the
holiday season not excepted, and the sale of
Columbia records is steadily increasing. Miss
Bannie Hood, in charge of this department, is
an expert and her knowledge of records and
her high-grade sales ability are putting her firm
in the front rank as record seller. The sale of
instruments with this firm is also continuing in
nice volume.
The Phillips & Crew Piano Co., the oldest
Victor dealers in Georgia, opened in Savannah,
Ga., during March a branch store, fully stocked
and equipped with musical merchandise, the
leading lines being the Victrola as well as
pianos. They anticipate doing a good business in
their new store. Business in the Atlanta store
is running into new figures and with some re-
lief in sight as to available stock they hope to
maintain a new and constantly increasing stand-
ard for new business.
Atlanta and the whole South Atlantic States
are eagerly awaiting the annual visit of the
Metropolitan Opera Company, which organiza-
tion will be here the last week in April. Stars
such as CarusO) Ponselle, Barrientos, Farrar,
Mardones and others will arrive on April 26 and
will sing for one week here, Atlanta being the
only city outside of New York which has its
season of Metropolitan Grand Opera.
HOMEWARD BOUND
B. R. Forster, president of the Brilliantone
Steel Needle Co. was recently in San Francisco.
From that city he visited Los Angeles and then
returned East.
Advocate Charging of Interest on Instalment
Sales of Talking Machines — Called Together
by Earl Elsham of Leader Department Store
St. Joseph, Mo., April 6. — The talking machine
dealers of this city met in a convention called
by Earl Elsham, manager of the talking machine
and piano department of the Leader Department
Store during the last week in March, and dis-
cussed many matters of interest to the trade.
The matter of charging interest on talking ma-
chine accounts was discussed and the giving
away of free merchandise with sales was con-
demned. It was also suggested that the Cham-
ber of Commerce secure Frank E. Morton,
acoustical engineer of the American Steel &
Wire Co., to address local business men. Mr.
Elsham urged very strongly that a music week
be instituted in this city and all dealers ex-
pressed themselves as heartily in favor of the
plan. During their stay in St. Joseph the visit-
ing dealers were entertained at luncheon by Mr.
Elsham in the tea room of the Leader Depart-
ment Store. Other meetings will be held at in-
tervals in the future.
Among the men attending the meeting wefe:
Fred Schneider, of Townsend, Wyatt & Wall;
Manager Helsell, of the J. W. Jenkins' Sons
Music Co.; Manager Conner, of the Olney Music
Co., and Earl Elsham, manager of the talking
machine department of the Leader store.
FAMOUS ARTISTS ARE HEARD
Singers Well Known Through the Talking Ma-
chine Appear in Concert to Aid Italian Loan,
at Which $3,415,450 Was Realized
A great number of well-known artists who are
popular favorites with talking machine record
users helped to realize $3,415,450 in the great
drive for subscriptions to the Italian $25,000,-
000 loan at a concert at the Lexington Theatre,
New York, the closing Sunday of last month.
Enrico Caruso sang an Italian love song which
brought in $50,000 from one of his countrymen;
a lump sum from various subscribers amounting
to $50,150 was realized by Stracciari for his
singing of an aria from the second act of "The
Barber of Seville," and it aroused such acclaim
that an encore realized $45,000. Justice Freschi,
who presided, had little difficulty in selling a
song by Mme. Tetrazzini for $30,000 to Felice
Bava and in getting a $20,000 subscription from
Caruso. He also disposed of a song by Galeffi
to a group of individual subscribers for about
$50,000. The Metropolitan opera chorus and
others assisted. It was a wonderful evening of
emotion and music, and evidenced not only the
patriotism of the Italian people in America, but
also their keen appreciation of the very best
in music.
John Shepard, of the G. T. Williams Co.,
Brooklyn, N. Y., Victor distributors, was among
the trade visitors in Providence last month.
I'll Tell The World
You don't need our wrapping envelopes — if you take no
pride in your store or in the appearance of your
package.
You don't need our envelopes — if you are content to
sell only the record your customer asks for.
You don't need our envelopes — if you don't believe in ad-
vertising.
And don't clip this coupon — unless you are willing to rise
above the level of the ordinary Victor dealer.
My Name is
The Firm name is
Our Address is
LU-FRANC SALES SERVICE
1231 Dime Bank Bldg. Detroit, Mich.
DAVEGA TO HANDLE PATHE LINE
Machines and Records Will Be Retailed— Will
Feature the Pathe in Its Four Stores
The S. B. Davega Co. of New York City has
arranged to carry a full line of Pathe phono-
graphs and records which will prove an impor-
tant acquisition to its already extensive busi-
ness. The Davega Co. conducts a chain of suc-
cessful store: in New York at 111 East Forty-
second street, in the Hotel Commodore, 831
Broadway, 15 Cortlandt street and 125 West
125th street.
TWO CA=NINES BATTLE ON DIAMOND
Two Teams of Victor Dogs in Window of
Wiley B. Allen Store Make Clever Display
San Diego, Cal., April 6.— "Vic'' must have
"scored a single," said an elderly gentleman in
the crowd that assembled in front of the Wiley
B. Allen Co. music store windows Saturday
afternoon admiring the clever display showing a
baseball game in progress between two teams
of Victor dogs representing the Victrola and
Brunswick teams. A background executed by
Clyde Hill added to the setting and the little
Victor trade mark dogs seemed to be enjoying
themselves immensely.
The batteries for the Victrolas, Kindler and
Guy, for the Brunswicks, Porter -and Duryee.
These are the names of talking machine sales-
men and salesgirls working for the local Wiley
B. Allen store. Mr. Young, manager, says the
game was called on account of darkness in the
fourth inning and the score ended a tie with the
Brunswicks having two dogs on bases.
Miss Marie Michaud, who left the sales force
of the Shepard Co., Providence, R. I., in order
to attend the courses in salesmanship held at
the Victor school in Camden, has completed her
work and has returned to Providence and re-
sumed her work there.
PHONOGRAPHS
Plays all records — No needles to change
GRAY & DUDLEY CO.
Distributors for The South
NASHVILLE :-: TENNESSEE
46
THE TALKING MACHINE WORLD
April 15, 1920
Made right, sold right I
<<~pAME is the perfume of heroic deeds,"
said Socrates. "Wonderful sales are the
reward of extraordinary merit," say those for-
tunate dealers who handle the famous instru-
ment which won highest score for tone at the
Panama Pacific Exposition.
THE INSTRUMENT OF QUALITY
NOCTURNE
CLEAR AS A BELL
is designed — not adapted — to
play ALL MAKES of disc rec-
ords perfectly without extra
attachments.
It is supreme in tone, unequaled
in beauty of design, and un-
rivaled in its important features
of construction.
The Sonora is sold easily, and
because of its matchless value
there is no difficulty in getting
cash for it.
Prices $60 to $2500
Sonora is the phonograph that keeps
your bank balances high.
April 15, 1920
THE TALKING MACHINE WORLD
47
{ — 7^59
) /^s^ V
mm m
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
THIS instrument is the only one sold without offering "easy pay-
ments" as the leading attraction. It is made for those who want
the best — for those to whom quality and not terms is the important
consideration. If you wish to handle the Sonora, write to the dis-
tributor for your territory.
Gibson-Snow Co.
Syracuse, N. Y.
State of New York with the
exception of towns on Hud-
son River below Poughkeep-
sie and excepting Greater
New York.
W. B. Glynn Distributing Co.
Saxtons River, Vt.
States of Maine, New Hamp-
shire, Vermont and part of
Massachusetts.
Griffith Piano Co.
605 Broad St.,
Newark, N. J.
Northern New Jersey.
Hessig-Ellis Drug Co.
Memphis, Tenn.
Arkansas, Louisiana, Tennes-
see, Mississippi.
Hillman Phonograph Co.
Wheeling, W. Va.
Virginia and West Virginia.
Kiefer]- Stewart Co.
Indianapolis, Ind.
Entire State of Indiana.
Lee-Coit-Andreesen Hard-
ware Co.
Omaha, Neb.
State of Nebraska.
The Magnavox Co.
616 Mission St.,
San Francisco, Cal.
Washington, California, Ore-
gon, Arizona, Nevada, Ha-
waiian Islands, Northern
Idaho.
C. L. Marshall & Co.
82-84 Griswold St., Detroit
409 Superior St., Cleveland
Michigan and Ohio.
Minneapolis Drug Co.
Minneapolis, Minn.
States of Montana, North
Dakota, South Dakota,
Minnesota.
I. Montagnes & Co.
Ryrie Building,
Toronto, Can.
Canada.
M S & E
221 Columbus Ave.,
Boston, Mass.
Connecticut, Rhode Island
and eastern Massachusetts.
Robinson-Pettet Co., Inc.
Louisville, Ky.
State of Kentucky.
American Hardware &
Equipment Co.
Charlotte, N. C.
North Carolina and South
Carolina.
C. D. Smith Drug Co.
St. Joseph, Mo.
Missouri, northern and east-
ern part of Kansas and five
counties of northeastern
Oklahoma.
Smith, Kline & French Co.
Philadelphia, Pa.
States of Pennsylvan'a, Mary-
land, Delaware, District of
Columbia and New Jersey,
south of and including Tren-
ton.
Sonora Phonograph
Company, Inc.
279 Broadway,
New York.
Distributors for Greater New
York.
Southern Drug Co.
Houston, Tex.
Southeastern part of Texas.
Southern Sonora Co.
Atlanta, Ga.
Alabama, Georgia and Flor-
ida.
Southwestern Drug Co.
Wichita, Kans.
Southern part of Kansas,
Oklahoma (except five north-
■ eastern counties), and Texas
Panhandle.
Strevell - Paterson Hard-
ware Co.
Salt Lake City, Utah.
Entire States of Utah, Colo-
rado, Wyoming, New Mexico
and southern Idaho.
C. J. Van Houten & Zoon
Marquette Bldg.,
Chicago, 111.
Illinois and Iowa.
Sonora Distributing Co.
of Texas
Dallas, Tex.
Western part of Texas.
Yaht & Lange Drug Co.
Milwaukee, Wis.
Wisconsin, Upper Michigan
The Highest Class Talking Machine
in the World
Sonora is licensed and operates under BASIC PATENTS of the phonograph industry
mm
48
THE TALKING MACHINE WORLD
April 15, 1920
Artiste
THE ARTIST IN REALIT'
Announcement
C. C. MOIR
181 Tremont Street
Boston, Mass.
Has been appointed
Exclusive New England Distributor
of the
J^'Artiste Phonograph
Made in Grand Rapids, Mich.
Dealers in the New England territory are in-
vited to communicate with Mr. Moir regarding
an Agency for the X Artiste,. Mr. Moir is well
equipped to give the maximum of service and
personal attention to dealers in his territory.
THE PHILADELPHIA SHOW CASE CO.
Distributors
Main Office:
127 NORTH 13th STREET
PHILADELPHIA, PA.
New'^York Office
THE BUSH TERMINAL BUILDING
Room 845
Pittsburgh Office
JENKINS ARCADE BUILDING
Pittsburgh, Pa.
April 15, 1920
THE TALKING MACHINE WORLu,
49
JAMES MONTGOMERY FLAGG SKETCHES MISS ANNA CASE FREAR BILL WOULD FIX PRICES
Following the remarkable Edison tone test
held at Carnegie Hall on March 10, the story of
which appeared in full in The World last
month, Anna Case, the famous American soprano
pressed by the tone reproduction of the New
Edison. In the photograph h-e is seen drawing
Miss Case as she stands beside the instrument.
The inserts show, left to right: Arthur Walsh,
Proposes to Give Federal Trade Commission
Power to Arbitrarily Fix Maximum Sale Price
on Any Commodities — Drastic Penalty Would
Take Away Firm's License to do Business
Washington, D. C, April 3. — A bill has been
introduced in the House of Representatives by
Representative Frear which would give the
Federal Trade Commission the same rights to
fix the maximum price on commodities said
to be unduly high priced as the Interstate
Commerce Commission now has in fixing rail-
way freight rates. Complaints would have to
be made to the Federal Trade Commission that
the production or price is controlled so that
free competition ceases to exist before it could
take steps to declare the schedule of rates un-
der which such commodities could be sold.
The bill would provide that within 30 days
after public notice of the commission's find-
ings the prices so fixed will become effective
and the monopoly or group of interests com-
bining to keep prices up would have to cease
charging the higher prices. Provision is also
made for a review of the commission's find-
ings by the circuit court, but if the decision is
in favor of the Government, the manufacturer
or merchandiser would have to pay the excess
amount collected during the interim into the
Federal Treasury.
LIVE CONCERN IN HARRISBURG
C. M. Sigler, Inc., Occupies Five-Story Building
With Excellent Line of Instruments
Miss Anna Case, Posing for James Montgomery Flagg
and popular Edison artist, posed for James director of the recital department of Thomas A.
Montgomery Flagg, who is one of the most Edison, Inc., who was in charge of the Carnegie
widely known modern illustrators. Mr. Flagg, Hall recital; Victor Young, pianist, and William
who was present at the recital, was greatly im- Reed, flutist.
PATHE IN MONTANA SCHOOLS
W. H. Wallace, Progressive Miles City Dealer,
Enters a New Field of Music Advancement
Dealers in Pathe phonographs and records
will be interested to hear of the success of
W. H. Wallace, the progressive music merchant
and distributor of Miles City, Mont., who has
installed Pathe instruments in the schools of
four counties adjacent to his city. The depar-
ture has been hailed with joy by the pupils, as
the charming selections lighten their studies and
add zest to the routine of the schoolroom, and
it has, of course, met with the approval of their
parents and teachers. Mr. Wallace has found
the work so pleasant and profitable that he will
follow up the plan by placing phonographs in
the schools over a wide range of territory.
Under Opportunity No. 32363, the Bureau of
Foreign and Domestic Commerce reports that
a firm in India desires to secure the sales agency
for phonographs and accessories.
Harrisburg, Pa., April 3. — One of the active
music houses in this city is C. M. Sigler, Inc.,
which was established about twenty-five years
ago by C. M. Sigler and operated by him until
1914, at which time it was incorporated. C. M.
Sigler, founder of the business and president
of the corporation, is also head of the Sigler
Player Action Co., Grand Rapids, Mich. The
other members of the local company are N. B.
Kurzenknabe, M. A. Sigler, W. T. Rodgers and
G. P. Schaeffer.
The Sigler house occupies an entire five-story
building, the basement being devoted to the
music roll department, first floor, to Victrolas,
the second and third floors to pianos, and the
fifth floor to the repair department. The lines
handled include the Steinway, Steinert, Christ-
man and Apollo pianos and the Victrola.
At the present time arrangements are under
way for the installation of three new booths in
the talking machine department, as well as
three new booths in the music roll department.
The Walters & Barry Corporation
256 MAIN STREET
BUFFALO, N. Y.
PIAVI
ANT HAKE
of decode*
ant besides
number. of
times ' " «
ri'i THIN
STOPS
AUTOMATIC ALiT
WITH
TONE-ABM
SUSPENDED
IN AIR.
TtieFirslReallijCompteloPcionocrrapEi
Largest Distributors of Brooks Automatic Repeating Phonographs in the United States
50
THE TALKING MACHINE WORLD
April 15, 192U
%
7
The ' Buddha -Dardanella" fox-trot by the
Columbia Saxophone Sextette is a musical
combination that means big sales. A-2876.
Columbia Grapnophone Co.
NEW YORK
DEALERS MEET AT WILKES=BARRE
Columbia Retailers Hold Interesting Session
Under Auspices of Philadelphia Branch of Co-
lumbia Graphophone Co. — Listen to Some Ex-
cellent Talks on Business Plans
Wilkes-Barre, Pa., April 1. — A most interest-
ing meeting of Columbia dealers of this city
and vicinity was held recently at the Hotel
Redington under the chairmanship of C. E.
Sheppard, Columbia salesman covering that ter-
ritory, and was attended by several executives
of the Columbia Co. branch in Philadelphia.
E. A. Manning, credit manager, gave a very
good detailed address on the method of plac-
ing orders and the channels through which dif-
ferent items should be presented to receive rec-
ognition.
W. A. Schreiner. manager Dealer Service de-
partment, gave a most instructive talk on the
work and purpose of the department, explain-
ing the origin and going into detail as to what
trouble and expense a dealer had in writing
advertising copy, procuring the different fixtures,
window dressing, etc., before the company es-
tablished the Dealer Service department.
N. J. Wilcox, manager of the Philadelphia
branch, was the next speaker to be introduced
by Mr. Sheppard, and his address was based
on Columbia representation. ''The time has
come when we can safely tell you that during
the, year of 1920 we will be in a position to
supply you with all the products you can use.
We set our quota for the year," Mr. Wilcox
said, "at 100 per cent increase over 1919 and
it is imperative for you to increase your sales
100 per cent for us to do this."
The meeting was a huge success and every
dealer present voiced his opinion that the idea
of these meetings was indeed a welcome one.
Those present included- Ford Price, of Fowler,
Dick & Walker Co.. and Joseph Corner, C. & S.
Furniture Co., Wilkes-Barre; Mr. Lewis, Lewis
& Kuschel Co., of Pittston; P. C. Peuser. the
P. C. Peuser Store, of Scranton; William Chal-
Ward's Khaki Moving Covers
Distributors
BRISTOL & BARBER, INC.
Ill E. 14th St., New York City
YAHR & LANGE DRUG CO.
207-215 E. Water St., Milwaukee, Wis.
COHEN & HUGHES, INC.
Washington, D. C.
BECKWITH-O NEILL CO.
Minneapolis, Minn.
STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah
OHIO SALES CO.
Beckman Bldg., Cleveland, Ohio
THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.
S0N0RA DISTRIBUTING CO. OF TEXAS
Dallas, Texas.
CHAS. H. YATES
311 Laughlin Bldg., Los Angeles, Cal.
Grade "D" Cover with No. 3 Straps.
W. D. & C. N. ANDREWS
Buffalo, N. Y.
SACHT& CO.
425 So. Wabash Ave., Chicago.
The C. E. Ward Co.
(Well-Known Lodge Kegalia House)
101 William St., New London. Ohio
Alto Manufacturer! of Rubberized Cover*
and Dull Covert for the Wareroom
lenger and Robert Owen, the Challenger Store,
of Nanticoke; R. W. Yohn, Oliver Yohn & Co.,
Danville: L. P. Maynard, D. S. Andrus & Co..
Williamsport; Harry Seebold, Seebold Music
House, Sunbury; M. Meiser and J. W. Lewis.
Meiser's Music House, Northumberland; J. \Y.
Maus. the J. W. Maus Store, Shamokin; W. E.
Watkins, the W. E. Watkins Store, Mahanoy
City; John M. Hough, the John M. Hough Store,
Shenandoah; George W. Kellmer, the Kellmer
Piano Co., Hazleton; James H. Powers, the
Prince Furniture & Carpet Co., Hazleton, to-
gether with Miss Alta Robbins, Miss Clara G.
Maguire, Miss Matilda Wardell, representing the
same company; Nathan Gottlieb, the Nathan
Gottlieb store, of Glen Lyon; Neal Connaghan
and James Connaghan. Neal Connaghan store,
of Mt. Carmel, and S. S. Lowry, prospective
dealer from Berwick, Pa.
After the meeting the speakers were in ses-
sion to answer any questions the dealers asked
and they took advantage of the opportunity and
gained some very useful knowledge. This meet-
ing was preliminary to a larger meeting to be
held in Philadelphia for all dealers of the Phila-
delphia branch in the near future.
DEATH OF MRS. GEO. A. KELLEY
George A. Kelley, manager of the record or-
dering department of the New York Talking
Machine Co., Victor wholesaler, is receiving the
sympathy of his many friends in the trade upon
the death of his wife, Mrs. Elizabeth Kelley,
who died suddenly March 18 at her home
in Rockville Centre, L. I. Mrs. Kelley, who
was thirty-eight years of age at the time of
her death, had a host of personal friends, among
whom were the employes of the New York
Talking Machine Co. She is survived by two
children.
YVONNE GALL HURT IN TAXI CRASH
Yvonne Gall. French prima donna and Pathe
star, had a narrow escape from a serious acci-
dent in New York recently when a taxicab
carrying her crashed head-on in Central Park
with a machine driven by Otto Beeler.
The singer was taken in an ambulance to
Flower Hospital, but left after an X-ray exami-
nation showed no hones broken. Both taxicahs
wire smashed. Beeler was arrested.
SEND
FOR ILLUSTRATED PRICE LIST
AND FREF SAM PI. F
"GLOBE"
TRANSFER NAME PLATES
DEALERS EVERYWHERE APPLY THEM
ON
PHONOGRAPHS. PIANOS. ETC.
GLOBE
DECAL.COM ANIE CO.
JERSEY CITY. N J.
COTTON FLOCKS
FOR ,
Record Manufacturing
THE PECKHAM MFG. CO., 2n3e8^u«k sn."!
The Talking Machine World, New York, April 15, 1920
The Standard by Which All
Phonograph Motors are Judged and Valued
REG. V. S. PAT. OFF.
Strong Selling Features of
The Sphinx Gramophone Motor
Without its motor a phonograph is merely a piece of furniture. Therefore its strong-
est selling features should he in the motor, for it is the motor that makes the phonograph
a musical instrument.
What is the strongest possible "talking point" in a motor? Obviously, the absolute
provable elimination of those motor faults which make people hesitate about buying phono-
graphs. What are those faults? Mechanical noises; the lack of uniformity in speed; the
need of frequent adjustment, "tuning up" and repairs.
The Sphinx Motor absolutely does eliminate these motor faults, fully and finally, and
has proved that fact by the most drastic tests to w hich a motor could possibly be put. The
manufacturer who fails to see it, investigate it and adopt it, loses the opportunity to avail
himself of the only real "talking points" a motor can offer him.
The Sphinx Motor is now in process of commercial manufacture and will shortly be
ready for quantity delivery. Write for catalog describing and illustrating this motor in
all its details.
SPHINX GRAMOPHONE MOTORS, Inc.
512 Fifth Avenue -:- -:- •:- -:- New York
April 15, 1920
THE TALKING MACHINE WORLD
51
NEW HOMES FOR COLUMBIA IN CINCINNATI AND DALLAS I
Cincinnati Branch Will Be Located in a Six-story Building at 317-321 East Eighth Street, and
the Dallas Branch Will Occupy a Three-story Structure at 316-320 North Preston Street
The general sales department of the Columbia
Graphophone Co., New York, announced this
week that arrangements have been completed
whereby the company's Cincinnati and Dallas
branches will occupy new homes. These ar-
rangements were pending for several months
and were closed after Robert E. Rae, of the gen-
eral sales department, made a careful investiga-
tion of the facilities afforded the branches in
their new quarters.
The new home of the Cincinnati branch will
be located at 317-321 East Eighth street, in the
heart of the wholesale jobbing district of that
city. The company will occupy a six story and
basement building, having a total area of 35,000
square feet. This is three times the space now
at the disposal of the branch in its present home,
and E. F. Dawson, manager of the Cincinnati
headquarters, is delighted with the accommo-
dations which will be afforded his organization.
The new Cincinnati branch faces a proposed
boulevard, and is ideally situated from an ad-
vertising viewpoint. Included in the equipment
of the building will be the Columbia model
shop, special Columbia steel racks for records
and distinctive furnishings and fittings. In fact
every detail will be representative of the most
modern ideas in wholesale talking machine
equipment.
The Dallas branch will occupy a four-story
building at 316-320 North Preston street, having
a floor space of 23,200 square feet. This is three
times the space afforded the company in its
present home, and it is interesting to note that
the new building is provided with ideal trackage
facilities. Fred R. Erisman, manager of this
branch, and his sales staff are enthusiastic re-
garding the many desirable features of the new
building.
These important moves were made in order
to afford the Cincinnati and Dallas branches of
the Columbia Graphophone Co. an opportunity
to develop the fast growing trade in their re-
spective territories. The demand for Columbia
products in all parts of the country has been far
beyond expectations, and during the past year
the great majority of Columbia branches in the
leading trade centers have been obliged to seek
new quarters in order to accommodate this'
trade. According to present plans the Cin-
cinnati and Dallas branches will occupy their
new homes during the month of May.
A. J. CRAFTS CO. ACTIVITIES
Recent Official Changes — Plant Very Busy —
A. J. Crafts Returns From Southern Trip
— Other News of General Trade Interest
Richmond, Va., April 1. — The regular monthly
meeting of the board of directors of the A. J.
Crafts Piano Co., manufacturers of the Crafts
and Ludlow lines of talking machines was held
on March 24. A quarterly dividend of 2 per
cent, was declared payable on this date. The
following officers were elected to fill vacancies:
R. A. Garber, treasurer, to succeed A. E.
Roeber, resigned; F. M. Wilson, secretary, to
succeed Richard Riley, resigned. The Crafts
factories are reported very busy and rapid prog-
ress is being made in the construction of the
new plant. The general offices of the A. J.
Crafts Co. have been moved to advantageous
quarters on the second floor of the Commer-
cial Building, in this city. These offices are
nicely appointed and are laid out with efficiency
in view.
A. J. Crafts, president of the company, has
returned from a Southern trip. He brought
back with him a very satisfactory amount of
orders and reports that he found trade condi-
tions very good wherever he visited. He ex-
pressed much gratification at the steadily in-
creasing demand for Crafts phonographs.
Theodore H. Bower, vice-president and dis-
trict manager for North Carolina with head-
quarters at Raleigh, has taken up once more his
accustomed duties and is recovering nicely from
his serious illness of several weeks' duration.
TO OPEN BRANCH IN WASHINGTON I
Washington, D. C, April 5— A large and fully
equipped branch store will be opened soon in
this city by the Sport Mart, large Columbia
dealers. The new branch will be located at
Fourteenth street and New York avenue in the
Bond Building.
One of the callers on the talking machine
trade in Providence, R. I., recently was Eastern
Representative Frye, of the Victor Talking Ma-
chine Co.
IOWA DEALERS
LOOK US OVER
We are the Iowa Distributors of
Vitanola Phonographs
"THE PHONOGRAPH OF MARVELOUS TONE"
AND
Story & Clark Pianos
"MANUFACTURED SINCE 1857 "
We Are Equipped To Give You Service
E. H. JONES PIANO CO.
DES MOINES
Shops Building
IOWA
More than a fair pro-
portion of the new
Re cords are finding
their way into
Udell
Cabinets
because our Cabinets
fill Every Need of the
Record Owner.
MANY SIZES and DESIGNS |
PLUS |
PERFECT |
WORKMANSHIP ■
No. 1415
[Horizontal Shelves]
For Vk'trola IX-A
Height, 31 in. Width, 19 in. Depth, 22 in.
Mahogany. Quartered Oak. Holds 5 Victor
alliums. Average weight, crated, CO pounds.
r If vertical interior is desired, order No.
415.]
rWhen felt interior is wanted, order No.
415F.]
The Udell Works
1205 W. Twenty-eighth St.
Indianapolis vFl :: Ind.
52
THE TALKING MACHINE WORLD
April IS, 1920
CRIPPEN'S
r I HIS double page advertisement shows for
the first time my complete line of Crippen
"Interpretone" Talking Machines.
I did not expect to be able to show these entire
six styles before July first. But here they are,
three months ahead of schedule, owing to the
efficiency of our factory organization.
Style RR is the machine I began business with
on January first.
This is the style with which I placed represen-
tations in every state in the union since the
first of the year and with which I established
over 70 representatives in Greater New York
in two weeks' time.
To the best of my knowledge and belief,
Style RR is the best individual machine in the
talking machine world.
I claim that in size, character and finish of
cabinet work, quality of tone and general
all-round salability, it is not equaled in the
market at within twenty-five ($25) dollars
of its value.
And I can prove this, to your absolute satis-
faction, in the following way:
STYLE No. 3— Mahogany, Height, 45"; ADAM— Mahogany. Height, 45"; width,
width, 19"; depth, 20". 20^"; depth, 21^".
STYLE RR (revolving door) — Mahogany.
Height, 45"; width, 20"; depth, 22".
April 15, 1920
THE TALKING MACHINE WORLD
53
SEXTETTE
I will ship any reputable talking machine
dealer in the United States a Style RR Crippen
"Interpretone" (or any other of these six styles
he prefers).
I will ship it by express at my expense for a
ten- day comparative test. If after comparing
it with any other talking machine he wishes,
if after testing it with any and all makes of
records he wishes, he does not readily see that
mine is a better machine by twenty-five ($25)
dollars than any other talking machine he has
ever seen, he may ship it back, also, at my
expense.
If, on the other hand, he likes it and sees that
it is the money maker that I claim it is, I will
then lay our selling plans and other details
before him.
Write or wire, at once. The longer you
delay the longer you put off the opportunity
for big and active money making.
rjntfrprflonr"
It's the best Tall^inrj Machine after all
(Regular Phonograph)
Low Decrement
If"
(Crippen Interpretone)
High Decrement
Note interference on top ljne.
* noninterference on lower line.
Diagram shows the difference between the sound
waves coming from the talking machine as you
know it and from the Crippen "Interpretone."
In the latter the tail end of one tone does not collide
with the front end of the succeeding tone. This
results in clearer and more distinct reproduction.
Metal work of all models heavily gold
plated. Machines guaranteed for one
year, which includes spring breakage.
President
THE C RIPPEN C OMPANY, INC., 4^7 Fifth APenuc, Nc^orL
LOUIS XVI— Mahogany- Walnut. Height, WILLIAM & MARY^Mahogany. Height, QUEEN ANNE — Mahogany- Walnut;
47"; width, 23^"; depth, 24^". 49"; width, 23^"; depth, 24^"- Height, 49"; width, 253/4"; depth, 2634".
54
THE TALKING MACHINE WORLD
April 15, 1920
" Serenade 99 and "The Old Refrain," two
violin solos by Eddy Brown, are good for
steady sales for years. A-2S82.
Columbia Graphophone Co.
NEW YORK
TO BUILD PLANT IN NEW HAVEN, IND. STRIKING SERIES OF SONORA WINDOW AND CAR CARDS
Machines to Be Manufactured by Waggoner
Talking Machine Co. — Work to Begin at Once
Fort W.ayxe, Ixd., April 6.— The William A.
Waggoner Talking Machine Co. has contracted
for the building of a factory building at New
Haven, Ind., which will begin at once. The
factory building will be built of tile and'will be
but one story high, measuring 100x300 feet. The
company will also build two standard dry kilns
measuring 17x23 feet and a heating plant. The
company will buy its lumber direct from the
mills and it will be taken to New Haven where
it will be dried in the dry kilns.
The ground on which the buildings will be
built is just west of the Ohio Electric railway
station at New Haven. The company has ap-
proximately six acres of ground. The location
is ideal, the factory being situated on the
Wabash, Nickel Plate and Ohio Electric rail-
ways and the Lincoln highway. The credit for
locating the factory at New Haven is given
to William Schnelker, of that place.
The directors of the company are Fort Wayne
and Xew Haven men and are as follows:
William A. Waggoner, John C. Waggoner,
George Buechel. W. L. Henry, John R. Pulver,'
L. H. Zwick, of Fort Wayne and Herman Good-
vear, of Xew Haven.
The advertising department of the Sonora| and car cards interchangeably — an excellent idea.
Phonograph Co. has just prepared a set of? The new series consists of six attractive cards,
window display cards about the same size as featuring Sonora product in a dignified, effec-
INCREASES OUTPUT OF CABINETS
McHenry, III., April 6. — The Everett Hunter
Mfg. Co., of this city, has completed the remodel-
ing of that part of its plant given over to the
manufacture of talking machine cabinets and is
now in a position greatly to increase its output.
This company has been for years manufactur-
ing power boats and launches, and is known all
over the world for its high-class products. The
part of its plant wherein it carries on the busi-
ness of making talking machines has been
equipped with the most modern wood-working
Selection of Cards Which Are Favored by Sonora Dealers
the standard cards. These cards were prepared rive manner. The cards are multi-colored, and
in accordance with the suggestion of Sonora can be used to advantage in the windows of the
dealers, who desire to use their window display dealers, and also as car cards.
machinery and the finishing rooms have more
than trebled their capacity. This company has
been manufacturing cabinets for some time now,
and has now decided to go after this business
on a larger scale. It furnishes cabinets in all
woods and finishes, or in the white, and recently
closed contracts to furnish cabinets for several
well-known western companies.
WILL HANDLE VOCALION LINE
The Cunningham Piano Co., Scranton, Pa.,
has recently placed the Aeolian-Vocalion in
its talking machine department. This is one
of the thriving talking machine centers of the
State of Pennsylvania, hence there is a large
market for the Yocalion.
FOUNDED 1835
ARMSTRONG'S
Distributors
There are certain desirable localities still open for wide-awake Pathe dealers in
the South.
Our Superior Service, co-operation and jobbing experience enable us to give all dealers
the right start. A good start is half the game. Write today for full information.
ARMSTRONG FURNITURE CO
59 and 61 North Main Street
Memphis, Tenn.
April 15, 1920
THE TALKING MACHINE WORLD
55
The violin-shaped reso-
nator of The Cheney
creates true tonal
beauty and adds rare
quality to vocal or in-
strumental records.
its exquisite beauty of tone and distinct excellence of finish,
The Cheney has added the third requisite to widespread appreciation.
It is being presented to persons of musical discrimination by an
extensive campaign of national advertising.
Paintings in oil are used to portray The Cheney in the appropriate
environment of well appointed homes. Word pictures convey the
fidelity of tonal reproduction achieved with The Cheney.
In consequence, dealers who stock The Cheney are enjoying an even
more insistent demand for these wonderful instruments.
CHENEY TALKING MACHINE COMPANY
CHICAGO
56
THE TALKING MACHINE WORLD
April 15, 1920
Demand for Better Furniture Stimulated by
the Artistic Talking Machine Cabinets
illllllllllllllllllllllllllllllllllllllllllllllllllllllU
The talking machine, which has long been
recognized as a missionary for good music, is
now beginning to shine in a new role as a
missionary for good furniture. Almost from
the start considerable attention has been given
to the casing of the talking machine. Then,
before the coming of the period models, the
manufacturers clung to certain prescribed rules
of artistic furniture design in the" production of
their cabinets. There was little or no attempt
to produce simply the ornate, but rather an
earnest endeavor to offer something considered
elegant from its very simplicity. We. may say
that up to a couple of years ago there was
little attempt at variety in talking machine
cabinets, with several manufacturers clinging
closely to standardized forms, but these forms,
so "far as the cabinet maker is concerned, were
correct.
Now there are furniture manufacturers and
dealers who are frequently inclined to admit
that the placing in homes of the better classes
of talking machines, with their richly finished
and carefully designed cabinets, has stimulated
a demand for better things in the general line
of furniture, and it is natural that such should
be the case. There are few talking machine
dealers who have not had the experience of plac-
ing a machine valued at $150, $200 or $250 in
a foom that even the most kindly critic would
admit was poorly furnished. When installed in
such a room the machine naturally looked out
of place — painfully so — and it is now realized
that many machine purchasers have through
that fact been moved to refurbish their apart-
ment to an extent at least that would prevent
! i:iiiiii:i!iiiiii !'!:.; i ! ;m n ; i ::ii:i:ii,: i.,ri:ii;i:i!iM-i';i;riM:;i Miiiiiiiii;!;i:i:ii;n
the talking machine from appearing to be so
glaringly out of place.
Then there is the influence of the talking
machine design upon the taste of the home
owner. There is, has been, and always will
be a certain inartistic element who believe that
richness means gaudiness — that much carving
and gilt are necessary if art is to be repre-
Richness of Design
and Finish of Talk-
ing Machines Arouses
New Desires For
Home Furnishings
sented. Except in rare instances they have
been unable to get this over-abundance of
cheap carving, or gold leaf, in talking machine
cabinets, and have thus been forced to accept
models simple but really artistic in their de-
sign. The association with cabinet work of
this type has naturally had its effect in many
cases, a fact reflected in the demand for other
furniture in keeping. Whether or not the
placing of the richly finished talking machine
in the home has resulted in the purchase of
lllllllllllllllllllllll
new furniture, the fact remains that it has in
many cases stimulated the desire for furniture
of the better class — a desire that will be ful-
filled at the first opportunity.
There is still a question as to just how far
the newer period styles will serve to influence
the selection of furniture of the period type,
for it is to be assumed that in a great many
cases period models are purchased to harmo-
nize with established room furnishings. It is
extremely unlikely that a customer would in-
sist upon a machine of the William and Mary
design, for instance, unless the machine was
to be placed in an apartment where the fur-
nishings of that period, or of a harmonizing
period, were already in place. There are un-
doubtedly, however, numerous cases where a
period model has been bought for its own at-
tractiveness, and where it will inculcate in the
new owner a desire for period furniture of a
general nature to bring about at least a
semblance of harmony.
Just as the talking machine brought into the
mind of many average citizens a desire for
the best in music, where before only popular
airs were wanted, so may the same talking
machine be credited with bringing into the
home a desire for simple, artistic and har-
monious furnishings where previously buying
had been haphazard through lack of a guiding
influence.
The Nostrand Phonograph Co., Brooklyn,
N. Y., begins business with a capital of $25,000
and the incorporators are: L. Wharton, M.
Schenckman and S. M. Krasner.
VICTOR
Service
A record department, constructed
in accordance with the most mod-
ern ideas; so as to keep the rec-
ords in excellent condition, yet
make them accessible so as to fill
orders immediately. Another
part of
Andrews yictorService
April 15, 1920
THE TALKING MACHINE WORLD
57
The Manor Model — An excellent
piece of cabinet work and an
instrument of perfect reproduction
The Cardinal
\ RE you interested in doing a
; — bigger, better-paying busi-
ness? The Cardinal Phonograph
offers you an exceptional sales
possibility — one that you should
investigate today. With this un-
usual instrument, prompt deliv-
eries, a liberal sales policy and a
complete dealers' service, there is
a live opportunity for someone in
your territory.
Real value is so obvious in Cardinal Phono-
graphs that they always find ready sale
wherever they are displayed. To a cus-
tomer they immediately look like more for
his money — they sound like better instru-
ments than he thought such a price would
buy. He sees the quality — hears it — and
buys the Cardinal on the strength of it.
If you are looking for a strong, co-opera-
tive connection, take up the Cardinal
agency. A card from you will bring de-
tailed information of our proposition.
The Cardinal
Phonograph Company
NEWARK, OHIO
Factories at Zanesville, 0 hi r
58
THE TALKING MACHINE WORLD
April 15, 1920
GALLNCURCI REPLACES THE "BLUES'
$13,000 PER BOOTH PER YEAR
Colored Woman Displays Quick Appreciation
of Better Class of Music and Proves It by
Buying Second Record When First Breaks
This Gives a Partial Idea of the Great Talking
Machine Business Done by Stix, Baer & Fuller
— To Have Thirty-five Booths by July 1
Mrs. Rose, wife of a Victor dealer at Jackson.
Tenn., tells the following interesting story. One
day an old colored woman came in whom Mrs.
Rose knew quite well, and asked for some
"Blues." Mrs. Rose happened to be out of the
"Blues" asked for, and quite as a venture said:
"Mary, why do you colored people get nothing
but 'Blues'? Why don't you buy some good
music?" The old woman looked at her and
then said suddenly. "I hate Blues'." At the time
a customer was playing Galli-Curci's "La Par-
tida." The old woman pointed at the machine
and asked "What's that piece?" Mrs. Rose told
her. "I want that," said the woman. "But."
said Mrs. Rose, "the piece is in Spanish. Are
you sure you want it? I'm afraid you won't
understand it." But the old woman insisted
she wanted it and carried it off, the first Red
Seal record she had ever bought.
Mrs. Rose thought she had bought the record
merely from some sudden whim and dismissed
the incident from her mind. But in a few days
she was surprised to see the old Negress come
in again. "Mrs. Rose," she .said, "you know
that piece I got Friday; well, my old man went
and set on it and broke it, and I wants another
just like it right now." And she bought her
second copy of that Galli-Curci record and went
off ha-ppy.
A recent visitor to the executive offices of the
Sonora Phonograph Co. was J. W. Medairy, of
the talking machine department of Stix.
Baer & Fuller, of St. Louis, who was most en-
thusiastic regarding the prospects for 1920, stat-
ite records played and to have Sonoras demon-
strated.
Mr. Medairy sprang a novelty on the people
of St. Louis last year by securing two baby
grands and one grand in what might be called
a raw state — that is, in the white wood without
varnish or polishing. These unfinished instru-
ments were artistically arranged in a window
with a Sonora motor and a Sonora semi-per-
manent needle display, the whole window being
artistically draped with dark purple velvets, and
there was a continual crowd before this display.
The large business done by the phonograph
department has caused the management to de-
cide to have thirty-five booths in place by July 1.
This new department is expected to be the
handsomest West of Chicago and will use
bronze as the color motive. Solid mahogany
booths will be erected with double panels, hav-
ing air space between, making the booths not
only convenient, but sound-proof, handsome
and efficient.
PROBLEM OF SECURING A JOB
TO MAKE KANAWHA PHONOGRAPHS
Charleston, W. Va., April 6. — The T. & H.
Specialty Mfg. Co.. of this city, has taken over
a building containing 30.990 square feet of
floor space and will manufacture the "Kanawha"
phonograph. The company expects to start
the actual production of machines about June 1,
and is now placing orders for a large supply
of raw materials.
Stix, Baer & Fuller Sonora Display
ing that the business closed by Stix, Baer
& Fuller during 1919 was limited only by the
capacity of the building.
In the phonograph department they did a
business of $13,000 per booth per year and could
have sold many more instruments had they been
able to accommodate customers. It was no in-
frequent thing for the phonograph department
to be jammed so full of people that the health
department complained to the management and
insisted that more room would have to be pro-
vided or the crowds thinned out. Customers
waited patiently for several hours to hear favor-
"Selling Your Service" is the title of a new
book which has recently made its appearance
on the market, and several paragraphs of which
have been written by a well-known talking ma-
chine man. The book, published by Jordan-
Goodwin Co , Xew York, covers a series
of lectures and constitutes a comprehensive
treatment in all its phases of "the problem of
securing a job.
Progressive and successful sales methods in
merchandising are clearly shown to be imme-
diately and effectively applicable in selling one's
services and in the simple and logical develop-
ment of a sales campaign for that purpose a
great variety of new ideas and angles in the
job seeker's problem are presented. Many
model and successful letters of application, ad-
vertisements, follow-ups, etc.. are reproduced,
and the book as a whole well merits the praise
which it has received from students of eco-
nomics.
^THE unquestioned acceptance accorded the MARVELON PHON-
OGRAPH in the past three years is indicated by the fact that in the
face of ever increasing production we have, until recently, been unable
to keep pace with the demand to establish new agencies for the Marvelon.
Grateful as we are for this recognition, we hold more precious the ne-
cessity of preserving the standard that has made our success possible.
Having again increased our production, we are in a position to care for
the requirements of a limited number of new dealers — dealers w7ho are
able to sell a quality Phonograph.
Such dealers will find it to their interest to correspond with an organi-
zation that is inspired by an ideal in the producing and marketing of
its product.
Marvelon Phonograph Co,
508-510 Arcade Bldg.
St. Louis
April IS, 1920
THE TALKING MACHINE WORLD
59
Another
Message
At Last the Secret is Out! People Now Know That
the Weak Spot in Every Phonograph is the Needle !
:. hcnncqv. »*hidi«i
OAKLAND, CALIFORNIA
Llaroh ZZ, 1919.
R. C. Wade Co,
Chloago, Illinois i
Gentlsmen;-
TEindly wall me five paok*g«B of "Tonofoni"
needles, for T?hloh I enoloae fifty oente in postage stamps,
I have tried out various makes of so-oalled seml-
percoanant needles, lnoludlng the nxuoh adTertleed MKM
'MBaft Needles", tut have found nothing that In any way
oan oompare with the "Tonofone" samples received from you a
Dhort time ago through your advertisement In the Talking
llaohlne World, You simply oannot hooat the "Tonofone" needle
enough.
It takeB only a trial to oonvinoo one of this.
Kindly advise me hy whom the Tonofone is oarried in atook
In either San Pranoisoo or Oakland, Oalif, If you are not
represented by a joVber in this looallty, may I take the
liberty to suggest your taking up the matter with tlr. Walter
S, Gray, Jobber of Talking Uaohlne AoaesBories, Ohronlole
Bldg,,6on Pranoisoo? I do not wish to appear presumptuous, but
would like to see your produot on sale In every phono-
graph store in the oountry,that is hon muoh I think of It,
Yours truly,
Tonofone Satisfies where other
Needles disappoint — makes Music
where others just make a scratchy
somewhat musical noise.
Stock up on Tonofone — use its
Superior qualities for demonstrat-
ing. It sells records and machines.
Our Advertising is distinctive and
different — it is honest — it commands
attention — it gets business for you.
Tonofone is positively the best
needle made. We don't think it —
we know it. We're not arguing
— we're telling You. But it isn't
what we think or You think — it's
what others think that counts,
and counts big. It's their trade
and their money that keeps busi-
ness going — if we don't satisfy
them— Good Night!
PETER H R1PKE
CHIEF S OFFICE
OAK PARK, ILLINOIS
DEPARTMENT OF POLICE
January 17,1920.
The R.C.Yfade Co. ,
110 S. "/abash ave. .
Chicago, 111.
Gentlemen:-
Please accept my sincere appreciation for
the wonderful Phonograph needle you have produced, and
which is now selling on the market under name of
"TOHOFOIIE".
I am the owner of a cabinet size Victrola
and have close to 5oo records in my collection. I have
tried every needle on the market, and have had more or
less satisfaction, aaoording to length of time a certain
neddle waB used. I recently noticed your Ad in one of
Chioago's local news, papers, and immediately purchased
a package of your needles, and to my great delight, 1
had new bom musio, yes music I never knew existed in
any phonograph record, and without the usual scratching.
Therefore, Gentlemen, allow me to congra-
tulate you, upon your wonderful achievement, in producing
this HEW BOKH MASTER OF PH0110GRAPH MEEDLES, for the
musio loving public.
Very truly yours.
Thure lindhe
210 Marion St. ,
Oak Park, 111.
Sergt. , of Police.
Our Wholesale Distributors Cover the Earth
They Reach Every City, Town and Hamlet All Over the World
EASTERN AND EXPORT REPRESENTATIVES
EMERSON INTERNATIONAL, INC.
1780 BROADWAY, at 57th STREET
NEW YORK CITY
PHONE, CIRCLE 3 8 2 2
DON'T LOSE TIME
WRITE FOR FULL PARTICULARS
AND NAME OF NEAREST
DISTRIBUTOR
TODAY
INVENTORS AND SOLE MANUFACTURERS
R. C. WADE CO.
110 SOUTH WABASH AVENUE
CHICAGO
PHONE RANDOLPH 2045
60
THE TALKING MACHINE WORLD
April 15, 1920
If
lorentzen.
,Jf -——Ml]
Manufacturer of
Exclusive Cabinet Hardware and Accessories
60 Grand Street New York City
COST OF SHELLAC RISES 1,212%
Imports Into Great Britain in January 1920 Only
One-half Those of Same Month in 1913 but
Value Increases Over Twelve Times
INTRODUCE NEW NEEDLE REST
Product of Acme Engineering & Mfg. Co.
Contains Several Important Improvements
FLEET OF S0N0RA MOTOR TRUCKS
The transportation department of the Sonora
Phonograph Co. recently made arrangements
whereby it will secure a new fleet of motor
Some idea of the soaring cost of shellac in
the last few years may be obtained from a study
of the import statistics of Great Britain for the
years from 1913 to 1920. In January, 1913, 1,-
280,000 pounds of shellac were imported into the
United Kingdom. This shellac was valued at
$42,007, or about three and one-third cents a
pound. In January, 1920, only 670,000 pounds
were imported, practically one-half of the
amount imported in the same month in 1913.
This 670,000 pounds, however, was valued at
$254,010, making the price of each pound about
forty cents. From these figures it may be seen
that shellac rose approximately 1,212 per cent
in that time.
The Acme Engineering & Mfg. Co., Chicago,
111., has just placed on the market a new needle
rest which is being adopted by many of the
leading talking machine manu-
facturers. This needle rest is
more attractive than the old
type, as it eliminates the old
model cup and felt pad.
In addition to its attractive-
ness this needle rest has won
Needle Rest fayor because it has the fasten-
ing stud incorporated and saves the nail — a blow
with a hammer secures it in place on the motor
board. It is furnished with felt to match the
trim of the cabinet or the regulation green.
VICTROLA AIDS IN ORGAN RECITAL
A Victor XVI Electric has recently been used
with very satisfactory results in conjunction
with a series of organ recitals held in the
Evansville, Ind., Coliseum, the Victrola being
furnished by C. A. Phelan, of the R. & G. Furni-
ture Co., Evansville. The organ recitals are
held weekly and invariably attract large audi-
ences.
MAKES A HIT WITH SCOTCHMEN
R. and E. Michnoff and H. S. Dreyer, 9400 La-
fayette avenue, Brooklyn, N. Y., have incor-
porated the Michnoff Talking Machine Co.,
which has a capital stock of $25,000.
Abe H. Williams, of Williams' Music House.
Birmingham, Ala., recently assisted in making
the program of the local Civitan Club a very
enjoyable one. The occasion was termed
"Scotchman's Day," and Mr. Williams imme-
diately got busy and sent a Victrola XVII and
five of the best of Harry Lauder's records to
the clubroom. While the members were busily
engaged in eating he slipped on a Harry Lauder
record. Naturally, everybody was surprised
and left the meeting with a better idea of just
what the Victrola was capable of doing. Very
naturally, Mr. Williams was able to cash in on
Harry Lauder's records later.
First of Sonora Co.'s New Fleet
trucks. The first one of these trucks is shown
herewith, and additional trucks are now on
order. The truck shown in the illustration is a
three-ton Mack and will carry at least forty
Sonora phonographs.
Records
We have the latest new records
all ready for your approval. Come
in and hear them and let us dem-
onstrate their superior quality.
Send Your Orders Now for TWO 0KEH SPECIALS
Get them while they have the Best Selling Value
4079
Til See You in C-u-b-a
(Tenor) with Rega Orchestra
Dardanella
(Tenor) with Rega Orchestra
BILLY MURRAY
BILLY MURRAY
4080
My Isle of Golden Dreams
(Waltz) - - - JOE THOMAS SAX-O-TETTE
In and Out
I (One-Step) - - - JOE THOMAS SAX-O-TETTE
The Steinola Company, Inc.
1113 WALNUT STREET KANSAS CITY, MO.
April 15, 1920
THE TALKING MACHINE WORLD
61
ISM
Qnuented by SbsEPHJtmcHEN inventor
andrntoniee of the first liquid Bre.
applianees used by the Allied armies
VACUUM
Hi {FIRST RECORD HIRER OH THE MARKET
IT RAISES THE RECORD WITHOUT TOUCHING
THE TONE ARM « IT PREVENTS SCRATCHING
THE RECORD ^ AVOIDS SOILING YOUR FINGER
NAILS « NOTHING TO GET OUT OF ORDER,
NEVER WEARS OUT CAN BE ATTACHED TO
ANY MACHINE WITHOUT THE USE OF TOOLS.
9ts al919Master Patent!
DIRECTIONS *
Press your finger downward on the lifter until the cap
qnps the record,pkce other hand beneath the record,
remove imgerslowlvfrom the vent andrccorais released.
Price: Nickel plated $2.50 complete. Gold plated $3.50
To obtain more detailed infor-
mation concerning the Record
Lifter write your jobber — or
better still, write directly to us.
AMjum Record Lifter Ltd.
7aSEmmJmMM,MEwWiscCin;iiSA.
62 THE TALKING MACHINE WORLD a™, is, 1920
Investigate this: it is worth while
BY the use of the reed cabinet, the Heywood-
Wakefield Phonograph is made free of
those discordant vibrations of sound which take
place in the closed-in, sealed-up air spaces of a
wood cabinet. The music flows through the
open spaces of the reed without any vibratory
interference, thus retaining its purity and ful-
ness of tone.
The Heywood- Wakefield "cushioned" re-
producer has been built with scientific exactness
to parallel the human organs of sound. It is
absolutely non-resonant. No detail of a record,
no matter how delicate, escapes the reproducer
— and there is no "screech" to mar it.
There is moreover an added appeal in the
Heywood-Wakeneld. The cabinet can be had
in three hundred different shades of color, and
possesses the distinct selling-feature of harmo-
nizing with everv style of wood furniture, as
well as fitting in happily with the growing de-
mand for reed and wood combinations, or reed
alone.
It is equipped with electric or spring motor.
For those who prefer an electrically driven in-
strument, the dealer will find the Heywood-
Wakefield motor alone making many a sale.
It is a universal motor, never heats, is silent in
operation and uniform in speed.
The purity of tone obtained through the reed
cabinet and the non-resonant reproducer — the
decorative value of reed work — and the per-
fected electric motor, make this instrument,
from a practical sales angle, a valuable addition
to ever)' dealer's line.
The Heywood-Wakeheld is made under the
Perfek'tone patents.
Write today for details of models, prices and
specifications. Address the nearest office of
HEYWOOD BROTHERS & WAKEFIELD COMPANY
New York Philadelphia Boston Baltimore Buffalo Chicago Portland, Ore. San Francisco Los Angeles
factories: Gardner, Mass.; Chicago; Wakefield, Mass.
When you visit Atlantic City see all models of the Ileywood-Wakelield at the Perfek'tone Store, 517 Boardwalk
April 15, 1920
THE TALKING MACHINE WORLD
63
OPTIMISM REIGNS SUPREME IN SAN FRANCISCO TRADE
Welcome Rains Help Agricultural Prospects — Stock Conditions Steadily Improving — Demand
Continues for High-grade Machines and Records — Phonograph Studio Holds Formal Opening
San Francisco, Cal., April 4. — A decided
toning up of business in all branches of the
music trade is noticeable this month. The
rains, coming after an unusual Winter drought,
have restored confidence in the never-failing
California climate and those who recently
essayed the role of pessimist have retired to
the rear. The stock situation has greatly im-
proved in San Francisco, yet standard goods
are still short in many lines. High-class records
sold exceptionally well during the month by
reason of the many concerts given in the city
by noted record artists. Violin records, espe-
cially, scored heavily. The demand for Heifetz
records is greatest in the instrumental line,
"Dardanella" shows no signs of waning popu-
larity and the new jazzy stuff is certainly "get-
ting by."
Dealers of Bay Cities Hold Dinner
The talking machine dealers of the San Fran-
cisco Bay district assembled at a rousing din-
ner at the "States" cafe on the evening of
March 30 and discussed many problems of the
trade. Billy Morton, chairman of the enter-
tainment committee, was pleased that so many
representatives of the talking machine estab-
lishment in the Bay cities attended the dinner.
Covers were laid for fifty-two guests.
Conducts Successful Victor Shop
A. G. Prouty, the well-known dealer of Napa,
frequently visits the trade in San Francisco.
On a recent visit here he commented on the
success he is enjoying in conducting an exclu-
sive Victor shop. Even in the smaller com-
munities, he believes, it is profitable to have at
least one exclusive establishment.
Kane Causes a Sensation
Fame and success are often purely acci-
dental, but in the case of Robert E. Kane of
the traveling force of the wholesale Victor de-
partment of Sherman, Clay & Co., both these
coveted prizes are the direct result of genius.
Mr. Kane is known from one end of his terri-
tory to the other as the Beau Brummel of the
trade and the dealers bow to his dictum in all
matters sartorial. His latest sensation is a
pint-and-a-half derby.
Blue Bird Ambassador in City
Fred L. Christianer, sales manager for the
Blue Bird Talking Machine Co. of Los Angeles,
is in San Francisco for a week or two, and he
announces that the new machines which will
shortly be ready for distribution will embody
several important improvements that will great-
ly interest the trade. A new traveler for this
company is Marshall Breeden, who will cover
the Southwest territory.
A Policy That Is Winning Out
James L. Loder, manager of the Sonora
Phonograph Shop, says the policy of not ex-
changing or sending records on approval is
a real business getter. Since this idea was in-
troduced at the Sonora shop three months ago
he has had a number of customers express de-
light that now they are absolutely assured of
obtaining unused records when they make pur-
chases. The shop, of course, guarantees the
perfection of each record sent out.
The sales force of the Sonora Phonograph
were entertained at a theatre party and sup-
per on March 22 by Mr. Schumway, manager of
the Western Jobbing & Trading Co., distribu-
ters of Emerson records.
Manager Gruen Convalescent
L. Gruen, manager of the Pacific Coast office
of the General Phonograph Corp., has been on
the sick list lately, but. is now pulling himself
into shape again. He reports a most encour-
aging opening demand for the new motor which
has just arrived at the San Francisco office.
Joseph M. Abrams, manager of the talking-
machine department and wholesale record de-
partment of Kohler & Chase, is supplied with
the full Okeh catalog and in a position to make
prompt deliveries on all orders. He says the
new record, "Fast Asleep in Poppyland," prom-
ises to make a big success on the Coast.
Celebrate Seventieth Anniversary
Kohler & Chase are celebrating the seventieth
anniversary of the firm, which was estab-
lished in 1850, by an' introductory offer on
Amphona talking machines. With the purchase
of every machine the customer is given free
twelve dollars' worth of records and a thousand
needles.
Talking Machine Business Grows
Since moving to the new store on O'Farrell
street, the Hauschildt Music Co. has had a
50 per cent, increase in its talking machine busi-
ness, notwithstanding the chaotic condition of
the store. The alterations are about finished
now and business can be transacted with more
convenience and comfort. Mr. La Roche, the
new manager, is developing policies of har-
mony and co-operation in the sales and me-
chanical departments and the results already
show a big improvement over former conditions.
Formal Opening of Phonograph Studio
The Phonograph Studio on Powell and
O'Farrell streets held its formal opening on
March 12 and business ever since has been very
good. This shop is located on what is termed
by the manager, William Quarg, "seventeen-
hour-a-day corner" and accordingly the concern'
operates two shifts in the sales force. The shop
keeps open until 11 o'clock at night. A booth
for the sale of theatre tickets is located just in-
side the O'Farrell street entrance.
Talking Machine Department Redecorated
The San Francisco talking machine depart-
ment of the Wiley B. Allen Co. has been partly
redecorated this month and the department in
the Los Angeles store is about to be greatly
enlarged by the addition of eight more record
demonstration rooms. To provide for the
needed extra space the company has had to
Well Rated Dealers
Can Discount Their
PHONOGRAPH INSTALLMENT
CONTRACTS
WITH US
Thereby Turning Their Accounts
INTO WORKING CAPITAL
j-|e Finance p
COMMERCIAL PAPEr\ ''IpanY
'*=Sa!35i COLLATERAL LOANS ^
PAPER \
^COLLATERAL LOANS ,
DAVID ft EWES 5LDC.
SAN FRANCISCO
take over floor area which has been occupied
by the Lindsay Music Co. for ten years. This
concern handles sheet music and small goods.
To Increase Capital Stock
The Mercantile Finance Co. of San Francisco,
of which Frederick Stern is president, held a
stockholders' meeting on March 9 and at that
meeting it was voted to increase the company's
capitalization from one million to ten million
dollars and to issue nine million additional
shares of stock.
Walter S. Gray Co. Increases Capital
The Walter S. Gray Co. has been authorized
to issue $200,000 worth of stock, preferred and
common.
Columbia Brieflets
Miss Estelle L. Windhorst, who is an educa-
tional specialist with the Columbia Graphophone
Co., is visiting the San Francisco office. She
is active in promoting the use of Columbia
goods in the schools.
W. C. Henry, who has long been a member
of the Coast staff of the Columbia Co., has re-
tired to "private" life and will devote his great
store of energy to developing his ranch in south-
ern California.
B. R. Forster Visits Walter S. Gray
B. R. Forster, president of the Brilliantone
Steel Needle Co., was a visitor to the Walter
S. Gray Co., his local agency, during the month,
and from here he went to Los Angeles.
V1CTR0LA BACK FROM THE WAR
The Victrola which wiled away many a long
hour for the members of Base Hospital 57 dur-
ing their stay in Paris is back where it started
from — the store of George J. Veach, Oil City,
Pa. The instrument, which was presented to
the men who made up that unit when they left
Oil City on May 29, 1918, by George Veach,
was placed on display in one of the Veach show
windows on Seneca street. It will be returned
to the men as soon as it is taken out of the
window.
Mr. Victor Dealer: —
Have your apparent profits on the sale of other
lines been misleading?
If so, prepare for the future and future profits by tying up
to (( Victor Exclusively"
THE TOLEDO TALKING MACHINE CO.
VICTOR WHOLESALE TOLEDO, OHIO
64
THE TALKING MACHINE WORLD
April IS, 1920
Phonograph Motors
Compact — Silent — Self-Lubricating— Enclosed
The design of this new UNITED product makes a big step toward
perfection in Phonograph manufacture. In this motor we have eliminated
noise and have insured against trouble not only in the design but by the
self-lubricating feature which all Engineers admit is essential.
Our production on this motor will be very large this year and we
can assure phonograph manufacturers of a dependable source of supply —
a silent, high quality, guaranteed motor which will do away with most of
the present motor troubles. We have been big manufacturers of standard
open type motors and the quality of our product is an indication of what
may be expected in the way of mechanical perfection in this new motor.
Correspondence from interested manufacturers is invited.
SALES DEPARTMENT
United Manufacturing &Distributing Co.
LAKE SHORE DRIVEand OHIO ST. CHICAGO, ILL.
April 15, 1920
THE TALKING MACHINE WORLD
65
COLUMBIA TO OPEN IN OMAHA
Columbia Graphophone Co. to Open Wholesale
Distributing Branch in Omaha — Schmoller &
Mueller, Former Wholesale Distributors, to
Concentrate Activities Along Retail Lines
The general sales department of the Colum-
bia Graphophone Co. announced last week that
arrangements have been consummated whereby
the company will open a wholesale distributing
branch in Omaha, Neb. The location of the
new branch has practically been decided upon
and full details regarding the executive person-
nel, etc., will be announced in the very near
future.
The Schmoller & Mueller Piano Co., of
Omaha, Neb., was formerly the wholesale dis-
tributor for Columbia products in Omaha ter-
ritory, but subsequent to this company's fire a
few weeks ago the officers decided to concen-
trate their activities upon their retail business,
paying particular attention to the development
of their extensive piano interests. The company
will handle the Columbia line at retail in a very
large way.
According to present plans, the Omaha branch
of the Columbia Graphophone Co. will be housed
in one of the most modern and up-to-date whole-
sale establishments in the country. One of the
features of the Omaha branch will be the in-
stallation of a model shop. Robert Rae, of the
general sales department, who spent three weeks
in Omaha investigating every angle of the situa-
tion carefully, visited the Columbia dealers in
the Omaha district and assured them that noth-
ing would be left undone to co-operate with
them in every possible way.
For the present all Columbia dealers in the
Omaha district are being served from the Kan-
sas City branch. Several travelers have already
left Kansas City to concentrate their activities in
the Omaha territory and a foundation is now
being laid for an efficient sales organization at
the Omaha branch. In addition to Columbia
Grafonolas and Columbia records the Dicta-
phone will also have its home in the new Omaha
branch.
"THE PHONOGRAPH WITH A SECRET"
This Slogan Is Being Featured by The Music
Table Co. to Advantage — Business Active
Greenfield, O., April
business and big demand
graph are reported by
manufacturers of this
slogan adopted by this
graph With a Secret," is
and is proving a real ass
company reports that
manufacturing is being
than the sale of their p
be taking care of itself
2. — A steadily growing
for the Waddell phono-
The Music Table Co.,
line. The ingenious
company, "The Phono-
becoming quite popular
et to the business. The
increased capacity of
given more attention
roduct, which seems to
A NEW USE FOR BROKEN RECORDS
In Augusta, Ga., a use has been found for
broken phonograph records. At least it would
seem so, or perhaps it was merely an advertis-
ing venture, when the Criterion Theatre of At-
lanta, one of the finest motion picture play-
houses in the South, advertised that every
broken phonograph record would be accepted
at the box office one day recently for admis-
sion to the theatre. "Don't throw away your
broken melodies," the theatre's advertising
stated. "Don't pitch them out the window into
the garbage can. If baby breaks your favorite
Caruso, save it because it is valuable."
TAKES STARR AGENCY IN ST. LOUIS
St. Louis, Mo., April 7. — The Connorized Music
Co. has secured the local jobbing agency for
the Starr talking machines, manufactured by the
Starr Piano Co., of Richmond, Ind. These in-
struments were formerly handled by the
Thiebes Piano Co., but for some time past have
not been represented to any large extent in
this city.
Harponola's Golden Horn
Holds a Golden Opportunity
For You
HARPONOLA dealers
have come to realize
that the right to sell
the "Phonograph with the
Golden Voice" is a valuable
franchise.
They have found that cus-
tomers thrill with approval
when Harponola's grille is
removed and its beautiful
horn of golden spruce is
brought to view.
This golden horn is the
heart of Harponola's sweet-
ness. For the rich, well-
seasoned spruce of which
the horn is built is the one
wood that responds most
perfectly to tone vibrations.
Quite naturally, the machine
that possesses a feature of
such unquestioned superi-
ority is likewise mechanic-
ally perfect. It plays all rec-
ords. Has automatic stop
and plush turn-table. Cab-
inets are built by the Mers-
man Brandts Brothers in a
separate factory.
Write for further information. Also
for details of our jobbing arrangements
on the well-known OKeh records.
PflONOGRAffl
\A)itf\ the
THE HARPONOLA CO.
EDMUND BRANDTS, President
CELINA, OHIO
66
THE TALKING MACHINE WORLD
April 15, 1920
NEW ENGLISH CORPORATION
General Phonograph Corp., Ltd., Organized
With Headquarters in London — A. J. Bal-
combe Appointed General Manager
Coincident with the recent visit of A. J. Bal-
combe, general manager of the Great Britain
interests of the General Phonograph Corp., Otto
Heineman, president of the corporation, an-
nounced the formation of a new company, which
will be known as the General Phonograph
Corp., Limited, with headquarters in London.
The new corporation will be in charge of the
Great Britain interests of the General Phono-
graph Corp. and A. J. Balcombe will be general
manager.
Mr. Balcombe is one of the veterans of the
talking machine industry, having been associated
with the trade for over twenty-five years. He is
thoroughly conversant with every phase of the
field and has a host of friends abroad who will
undoubtedly co-operate with him to excellent
advantage in developing a demand for the Gen-
eral Phonograph Corp.'s products. Mr. Bal-
combe, who returned to England recently on
A. J. Balcombe
the "Baltic," commented upon the enthusiastic
reception being accorded the motors, tone arms
and sound boxes manufactured by the General
Phonograph Corp. He stated that the outlook
for the talking machine industry in Great
Britain gives every reason for optimism, as the
talking machine manufacturers throughout Eng-
land are planning for a healthy future business.
The Mica Import & Export Corp. has been
formed in New York by C. Kenney, S. Collora
and M. C. Faraci, 475 West street.
A TONE ARM OF QUALITY FEATURES
The Universal Tone Arm we offer manufacturers provides a distinctive sales advan-
tage for their campaign because our tone arm is distinctive and possesses, aside from
an attractive appearance, numerous unique and genuine sales-promoting features.
Presto Universal All-Brass
Ballbearing Base Tone Arm No. 1 1
The all-brass construction insures supreme tone qualities; a patented ball-bearing base
provides the ideal record trackage; the non-blasting, superbly constructed reproducer
has a perfected universal adjustment for playing all makes of disc records.
The result is a tone reproduction of quality and volume which cannot be surpassed.
Why not investigate these distinctive features and have an arm that is different
and better?
Presto Phono Parts Corporation
124-132 Pearl Street BROOKLYN, N. Y.
TELLS OF BUSINESS PROGRESS
Harvey L. Morse Reports Great Activity in
Newburgh, N. Y., and Gives Reasons
Harvey L. Morse, of the Columbia Music
Store, Newburgh, N. Y., was a recent visitor to
New York, calling at the executive offices of the
Sonora Phonograph Co., where he gave an in-
teresting account of the progress achieved by
the Sonora phonograph in this territory.
"It's an actual fact," said Mr. Morse, "that
every Sonora we sell means a sale of at least
two or three more. This instrument in itself is
the best possible salesman anybody can want.
Our store is only one story high, and as we
liked the Sonora twenty-four sheet poster we
put a signboard right over our store and had a
billposter put up this attractive advertisement.
"One of our townspeople saw the sign going
up and came in to see us. He said that he was
thinking of buying a Sonora but didn't know
that we handled this instrument. He looked
over our stock, bought a fine model and had it
sent up to his home. This happened the first
day the sign was up. We have since that time
sold four other Sonoras to members of his
family who admired the instrument which he
had secured from us.
"We notice that there is an increasing demand
for period models and have alreadysold several.
Although our store is a little one, it is in a good
location and it is not unusual for us to make as
many as 350 sales on a Saturday in our various
music departments."
As may be seen from the accompanying photo-
cC/ie Jiighest Class
talking "Machine in the "World
WINNER OF HIGHEST SCORE
FOR TONE QUALITY AT THE
PANAMA PACIFIC EXPOSITION
■ a
i m t
How Columbia Music Store Features Sonora
graph, this large sign affords an excellent op-
portunity to convey to the public the message
of Music and is a distinct asset to the dealer.
Deliveries from Stock of High-Grade Low-Priced Table Machines
THE GREATEST VALUES ON THE MARKET
WONDER No. 15— All metal ma-
chine, splendid tone quality, cast
iron cabinet and cast iron frame
motor. Universal tone-arm playing
all records.
WONDER No. 15
WONDER No. 23-Highly polished
mahogany finished cabinet, all cast
iron frame, worm gear motor. High-
grade Universal tone-arm.
Priced from $4.20 up
Write for catalog and dealer's
proposition
WONDER No. 23
WONDER TALKING MACHINE CO., Inc., 109 East 12th St., New York
The Talking Machine World, Nezv York, April 15, 1920
SHOP
Records I
'y,;,iatesli"Daiice
'^•'NeweslioSong
Window Display Service for
Eighth Bulletin
Records
TWO DOLLARS MONTHLY
The new Okeh Window Display Service is meeting with great success.
Okeh dealers tell us it is the brightest and livest bit of service they
have ever used. A group of the best artists in New York is always
at work devising new ideas and new art treatment.
The subject of window decoration and display
is not new. Every dealer knows that a clean,
attractive window draws business. This new
service will sell more Okeh records, at the
same lime solving your problem of window
decorating. Each display will be in several
colors and so designed as lo fit into any size
window. Easy to set up — easy to " read."
YOUR WINDOW IS 80% OF YOUR RENT. IT IS
EASILY WORTH $2.00 MONTHLY TO MAKE IT
THE LIVEST WINDOW IN YOUR NEIGHBORHOOD.
TELL YOUR DISTRIBUTOR SO — TO-DAY.
NOTE : — The photo shows the Eighth Bulletin Okeh Window Display now ready
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street OTTO HEINEMAN, President New York City, N. Y.
FACTORIES: Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitchener, Ont.
BRANCHES: Chicago, 111. San Francisco, Cal. Toronto, Can.
I
i
April 15, 1920
THE TALKING MACHINE WORLD
67
TEXAS DISTRIBUTORS FOR V0CALI0N
MICA
DIAPHRAGMS
Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
fact irers.
Ask for our quotations and samples before
placing your order.
American Mica Works
47 West St,
New York
MOTOR WOULD RUN FOR 2500 YEARS
Machine Started in November, 1916, Runs for
Eighteen Months Continuously
The Electrical Experimenter tells of the in-
vention of a new type of talking machine motor
by a New England man. This invention is the
outcome of many years of experimentation.
Gears have been eliminated entirely, the drive
being transmitted from the electric motor at the
left of an endless belt to the governor and
friction rolls. Provision is made for adjusting
the belt, for keeping the friction wheels in con-
tact automatically, and for supplying the bear-
ings with oil from saturated cushions.
One of these machines was started on a con-
tinuous-running test November 16, 1916, and ran
continuously for eighteen months. At the end
of this time it was operating quietly and per-
fectly in every way.
During this time the turn-table made over
64,000,000 revolutions, or enough to roll more
than around the earth. The electric motor made
over 1,475,000,000 revolutions. Allowing that the
average phonograph is run one hour per week,
this machine, at that rate, would (bar accident)
have lasted its owner and his descendants over
2,500 years 1
INSTALLS ADDITIONAL BOOTHS
The United Talking Machine Co., 19 Main
street, Brockton, Mass., has again been forced
to increase its facilities through the installation
of five additional demonstrating booths, making
fourteen booths in all now in operation. The
company deals in talking machines and records
exclusively and handles the Victor, Columbia,
Edison and Sonora lines.
Why Break Records?
Just File Them!
That is if you have the wonderful Record filing sys-
tem which is a feature of
The Marvelous MAGNOLA
Wa.tcKii\J tKe Music Come Out
This is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ, President
General Offices Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. GA.
Deal Whittle Music Co. to Carry on Strong
Campaign of Exploitation Throughout Their
Territory — To Open Elaborate Department
The Deal Whittle Music Co., Dallas, Tex.,
have been appointed Texas distributors for the
Vocalion phonograph, and have arranged to
open an elaborate department for the exploita-
tion of that instrument, under the management
of H. D. Gupton, an experienced Vocalion man,
formerly connected with the Titche-Goetting
Co., of Dallas.
The Deal Whittle Co., who also sell the
Aeolian Co.'s piano and Pianola lines, have ar-
ranged to cover the territory thoroughly with
a large corps of salesmen, and are developing
plans for a thorough exploitation of the Vo-
calion throughout Texas.
The original arrangement was made recently
by Charles H. Tracy, of the wholesale Vocalion
department of the Aeolian Co., in the course of
an extended trip through the Southwest and
South. On the trip Mr. Tracy took advantage
of the opportunity to visit a number of the
company's distributors and dealers, and found
them all enjoying a volume of business that
taxed their abilities to secure sufficient stocks
of machines and records.
Make a Record Salesman
out of every repairman.
Equip him with an AU-
TOMATIC CASE,
carrying records to dem-
onstrateon yourcustom-
ers' talking - machines.
Leatherette and Full
Leather finish.
Dealers, jobbers write for prices
AUTOMATIC CONTAINER CO.
29 So. La Salle St. CHICAGO
REVISED LIST OF SONORA PRICES
Sonora dealers received recently a communi-
cation from Frank J. Coupe, manager of the
Sonora Phonograph Co.'s sales department,
which gave a revised list of prices for Sonora
phonographs, these prices taking effect April 1.
These prices are the same as heretofore, with
slight changes in the Trovatore, Minuet, Baby
Grand and Elite models. The Minuet (new
model) replaces the old type by the same name
and folders are being sent to dealers. Judg-
ing from the enthusiastic comments of the
Sonora representatives, this instrument will be
one of the popular sellers in the Sonora line.
SHEER beauty of tone has feiven the Bush & Lane Phonograph
its hi&h rank in the world of music. There may be phonographs
which are higher in price, but none which excel the Bush & Lane
in faithful reproduction of music. Made in the same factory that
produces Bush & Lane Pianos and Cecilian Player-Pianos, this
phonograph is a worthy member of a "family" of perfect musical
instruments. bush ss lane piano company, Holland, mich.
BUSH & LANE
68
THE TALKING MACHINE WORLD
April IS, 1920
I
SMS mm m vj: ??si5SKl
Artiste
THE ARTIST IN REALIT
The Outstanding
Values in the Realm
of Phonographs
L5 Artiste phonographs are the one
big outstanding value in the phono-
graph market. Like cabinet beauty
in woods, workmanship and design
are not offered at their prices.
As musical instruments they are su-
perior to any but the best. L' Artiste
reproduction is incomparably satis-
fying to the most critical. It has
mechanical improvements, conven-
iences and refinements that bring it
up to the minute. To show and play
the L'Artiste is to make a sale. Its
superiorities are irresistible.
Nine superb models
Five uprights
Four consoles
All popular woods.
Every model a correct re-
production of popular period
designs.
A Beautiful Illustrated Cata-
logue with Dealer Proposi-
tion Sent on Request.
GRAND RAPIDS PHONOGRAPH COMPANY
GRAND RAPIDS, MICHIGAN
THE PHILADELPHIA SHOW CASE COMPANY
DISTRIBUTORS
New York office, Philadelphia office, Pittsburgh office. New England distributors,
841-845 Bush Terminal Sales Bldg. 127 North I 3th Street 2002 Jenkins Arcade C. C. Moir, Cambridge, Mass.
r/-»Vi i t r/i>Si r ^1 r?i>Si rr^si f z-^-ii i r*\ ^ r <^\i i . r/j>vi r^Si r?^i r?*Si r?W\i r ?yvi r?^vi r?^\l r/^i r?avi r?<t\i r^>i rTi^i ty»\i r?<tvi fv^\i r?<t\i rr^i rr«iv! r?<tvi r?«t\i rraf^l iv^xl f/^vl tr»cinr«Sl
fi It fi \\ u It u It ti It t*i ii i'i It il It fi \t u u h It n iik JiMjl an L ffi Su&SM
April 15, 1920
THE TALKING MACHINE WORLD
69
THE SHELLAC MARKET— CONDITIONS AFFECTING SUPPLY
Present Scarcity and General Prospects in the Shellac Field Discussed for The World in an Au-
thoritative Way by D. W. Mulford, of Henry W. Peabody & Co., New York
One of the problems of vital interest to
manufacturers of talking machines and records
to-day is the question of the shellac market and
the conditions affecting the supply. Shellac is
an essential in the making of all records and
although laboratories have been hard at work
day and night seeking a substitute, none has as
yet been found. All this is no new story to
members of the trade, but the causes for this
condition and the contributing factors in the
present shortage are not so widely known. In
a special interview with The World, D. W.
Mulford, of the shellac, alcohol and oil import
department of Henry W. Peabody & Co., New
York, outlined the conditions of the present
market and its application to the record indus-
try. Few men are better qualified by knowl-
edge and experience to speak on the subject of
shellac than Mr. Mulford. Henry W. Peabody
& Co. supply the leading manufacturers and rec-
ord makers with shellac and need no introduc-
tion to the talking machine trade.
In beginning his analysis of the shellac
market, Mr. Mulford considered first the matter
of supply. He said: ''The country to-day is
facing a general shortage of shellac because the
Kushmi crop last Fall was only one-quarter of
normal. No large shipments can be looked for
from Calcutta, India, until June. This means
that the market here can not be replenished
until August. It is evident, therefore, that the
small Kushmi crop must suffice to meet the de-
mands of the trade until late this Summer. Un-
fortunately the demands last year were so great
that there was no balance carried over into this
year and this imposes an even greater stsrain on
the small Fall crop.
"In May the Bysacki crop is gathered in
India and will arrive on the market here some
time late in July. This Bysacki crop will be
40 per cent of the total production, supposing.
of course, that "shipments are normal and there
is no undue loss from transportation difficulties.
This crop must suffice until January, 1921. With
the demands growing steadily, especially in the
record field, it can be seen that there is grave
danger of a general shortage. This shortage
will not be felt in a marked degree till about
November of this year, supposing again, that
the supply comes through normally. All our
predictions must rest upon this basis.
"Now consider for a moment the question of
demand. During the war the demand for shellac
in the making of munitions and other materials
of war diverted a great amount of shellac into
military channels. Then in April, 1918, the de-
mand began to be felt everywhere and by June
the demand was enormous. Naturally the price
rose, for there was only a certain amount of
shellac to be had, no matter what the demands
upon the supply were. To industries such as
the record industry, the electrical insulating in-
dustry, emery wheel making, hat making and the
like, shellac is absolutely essential. Seventy to
seventy-five per cent of the total demand
comes from these industries. If the record in-
dustry increases with such continued rapidity
as it has during the last twelve months, we
will face another shortage which will be serious,
SO serious that it will probably continue to call
for more shellac than can possibly be supplied.
These industries must have shellac, for they
cannot use substitutes as can the paint and
varnish industries.
"India is the chief source of supply and here
we run up against the difficulties of production.
The human factor in the equation here causes
all the trouble. The native of India has no am-
bition to make money. He goes out and makes
a few baskets of shellac and sells these for
enough money to satisfy his simple wants. To
go out and gather twice the number of baskets
and earn twice as much money never even oc-
curs to him". There are here and there a few
enterprising natives with some business sense,
but the great majority are supremely indifferent.
"As to prices, I would say that the market
will be cheapest when the June or Bysacki crop
is on sale. After that a general rise may be
looked for. Exact figures cannot be given or
foretold on account of the varying exchange
factors. Three elements enter here, the Indian
rupee, governing the price in India; the ex-
change of the rupee into pounds sterling, and
the exchange of sterling into American dollars.
As all these factors are so unstable no definite
predictions can be made. Transportation from
distant India is another factor which must be
considered. As I have said, our plans must be
based upon normal conditions, both of supply
and transportation. Damage in transit may
materially affect our supply, or shipments may
be delayed by shortage of ships. But with the
best of luck we will not find the market seriously
short until November. After that — but perhaps
these record makers will have discovered their
substitutes by that time."
NEW SONORA DISTRIBUTORS
The Sonora Phonograph Co. announced re-
cently the appointment of the American Hard-
ware & Equipment Co., Charlotte, N. C, as dis-
tributors for Sonora products in North and
South Carolina. This company ha- an efficient
sales organization that has laid out extensive
plans for developing Sonora business in its ter-
ritory.
TO HANDLE VOCALION LINE
The Stern Furniture Co., of Jackson, Mich.,
has recently been appointed representative
for the Aeolian-Vocalion. The company has ar-
ranged to open an attractive department for the
exploitation of those instruments. With the ad-
dition of the Aeolian-Vocalion the department
is preparing for increased business.
I
"/ may not know much about music,
but I know what I like. "
Mr. Average Man knows what he
likes, and so do we. It's what we
specialize in — Emerson Standard
10-inch Gold Seal Records.
In other words — HITS. Song hits
— dance hits.
You know, as well as we do, how
fast the "hit" records waltz off your
shelves. They're always waving good-
bye to the more dignified records.
In fact, if it were not for the HITS,
you probably would not be selling
phonograph records at all. For the
record business is built on HITS — the
music 8 out of every 10 people like
to listen to.
If you are not handling Emerson
Records, you ought to be. May we
tell you why? It's a matter of dollars
and sense.
There's money as well as music in
the two Emersons below:
(10145)
You're a Million Miles from Nowhere
Tenor Solo Walter Scanlan
Somebody Tenor Solo Walter Scanlan
(10146)
Venetian Moon
Fox Trot Plantation Jazz Orchestra
Rose of the Orient
Fox Trot Plantation Jazz Orchestra
Emerson Record Sales Company, Inc.
EXCLUSIVE METROPOLITAN DISTRIBUTORS
6 West 48th Street, New York City
I
70
THE TALKING MACHINE WORLD
(lone Arms that will add Sell-
ing Value to yourTalkingMachinesi
v
/TONE ARMS 5 SOUND BOXES
NOTE THESE IMPROVED
FEATURES—
1. New, improved Swivel Joint.
2. Insulated Ball Joint.
3. Patented Spring Lock, holding
the sound box to the tone-
arm.
These patented devices help to elimi-
nate blasts and vibrations. The Mu-
tual Tone Arm is as good as it looks!
-- i I 111
SURE-FIRE TALKING
POINT!
That's what you get when you put this
beautiful wooden tone arm on your
machine. The eye is pleased with the
fine appearance of the Manhattan
Tone Arm — the ear is enchanted with
the rich, mellow tone.
1 TONE ARMS & SOUND BOXES[
Rugged and simple in design, power-
ful and appealing in tone — the Supreme
Tone Arm is all that its name implies.
A Tone Arm Service — Not a Trust!
We admit the claim that one or another of our tone arms is a standard part of many talking machines.
Does that prove anything more than that QUALITY TELLS?
TONE ARMS OF EXQUISITE SYMMETRY-
TONE REPRODUCTION OF REMARKABLE ACCURACY-
TONE ARMS THAT ADD SELLING~VALUE TO YOUR TALKING MACHINES—
PRICED IN Write at once for further information relative to sizes and prices. Let us
QUANTITIES 7 : ; : : : - -
$2 50 up know your requirements — we re equipped to solve your tone arm problems
As manufacturers of the Mutual, Supreme, and Manhattan Tone Arms, we sell direct to talking machine
manufacturers. Wm. Phillips, President and Gen'l Mgr. of the Mutual Talking Machine Co. and Supreme
Phono. Parts Co., Treasurer of Manhattan Phono. Parts Co.
J
William
PlIIl 1
j ps £
Service
Qyf{anufaclu/ie/t\ ~
CoriAu£tant&-
145 Wesf 45th Street-
New ^brk Cify
Chicago Representative: H.Engel. Republic Building
March 15, 1920
THE TALKING MACHINE WORLD
71
HOSPITAL PATIENTS ENJOY MUSIC
New Invention Installed in Walter Reed Hos-
pital in Washington Enables Patients to Hear
and Enjoy Concerts and News of the Day
entertainment. Now it is possible for every
patient to enjoy the music.
Another use to which the invention has been
Washington, D. C, April 6. — The Walter Reed
General Hospital has recently installed an elec-
tro-static talking machine which makes it possi-
ble for every patient in the institution to enjoy
musical concerts daily and also hear the news
Aeolian-Vocalion Electrically Equipped
of the day as read in the hospital library. An
Aeolian-Vocalion has been placed in the library
and has been equipped with a special electrical
device. At each bed there is a bedside receiv-
ing set which is connected with the master in-
strument. When the machine is playing a
record the music may be heard at any bedside
in the hospital by merely raising the small re-
ceiver to the ear. The invention was designed
particularly to entertain the outdoor patients
who were deprived of the pleasure of the in-
door concerts which were a feature of the daily
Enjoying Vocalion Through Bedside Set
put is a most interesting and valuable one. A
recording attachment has been devised and each
morning the news of the day is read aloud into
the receiver in the library and is transmitted
to every bed in the hospital. It has been found
very successful and the patients are now able
to keep up with what is going on in the outside
world, not only in the way of news, but also
with the latest music. The photographs show
the Aeolian-Vocalion with its electric attach-
ment and also a patient listening to one of the
latest songs through the bedside receiving set.
OPEN NEW PLANT IN CANADA
Lyraphone Co. of America, Establish Well
Equipped Plant in Toronto to Take Care of
Growing Trade Over the Border
The Lyraphone Co. of America, Newark, N. J.,
manufacturers of the well-known Lyric lateral
record, early this month opened a new factory
in Toronto, Canada. While the factory is al-
ready in operation, much equipment is being
added, and when the capacity of the plant is
reached there will be over seventy record presses
in service.
The Lyraphone Co. tell of a constant in-
crease in the demands for their products during
the past few months, and for some time they
have felt the necessity for opening a Canadian
plant, in order to better care for dealers there.
In addition to the above, the Newark plant
of the concern is being- equipped with many
new presses and some of these are of an im-
proved type which will almost double the pres-
ent daily output of records.
NEW BUILDING IN DALLAS, TEXAS
Texas-Oklahoma Phonograph Co. to Erect
New Home for Its Growing Business
Dallas, Tex., April 3.— The Texas-Oklahoma
Phonograph Co., jobbers for the Edison line in
Oklahoma and Texas, with headquarters in this
city, has completed plans for the erection of
a commodious new building to house the com-
pany's business. The new building, which is to
cost $200,000, will be erected in the financial
district of the city, where switching facilities
are available to simplify the shipping question.
The Texas-Oklahoma Phonograph Co. was
organized in 1915, and has grown and made
steady progress since that time. The officers;
of the company are: A. H. Curry, president
and general manager; F. C. Beattie, assistant
general manager; O. C. Feltner, chief of ac-
counting department; John R. Spann, sales man-
ager; W. F. Taylor, advertising and promotion
manager; C. L. Rankin, traffic manager; A. C.
Officers and Representatives of the Company
Dennis, Oklahoma representative; J. K. Pat-
terson, south Texas representative; O. P. Curry,
east Texas representative, and B. A. Ward, west
Texas and New Mexico representative. The
board meets four times a year to discuss mat-
ters of interest to the company and to the Edi-
son trade.
SPECIAL ROOMS FOR DEALERS
Baltimore, Md., April 1. — Cohen & Hughes, Vic-
tor wholesalers, have opened a private room in
their headquarters, in this city, which will be
entirely at the service of the Victor dealer. This
room is to be known as Victor Dealers' Balti-
more Headquarters, and is richly furnished and
decorated. Cohen & Hughes recently enter-
tained their dealers for the second time at a
record recital at their headquarters, at which
a luncheon was also served. The success of
both these affairs was so pronounced that I.
Son Cohen, president of the company, has de-
cided to make these meetings regular. They
will be presided over by Manager Elmer Walz.
72
THE TALKING MACHINE WORLD
April 15, 1920
VICTOR JOBBERS' ASS'N HOLDS IMPORTANT MEETINGS
Executive Committee of National Association Meets With General Membership in Both Chi-
cago and New York— Enthusiastic Over Plans for the Future
What are declared by the members of the Na-
tional Association of Talking Machine Jobbers
to have been the most successful and resultful
meetings ever held in the history of that or-
businesses on a most efficient basis, in order to
take full advantage of the opportunities for
business development that will assuredly come
to them.
There was notable at both meetings a dis-
tinctly better feeling among the jobbers regard-
ing the general supply situation as well as the
outlook for the future. There was likewise in
evidence a spirit of co-operation and a willing-
ness to exchange business ideas of value that
bode well for the future of the organization
and for the trade as a whole. The discussion
was general and practically everyone took part.
Gilbert H. Montague, general counsel for the
ILSLEY'S GRAPHITE PHONO
==^~ J SPRING LUBRICANT
llsiey's Lubricant malta ihe Motor make good
Is prepared in the proper consistency, will not run out, dry up or
become sticky or rancid. Remains in its original form indefinlttly
Put up in 1.5. 10, 25 and 50-pound cans for dealeri.
This lubricant is also put up in 4-ounce cans to retail at 25 cents
each under the trade name of
EUREKA NOISELESS TALKING
^ MACHINE LUBRICANT
W rite for special proposition to jobbers.
ILSLEY-DOUBLEDAY & CO., 229-231 Front St., New York
Geo. E. Mickel, President
ganization were the sessions held in Chicago
on Monday and Tuesday, March 22-23, and in
New York on March 24, attended by the Ex-
ecutive Committee of the Association and by
the membership in the East and West respec-
tively.
The Chicago meeting was held at the Sher-
man House, the arrangements for the session
being made by Leslie C. Wiswell of Lyon &
Healy. The meeting, attended by thirty-eight
members, was announced as an educational ses-
sion and the results measured up to promises.
Instead of devoting themselves to a discussion
of factory conditions and the question of stock
shortage, the jobbers proceeded to forget those
matters and devote themselves entirely to a
discussion of their own situation as distribut-
ing factors.
At both the Chicago and New York meet-
ings, the latter being held at the Hotel Knicker-
bocker, the jobbers were very frank in their
talks on business conditions as affecting their
interests, and_particularly frank in placing their
cards on the table and telling what must and
what must not be done to enable them to make
definite progress along lines that can be recog-
nized as constructive. It was realized that the
question of distribution will have added impor-
tance as the output of the factory is increased
and begins to catch up with the demand, and
that this is the time for the jobbers to put their
and H. A. Winkelman, attended both the Chi-
cago and New York sessions, leaving the former
city via the Broadway Limited over the Penn-
sylvania road on March 23 and going imme-
diately into session on their arrival in New
York. The only absentees 'from the committee
were James F. Bowers, J. C. Roush and An-
drew J. McCarthy.
Those who attended the Chicago meeting in
addition to the Executive Committee included-
C. W. Miller, Penn Phono. Co., Philadelphia,
Pa.; W. Zitzman, A. Hospe Co., Omaha, Neb.;
J. P. Keper, A. Hospe Co., Omaha, Neb.; C. K.
Bennett, Eclipse Musical Co., Cleveland, Ohio-
John Elliott Clark, John Elliott Clark Co., Salt
Lake City, Utah; H. B. Sixsmith, Mickel Bros.,
Omaha, Neb.; Lester Burchfield, Sanger Bros.,'
Dallas, Texas; Ross P. Curtice, R. P. Curtice Co!,
Lincoln, Neb.; George A. Mairs, W. J. Dyer &
Bro., St. Paul, Minn.; J. F. Houck, Houck Piano
Co., Memphis, Tenn.; Jack Fisher, C. C. Mellor
Co., Pittsburgh, Pa; G. H. Rewbridge, Frederick
Wm. H. Reynalds, Treasurer
Association, was present at both the Chicago
and New York meetings, and analyzed the gen-
eral legislative and legal situation and offered
some valuable suggestions and advice for the
guidance of the jobbers in their affairs.
The New York meeting was the largest ever
held outside of the regular annual conventions
of the general body, sixty-eight jobbers being
present.
The Executive Committee, consisting of
George E. Mickel, Omaha, president, who pre-
sided; Thomas H. Green, New York, vice-presi-
dent; A. A. Trostler, Kansas City, secretary;
W. H. Reynalds. Mobile, Ala., treasurer, and
P. B. Whitsit, J. N. Blackman, Louis Buehn,
Daniel Creed, A. A. Grinnell, Burton J. Pierce
A. A. Trostler, Secretary
Piano Co., Pittsburgh, Pa.; Chas. Womeldorff,
Toledo Talking Machine Co., Toledo, Ohio;
G. F. Ruez, Badger Talking Machine Co., Mil-
waukee, Wis.; R. A. Bryant, Knight-Campbell
Music Co., Denver, Colo.; E. H. Uhl, Rudolph
(Continued on page 74)
1/ you want the Best, insist on getting
Xhe De Luxe Stylus
THE BEST SEMI - PERMANENT NEEDLE MADE
Plays 100-200 Records Produces Rich, Clear Tone
FULL TONE MEDIUM TONE
3 for 30 cents
LET THE "DELUXE" SPEAK FOR ITSELF AND
SEND FOR FREE SAMPLES, DISCOUNTS, ETC.
DUO TONE COMPANY, Inc.
Sole Manufacturers of the De Luxe Needles
ANSONIA, CONN.
April 15, 1920
THE TALKING MACHINE WORLD
73
Cashlln On
Vitanola
Advertising
A six-figure fortune is being spent this year
in the largest magazines and best metropoli-
tan newspapers of this country to make Vi-
tanola quality known to the buying public
everywhere.
If you are already handling the Vitanola
line, connect up your store with this powerful
publicity campaign — get Vitanolas in the win-
dow— on the floor — so people who have read
about Vitanola in the publications will come in
your store to see them. Ask us for our dealer
helps — they're trade builders.
If you're not selling Vitanolas and the
agency in your vicinity is open, you're missing
opportunity if you don't investigate and act.
Write for the new book, "How to
Make a Phonograph Department Pay
Big." It's yours for the asking.
VITANOLA TALKING MACHINE COMPANY, 508 West 35th Street, CHICAGO, U. S. A.
Metropolitan Salts Representatives: M. M. ROEMER SALES CORP., 332 8th Ave., New York, N, Y,
THE TALKING MACHINE WORLD
April 15, 1920
-22
Bert Williams can't borrow any money in
his song "I'm Sorry I Ain't Got It, You Could
Have It It I Had It" Blues, but you'll be wise
to borrow a lot to invest in this unique
record. A-2877.
Columbia Graphophone Co.
NEW YORK
MEETINGS OF VICTOR JOBBERS
(Continued from page 72)
Wurlitzer Co., Chicago; J. F. Bowers, Lyon &
Healy, Chicago; W. C. Griffiths, Chicago Talk-
ing Machine Co., Chicago; L. C. Wiswell, Lyon &
Healy, Chicago; A. R. Boone, Talking Machine
Co., Birmingham, Ala.; H. J. Shartle, Cleveland
Talking Machine Co., Cleveland; F. H. Putnam,
Putnam & Page, Peoria, 111., and W. Geissler
and M. Denham, Chicago Talking Machine Co.
Among those who were present at the New
York session were E. H. Droop, of E. F. Droop
& Sons Co., of Washington; Ernest Urchs, of
Phillips & Crew, Atlanta, Ga.; L. G. Collings,
Collings & Co., Newark, N. J.; Elmer Walz,
Cohen & Hughes, Baltimore; C. B. Snow,
Cressey & Allen, Portland, Me.; Frank
Corley, the Corley Co., Richmond, Va.;
F. P. Oliver, Blackman Talking Machine Co.,
New York; Florence Heppe, C. J. Heppe & Son,
Philadelphia; Emanuel Blout, New York; C. L.
Price, Ormes, Inc., New York; W. D. and C. N.
Andrews, of Buffalo; E. J. Chapman, Rochester,
N. Y.; George Stewart, Stewart Talking Ma-
chine Co., Indianapolis, with his bride; E. C.
Rauth, Koerber-Brenner Co., and many others.
After the meeting in New York the Execu-
tive Committee left for Philadelphia, where an
extended conference was held with Charles K.
Haddon, Ralph L. Freeman, B. G. Royal and
C. G. Child of the Victor Co.
After the session held in Chicago a dinner
party was given at Terrace Gardens, and after
dinner all present attended a performance at
Cohan's Grand Opera House. In the afternoon
the ladies were entertained by Miss Elizabeth
Wiswell, daughter of L. C. Wiswell, who took
them for an auto ride throughout the boulevard
system of Chicago. She was assisted by Miss
Ada Mack, Mr. Wis well's secretary.
TALKING MACHINE MEN, INC., MEET
Nominations of Officers Made — Annual Banquet
Planned for April 14 — Considerable Interest
Shown in Matter of Charging Interest
At the regular monthly meeting on Wednes-
day, March 17, at the Hotel Pennsylvania of the
Talking Machine Men, Inc., composed of deal-
ers from New York, New Jersey and Connec-
ticut, the nominations of officers for the coming
year were made as follows: President, Sol
Lazarus; vice-president for New York, M. W.
MODEL- B, VENUS BELLE
Showing Record Compartment holding 70 records.
Equipped with Modulator.
Height 35 inches. Width 2 feet 7 inches. Length 3 feet
THE
VENUS
BELLE
( SHAPED LIKE A BELL)
is a remarkable instrument in
Tone and Volume
Design and Finish
Because of its bell -shaped
construction it is acoustically
correct. Its long and taper-
ing horn of TEMPERED
wood affords a clarity and
resonance that are su marked
that one demonstration re-
sults in
Instant Sales
Three models in mahogany,
walnut, oak and ebony.
Dealers who desire exclusive
territory should make appli-
cation at once.
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiii
The VENUS CO.
Also Makers of
The VENUS Phonograph Needle
Factory and General Offices:
Liberty & Western Aves.
Cincinnati, Ohio, U.S.A.
Chicago Sales Office:
Room 435, Fine Arts Bldg.
Gibbons; vice-president for New Jersey, Emil
Perkin; vice-president for Connecticut, James
Donnelly; secretary, E. H. Brown; treasurer,
A. Galuchie. Nominees for the executive com-
mittee were: Irwin Kurtz, J. Schick, E. Leins,
Paul Heifer, William Berdy, Harold Bersin and
S. Goldfinger. In a petition presented by M.
Max, another ticket was offered, being substan-
tially the same as that offered by the regular
nominating committee, with the following
changes: A. P. McCoy, vice-president for Con-
necticut; Irwin Kurtz, secretary; Messrs. Hunt,
Arison, Perkin, Clinton and Mielke were added
to the executive committee. These nominations
will be voted on at the next meeting on April 21.
The matter of charging interest on talking
machine sales took up a great part of the after-
noon, the general opinion being that dealers
should charge this interest and that mention of
the interest charge should be incorporated in
all advertisements in order that the general pub-
lic should be informed and that all dealers might
be on the same footing. It was decided to find
out the opinion of the trade and call a special
meeting to settle the matter once for all.
Plans were announced for the annual banquet
scheduled to be held at the Hotel Pennsylvania
on April 14. J. J. Davin, for the entertainment
committee, outlined the program, which was de-
signed to entertain, business being barred. The
program was brightened by such stars as
the All Star Trio; the Landauettes, a novelty
orchestra composed of members of the Landau
stores in Wilkes-Barre and Hazleton, Pa.; Al
Bernard; Ted Moses, with some of Leo Feist's
songsters; the Sullivan Orchestra from the
Moulin Rouge; Edna Darch, of the Chicago
Opera Co.; Elsie Baker and others.
All members of the industry were invited and
a special invitation was sent to the heads of
the large manufacturing companies.
MAKE COLUMBIA RECORDINGS
The Original Six, a jazz orchestra from Wil-
mington, Del., were recently in New York City
to make recordings for the Columbia Co.
Joseph C. Smith has just opened a new talk-
ing machine store in La Porte, Ind., at 1013
Lincoln Way.
"WHAT ARE YOU SHORT?"
Get in touch with us. We have everything in
the phonograph line — Needles, Tone Arms, Motors,
Cabinets, all kinds of accessories and repair parts.
We specialize on Main Springs, Bettertone Phono-
graphs. Let us do your repairs.
PLEASING SOUND PHONOGRAPH CO.,
204-206 East 113th St., New York.
April IS, 1920
75
Model 175— Price $175
THE MOST WONDERFUL TALKING MACHINE OF THE PRESENT AGE
AT THE PRICE. AN INSTRUMENT OF SUPREME
VALUE, TONE AND QUALITY
The CLEARTONE has become very popular because of its quality, splendid value
and the advertising sales campaign that now stands in back of it. DEALERS'
Watch us grow — write for our agency and grow with us.
= LATEST 84-PAGE CATALOG NOW READY ! :
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
76
THE TALKING MACHINE WORLD
April 15, 1920
NEEDLES
PHOJ
SPEAKS FORITSELF
SAPPHIRES DIAMONDS
SPECIAL OPPORTUNITY
Sell Highest Grade Needles Packed in Envelopes.
We Are Getting 100 Million Per Month— All Live
Dealers Are with Us — Send for Samples and Particulars
Opera Needles
are made to our own specifications.
They are highly-polished, nickel-plated
needles.
A glance at a sample will convince you that they
are the finest finished needles on the market.
You can be assured of the quality by sending
for free samples.
We are the largest job-
bers of Steel Needles
in the world
Must sell one billion needles in 1920
2 customers 100 million each ;
who's next?
Prices as follows:
10,000 lots, 45c. per M
1,000,000 lots, 35c. per M
100,000 lots, 40c. per M
5,000,000 lots, 32c. per M
We are the largest jobbers of Sapphires and
Diamonds in the world
We are the original headquarters for genuine
Cleartone Sapphires and Diamonds
All our genuine Diamond and Sapphire Points are absolutely uniform,
silver-plated and the highest quality jewels on the market
Sapphire Balls
Each
Dozen Lots 16c
Hundred Lots 13c
Thousand Lots 12c
5-Thousand Lots lie
Prices subject to revision without notice
Sapphire Points
Each
Dozen Lots 18c
Hundred Lots !5e
Thousand Lots 1 3J^c
5-Thousand Lots 12c
Genuine Diamonds
Each
Sample $1.75
Dozen Lots 1.50
Hundred Lots 1.40
Thousand Lots 1.25
5-Thousand Lots 1.15
SPECIAL PRICES ON LARGER QUANTITIES
1920 Catalog Listing Everything a Phonograph Man Needs
LUCKY 15 PHONOGRAPH CO., 46 East 12th Street, New York
Atril 15, 1920
THE TALKING MACHINE WORLD
77
SPEAKS FOR ITSELF
Motors, Sundries and Supplies
STOP! LOOK! READ!
Something new for Lucky 13!
We are now manufacturing our
own motor, and can offer imme-
diate deliveries in any quantity.
Send for samples — you can't
go wrong.
This is the best buy on the
motor market to-day.
Half Dozen, $9.75 Each.
Dozen, $9.00 Each.
100 Lots, $8.50 Each.
1000 Lots, $8.00 Each.
Bevel-gear wind; plays seven
10-inch records without re-wir
ing. Complete with all parts in-
cluding 12-inch turn table.
CLEARTONE MOTOR NO. 11
SPECIALS FOR MOTOR, TONEARM, REPRODUCER AND CABINET MANUFACTURERS
Cast-iron Turn Tables in any quantity at the right Main springs and governor springs to fit any motor
price. Felts in Discs or Squares, 1 0 and 1 2-inch, all- Tone modifier rods,
wool. Continuous hinges.
Mica, first and second quality, clear, in any size. Cover Supports.
Your inquiries will have our best attention.
MOTORS
No. 1, double-spring, 10-inch turntable,
plays 2 10-inch records $3.75
No. 2, double-spring, 10-inch turntable,
plays 3 10-inch records, $4.00, with
12-inch turntable 4.85
No. 9, double-spring, 12-inch turntable,
plays 3 10-inch records, castiron frame 7.85
No. 3, double-spring, 12-inch turntable,
plays 4 10-inch records, castiron frame 9.85
No. 11, double-spring, 12-inch turntable,
plays 7 10-inch records, castiron frame,
bevel gear wind 9.75
TONE ARMS AND
REPRODUCERS
( Play All Records )
No. 2 Per set $1.75
No. 3 Per set 1.95
SUNDRY DEPARTMENT
No. 4 Per set 4.00
No. 6 Per set 3.75
No. 7 Per set 3.75
No. 9 ....Per set 2.95
Souora tone arm with a reproducer to fit
MAIN SPRINGS
No. 00, % in., 9 ft. 29o
No. 01, % in., 9 ft 25c
No. 02, % in., 7 ft 25c
No. 1, % in., 10 ft. 39o
No. 01A, % In., 10 ft 49c
No. 2, 13-10 in., 10 ft 39c
No. 3, % in., 11 ft 49c
No. 4, 1 in., 10 ft 49c
No. 5, 1 in., 11 ft., heavy 69c
No. 6 lYi in., 11 ft 99c
No. 7, 1 in., 25 gauge, 15 ft 89c
We also carry other size main springs to fit
Victor, Columbia and all other motors.
Special prices on springs in large quantities.
RECORDS— COLUMBIA
10.-iucb double disc records, 42c each; 12-iu.,
60c each.
We also manufacture special machine parts,
such as worm gears, stampings, or any screw
machine parts for motor; reproducer and part
manufacturers.
Special quotations given to quantity buyers
in Canada and other export points.
Write for our 84-page catalog, the only one
of its kind in America, illustrating 33 different
styles of talking machines and over 500 differ-
ent phonographic parts.
LUCKY 1 3 PHONOGRAPH CO.
46 East Twelfth Street
New York
78
THE TALKING MACHINE WORLD
April 15, 1920
.10?
PACK*6
YIOLiiPHOflE
PHONOGRAPH NEEDLES
EACH NEEDLE WILL PLAY 10 RECORDS
The Best Talking Machine Needle on the Market
PACKED IN COUNTER SALESMEN
50 Needles to a box and they retail at 10 cents per box.
60 boxes to a package, $6.00. This package costs you $3.90 net.
Your profit is $2.10 and your customer gets a needle that will give satisfaction.
THE FRED. GRETSCH MANUFACTURING COMPANY
60 Broadway Manufacturers of Musical Instruments BROOKLYN, N. Y.
Canadian Wholesale Agent. H A. BEMISTER, 10 Victoria Street Montreal Can
Western Distributor: WALTER S. GRAY, 530 Chronicle Building, San Francisco, Cal.
GOING STRONG IN WASHINGTON
O. J. DeMoll & Co. Doing Big Business as Dis-
tributors for Aeolian-Vocalions, Melodee Rolls
and Other Aeolian Co. Products
Washington, D. C, April 3.— O. J. DeMoll &
Co., distributors of Aeolian-Vocalions and Melo-
dee music rolls, as well as retailers of Pianolas
and other Aeolian Co. products, have assumed
other section of the city for the storing of re-
serve stock, but the demands of the business
have increased so largely that plans for a larger
warehouse are under way. This has been found
absolutely necessary.
K. C. Markward is in charge of the Aeolian
wholesale departments, which cover the terri-
tory embracing Virginia, North and South
Carolina, Georgia, as well as Washington, D. C,
proper. Howard R. Green looks after the de-
tails of the shipping, and O. J. DeMoll, head of
the company, maintains an active supervision
over the business as a whole.
Mr. DeMoll reports that the new lateral cut
Vocalion records have made a particular appeal
to the dealers and the public, and that heavy
orders have been and are being received for the
selections offered in the latest lists, which have
been found most interesting.
DeMoll & Co. have long been prominent in
the local field as retailers of the Aeolian Co.
Pianolas and pianos.
MAKE A PERMANENT DISPLAY
Walters & Barry Corp. Featuring Brooks
Phonograph Line at Headquarters in Buffalo
Buffalo, N. Y., April 5. — A permanent display
of Brooks automatic repeating phonographs has
been installed by the Walters & Barry Corp.
in the Associated Service Building, where this
company makes its headquarters. This display
is attracting considerable attention, and many
NEW PLANT FOR F. C. KENT CO.
Modern Factory Being Erected on Large Site
Recently Purchased in Irvington, N. J.
Home of O. J. DeMoll & Co.
a very strong position in the local trade through
such connections and have bujilt up a volume
of business that is taxing the capacity of the.
large six-story building occupied by the com-
pany.
The company maintains an elaborate Vocalion
department on the fourth floor of its building
with a wholesale record department on the sixth
floor, and the wholesale Melodee roll depart-
ment on the second floor of the building. In
addition a large warehouse is maintained in an-
Following the recent purchase of a plot of
ground containing 17,500 square feet in Irving-
ton, N. J., the F. C. Kent Co., Newark, N. J.,
well-known manufacturers of phonograph acces-
sories, is now erecting a modern factory on
the site. According to the statement of W. S.
File, secretary of the above company, this step
has been made necessary on account of the in-
creased business and because of the fact that
its present plant, although quite large, will
not permit of further expansion.
The new factory will be ready for occupancy
in May of this year, and is being equipped with
the most modern machinery, much of it spe-
cially designed. The plant will be what is
known as a daylight factory. All the equipment
as well as the arrangements are being made
with an eye to giving the greatest efficiency.
The production of this concern will be greatly
increased, and it is thought that with added
facilities it will be able to take good care of
its constantly increasing business.
Display of Walters & Barry Corp.
out of town visitors have commented upon the
distinctive features of the Brooks phonograph.
The Walters & Barry Corp., which is the local
distributor for the Brooks repeating phono-
graph has closed several important deals as a
direct result of this exhibit, and invitations have
been extended the dealers throughout the State
to examine the display at their convenience.
The company expects to change the display
from time to time in order to give the public
and the trade a fair idea of the diversity of the
Brooks product.
WILL HANDLE EMERSON RECORDS
The Emerson Record Sales Co.. New York,
local Emerson distributors, announced this
week that the Central Music Shop, which is the
retail establishment of the well-known house of
G. Schirmer, Inc., 3 East Forty-third street,
New York, will handle the complete line of
Emerson records. This deal was closed after
investigating the manv makes of records.
Announcing the
Eighth Release of
Records
See Old Man Moon Smile Vocal
basin* The Bluett Vocal
ant 1- Yog Vocal
Baby Smiles Vocal
f 8
4081 | c
( All I Wa
4082 i When M,
4083 <
4084 -j )
{
ins:,
Old Fashioned (iarden Vocal
enetian Moon .Vocal
Uelodlous Ja».z Vocal
Hi- Win! ill I, Ike a I. ion and Came Out Like a Lamb Vocal
See Saw Kox-trot
Korinthla One-step
4080
4087
4088
4080
107!)
( Lon
| Des
{
one Star Fox-trot
ert Dreams Fox-trot
Afghanistan Fox-trot
Buddha Fox-trot
Waiting I'nder Western skic>
Somebody One-step
{:
J My
flM.
| Da
. Walts
Isle of Golden Dreams Waltz
and Out One-step
See You in C-U-B-A Vocal
Dardanella Vocal
Phone Barclay 2493
ZIEGLER, BAKER & JOHNSON Service In or Out of Town
100 Chambers Street. New York City
April 15, 1920
THE TALKING MACHINE WORLD
79
When you need
Die Castings —
you need Doehler
is more than a plant
£)OEHLER is more tnan a
which produces Die Castings in
quantity — it is the largest Die Casting
concern in the world.
Its trained and efficient personnel is
prepared to design, produce and deliver
your die castings in whatever quantity
you need — in a practically finished state.
Are you aware of the possibilities of Doehler
Die Castings? Write us for information today
^HE WORLD'S LARGEST MANUFACTURERS OF DIE CASTINGS
m oma mx> eastctk
ROOKLYN, N.Y..
TOLEDOTOHIO. CHICAGo"lI.I.
SALES offices m mI pwNcb-JU, cities UJ"
QUITE AN INFLUX OF VISITORS
Prominent Sonora Jobbers at New York Head-
quarters of Sonora Co. Tell of Prosperity
During the past few weeks, quite a number
of Sonora jobbers have visited the executive
offices of the company at 279 Broadway, and
discussed plans and policies for the coming
year with the executive officers. Frank J.
Coupe, manager of the sales department, con-
ferred at length with these jobbers, and was
gratified to learn that in every instance the out-
look for 1920 is excellent. The demand for
Sonora product is far beyond all expectations,
and one of the prime objects of the jobbers'
visits to New York was to impress upon the
Announcing —
to dealers that we are
the Sales Managers in
the New Jersey Dis-
trict for
Newton - Elting
DISTRIBUTING CORPORATION
114 N. Broad St. Trenton, N. J.
Sonora executives the necessity of securing im-
mediate shipments of merchandise.
Among the callers were Fred E. Yahr, Yahr
& Lange Drug Co., Milwaukee, Wis.; Frank
Steers, Magnavox Co., San Francisco, Cal.; J. O.
Morris, M. S. & E., Boston, Mass.; E. N. Up-
shaw, Southern Sonora Phono Co., Atlanta, Ga.;
R. R. Ellis, Hessig-Ellis Drug Co., Memphis,
Tenn.; Graham French, Smith, Kline & French,
Philadelphia, Pa.; C. L. Marshall, C. L. Mar-
shall & Co., Detroit, Mich., and I. Montagnes,
I. Montagnes & Co., Toronto.
NEW PATHE DEALERS' ASSOCIATION
Retailers in Southern Territory Meet in Nash-
ville, Tenn., and Organize
Nashville, Tenn., April 3. — At the headquarters
of Gray & Dudley, Pathe distributors, a Dealers'
Association was recently formed. The following
officers will direct the destinies of the new asso-
ciation: W. A. Broyles, of the Broyles Furniture
Co., of Birmingham, Ala., president; J. W. Cook,
of the Cook Furniture Co., of Mt. Pleasant, first
vice-president; M. B. Botts, of the Buler Drug
Co., of Sheffield, Ala., second vice-president; Jeff
Martin, of the Martin Drug Co., of Pulaski,
secretary-treasurer. Meetings of the Associa-
tion will be held once or twice each year. At
the first meeting of the Association Walter L.
Eckhardt of the Interstate Phonograph Co.,
Pathe distributors for Philadelphia, and W. V.
Plyant of Petersburg, gave a very interesting
demonstration of the proper selling of Pathe
machines. Addresses were also made by James
Watters, secretary of the Pathe Freres Phono-
graph Co.; O. N. Kiess, field supervisor of the
Pathe Freres Phonograph Co.; M. L. Willis,
of the Unit Construction Co., and B. E. Hill, of
Gray & Dudley.
SECURE AGENCY FOR V0CALI0N
Adams & Allcorn, prominent music dealers
of Waco, Tex., have recently secured the agency
DDC-17
for the Aeolian-Vocalion and intend to devote
an attractive department to that instrument.
That's What They All Say!
THANKS! "for such prompt shipment."
Ordered March 3rd, shipped
March 20th.
THANKS! "for such good envelopes."
Heavy grey, brown and
manila paper.
THANKS! "for the attractive design;
our envelopes are now an
asset to our business."
THANKS! "for that list of Easter rec-
ords: it helped us to sell
MORE Easter records. Will
you feature Bridal music on
your June envelopes?"
It's thanks for this and thanks for that.
Our many satisfied customers see a real
lasting sales-aid in the original serv-
ice we are rendering Victor dealers
thru the medium of specially pre-
pared wrapping envelopes with ad-
vertising "punch" printed all over
them.
You will thank us, too, after you have
learned from experience how much
real good this service renders to your
record department.
For envelopes quite a bit different
Clip coupon on Page 45, or pin this
ad to your letter-head and mail to
LU-FRANC SALES SERVICE
1231 Dime Bank Building Detroit, Mich.
80
THE TALKING MACHINE WORLD
April 15, 1920
The MODERNOLA
A Home Delight to Ear and Eye
(UIMIIIIllllllMUIIMIUUIllllUllllllimMiraii™
U ullllllllllJIIIIIllillUlUlllljlllllUllllUlllUllUIIUIillUUIUIUUIlllUlllHIUIUIllUlllltUllllllLlllMlllllllllLililllllUllltilll IU1UI1U1<U1I1U1IIIUIII1II
Sales and
Satisfaction
The phonograph prospect becomes en-
thusiastic about the Modernola at first
sight. That enthusiasm carries with it
desire for ownership. Sales are quickly
made.
And the Modernola stays sold.
Placed in the home its wonderful beauty
and the cheerful atmosphere created by
the silk lamp shade at once make it a
fixture— one of the prized possessions of
the home.
There are many, many instances where
Modernolas are replacing instruments
nationally popularized through publicity.
Unique design and the lamp feature, as
well as perfection of tone and fineness of
finish, give The Modernola an irresistible
appeal.
Sales rights are constantly becoming more
valuable.
iiiiiiiin
mnlin
MODERNOLA COMPANY
JOHNSTOWN. PA.
Eastern Representative, Geo. Seiffert
Greeley 2978 <*5 West 34th St"' New Y°rk
April IS, 1920
THE TALKING MACHINE WORLD
81
Christ in Flanders" and "In Flanders
Fields" are two Charles Harrison tenor
solos that will sell and keep on selling.
Order big. A-2892.
Columbia Graphophone Co
NEW YORK
SALESMANSHIP CLASSES A SUCCESS
The Classes Organized by the Koerber-Brenner
Co. Listen to Addresses by T. Maetten and
Joseph F. Kieselhorst — Plan and Scope of
This Progressive Sales Organization
St. Louis, Mo., April 6. — The class in Victor
salesmanship recently organized by the Koer-
ber-Brenner Co., of this city, is proving to be
quite a success. It is a continuation of the work
-done by the service department. The classes,
Salesmanship Class in Session
which are limited to eight people, are held in
the service shop on the main floor of the Koer-
ber-Brenner Building, which has been furnished
with all the necessary equipment for an inten-
sive study of the business. The course is
planned to reach the sales people who find it im-
possible to attend the classes at the Victor
factory just at present, and to the end that the
benefit to the dealer of such sales help may not
be delayed until they can go to Camden.
The curriculum is based as far as possible on
that of the Red Seal School of the Victor fac-
tory and has as its prime object the adding of
knowledge of more records, especially red seal
records, to the salesman's working capital. Many
records are heard carefully, discussed, descrip-
tions searched for and all information finally
written out and filed so as to be of easy access
when the salesperson goes back to work. Such
other subjects as Victor artists, Victor policies,
the differences in Victor salesmanship, pro-
nunciation of titles and names of foreign artists,
how to approach customers and how to analyze
their attitude and influence them, how to intro-
duce a customer to better music, balancing the
customer's record collection, the order in which
records should be played, and other vital topics.
T. Maetten, secretary of the Tri-State Dealers,
Association, addressed the first class on "Ap-
plication of Knowledge," and J: F. Kieselhorst
of the Kieselhorst Piano Co. of Alton the sec-
ond class on the "Value of Study."
The people shown in the illustrations here-
with are Miss Eleanor S. Caldwell, with Stix,
Baer & Fuller; Miss Marian Cartwright, of the
Kieselhorst Piano Co.; Harry S. Hunter, of
the Tower Talking Machine Co.; Miss Aurelia
Lippscomb, Miss Jane Thomas, of Scruggs-
Vandervoort & Barney; Miss Laura Hagge, of
Stix, Baer & Fuller; Miss Helen Heet, of the
DeMerville Piano Co., all of St. Louis, and
Stephen Paridy, of Lehman's Music House, East
St. Louis, 111.
In addition to these the following have taken
the course: Miss Emma Hemmer and Miss
Ethel Repple, of the Kieselhorst Piano Co., St.
Louis; Miss Ida Kayser, Miss Ella Marklin,
Miss Marie Aubermann and Miss Raeburn Car-
son, of Scruggs-Vandervoort & Barney; Miss
lone Maupin, of Park's Music House, Hanni-
bal, Mo.; Mrs. Margaret Paridy, of Lehman's
Music House, East St. Louis, 111.; Miss Frances
Schaeffer, of Wathen Drug Co., Morganfield,
Ky. ; Miss Mar)' Henry, of Smith-Reis Piano
Co.; Henry Beardslee, of Koerber-Brenner Co.;
Miss Virginia Adams and Miss Anna Schwab,
of the Kieselhorst Piano Co., Alton, 111.; Miss
Orpha Hopkins, of Haussler Bros., Centralia,
111.; and Miss Olivia Wagner, of W. L. Rhein
Piano Co., Belleville, 111.
The classes will continue until a better way
to meet the needs of sales people is found.
EMERSON RECORDS WITH DAVEGA
Prominent Talking Machine Retailers of New
York to Handle Line in Their Four Stores
The Emerson Record Sales Co. of New York,
local distributors of Emerson records have
through their special representative, Frank
Elliott, placed Emerson records in the four
stores of S. B. Davega Co., located in West
125th street; Commodore Hotel; 15 Cortlandt
street; 831 Broadway, New York City. This
means that the live Davega organization will
push the sale of Emerson records with char-
acteristic energy and their customers can rely
upon getting the latest song and dance hits in
good quantities at the earliest possible moment.
NEW V0CAL10N DEALERS
Among the recent additions to the list of
Aeolian- Vocalion dealers in the Ohio territory
is the Windsor Jewelry Co. of Lima, O., who
have arranged to feature the line in a big way.
D
I
T
S
0
N
Humanly Efficient
Best Describes the
DITSON VICTOR SERVICE
DITSON SERVICE does not confine itself to the work
of forwarding goods from the factory to the dealer, but
goes beyond and offers to the dealer that personal inter-
est that helps him meet problems and make profits.
Ideal for New England Victor Dealers
Victor Exclusively
OLIVER DITSON COMPANY, Boston
CHAS. H. DITSON & CO., New York
s
E
R
V
I
C
E
82 THE TALKING MACHINE WORLD April is, 1920
The Booth Felt Company, Inc.
Mechanical Felt Products
Turntable Felts Motor Felt Washers
Motor Brake Felts
Needle Rest Felts Cabinet Strip Felt
We carry a large stock of well assorted merchandise
which insures prompt deliveries.
If interested in Velour or Velveteen Discs
we can supply them.
FACTORIES
BROOKLYN, N. Y, CHICAGO, ILL.
463-473 Nineteenth Street 732 Sherman Street
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
[This department of The Talking Machine World is
designed for the service of all classes of our readers,
including those who make, and those who sell, talking
machines.
Andrew H. Dodin, who conducts this department, has
a wide and enviable reputation as a repairer of talking
machines at 176 Sixth avenue, New York. Tell him your
troubles through The World and he will help you if
possible. The service is free. — Editor.]
QUESTIONS AND ANSWERS
Regarding Reproducers
TrAer, I a., March 16, 1920.
Editor, Talking Machine World: —
I have been making numerous experiments
with phonograph reproducers and am puzzled
regarding the means for controlling the volume
of tone. Can you give me an idea how I can
regulate the tone? By that I mean I want a
reproducer as loud as the Columbia, while the
one I am experimenting with is softer than the
Brunswick, although very distinct. Does the
size of the needle arm, the thickness of the mica,
or the distance of the mica from the back of the
reproducer make any particular difference?
Leland Q. Selzer.
Answer: — You will find by experimenting that
the size of the mica diaphragm and of the needle
arm makes a great difference in the results ob-
tained with the reproducer. The thickness of
the diaphragm must be accurate to scale and
conform to its diameter. The space left be-
tween the diaphragm and the back of the sound-
box is also very important and is determined by
the diameter of the diaphragm, as is also the
hole, or sound outlet, into the tone arm. The
weight of the needle bar, the distance between
the fulcrum point and the needle point and from
the fulcrum to the point attached to the
diaphragm are all important and require very
accurate figuring to produce the best results.
Another point of great importance is the ma-
terial of which the needle arm is constructed.
A point often neglected is the amount of pres-
sure placed on the diaphragm of the gaskets:
it is often made so tight that diaphragm cannot
vibrate freely — just enough pressure is required
to hold diaphragm firm.
It is only by experimenting that you can find
the various sizes and materials to give best
results and it is a good plan to use some of
the well-known sound boxes as a guide.
Regarding a Book on Repairing
South bridge, Mass., March 21, 1920.
A. H. Dodin, care Talking Machine World: —
Are there not some books published on the re-
pair of talking machines, as in other lines of
repair work? I think it would be of great ad-
vantage to repairmen to have a book of that
kind. We get some good points through The
Talking Machine World, but would like to have
the information together and easily available.
I do all the repairing in my town and would
like to get a book on talking machine repairing
similar to the books on piano repairing and
would pay any price for a volume of that kind.
Answer: — I do not know of any book pub-
lished on the repair of talking machines. Nearly
all the large talking machine companies pub-
lish booklets on the repair and care of their own
particular make of motor or sound box and I
am sure that if you were to communicate with
some of the larger companies they would be
pleased to furnish you with this information.
COMPLIMENTS FOR DETERLING
Zig-Zag Record File of This Concern Contains
Many Distinctive Features
Tiptox, Ixd., April 5. — During the past few
months, the Deterling Mfg. Co. of this city,
manufacturer of the Deterling talking machine,
has received many letters from its dealers com-
plimenting the company upon the zig-zag record
file while is one of the distinctive features of
this machine. The company's representatives
state that this record file is proving an effective
sales argument, and has contributed materially
to the success of the instrument.
The purpose of this unique filing system is
to provide a place for every record, with an ar-
rangement whereby the owner of the machine
can obtain any record without disturbing the
other records. The file is attractive in appear-
ance, and is being featured to advantage by
Deterling dealers.
Are you laying plans for your Summer cam-
paign? The sooner the better.
The Talking Machine World, New York, April 15, 1920
Stradivara Phonographs
Built in a factory devoted for several decades to
the production of art piano-fortes of superlative merit.
Above we present the handsome Model 200 Stradi-
vara. You will find combined in it for your selling
advantage such quality features as : %-iiKh case stock —
five ply ; genuine veneers ; flawless finish ; genuine gold-
plated trimmings; extra large 4-spring motor; velvet-
covered turn-table ; filing device ; and other splendid
features too numerous to mention here.
If you wish to represent a quality phonograph for
1920, and to reap the profits therefrom, a post-card
will bring you full details. Write to-day — it will pay
Complete line
Advertising service
The Compton -Price Company
COSHOCTON, OHIO
Built for the Pacific Coast
trade by
The Pacific Phonograph Mfg. Co
Portland, Ore.
ADIVARA
KNOWN FOR TONE
■
I
I
Apkil 15, 1920
THE TALKING MACHINE WORLD
83
\e Q/ra
JOHN H.WILSON, Manager
324 WASHINGTON ST.,BOSTON.MASS.
BOSTON
andM EW^>
ENGLAND
Boston, Mass., April 10. — March has a better
story to tell than had February so far as detri-
ments to business are concerned. There have
been mild days aplenty and with the let-up of
frigid weather and the melting of the snows so
as to let the cargoes of freight proceed to their
destination things are beginning to get back
to normal. In the early part of the month, with
the freight embargo carried over from the latter
part of the previous month, there was quite a
period when some of the local distributors did
not receive a single talking machine from their
respective factories'. But all that is a thing of
the past. In the meantime there has been no
complaint about business; there has been plenty
of it, but facing such conditions there was
not the goods to supply the demand. All the
distributing centers' report that the factories are
adding considerably to their output, which
means that there will not be any long delays in
getting orders filled.
H. W. Lunn to Visit London
H. W. Lunn, one of the valued members of
the Vocalion staff at the Boylston street head-
quarters, is looking forward eagerly to a trip
to his home in England this summer. Mr.
Lunn, who has been in this country six years,
plans to sail on the Cunarder "Kais. Aug. Vic-
toria" from New York June 12 and to be away
three months. He will pay a visit to Aeolian
Hall in London and make a careful study of the
talking machine conditions in Great Britain.
Reports Better Tone to Business
Manager Fred E. Mann, of the Columbia Co ,
is back from a tour among some of the western
Massachusetts centres and he reports a better
tone in business than he has found in some
time; everybody is happy because machines can
be shipped more expeditiously than in a long
Stcincrl Service Serves
M. STEINERT & SONS CO.
35 ARCH ST.
BOSTON
WHOLESALE HEADQUARTERS
With our newly completed service depart-
ment, a reality and a model for the good
of the retailer, we are prepared to offer
valuable ideas to our retailers to help resell
such goods as are now obtainable.
time and dealers can therefore satisfy their cus-
tomers. The new headquarters at 1000 Wash-
ington street are gradually getting into shape
and it is hoped that in the May issue of The
World there will be some pictures giving the
"New England Service for
New England Dealers"
^ SLOGAN
Ad. Ever
noticed our
slogan? — New
England Serv-
ice for New
England Deal-
ers!
^y/^E limit our territory only, but are
unlimited in our desire to help you.
It is a good habit to use Eastern Service.
The Eastern Talking Machine Co.
VICTOR WHOLESALERS
85 Essex Street BOSTON
Columbia enthusiasts some adequate idea of the
fine quarters the company now has in its new
location. It is a satisfying thought that with
all the disadvantages of moving so large a
plant the dealers were inconvenienced only to
the smallest degree.
Alexander Steinert Returns
Alexander Steinert, head of M. Steinert &
Sons Co., returned home yesterday from Pine-
hurst, S. C, where he has been for six weeks.
During his absence his place at the Boylston
street establishment was assumed by his son,
Robert Steinert, who to-day, now that his
father is back, has returned to work in his accus-
tomed place in the Arch street quarters, where
Kenneth Reed, as head of the Victor wholesale
department, has been finding business unusually
good.
Business Makes Encouraging Progress
Under Manager Wheatley's supervision the
wholesale and retail business of the Vocalion is
making encouraging advances. Especially is
the wholesale end big, this being largely ac-
counted for by the fact of the popularity of
the lateral cut records, which are selling fast.
Manager Wheatley has lately arranged for a
wholesale department in West Brookline street,
at the South End of the city, where a large
consignment of goods can be kept for imme-
diate needs.
Roxbury Store Falls Into Line
The Prest Music Shop, at 187A Dudley
street, Roxbury, is one of the latest talking
machine headquarters to be opened in that part
of the city. The store carries' the Steger and
Columbia lines, Emerson records and Q R S
rolls and is building up a large business.
March Made Great Showing
. Manager Joseph Burke, of the Musical Supply
& Equipment Co., says that business has shown
a big improvement lately, not only because
orders have increased, for they have been do-
ing that for some time, but because these same
orders can be filled better since shipments are
being received with more regularity due to the
improvement in the weather conditions. March,
for instance, was quite the biggest month his
department has yet experienced and this was
{Continued on page 86)
84
THE TALKING MACHINE WORLD
April 15, 1920
A.E* Bag Shaw
Laboratory Expert & Mfg- Superintendent
•
AE. BAGSHAW, laboratory expert and superintendent of
# manufacturing of the W. H. Bagshaw Co., Lowell, Mass., is
here seen measuring the fineness of the point of a talking
machine needle. Needles cannot be larger in diameter at a given dis-
tance from the point than the groove itself. So, all needles are in-
spected to see that only perfect needles leave the Bagshaw plant.
The temper and finish of Bagshaw needles are also passed upon by
him. The close-up view of the needle measuring machines shows a
needle in the process of being measured. Bagshaw needles are the
best and are made in the greatest quantities, this honor being due to
our policy of shipping only super-tested needles. A. E. Bagshaw is a
stockholder in the company ; has been with this organization over 32
years, and is one of the sons of the late Walter H. Bagshaw.
COHPA I
55 H AW x/ lk f
April 15, 1920
THE TALKING MACHINE WORLD
John . Bag shaw
Mechanical Expart
WHEN Walter H. Bagshaw, founder of the W. H. Bagshaw
Co., started in business in 1870, he had one employe at
that time. This man is John Bagshaw, mechanical expert,
and after 50 years of continuous service, he is still in the employ of
this organization. He is of the old school type, with an up-to-date
polish, and it is safe to say that billions of talking machine needles
have passed through his hands. Hale and hearty, he is ever on the
job, and always insisting that only the best needles pass through his
hands. Mr. Bagshaw to-day works, and works hard, because he
likes work. He also enjoys his reputation of being able to wear
out a pair of overalls faster than any one in the plant.
86
THE TALKING MACHINE WORLD
April 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND (Continued from page 83)
NEW ENGLAND DEALERS!
We beg to announce that we
have secured the distribution of
F Artiste/) Phonographs
THE ARTIST IN REALITV ^ *^ *
(6
For the New England Territory
A Quality Line for High Class Dealers
9 Period Models — 5 Uprights, 4 Consoles
Cabinet Work, Equipment and Tone Unsurpassed
Liberal Discounts — Exclusive Territory — Boston Shipments
99
C. C. MOIR
181 Tremont Street
Boston, Mass.
Write for Catalog and Discounts or call and see the Line
especially true in the Sonora machines and Em-
erson records and Q R S rolls. J. O. Morris,
president of the company, was in town recently
for a few days.
Manager Burke says that the appearance of
Eddie Cantor with the "Follies," which comes
here in a few weeks, has stimulated a great de-
mand for this artist's numbers as recorded on
the Emerson records.
Joins the Beacon Organization
George W. Orcutt, formerly connected with
the Sherman Service, Inc., production efficiency
engineers, has recently been taken into the
Beacon organization.
Victor Shipments Speeding Up
Wholesale Manager Herbert Shoemaker, of
the Eastern Co., on his last return from the
Victor factory, stated that while there had been
a slight lull in business for a brief period goods
were coming along very well and this was
especially true of the records; and that arrange-
ments had been made whereby the Eastern Co.
was to get its April first allotment through in
a single shipment instead of being split up,
which Mr. Shoemaker thought was a good evi-
dence that the factory was speeding up.
Enjoy Visit to Victor Plant
J. E. Dunham, the hustling traveling repre-
sentative of the Eastern Co., personally con-
ducted a group of Victor dealers over to the
factory the latter half of the month. In the
party were Mr. Titus, head of the talking ma-
chine department of the Jordan Marsh Co., of
this city; P. J. Mann, of Worcester; Raymond
Heidner, of Holyoke, and Mr. Emery, of
Orange. As this was the first visit of these
four gentlemen everything they saw was of
special interest and their visit was made the
more valuable because of several talks which
some of the Victor officials found time to give
them. All the departments were carefully in-
spected and the representatives returned better
able than ever because of a new fund of infor-
mation to exploit the virtues of Victor goods.
Have Greatly Increased Business
The Phonograph Supply Co. of New England,
so ably conducted by Ralph Silverman and
George Rosen, has recently put out a price list
to the trade which is proving a great aid to
dealers in checking up their stock of repair
parts, accessories and supplies. These young
men, who are known as "Two Live Wires," have
increased1 their business tremendously in the
last six months.
Distinguished Visitor from Chicago
R. J. Waters, of the Moeller-Waters, Inc.,
which house has lately been appointed repre-
sentatives in the Western territory for the
Beacon Phonograph Co., was in Boston for
{Continued o)i page 89)
^Ae Phono0raphyr4arvelousTone
Vitanola
Phonographs
Records
Mysto Needles
S. W. SHARMAT & SON
Wholesale Distributors
5 Bromfield Street, Boston, Mass.
From Sharmat's Golden Treasury,
Soliloquy from " Hamlet "
(with apologies to Shakespeare)
To be or not to be ! That is the question,
Were it not better to raise loud the cry
Of value, tone, construction, before all
Than to degrade in low and nimble traffic?
Cheating the public of their honest shares
Because of an extra discount, laid out in
repairs.
Thus cupidity doth make sluggards of us all
While VITANOLA dealers watch the
others fall.
A machine that plays all
makes of records and gives
their full tone-value — in short,
absolute satisfaction.
Dealers ! Get in touch with
this HOUSE
April 15, 1920
THE TALKING MACHINE WORLD
87
S-O-N-A-T-A
THE PHONOGRAPH OF PERFECTION
Deliveries when you need them
Product of highest quality
Price under standard machines
YOU NEED THIS FULL LINE
After looking over the entire field, we have selected
the SONATA line for New England distribution be-
cause we believe that it offers to the dealer the best
opportunity available for quick sales; because the tone
producing quality is unsurpassed by any machine; be-
cause we can deliver to the dealer when he needs de-
liveries; because he can sell it at prices below the prices
of other standard makes.
SPECIFICATIONS
Motor. Best type, with every known im-
provement— double springs, bevel
gears, heavy cast steel frame — plays
five 10-inch records with one wind-
ing; fully guaranteed for one year.
Tone Arm. Patented reproducer — only one
known that will reproduce exact
quality of the human voice and in-
struments, and give big volume;
plays all records.
Horn. Constructed of chemically treated
wood, scientifically designed on
model of the human throat.
Cabinets. Made of best kiln dried woods,
heavy and durable — put together
by skilled artisans.
Designs. Six machines in the line, grace-
ful and attractive — harmonious with
any period of furniture; special pe-
riod designs now under way.
Record Shelves. Large record chamber
with heavy shelves for record
albums.
Price. Less than any standard phonograph
of the best quality.
THE LINE YOU HAVE BEEN HOPING FOR
Write or wire us today — our salesman will see you
EXCLUSIVE NEW ENGLAND DISTRIBUTORS
MUSICAL PRODUCTS COMPANY
134 SUMMER STREET (Temporary address) BOSTON, MASS.
88
April 15, 1920
KRAFT-BATESANDSPENCER
NEWENGL-AND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
Dealer Confidence -and Comparisons Sell
The chance sale, the substitute, the pre-
mium phonograph is not The Brunswick.
Dealer confidence and comparisons com-
pel its purchase.
Straight merit — very little selling talk —
and performance, close Brunswick sales.
The Method of Reproduction
It is the Brunswick Method of Repro-
duction that has captivated phonograph
marts. The method is exclusive, scientific,
simple, practical.
It interprets music in a language any-
body can understand. It doesn't require
an expert to appreciate how it gives color,
charm and exquisiteness to tone.
Furthermore, The Brunswick opens up
an entire world of phonograph music.
Heretofore the instrument determined
one's range of selection. On The
Brunswick any make record can be played.
These accomplishments are made pos-
sible by the two features comprising the
Method of Reproduction. They are the
Ultona and the Tone Amplifier.
The Ultona
The Ultona is an all-in-one patented re-
producer which plays all records with
faithful regard for the requirements of
each make.
A simple turn of the hand gives the
proper needle, diaphragm and weight.
The Tone Amplifier
This is an oval, all-wood, vibrant throat
moulded to meet musical and acoustical
laws. Being entirely free from metal,
harsh rasping noises are avoided.
Phonographic tones, hitherto lost, are
restored by the Tone Amplifier.
', '£ i\% Wi ;! ;
i ll :
l! i
mm
Brunswick Dealers
Brunswick Dealers take pride in selling
and demonstrating this super-phono-
graph.
They capitalize its reputation, its per-
formance, its all-round superiority.
KRAFT-BATES & SPENCER
INCORPORATED
156 Boylston Street, BOSTON, MASS.
NEW ENGLAND DISTRIBUTORS
TOKOPIIONE, VICTROLEJSE, MOTROLAS
Steel Needles Jewel Points Albums
Record Brushes Khaki Covers
Mil
1 t
S| ill
April 15, 1920
THE TALKING MACHINE WORLD
89
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 86)
Disc Record, Player Roll and Sheet Music
Cabinets. The Best in the Market
See Display Ad in This Issue
Pbrkia R*g«J AUbman
Standard of Quality to preserve the Records
See Display Ad in This Issue
Send your orders for both these lines to
L. W. HOUGH, 20Sudbury St., Boston, Mass.
New England Representative
several days the latter part of March arranging
for the supply of talking machines for his terri-
tory. Mr. Waters formerly was connected with
the Brunswick-Balke-Collender Co., and his
partner, Mr. Moeller, was for a number of years
director of sales for the Carson Pirie Co., of
Chicago. Moeller-Waters, Inc., plan to do a
large amount of circularizing and advertising
throughout the Middle West states.
New Pathe Dealers in New England
Here is a list of the Pathe dealers that have
been established by Manager Ainslie in New
England during the last month: Bowdoin
Music Supply Co., 148 Court street, Boston, of
which Mr. Mondello is the owner; W. S. Under-
wood Co., 18 Holden street, North Adams,
Mass.; New England Phonograph Shop, 85B
Green street, Boston; Charles H. Prew, Fox-
boro, Mass.; W. A. Burbank, 627 Main street,
Worcester; E. Ledaux, Nashua, N. H.
Manager Ainslie reports that March was the
biggest Pathe month in the history of the busi-
ness of the Hallet & Davis Co. and the sale
of records and machines has been highly
satisfactory, the latter having been limited only
by the lack of consignments, which was due in
large degree to the freight embargo. For more
than a month there wasn't a machine reaching
the local headquarters, but within the space of
a week lately there were five carloads arriving.
and all these machines are being shipped out
as fast as the cars can be unloaded.
Manager Ainslie has lately moved into larger
offices and Miss Taylor, his secretary, has se-
cured an assistant because of the rapid growth
of the work. A new man on the selling force
is J. A. Towle. He will spend his time in New
England and will call regularly on the trade.
Mr. Towle has been with the Hallet & Davis
Co. since his return from France, where he was
gassed while in service.
L'Artiste in New England Territory
C. C. Moir, who has a large Cambridge estab-
lishment and who was mentioned last month
as having just taken over L'Artiste for the New
England territory, has arranged to come into
the retail section of Boston and has opened
quarters at 181 Tremont street, which is near
the corner of Boylston street and in the very
heart of the retail music section of the city.
Attractive quarters have been opened on the
second floor and will be in charge of R. H.
Monroe, who will be very active in placing
L'Artiste before the New England public. Mr.
Moir will make a special bid for the best dis-
tributors throughout the New England territory
and attractive literature exploiting the merits
of this talking machine is being distributed.
Open Important Distributing Branch
The New England Piano & Phonograph Co.,
of Boylston street, has opened a branch head-
quarters near the Italian end of the city, which
will cater almost entirely to the musical needs of
the sons of Sunny Italy. This branch is located
at 205 Hanover street and is in charge of
Adolph Sansinnatti, who has lately been with
the Hallet & Davis Co., where he built up the
Italian trade considerably. In his new post he
will push the Empire and the New England
talking machines. Two other distributing-
places which the company has just opened up
are at Hyde Park, conducted by George Fisher,
and in Medford, where Clare & Peters are the
MICA
DIAPHRAGMS
Watson Brothers, Inc.
170 PURCHASE ST.
BOSTON .... MASS.
managers. R. C. Rose, traveling representative
for the New England, spent a part of March in
Maine, and before returning he arranged for
opening an office at Portland for the benefit of
Maine dealers.
Now the Lansing Co.
The talking machine trade that has used the
khaki coverings handled by E. H. Lansing, who
died in New York, following the piano men's
convention, will be interested in learning that
the business heretofore conducted at 611 Wash-
ington street has been taken over by the Con-
way Co. and hereafter will be known as the
Lansing Co. The Conway Co. has leased quar-
ters at the corner of Eliot and Warrenton street
and the Lansing Co.'s business will hereafter be
conducted from this address. A. J. Cullen, who
came East from Chicago a couple of months
ago to associate himself with the Pathe depart-
ment of the Hallet & Davis Co., is the presi-
dent of the Lansing Co. and Miss Paresky, long
with Mr. Lansing, will be the vice-president and
manager.
Big Orders for Beacon Co.
Richard Nelson, head of the Beacon Phono-
graph Co., states that up to the present time
orders have been received from distributors for
(Continued on page 90)
The Phonograph
of Quality
Discriminating, wide-awake dealers will welcome the opportunity of selling the Pathe
Talking Machine — a phonograph that has won the endorsement of the world's most prominent
musicians and music lovers everywhere.
The dealer who has the Pathe agency is assured of a profitable increase in sales and a distinct
lead over local competition. The completeness of the Pathe line of phonographs and records
and Pathe Service offer a distinct selling advantage.
Add the Pathe to your other line of Phonographs and Records — You'll find that it will not
only prove a Best Seller but will put you in touch with a clientele that will prove a decided
asset to your business.
Write us for particulars. Our dealers' proposition will be of interest to you.
Hallet & Davis Piano Co.
146 BOYLSTON STREET, BOSTON, MASS.
Exclusive Distributors for New England States
for Pathe Phonographs and Pathe Records.
New York Office:
Hallet & Davis Bldg., 18 East 42d Street
90
THE TALKING MACHINE WORLD
April 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 89)
nearly $2,000,000 worth of business for the cur-
rent year and besides it has had many appli-
cations for agencies which have not been ac-
cepted because of the large volume of business
already booked. Some of the dealers recently
given franchises for the Beacon are F. H.
Tucker & Son, Haverhill; Knuepfer & Dim-
mock, Lawrence; C. A. Peabody Co., Brockton;
C. H. Norris, Boston, and John J. Kelly, Lynn.
Attended the Jobbers' Convention
George A. Dodge, of the Eastern Talking
Machine Co.; Henry A. Winkelman, of the
Oliver Ditson Co., and Kenneth Reed, of the
Steinert house, all Victor representatives, were
over in New York for the meeting of the
National Association of Talking Machine Job-
bers. Mr. Winkelman, who is a member of the
executive board, also was over in Chicago be-
fore stopping in New York. Charles Snow, of
Cressey & Allen, of Portland, Me., also was one
of those from New England who got over to
the New York meeting.
Attended Supervisors' Convention
Miss Grace Barr, of the educational depart-
ment of the Steinert Co., attended the Music
Supervisors' Convention in Philadelphia the
middle of March.
Joins Horning Forces
L. M. Evans has joined Frank Homing's new
Victor shop in Boylston street. Evans is a
member of the Harvard Quartet, one of the
most popular singing organizations in the city.
Returns From Business Trip
John W. Canivan returned yesterday from a
business trip to Providence, Fall River and New
Bedford, where he found Victor dealers quite
encouraged over the way goods are coming
along.
Chamberlain Visits Steger Factory
A. W. ' Chamberlain, manager of the Iver
Johnson Sporting Goods Co., recently returned
from a trip to the Steger factory.
Brunswick Records Gain in Favor
There has been a big run on the Brunswick
records and the new list containing fourteen
numbers is being eagerly scanned by those who
have become convinced of the high merit of
these records. "Swanee" is proving one of the
PERFECTION BEARING TONE ARMS
PERFECTION FLEXI-TONE REPRODUCERS
Manulacturers
Jobbers-
Dealers—
The Perfection Flexitone reproducer No. 7 attached
to the Perfection ball-bearing tone arm No. 4 plays
all lateral cut records on all types of Edison Disc
Machines. Made in nickel and 24 carat gold fin-
ish, extra fine quality disc.
These reproducers and tone arms are the very finest made, mechanically — reproducing as
the records were recorded in the recording room — Clarity of sound with great volume.
WRITE FOR QUANTITY PRICES
Manufactured by
New England Talking Machine Co.
Largest Manufacturers of Phonograph Accessories
16-18 BEACH STREET BOSTON, MASS.
Pacific Coast Distributor: WALTER S. CRAY
942 Market St., San Francisco, Cal.
Phoenix Trading Co., 1265 Broadway, New York
Eastern and Export Office
most popular hits in the Brunswick list and it is
difficult to keep enough of these records in
stock. A forthcoming artist to be heard in
^jrtlar\<l
r< C
ewJbN&ZAim
CONN. !]
The SPIRIT ol SERVICE
prevails throughout our
ORGANIZATION
CRESSEY & ALLEN
Victor Distributors
PORTLAND MAINE
the May list of the Brunswick catalog is Theo.
Karle, tenor, and anticipating his records there
was a recital by him in Jordan Hall on the
evening of April 7, for which a fine program
covering a wide variety of songs was arranged.
Returns From Western Trip
H. Leon Sharmat, of S. W. Sharmat & Son,
who handle the Vitanola for this territory, has
just returned from a trip taken as far West as
Chicago, where he went to secure larger con-
signments of Vitanola machines. On his way
home he stopped off at Buffalo and New York
for a day or two to meet some of his Harvard
classmates.
REMEMBER
IF IT'S A
Phonograph, Accessory or
Repair Kit, WE HA VEIT
Full line of
Needles, Motors, Tone Arms,
Attachments, Main Springs,
Repair Parts and other Accessories
always in stock
We are in a position to serve you
Write for our latest Monthly Bulletin
Phonograph Supply Co.
of New England
Court Square Boston, Mass.
Send for Descriptive Clroular
/^SOUND ~J
I PROOF^/
yy. Demonstration Booths
*/ and Record Cases
f IN STOCK OR TO ORDER
FRANK B. CURRY
72-74 Dedham St. Boston. Mass.
April IS, 1920
THE TALKING MACHINE WORLD
91
New England Dealers!
We have a most unusual plan of
financing your phonograph department
Write for Particulars
New England Phonographs Empire Phonographs
New England Piano and Phonograph Co.
Largest Distributors of Phonographs in New England
405 Boylston St. Boston, Mass.
THE VICTROLA IN AMERICANIZATION
An Elaborate Booklet on This Particularly
Timely Subject Just Issued by the Victor
Talking Machine Co.— Of Great Value
There has just been issued by the Victor
Talking Machine Co. a carefully compiled and
most valuable booklet covering the question of
"The Victrola in Americanization," a subject
that is of such vital and widespread interest
just now. The booklet, with a foreword by
Mrs. Frances E. Clark, director of the Educa-
tional Department of the Victor Co., was de-
signed especially for the guidance of those en-
gaged in Americanization work in community
centers, night schools, continuation schools,
Y. M. C. A.'s, Y. W. C. A.'s, social service, etc.,
and wherever the attempt is being made to
mold the foreign born into good citizens.
The booklet is divided into various sections,
the first being "The Victrola and Americaniza-
tion," wherein the subject is discussed at con-
siderable length, and the national and folk songs
of a score or more of the foreign nations listed.
Next comes "Community Singing in American-
ization," with special reference paid to what
may be described as the folk songs of America,
including "My Old Kentucky Home," "Old
Black Joe," "Battle Hymn of the Republic," etc.,
and then "Folk Dancing in Americanization."
A particularly interesting section is that de-
voted to "The Victrola in the Study of Amer-
ican History," with special reference to music
representative of the various stages of the coun-
try's development, from the landing of the
Norse about 900 years ago to the period of the
great World War, which, is represented by the
two wonderfully popular numbers, "Keep the
Home Fires Burning" and "There's a Long,
Long Trail."
This interesting booklet is copiously illus-
trated and should be in tremendous demand
with educators generally as soon as brought to
their attention by the Victor dealers.
OPENS NEW STORE IN FALL RIVER
Fall River, Mass., April 5. — Kaplan Brothers
have just opened a new store in this city and
the interior is of so highly artistic a character
as to make the shop one of the handsomest in
this city. There are twelve demonstration
booths, all finished in a way to make them com-
fortably inviting. On the opening day the firm
distributed little Victor dogs to its custom-
ers, which made quite a hit. The establishment
features Victor and Columbia talking machines
and 'records and music rolls.
NEW DEALERS IN MASSACHUSETTS
The list of Aeolian-Vocalion dealers in
Massachusetts is growing steadily to a point
where that territory is well covered. Among
the dealers recently appointed by the Aeolian
Co. to handle the Vocalion are the Bahr Piano
& Music Co., Quincy, Mass.; Timothy J. Buck-
ley, Lawrence, Mass., and E. W. Ladd, Marl-
boro, Mass.
Lansing Khaki Moving Covers
Despite the obstacles that have arisen during the
past year have maintained their high standard of
QUALITY
The Quality of the LANSING cover has given it leadership in the field
No. 3 Carrying
Strap Shown in
Cut
Pi
k
These covers are made of Government Khaki,
interlined with heavy felt in Grade A, or cotton
in Grade B, fleece lined, quilted and properly
manufactured under the personal supervision of
E. H. Lansing, the originator of the Talking
Machine Cover for protection in moving. Made
in two grades.
Write for prices and
descriptive catalogue
LANSING COMPANY
611 Washington St., BOSTON
San Francisco Representative: WALTER S. GRAY
942 Market Street
PHOENIX TRADING COMPANY
1265-69 Broadway, New York
YOU Specify
The Equipment
We will install the
kind of motor,
tone-arm, repro-
ducer or acces-
sory you want;
and deliver you
this splendid ma-
chine fully equip-
ped, in the finish
and with the trim-
mings you like
best.
We Can Make Prompt Deliveries
Watch The Talking Ma-
chine World for our big
offer each month. Some-
thing you have been
looking for.
SINGER
Talking Machine Co.
579 Market Street
MILWAUKEE, - - WIS.
92
THE TALKING MACHINE WORLD
April 15, 1920
PATENTED DEC. II. 1917
Talking Machine CABINET
One of the advantages of the Converto
is that the Portable Victor that fits into
it remains portable. People who want a
machine which they can easily move to
other parts of the house, out on the porch,
into the garden or summer house, and
about vacation camps and bungalows, may
still have a neat cabinet and record file
for it in its more usual place.
The C. J. Lundstrom Mfg. Co.
LITTLE FALLS, N. Y.
Lundstrom "Converto" Cabinets are broadly
covered by patents. Infringements will be promptly
prosecuted.
Converto
Wholesale Distributors
Albany, N. X Gately-Haire Co., Inc.
Atlanta. Ga Elyea Talking Machine Co.
1'hillips & Crew Piuno Co.
Baltimore, Md Cohen & Hughes, Inc.
E. I". Droop & Sons Co.
Birmingha Via. Talking Machine Co.
Boston, Mass Eastern Talking Machine Co.
Buffalo, N. Y W. D. & C. N. Andrews
Burlington, Vt American Phonograph Co.
Chicago, ill Lyon & Healy
Cincinnati, Ohio. .Rudolph Wurlltzer Co.
Cleveland, Ohio. . J level 1 Talking Much. Co.
The Eclipse Musical Co.
Columbns, Ohio.. The Perry B. Whitslt Co.
Dallas. Texas Sanger Bros.
Denver, Colo The Knight-t'ninpliell Musi'
Co.
Oes Moines, la. .
Elmira, N. Y....
El Paso, Texas
Houston, Texas . .
Jacksonville, Fla.
Kansas City, Mo.
Memphis, Tenn . .
Milwaukee, Wis.
Mobile. Ala
Newark, N. J . . . .
New Orleans, La
New York City
Omaha. Nelir.
. Miekel Bros. Co.
.Elmira Arms Co.
. YV. G. Walz Co.
.The Talk. Mach. Co. of Texas
.Florida Talking Machine Co.
,J. W. Jenkins' Sons Music Co.
Sehinelzer Anns Co.
.0. K. Houck Tiano Co.
.Badger Talking Machine Co.
. Wm. H. Rcynalds
. ColllngS & Company
. Philip Werlcin. Ltd.
.Emanuel Blout
Cahlnet & Accessories Co., Inc.
Knickerbocker Talking Ma-
chine Co.
. Mickcl Bros. Co.
Peoria, 111
Philadelphia, Pa.
Pitt sburgh, Pa
Cortland, Me
Providence, K. I . ,
Richmond. Va
St. Paul. .Minn...
San Francisco, Cal
Sioux Falls, S. B
Syracuse, N. Y..
Toledo. Ohio
\\ asbington, B. C
.Putnam-Page Co.
..C. J. Heppe & Son
The Geo. D. Ornstein Co.
Peun Phonograph Co.
H. A. Weymann & Son. Inc.
. W. F. Frederick Piano Co.
Standard Talking Machine Co.
.Cressey & Allen, Inc.
..1. Samuels & Bro., Inc.
.The Corley Co., Inc.
.\V. .1. Dyer & Bro.
Walter S. Gray Co.
.Talking Machine Exchange
W. D. Andrews Co.
Toledo Talking Machine Co.
.Cohen & Hughes. Inc.
E. V. Droop & Sons Co.
IIIHlimillllllHIIIIIIIIIIIM
April 15, 1920
THE TALKING MACHINE WORLD
93
NEW FOREIGN RECORD CATALOGS CONDON & CO. REPRESENT SHERMAN-CLAY IN NEW YORK
Up-to-the-Minute Listings of Victor Records in
Twelve Foreign Languages Now Available —
The Value of Foreign Record Business
Sherman, Clay & Co., the Great Pacific Coast Music House, Appoint Condon & Co. as Their
Representatives in the Metropolis — An Important Arrangement of Mutual Advantage
New foreign catalogs listing Victor records
in the following twelve languages have been
issued by the Victor Talking Machine Co ., and
are being distributed to the trade through the
wholesalers: Armenian, Bohemian, Cuban,
Danish, Finnish, French, Hebrew, Italian,
Mexican, Norwegian, Polish and Swedish.
Others are available in Arabian, Croatian,
Dutch, Greek, Lithuanian, Portuguese, Porto
Rican, Roumanian, Russian, Ukrainian, Serbian,
Slovak.
In connection with the featuring of foreign
records, the Victor Co. makes some timely com-
ments as follows:
"There is no reason in the world why every
Victor dealer should not handle a foreign record
business. There is plenty of money in it. All
that's necessary is to make known the fact that
you carry foreign records in stock. And one
of the best ways to bring about this object is
to get these foreign catalogs into circulation.
"The first thing, of course, is to find out what
nationalities are included among the foreign
population of your city, and then order catalogs
in those languages. Get one into the home of
every foreigner in town, for they all love music
and the catalog listing the music of their native
land will be as welcome as it would be to you
in a far country. And printed matter is not a
drug on the market with the foreigner; it's
something of a novelty.
"Foreign catalogs serve a double purpose —
not only do they list all the foreign records in
the particular language, but they contain il-
lustrations of some of the most popular type
Victrolas and prices of the entire line.
"Possibly you have not gone after this busi-
ness because of your inability to speak any
foreign language. This difficulty is not insur-
mountable. Suppose, for instance, the foreign
element of your town is composed largely of
Swedes, with quite a sprinkling of Norwegian,
Danish and Finnish people. These four lan-
guages are all very similar in character and
they constitute what may be called a national
group of tongues. There are other groups,
especially the Bohemian and Hungarian group,
the Italian group of dialects, the Russian,
Polish, Ukrainian group, etc. Generally speak-
ing, a resident familiar with one language of a
group will know the others."
The Period Tone Arm Corp. has incorporated
with a capital of $10,000 and the incorporators
are: M. Borris, A. Rabinowitz and D. Golden-
berg, 148 Amherst street, Brooklyn, N. Y.
NEEDLES
and
The Best in the World in
Talking Machine Accessories
AND
United States Music Co. Player Rolls
The retail price of these rolls runs from fifty
cents to one dollar each. Your discount 40%
f. o. b. San Francisco.
942 Market St., San Francisco, California
It was announced recently that Sherman,
Clay & Co., San Francisco, Cal., had appointed
Condon & Co., Inc., 200 Fifth avenue, New
York, their Eastern representatives. This im-
portant deal was closed a few weeks ago when
Win. A. Condon, head of the company bearing
his name, visited the Pacific Coast.
Sherman, Clay & Co. have manifold interests'
in the East, all of which will be in the hands
of Condon & Co. One of the most important
Eastern activities will be the sale of the mechan-
ical reproduction rights for the compositions
published by Sherman, Clay & Co. to the manu-
facturers of talking machine records and player
rolls. During the past few years this famous
house has published many compositions that
have achieved countrywide success, and Condon
& Co. will devote a considerable part of their
time to handling the details incidental to the
reproduction of these compositions on rolls and
records. All necessary details pertaining to the
shipment of pianos, player-pianos, etc., from
New York to the Pacific Coast will be handled
by Condon & Co. in conjunction with their
other activities as Eastern agents.
This important deal marks another step in
the signal success of Condon & Co., which was
formed less than a year ago by Wm. A. Condon,
who is one of the best known- members of the
talking machine industry. During the past few
months, Condon & Co. have built up a profit-
able demand for all of their products, and
under Mr. Condon's able guidance have laid
the foundation for a permanent business that !
is steadily increasing.
The Morgan Music Co., Murphysboro, 111:,
has just enlarged its record department.
s™nmmir™^
Square
turn
1 crk
fti Position of the reproducer for
changing needle — turned up from
either playing position does not
interfere until lowering cabinet lid
cTkeSCOTFORDTonearmand f=
Superior Universal Reproducer
[ ' ~)E ATTRIBUTE a large part of our success
\XJ to the improvement in our machine from the
first Scotf ord Tonearm received from you. IDe are
positively satisfied, and our only fear is that in the
face of the multitude of competition temporarily on
the market you may try in some way to cheapen to
meet this. DOTl'T DO IT1 The writer has been
connected with "tone" all his life — and you haue it"
Frank D. Perry ^Hudson, flew tyorfc
CThe Scotford Qbnearm and Superior Universal Repro-
ducer will not be cheapened, "fee know that the field is
ampin filled with Tonearms and Reproducers that sell on
price. IDe xure serving that better class of trade which is
building on quality.. CTheu, appreciate the fact that only
those who build the Phonograph as an Instrument of JTlusic
will suruiue the tests of time.
Tlickel
S8.50
5.75
Qold
S 10.50
6.75
Sample Set with Black Composition Diaphragm
Extra Reproducer with, mica Diaphragm . . .
Prepaid anywhere, on receipt of price. Submitted on approval, subject to
return within a reasonable time; in which euent the full price will be refunded
Quantity Prices on ^Application
E3 Barnhart Brothers & Spindler
Ttlakers oj Superior
Specialties for Phonographs
Ttlonroe and Throop Streets
Chicaqo, Illinois
94
THE TALKING MACHINE WORLD
April 15, 1920
PHILADELPHIA SHOW CASE COMPANY
127 North 13th Street Philadelphia, Pennsylvania
Pittsburgh Branch: 2002 Jenkins Arcade Building
WHOLESALE DISTRIBUTORS
Come in With Us
Okeh Record Dealers
and be Assured of
Real Record Service
We have a live wire sales organization, thoroughly
experienced in merchandising from all angles of
the phonograph business and we're all set, just
waiting for the pass-word, to give you our co-opera-
tion and help you develop a profitable business in
Records
The Okeh library comprises the most popular hits
of the day recorded by the most popular artists.
Musically these records are the best on the market,
and represent the acme of perfection.
A New Complete Catalog
of the Latest Okeh Records — Now Ready
WE HAVE THEM
April 15, 1920
THE TALKING MACHINE WORLD
95
ifttllADELPMIA
and
IPCALIiy
— ■ ^x?
Philadelphia, Pa., April 7. — The talking ma-
chine business continues to move apace and with
a rapidity that is most gratifying to every one
engaged in the business, whether it be the job-
ber, the retailer, or both, for there is activity in
every line. In March the talking machine fac-
tories gave a splendid account of themselves,
sending both machines and records to this city
in quantities larger than they did at any time
within the past fifteen months.
From the retail standpoint the first two weeks
of March were very satisfactory, but the Easter
preparations butted in the last two weeks to put
a little crimp in the selling, and then a great
many people were preparing for their April
"flitting" and still more were concerned
about the payment of their income tax, as on
the whole it threw the talking machine busi-
ness as well as every other business of
a like character out of joint. But this did not
seem to disturb the dealers very much for they
realized that it was merely a repetition of
what had been the condition just prior to
Easter for the past few years.
Everyone in the trade here believes that this
Spring is going to see an unusual business, with
the factories in such shape that they will be
able to supply all the needed machines and
records.
Emerson Dealers to Meet in Convention
An event of unusual interest for Philadelphia
is the announcement that the Emerson dealers
will hold the first convention yet held by dealers
in these popular records in this city on May 7.
If it is successful similar meetings will be held
in every section of the country. The sessions
will be held in the auditorium of the Parkway
Building, in which the Emerson Philadelphia
Co. occupies almost the entire third floor. The
entire personnel of the Emerson Co. will be
here, including Victor J. Emerson, the founder
and president of the Emerson Co.; H. T. Leem-
ing, vice-president and general manager; Ar-
thur H. Cushman, director of sales; Joseph I.
Carroll, manager of sales; Arthur Bergh, direc-
tor of recordings, and Paul F. Wiggin, manager
of advertising.
Cantor Publicity Week
Another interesting item in connection with
the Emerson here is the extensive preparation
that Manager Fox, of the Emerson Philadel-
phia Co., has been, and is, making for the
coming visit of Eddie Cantor. There is going
to be a Cantor week here the week of May
3 and each day there will be special advertis-
ing features. Manager Fox is going to try to
outdo all other Emerson branches in his Cantor
publicity week.
Closed Big Record Business
The Emerson Philadelphia Co. report that its
business has been very good all through March.
Mr. Fox has just been to New York, and1 had
a chance to see and examine the new Emerson
machine, shortly to be placed on the market.
He says that it has really gone much be-
yond the mark that he had set for the Emerson
phonograph. "If we can get deliveries," he
says, "I feel sure that we will be able to put
them in the very best stores in this city and
secure our full share of representation."
O. W. Ray, of the Emerson Phonograph Co.
executive office, is at present covering eastern
Pennsylvania with William D. Neff, and from
the reports that Mr. Neff is sending in they
must have been able to secure the very
best accounts in the various towns visited.
Returns From Honeymoon
George Gewehr, who was recently married,
has returned to his Wilmington home from his
honeymoon trip spent in Florida with his bride.
The Benedict beam on his countenance, say
those who have seen him at his West Ninth
street store, is beatific.
T. W. Barnhill Back From Coast Trip
T. W. Barnhill, of the Penn Phonograph Co.,
is expected home on Saturday of this week
from close to two months' absence. He jour-
neyed by way of the Southern route to the
Pacific Coast and returned by the Northern
route after visiting all the places of interest.
He was accompanied by Mrs. Barnhill and re-
ports that it was a most delightful trip and that
he is returning fully rested.
Conditions With the Penn Co.
The Penn Co. reports that business was a lit-
tle quiet the last week, but not more so than,
if as much as, last year. It is selling all the
goods it can get, and remarked that the advance
in Victor prices has not in any way affected
business. M. Roce, manager of the Benesch &
Sons Co., of Pottsville, was a Penn visitor last
week.
Peerless Record Makers in Concert
• "The Peerless Record Makers," a concert
company made up of some of the best talent
of the Victor Co., gave a concert in this city
at the Academy of Music on the evening of
Tuesday, April 6, under the management of
Philip W. Simon, a Victor dealer in Union-
town, Pa. It was a great success and helped
local record business.
Weymann Tells of Active Demand
H. A. Weymann & Sons report that their
talking machine business in March, like every
other department in their store, went way
ahead of last year. H. W. Weymann says:
(Continued on page 96)
500 PENN-VICTOR-DOGS
(WITH YOUR NAME CAST IN PEDESTAL)
IN 500 HOMES
ARE 500 BOOSTERS for you
NOT FOR AN HOUR
NOT FOR A DAY
But PERMANENTLY
DO YOU GET THE VISION?
Order Penn Victor Dogs NOW for Your Spring Windows
PENN PHONOGRAPH CO., Inc.
913 Arch Street, Wholesale Only— Victor Exclusively Philadelphia
PENN-VICTOR DOG DISTRIBUTORS
Atlanta, Ga Elyea Talking Machine Co.
Baltimore, Md Cohen & Hughes.
E. P. Droop & Sons Co., Inc.
Birmingham. Ala Talking Machine Co.
Boston. Mass Oliver Ditson Co.
Eastern Talking Machine Co.
The M. Steinert & Sons Co.
Burlington, Vt American Phonograph Co.
Butte. Mont Orton Bros.
Chicago, III Chicago Talking Machine Co.
Cleveland, Ohio Cleveland Talking Machine Co.
The Eclipse Music Co.
Denver, Colo The Knight-Campbell Music Co.
El Paso, Texas W. G. Walz
Indianapolis, Ind Stewart Talking Machine Co.
Jacksonville, Fla ...Florida Talking Machine Co.
Kansas City, Mo J. W. Jenkins' Sons Music Co.
Memphis, Tenn O. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn Beckwith-O'Neill Co.
Mobile, Ala Wm. H. Reynalds.
New Haven, Conn The Horton-Gallo-Creamer Co.
Newark, N. J Collings & Co.
New Orleans. La Philip Werlein, Ltd.
New York City C. Bruno & Son, Inc.
Knickerbocker Talking Machine Co.
New York Talking Machine Co.
Ormes, Inc.
Philadelphia. Pa H. A. Weymann & Sons
Pittsburgh, Pa W. F. Frederick Piano Co.
Portland. Me Cressey & Allen, Inc.
St. Louis, Mo Koerber-Brenner Co.
Toledo, 0 Toledo Talking Machine Co.
Washington. D. C Cohen & Hughes.
E. F. Droop & Sons' Co.
Kobt C. Rogers Co.
Victor]
Half Size
96
THE TALKING MACHINE WORLD
April 15, 1920
Mother Machree of A. C.
Mother Machree and Walter Scanlan are great favorites in Atlantic
City and vicinity — just as they're great favorites everywhere.
Walter Scanlan sings for many of the "first families" of Eastern
Pennsylvania and Southern New Jersey. Not personally, of course,
but via Emerson Standard 10-inch Gold Seal Records.
Wherever the hit's the thing, you'll find Emerson Records putting
joy in life.
Our job is to supply these much-wanted records to dealers handling
the Emerson line.
We hope that includes you. If it doesn't, the adjustment is easily
made. Write us at once.
Fmerson Philadelphia Co
Records
Parkway Building
BROAD and CHERRY Streets -:- PHILADELPHIA, PA.
Distributors of EMERSON RECORDS ■
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95)
"There has been no let up in the demand for
Yictrolas and Victor records, and this depart-
ment of our. business has been kept busy every
minute of the day during the business hours."
They have been able to very nearly supply all
of their back orders.
Wilkinson With Cheney
G. Dunbar Shewell, the representative here of
the Cheney, states that he is still short of ma-
chines, and that the demand continues to be
greater than the increase in production. He
has secured C. J. W ilkinson, who was formerly
connected with G. A. Barlow's Sons Co., of Tren-
ton, N. J., as a salesman to cover his territory.
J. G. Widener, of Boston, visited the Widener
Columbia house here the past week.
Busy Times With Buehn Co.
Louis Buehn, of the Louis Buehn Co.. re-
ports that its business in March was as active
as could be expected for the season and better
than it was last year, limited, naturally, to the
amount of stock being received. This month,
however, is increasing in a satisfactory way
right along. Mr. Buehn says the future out-
look is encouraging. Although there has been
considerable comment by the dealers regarding
the increase in Victor prices, yet, he says, they
are more concerned about getting machines
than they are about being able to dispose of
them. He holds that the dealer in the Victor
believes that he can sell all the machines he
can get his hands on, and at any price. During
the month Mr. Buehn attended jobbers' conven-
tions in Chicago and New York City.
Purchase Their Own Buildings
T. Connell, the Victor dealer at 2633 West
Girard avenue, has purchased the building he
has occupied for some time, and is about to
make extensive alterations which will include
the installation of ten additional hearing rooms.
Charles E. Robertson has also purchased the
building he has occupied for several years at
3S51 Lancaster avenue, and is also going to
make extensive alterations, including the addi-
tion of a number of hearing rooms. John T.
Gallagher, of 4066 Lancaster avenue, will be
compelled to vacate shortly and will move to a
new building which he has just purchased at
4226 Lancaster avenue.
Herman Cole, talking machine dealer at 601S
Market street, who had been ill for a number
of weeks, is again able to attend to business.
Clement Beecroft, the talking machine ac-
cessory man of 5546 North Fifth street, is con-
siderably improving his new display rooms. He
is erecting six hearing rooms and is operating
as an exclusive Victor dealer.
The Brunswick in Atlantic City
C. P. Chew, the distributing representative
(Continued on page 9S)
C£#e Phonofiraph^Manelous Tone
Superior Service in
Vitanola Talking Machines
OUR TERRITORY COVERS
EASTERN PENNSYLVANIA, NEW JERSEY AND DELAWARE
If you are in this territory it will pay you to write for in-
formation regarding an agency for this progressive line
VITANOLA DISTRIBUTORS COMPANY
1025 ARCH ST.
KEI.L PHONE, WALNUT 1383
/•.. V. MARTIN, President
PHILADELPHIA, PA.
KEYSTONE PHONE, RACE 5<)13-D
April IS, 1920
THE TALKING MACHINE WORLD
97
A Business Organization
«
Equipped for Big Business
$125,000 Building |
Investment for |
VICTOR |
Wholesaling j
Exclusively |
Ample and Available Capital
for the Purchase and Storage
of Big VICTOR Stock |
An Organization of Character
and Ability B
Dependable VICTOR Service |
to Dealers Whose Methods
Rate VICTOR Service j
A Business Program — Big
in its Vision — Working for
the Better Interests of Our
Dealers ■
The Louis Buehn Company
OF PHILADELPHIA
Exclusive Wholesale Victor Distributors
98
THE TALKING MACHINE WORLD
April 15, 1920
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96)
The greatest combination in the Musical Industry
for the dealer to acquire permanent prestige and
success.
victrolas'and victor records
QRS
PLAYER ROLLS
WEYMANN "KEYSTONE STATE" String Musical
Instruments and specialties bearing the "W. & S." label.
Dealers in placing orders with us for their requirements have the
advantage in obtaining from all three departments in one delivery
goods that are unquestionably superior and best known to the
entire industry.
// you have not received our special stock list and order blank, write us
Manufacturers
and Wholesale
Distributors
WEYHAHH
1108 Chestnut Street '
Philadelphia, Pa.
Established 1864
here of the Brunswick, reports that things are
coming in a little better than formerly, but not
"good enough by any means," for he has been
unable to accept any new representatives, in
spite of the many who are clamoring for ad-
mission into the Brunswick family. Mr. Chew
was recently visited by Edward Strauss, of the
New York Brunswick office, and Mr. Loesch
from the Baltimore branch. The Endicott Fur-
niture Co., extensive handlers of furniture at
Atlantic City, on May 1 will open an exclusive
Brunswick department in their store, and are
preparing for it by the erection of a number
of Unico booths and a large record room.
New Booths for Friedenburg
S. Friedenburg, the proprietor of the Phila-
delphia Talking Machine Co. at present at 809-
11 Chestnut street, has recently built a large
office at the eastern side of his wareroom and
has erected two additional booths. He has been
meeting with very good success in the handling
of the Modernola, an attractive circular cabi-
net machine which is made in Johnstown, Pa.
Edison Dealers Plan Meeting
The Philadelphia Edison dealers are arrang-
ing for a meeting to be held here on the second
Tuesday in April at the Bingham House, at
which a number of new Edison policies will
be explained to the dealers.
Mr. Waltz, for a number of years connected
with the Victor Co., but at present with Cohen
& Hughes. Baltimore, was a recent Philadel-
phia visitor, where he has many friends.
Activities of Columbia Co.
The Columbia Co. has been enjoying an excel-
lent business in March. It is getting stock
through in great quantities, both records and
machines, and is keeping its dealers very well
supplied. Auditors from the New York offices
have been here several weeks in March, Messrs.
Smediken and Monroe. Mr. Lynch, of Bridge-
port, Conn., was a recent visitor, also Charles
J. Stone of the record service department who
is devoting special attention to foreign record
service.
Preparing for Local Columbia Meeting
The local Columbia branch is preparing for
a big dealers' meeting in Philadelphia shortly to
which will be invited all the dealers in this city
and adjoining territory. The Big Four of New
York — Messrs. Hopkins, Tuers, Benz and Bol-
ton— will be present, and each will address the
dealers on subjects that will be sure to be of
great interest to them as well as advantage in
their business. Recent Columbia visitors were
Mr. Grim, of the Regal Umbrella Co., of York,
Pa.; Mr. Kades, of Miller & Kades, Harris-
burg, Pa., and John Wuchter, of Allentown, Pa.
The Dictaphone section of the Columbia,
which is in charge of C. A. Malliet, has had a
very good business in March, much better than
the same month of last year. W. C. Kobin, of
the New York offices, was a. recent visitor.
Mr. Malliet has added several new salesmen to
his outside force. The department is prepar-
ing an elaborate display for the annual Business
Show which is to take place here the week of
April 19.
To Attend Salesmanship Course
Jacob Sitnek, of Altoona, accompanied by two
young ladies from his record department, came
to Philadelphia ten days ago, the ladies to enter
the salesmanship course of the Victor and Mr.
Sitnek to see that they were properly housed.
Buys Fitch & Lamb Store
Joseph Freed, of Pittston, Pa., has purchased
the talking machine business in that city of
Fitch & Lamb, and is adding a number of new
booths and otherwise improving the warerooms.
New Pathe Representative
The local retail Pathe business has been very
brisk all month, and, while the Interstate
Phonograph Co. has been getting liberal ship-
ments of machines, it is still considerably be-
hind in orders of some types. Walter Eck-
hardt, the general manager, does not believe
that the increase in Pathe prices that has re-
cently gone into effect is going to in any way
interfere with the demand. The latest from here
to take on the Pathe is the Derbyshire Brothers,
who have a fine store at 2418 North Front
street. A recent visitor to the Pathe offices
was L. A. Sterchi, of Sterchi Bros. & Co., of
Bristol, Tenn. This firm has a chain of stores
in that section.
The Demand for Okeh Records
A. J. Heath, the Philadelphia Okeh man, says
that while he found a little let up in the business
the end of March, he believes that April is
going to show up very big, and that there is
going to be a phenomenal business during the
MOTORS— TONE ARMS
Double spring motors, complete, including 12 in.
T. T. samples $5.00, dozen lots $4.50, 100 lots
$4.25, No. 6 tone-arm and reproducer, first quality,
samples $3.75, dozen $3.50, No. 7 tone-arm and re-
producer, best, samples $5.50, dozen $5 25.
EVERYBODY'S TALKING MACH. CO.
Authorized Distributors
Heineman & Melsselbach Motors
38 N. 8th Street. Philadelphia, Pa.
FOR the progressive dealer who likes to be known for the quality of his goods,
who is constantly seeking to increase the prestige of his name, we have a real
contribution to offer.
On our floors we have thirty custom-built Solotones in period designs, finished
in mahogany and walnut. These impressive phonographs measure nearly 60" over
all, and are of distinctive design and finish. They will be sold to dealers who
appreciate the value of an art phonograph as a beautiful display piece.
SOLOTONE MANUFACTURING CO.
PHILADELPHIA, PA.
The Talking Machine World, New York, April 15, 1920
THE STEEL NEEDLE WITH THE GOLD FINISH
NEEDLE GUARANTEED TO PLAY 10 RECORDS
"ThcOriginal and Fastest Selling Multi-Playing Needle"
_ - * hnv nff SO
Retails at 10c per box of 50
"You Can Sell
More Mag-
nedos Easier
Than Any
Other Brand
of Needle."
Extra
Loud,
Loud
and
Medium
|0H0CR4(I
"so ^/^so^A"/r^52-^
MrtCliS x 1^" NEEDLES
NEEDLES
mm® Mfawi /Mctfm VM&fm, /Mcjvm
NEEOLIS
NEEDLES
HEEDLES^ I^NeEDLES^ /" S'EEDLES^
PACKING
Our Attractive
2 -Color Display
Carton Sells the
Needles on Sight.
ADVERTISING
Magnedos are
well known all
over the country.
There is a ready
market for them.
PROFIT
Costs $3.90 per
Carton
54% Profit
Liberal Discounts
to Jobbers
Magnedo Means Protit
ORDER NOW!
We have distributors in every big city
ready to supply you. Send us your
order on this coupon and we will for-
ward it to your nearest jobber for his
prompt attention.
COUPON ORDER BLANK
Please ship.
To
cartons
via city
Supcrtonc Needle Works, 23 W. 19th St., N. Y.
I
'l
I
J
April IS, 1920
THE TALKING MACHINE WORLD
99
THE TRADE IN PHILADELPHIA
(Continued from page 98)
Spring. He has not been able to get enough
Okeh records to supply the demand. W. C.
Fuhri, general sales manager of the General
Phonograph Corp., was recently here, accom-
panied by his assistant, R. S. Peer. Another
visitor was Mr. Stanton, manager of the deal-
ers' service department. Mr. Fuhri had just
returned from a trip through the West, and
he says that the Okeh records are meeting with
a big demand in that section. L. M. Huggins
has been added to the sales force of Mr. Heath's
establishment.
Growth of United Music Stores Business
The United Music Stores, at 1124 Walnut
street, report considerable success with the
Lyric records, for which they have exclusive
jobbing rights in this city. Their dealers report
that these records are giving considerable satis-
faction and the United Music Stores are organ-
izing their facilities to provide the maximum
service in supplying these records. The United
Music Stores have also been distributors in
LYRIC RECORDS
The Lyric records are lateral cut and will play on any machine.
New issues March 1st, 1920. Write for catalogs and discounts
UNITED MUSIC STORES
1124 Walnut Street Philadelphia, Pa.
Exclusive Philadelphia Jobbers of
LYRIC RECORDS CONNORIZED MUSIC ROLLS
Philadelphia for Connorized music rolls for a
long period and have made these rolls popular
throughout the Quaker City.
O. Kearns, head of the organization, who is
also the president of the Music Roll Dealers' As-
sociation in this city, is an enthusiast on service
and protection for the dealer. In speaking re-
cently with The World he attributed the success
of his company to the fact that it has co-operated
with the dealer and did not appoint nearby
1
1
I
1
I
The Franklin
A PHONOGRAPH OF DISTINCTION
imimiiiiiinii I I n minimi imiiiiiiiiiiiiniiinillili
tiiiiiiiiliiiiiiiiiiiiiiiiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinii
You can dance or play
the most delicately
shaded selections with
equal satisfaction on
the New Franklin, as
we have at last com-
bined volume and tone
in the new horn or
tone chamber of the
Franklin.
When "do you want
your sample shipped ?
The Franklin
FRANKLIN PI
1 0th and Columbia Ave.
Is Different
H COMPANY
INCORPORATED
PHILADELPHIA, PA.
NEW. YORK OFFICE — 253 West 42nd St., New York City
WM. RASHALL, Manager
I
i
competitors in any locality. Mr. Kearns is opti-
mistic over prospects for the future and pre-
dicts that the volume of business both in records
and music rolls will be tremendous. The com-
pany has already outgrown its once ample
quarters and plans are on foot to secure a
building with four times the present facilities.
O. Kearns, president of the United Music
Stores, distributors in this city of Lyric rec-
ords and Connorized music rolls, announces
that George F. Fields is now connected with
the United Music Stores. The latter has long
been associated with the music trade as a dealer
in this city, and in his new connection he will
be manager of the Lyric record department.
Take on the Cirola Line
The firm of N. Stetson & Co., long exclusive
handlers of Edison phonographs and records,
have added the Cirola machine, which is made
by the Cirola Phonograph Co. of Philadelphia.
The Stetson department is in charge of Luke
Moore, with Katharine Funcheon as his as-
sistant.
EXPANSION OF STERN CORPORATION
Celebrates Fourth Anniversary with Eclat — In-
crease Capital From $100,000 to $200,000
San Francisco, Cal., April 5.— The Stern
Talking Machine Corp. of this city celebrated
its fourth anniversary last Saturday, and the
executives of the company received messages
of congratulations from the trade in all parts
of the country. The business of the Stern Talk-
ing Machine Co. has grown by leaps and
bounds, until now. at the completion of its
fourth year in business, the volume of sales com-
pares favorably with the figures of the most suc-
cessful retail concerns in the industry.
During the past few weeks the Stern Talking
Machine Co. has received several car loads of
phonographs and five car loads of records, con-
stituting one of the largest shipments ever re-
ceived by any member of the trade in the Far
West. The Stern Talking Machine Co. at-
tributes a considerable measure of its success
to its systematic campaign of advertising in the
columns of the daily newspapers of San Fran-
cisco, Oakland and Richmond. The company
recently increased its capitalization from $100,-
000 to $200,000 in order to accommodate its
fast growing business.
VISITING CHICAGO HEADQUARTERS
Geo. A. Kelley, head of the record ordering
department of the New York Talking Machine
Co., Victor wholesalers, left recently for Chi-
cago, where he will spend ten days at the head-
quarters of the Chicago Talking Machine Co.,
Victor wholesalers.
j REPAIR PARTS j
For All Machines
New or Obsolete |
QUALITY MOTORS
C ■ TONEARMS. REPRODUCERS
The Val Accessory House
1000-1002 Pine Street
St. Louis, Mo.
I
100
THE TALKING MACHINE WORLD
April 15, 1920
Crimi
Peterson
Raisa
East on
R.mini
THE NEW
VOCALION RECORD
Lateral Cut, Playable on All Standard Machines
THE development of the phonograph has
been one of the most interesting and far-
reaching events in musical history.
The phonograph and the phonograph record
are practically one — that is, neither is of value
without the other. An improvement in either
directly affects both. While this is true, how-
ever, the most obvious improvements in recent
years have been connected with the instrument.
A notable illustration of this is furnished by
the Aeolian-Vocalion, which is recognized both
here and abroad as representing a definite and
decided advance in phonograph construction.
It is significant that from the source that
produced this new phonograph should emanate
a Phonograph Record of improved type.
The importance of the New Vocalion lateral-
cut Record may hardly be overestimated. To
April 15, 1920
THE TALKING MACHINE WORLD
101
L V Alvarez
Sundelius
Scotney
O'More
the public it means that the most perfect record
ever put upon the market is now available for
use with all standard phonographs. To the
music-trade it means one more vital sales
feature added to the many included in the
representation of the Aeolian-Vocalion. The
new Vocalion Record is a super-record. In
true musical quality, in durability, in content
and timeliness of issue it is not equalled in the
whole phonograph field.
Up-to-date merchants who are not in the
phonograph business, and those who are, but
are not handling the Aeolian-Vocalion, will see
in this new record one more cogent reason
for securing Vocalion representation before
territory is all assigned.
THE AEOLIAN COMPANY
NEW YORK • LONDON • PARIS • MELBOURNE • SYDNEY • MADRID
DISTRIBUTORS
Nordheimer Piano & Music Co., Ltd.
Toronto, Canada
The Aeolian Co. . . . Chicago, 111.
The Aeolian Co. . . Cincinnati, Ohio
The Aeolian Co. • . .St. Louis, Mo.
The Aeolian Co. . San Francisco, Cal.
Consolidated Music' Co.
Salt Lake City, Utah
B. Dreher's Sons Co. . Cleveland, Ohio
Emerald Co. . Birmingham, Alabama
Guest Piano Co. . . Burlington, Iowa
D. H. Holmes Co., Ltd., New Orleans, La.
O. J. DeMoll & Co., Washington, D. C.
Stone Piano Co.
Fargo, N. D., and Minneapolis, Minn.
R. W. Tyler Co. . Wheeling, W. Va.
Vocalion Co. . . . Boston, Mass.
D. L. Whittle Music Co., Dallas, Texas
> ara
Kouns
102
THE TALKING MACHINE WORLD
April 15, 1920
I
HIGH GRADE MACHINES
PRICED RIGHT
THE
WADEROLA
WADEROLA— G25
Height 50", Width 23", Depth 23"
WADEROLA— A7
15x17x20^ Inches
WADEROLA— D16
Height 48", Width 21", Depth 21'
Write for Catalogue
and Prices of this
very Profitable, High-
grade, Complete Line of
Phonographs
BETTER profits
GET
"WADE"
SERVICE
Records
A PROFIT WINNER
Become
an authorized Okeh Dealer
Don't say, "We are just out"
Get
Wade "Coast to Coast " Service
CHICAGO DISTRIBUTORS
Anticipate your future
requirements in all De-
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graph Business. We are
in the centre of everything
We ship promptly
ANYWHERE
GET
"WADE"
PRICES
ACCESSORIES-NEW "WADE" BULLETIN
YOU WILL FIND IN OUR NEW BULLETIN EVERYTHING DESIRABLE IN
ACCESSORIES FOR THE PHONOGRAPH — OUR PRICES WILL SURELY
INTEREST YOU — DON'T FAIL to WRITE IMMEDIATELY for this BULLETIN
I
12-20 NORTH MICHIGAN AVE., CHICAGO
ap^ is, 1920 THE TALKING MACHINE WORLD 103
Dunque Io Son/9 the Barrientos-Stracciari
duet from The Barber of Seville is such a bril-
liant aria that you'll find it hard to keep
stocked up. Columbia Record 49612.
Columbia Graphophone Co
NEW YORK
LARGER QUARTERS FOR THE COLUMBIA CO. IN CINCINNATI
Will Remove to 319-321 East Eighth Street June 1— Chain of Suburban Wurlitzer Stores —
Pathe to Establish Jobbing Headquarters — Increasing Aeolian Activity — Huss Bros. Expansion
- Cincinnati, O., April 3. — Announcement has
been made that the local branch of the Colum-
bia Graphophone Co. will, some time before
June, move to much larger quarters at 319-321
East Eighth street, this city, the lease on the
new building having already been signed. The
new home of the local branch will be located
on the principal automobile thoroughfare of
the city and will contain 40,000 square feet of
floor space. Division Manager F. F. Dawson
of . the Columbia house states that he is not yet
ready to make a formal announcement of the
arrangement of the new building, but there is
no doubt that it will be on an elaborate scale.
The building which is occupied by the pres-
ent branch at 427 West Fourth street, has been
leased by the Ohio Talking Machine Co., a new
organization of Victor wholesalers which has
come into the local field.
The Rudolph Wurlitzer Co. has arranged to
open a chain of stores in the suburbs, the first
one, already announced, being at 904-906 McMil-
lan street at Peeble's Corner. This new branch
will carry a general line of musical instruments
and supplies, but will specialize on Victor ma-
chines and records.
The Pathe Phonograph Co., through the Park
Phonograph Co., Columbus, Ohio, will establish
jobbing headquarters in Cincinnati. The dis-
trict, to include parts of Indiana and Ken-
tucky, will be in charge of E. L. Hanover, for-
merly of Columbus. Mr. Hanover has already
bought a home in this city, but is yet to secure
loft quarters. He is searching the market for
accommodations to meet his requirements, de-
siring at least 5,000 square feet of floor space.
Geo. H. L,ink, one of the oldest Victor mer-
chants in Cincinnnati, is also going to carry
a line of Columbia supplies. In order to do this
he has leased the storeroom immediately south
of his present place of business, which is lo-
cated at 1711 Vine street. Neither departments
will be under the same roof. "Coming and
going" evidently is the motto of Mr. Link.
The Baldwin Co. will soon come forth with
an announcement relative to its phonographic
plans before the end of another month, it is
believed. Negotiations for the line are now
under way. This department will be housed in
the building adjoining the Fourth street offices
on the east.
Since the embargoes have been lifted on ship-
ments made from the East, the Aeolian Co.
has been receiving goods very promptly, and
this, together with "the shipments made from
the Grand Rapids factory, has made it possible
for the dealers in the territory to receive very
satisfactory service. Manager DeVine, of the
local Aeolian store, and Mr. Stephens, of the
wholesale Vocalion department, paid a short
visit to the Grand Rapids factory last week
and were very much gratified to find the pro-
duction greatly improved and a carload of Vo-
cations started for Cincinnati.
The splendid output of the new lateral cut
records and the demand for same has caused
the utilization of the entire fifth floor of Aeolian
Hall and the wholesale department is now in
excellent shape to take care of both old and new
dealers.
Quite a few new dealers have been signed
up in the territory lately, and the road men re-
port a very bright outlook for the coming year.
There has been quite an enlargement in all or-
ders received from the established dealers.
The Phonograph Co., handling the Edison
line, does not expect to occupy its new home on
West Fourth street, near Plum street, before
May, for Cincinnati has numerous carpenters
who are on a "vacation," to the annoyance of
Manager Oelman.
The Huss Bros. Phonograph & Piano Co. re-
ports a wonderful increase in sales over last
year. The deal for another factory to take care
of the increased demand for the Re-Call phono-
graph has been practically completed. The
purchase of this plant will increase production
one hundred fold, and the company feels that
with this increased capacity it will be able
to take care of all orders and insure prompt
deliveries for the time being at least.
"March Victrola business," the Rudolph Wur-
litzer Co. states, "everything considered, was
very good. The increase in the sale of the small
Victrola IV was so great that we were entirely
sold out of them. We have a number of or-
ders on our back order file awaiting additional
shipment of this attractive Victrola from the
factory. There was also a very noticeable in-
crease in the sale of the Victrola IX. Port-
able Victrolas will continue to sell very readily
for the next six months, for they will be ■ in
great demand by the vacationist and camper.
Popular priced records in the ten and twelve-
inch double face numbers are still very scarce,
and the sales naturally fell off, owing to our
inability to get them in sufficient quantities."
ARRANGE FOR LARGER QUARTERS
H. Rau, 110 Monticello avenue, Jersey City,
N. J., retailer of Victor products exclusively,
has filed plans with the building department
whereby he will add another story to the build-
ing he. now occupies, and will make several other
important alterations. Mr. Rau expects to have
a Victor Temple of Music which will be one of
the most attractive Victor establishments in
this section of the country. Additional booths
will be installed and in fact every detail of the
new building will be in thorough accord with
the prestige of the Victor product.
PORTOPHONE
Open
The Portophone
A High-Grade Portable or Home
PHONOGRAPH
Plays all records. Record con-
tainer in lid holds twenty-four
selections. Built in handsome
chemically treated Leatherette
case. Unexcelled motor. Fully
guaranteed.
Dealers — Write for Prices
The Tri- Sales Company
Victoria Buildingg
St. Louis, Mo.
PORTOPHONE
Closed
THE TALKING MACHINE WORLD
April 15, 1920
Guaranteed
for Pacific
The Nucleus of a Great New
Pacific Coast
THIS splendid plant of the Pacific
Phonograph Manufacturing Com-
pany is the first unit of a big Phonograph
industry.
Ample capital and experienced man-
agement are back of it. The experi-
mental stage is passed; a definitely
favorable market is established
through dealers who
recognize a rare qual-
ity instrument in
the Stradivara.
1
April 15, 1920
I HE I ALKIING MACHINE WORLD
Coast Dealers
|HE Pacific Phonograph Manufactur-
ing Co., Pacific Coast makers of the
supreme Stradivara, "Known for
Tone," announces a unique scheme that
assures the dealer west of the Rockies an
adequate stock of easy-selling instruments
at the time they are wanted. Every in-
strument you contract for will be delivered.
The STRADIVARA is made
in six beautiful models, re-
lating at $135 to $300. The
model illustrated is the
Mozart— $250. On retail. Cabi-
net of Alnean Mabogany,
golden or fumed oak; 49"
high, 23" wide, 24" deep.
For details, write or wire
The Pacific Phonograph
Manufacturing Company
Western Makers of the
Stradivara
PORTLAND
OREGON
is the big talking
point of the Stradi-
vara; and it keeps the
instrument perma-
nently sold.
Portland. Oregon
OWN
FOR.
TONE*"
106
THE TALKING MACHINE WORLD
April 15,
1920
Edison Message No. 69
Our selling prices on The New Edison (in-
cluding War Tax) have increased less than 15%,
since 1914. We hope it will not be necessary to
make further increases in our prices, but, should we
be forced to do so, the prices which we establish
will be such as, in our opinion, will be "right" for
many years to come.
During the period of inflation, we have fore-
gone large profits, which we might easily have made.
We have absorbed more than 50% of the increased
cost of manufacture. We believe that this policy is
appreciated by the public and that it will be par-
ticularly appreciated by our dealers, when deflation
sets in.
The Wall Street Journal might very well have
had us in mind, when it recently said: "While these
corporations are probably not making as much
money as others, they are building up good-will,
which will undoubtedly stand them in good stead
later on."
THOMAS A. EDISON, Inc
ORANGE, N. J.
April 15, 1920
THE TALKING MACHINE WORLD
107
EDISON JOBBERS AND DEALERS MEET IN INDIANAPOLIS
Kipp Phonograph Co. Acts as Host to Dealers, Who Were Addressed by Wm. Maxwell and
Others — Edison Jobbers Also Hold Successful Convention at Claypool Hotel
Indianapolis, Ind., April 6. — With a dealers'
convention held on March 12, followed by the
first regional group meeting of the Great Lakes
group of Edison jobbers, Indianapolis was a hot
spot for Edison activities this month and the
Kipp Phonograph Co., as host to its dealers and
to the jobbers, saw to it that both conventions
were highly successful.
At the annual dealers' convention of the Kipp
Phonograph Co., William Maxwell, the chief of
son retail store. A sample of each model in the
entire Edison line was on display.
The business sessions were held at the
Athenaeum of Indianapolis, where a noon
luncheon was served. The convention ended in
the evening with a banquet in the Riley room
at the Claypool Hotel, where the dealers and
their wives, sisters and sweethearts as guests
of Walter E. Kipp had a most enjoyable time.
Vaudeville actors put on a number of stunts and
following the banquet there was dancing until
midnight.
The group meeting of Edison jobbers was
held at the Claypool Hotel, March IS and 16.
Mr. Kipp acted as chairman of the meeting. An
important decision in the policy of the Edison
Co. in holding annual dealers' conventions in
New York was announced. Hereafter instead
of the one big convention in New York, there
will be five dealers' conventions held by the
company throughout the country. The conven-
tion for dealers in the Middle West will be held
in Chicago in June, affording the dealers in this
was analyzed and discussed in every way. The
outcome of the meeting was that every dis-
tributor and salesman left Indianapolis with a
more complete and intelligent idea of the Edi-
son plans for this year than they had had be-
fore. The presence of Mr. Maxwell at the meet-
ing proved a big inspiration and if there was
any doubt as to the length the Edison Co. was
prepared to go in backing up its distributors,
it disappeared in the wave of enthusiasm that
swept the conference.
Those in attendance at the conference in-
cluded B. W. Smith, L. N. Bloom, M. G.
Kreusch, Richard C. Goss and E. S. Hersh-
berger, of the Phonograph Co., of Cleveland;
M. E. Mikesell, S. H. Buck and R. B. Ailing,
of the Phonograph Co., of Detroit; William A.
Schmidt and G. A. Sholes, of the Phonograph
Co., of Milwaukee; Laurence H. Lucker, H. E.
Stinchfield, George H. Compton, A. L. Toepel
and Joseph Lowry, of the Laurence H. Lucker
Co., of Minneapolis; W. C. Eckhardt, R. Haislet
and L. A. Suitfin, of the Phonograph Co., of
Chicago; W. E. Kipp, J. Cartmill, H. G. Ander-
son, L. P. Bock, H. R. Bourne, Frank Carter
and E. H. Garrard, of the Kipp Phonograph Co.,
Indianapolis; George C. Silzer, president of the
Edison Jobbers' Association, of Harger &
Kipp Phonograph Co. T. & F. Supervisors
Left to Right: H. G. Anderson, J. F. Garrard, J. Cartmil],
W. E. Kipp, H. R. Bourne, E. H. Garrard, L. P. Brock,
F. C. Carter.
the Edison phonograph division, was present,
and he gave the dealers an idea of what the
Edison Co. was doing to put the Edison "over
the top" in big style this year.
Andrew Smith, vice-president of the Indiana
National Bank, spoke on general business con-
ditions and E. F. Brechbeller, the enthusiastic
Edison dealer of Bloomington, 111., gave a con-
vincing talk on the qualities of the new Edi-
son. Most of the convention was devoted to a
general discussion of dealers' problems in the
form of questions and answers and all of the
248 dealers in attendance gained a world of
valuable information from their exchange of
ideas and experiences.
The Kipp Phonograph Co. also had a very
novel feature in the form of a complete and
perfect retail store set up at the convention.
The dealers in this way had the advantage of
seeing how an Edison department should really
be conducted and how it should appear. Window
displays and advertising material were all laid
out just as though it were in a high-class Edi-
part of the country an opportunity to attend
one of the big conventions.
Minneapolis was selected as the city for the
next group meeting of the Great Lakes group
of Edison jobbers, which will be held some time
in August.
One of the features of the meeting was the
fact that each one of the Edison distributors
brought with him his sales managers and
traveling salesmen. The wonderful new Edison
field office which the travelers carry with them
Blish, Des Moines; M. M. Blackmail, treasurer
of the Edison Jobbers' Association, of the
Phonograph Co., of Kansas City, Mo.; P. H.
Oelman, A. R. Holbrook and Herman W.
Schmid, of the Phonograph Co. of Cincinnati.
COLLIER BROS. CO. INCORPORATES
Oklahoma Distributor of Gennett Records,
Modernola and Independent Talking Ma-
chines Expands Business — H. C. Collier Is
the President of This Organization
7®
AUTOMATIC
COVER SUPPORT
No. 1287 //
LATEST IMPROVEMENTS MAKE THIS SUPPORT
MORE DESIRABLE THAN EVER
Continuous Hinges
Automatic Stops
Needle Rests, Etc.
Finished in
GOLD
SILVER
NICKEL
COPPER
BRASS
Writ* tor Catalogue
WEBER-KNAPP CO.
JAMESTOWN, N. Y.
Oklahoma City, Okla., April 7. — The firm of
Collier Bros, was established here last July by
H. C. and R. H. Collier, for the purpose of do-
ing a jobbing business in phonographs, records
and accessories. The business has grown very
rapidly and now the company has incorporated
under the laws of Oklahoma with a capital of
$10,000 and will be known in the future as
Collier Brothers Co.
The officers of the new company are as fol-
lows: H. C. Collier, president and general man-
ager; Col. W. M. Bisbee, vice-president; C. N.
Mathews, secretary; Harry Lacy, treasurer, and
the following named men compose the board of
directors: H. C. Collier, Otis E. Hilton, C. N.
Mathews, Harry Lacy, W. M. Bisbee and J. F.
Burns.
This company is the Oklahoma distributor
for Gennett records and the Modernola and the
Independent line of phonographs. In addition
to the lines of talking machines and records,
accessories will be handled in a very extensive
way.
H. C. Collier, the president and the general
manager of this business, is one of the best-
known as well as one of the best-posted musi-
cal merchandise men of the Southwest, as he
has had about thirty-one years' experience in a
retail and wholesale way.
Christy J. Smith has assumed the manage-
ment of the Music Shop in Lockhaven, Pa.
F. J. Vierra has resigned his position with this
house.
108
THE TALKING MACHINE WORLD
April 15, 1920
An Open Letter to the Trade!
Webster Novelty Company
1314-20 SEDGWICK STREET
PHONE: DIVERSEY 801 1
CHICAGO
March 27th, 1920
Mr. Theo. Weiss,
President, Repeater-Stop Company,
Chicago, 111.
Dear Sir:-
In reply to your letter of the 20th inst., requesting
information as to the facts involved in the case of the
Repeatograph Company against the Webster Novelty Company
as featured in their advertisements in the trade journals
for March, 1920, it gives me great pleasure to state the
following true and absolute facts:—
In the first place, the, case referred to was decided, over
a year ago in a county court which has no jurisdiction over
patent matters. The suit in Judge Foell's court was brought
under a contract in which the Webster Novelty Company was inter-
ested as the manufacturers of the Repeatograph for the Repeatograph
Company. A controversy arose between the Webster Novelty Company
and the Repeatograph Company. We had a quantity of the devices on
hand for which we received no payment and which the Repeatograph
Company refused to take off our hands. So to compensate us for the
manufacturing costs of these instruments, we naturally, decided to
sell those already made up, but immediately after this decision,
came the Repeatograph Company's suit for an injunction.
This suit was brought purely under the contract and for the
purpose of restraining us from disposing of the instruments
which we had manufactured originally for them, and which of course
were made under the Josephson patent.
I am very familiar with all the various repeating devices on
the market, yours, as well. I also know that the patents under
which your device is manufactured and sold, does not infringe in
any way whatever, upon any patents of other repeating or stopping
devices so far shown.
I sincerely trust that this information will be entirely satis-
factory, thoroughly enlightening to the trade and conclusive proof
of our innocence in this case.
Yours very truly,
WEBSTER NOVELTY COMPANY
By
President
DESIGNERS OF:
HIGH GRADE
TOOLS, DIES, JIGS
SPECIAL MACHINERY
METAL STAMPINGS
AND MANUFACTURING
This advertisement has been inserted and paid for by the Webster Novelty Company
April 15, 1920
THE TALKING MACHINE WORLD
109
IpHSBlSEIlH^ I
It Sells Itself!
"The clever salesman" may be able to sell summer underwear to an Eskimo or
a Winter Garden Chorus, BUT the Repeater-Stop does its own talking — You
won't have to sell the Repeater-Stop — it sells itself — because it fills a real want !
One demonstration clinches a dozen sales —
one sale clinches a dozen repeat orders — and
repeat orders multiply — TRY IT — the proof
of the pudding is in the eating.
The combination features embodied in the
Repeater -Stop — of a replay er and an au-
tomatic positive stop — place it in a CLASS
BY ITSELF— besides; that it can be set to
replay — once — twice — three times, or con-
stantly, puts it a CENTURY ahead of any-
thing—
A common repeater is valueless from the
practical standpoint — alone — its utility like-
wise—
The Repeater-Stop is not a Tin Toy —
It's built like a battleship — it's with-
out competition — it can be attached
by a child and detached as "quick
as a wink ! "
"Beware of imitations, and imitators beware!"
Protected by basic patents, which protect the
Jobber, Dealer and Consumer. Under the
following patent numbers :
1,060,955 1,275,823 1,317,258
1,062,369 1,317,259 1,317,257
Canadian patent
171,377
Other United States and foreign patents
pending.
Repeaier*Slop
THE REPEATER-STOP COMPANY
115 S. DEARBORN STREET
CHICAGO
I. MONTAGNES & CO.
Toronto, Canada
Canadian Distributors
no
THE TALKING MACHINE WORLD
April 15, 1920
Northwest Phonograph Jobbers, Inc.
SPOKANE. WASHINGTON
Thoroughly Covering Washington, Northern Oregon, Northern Idaho and
Western Montana as Factory Distributors for
Emerson Records, Brooks and Paramount Phonographs
and a complete line of Phonograph Accessories, including
BRILLIANTONE AND WALL KANE NEEDLES, RECORD ALBUMS, RECORD BRUSHES. ETC.
As a $ 1 00,000 corporation officered by men thoroughly familiar with the musical instrument
business as a result of many years' experience, we can assure dealers in our territory at all times
ESPECIALLY DEPENDABLE SERVICE and EXCEPTIONALLY COMPLETE STOCKS
INQUIRIES SOLICITED FROM DEALERS ONLY
IMPORTANT PACIFIC COAST DEALS
Wm. A. Condon Returns From Extensive Trip
in Which He Closed Arrangements Whereby
Many Manufacturers Will Handle the New
Tone Arms and Amplifiers
Wm. A. Condon, president of Condon & Co.,
Inc., New York, returned recently from an ex-
tended trip which included a visit to all of the
leading trade centers as far West as the Pa-
cific Coast. While on this trip, Mr. Condon
closed negotiations with Sherman, Clay & Co,,
whereby his company will be Eastern represen-
tatives for this well-known house.
In a chat with The World, Mr. Condon com-
mented optimistically upon the general busi-
ness situation throughout the country. He
stated that the talking machine trade is in ex-
cellent shape, and that manufacturers, jobbers
and dealers are making plans for a healthy
1920 business that gives every promise of out-
distancing any previous year.
One of the features of this trip was the con-
summation of several important deals whereby
well-known manufacturers will use the new-
tone arms and amplifiers which are manufac-
tured by the Copper Process Co., under its
secret process of fabricating copper. Condon
& Co. recently secured the sole distributing
rights for these products, and Mr. Condon was
delighted with the favorable reception accorded
these tone arms and amplifiers by the leading
members of the trade.
Considerable success has been achieved by
the manufacturers of these products in duplicat-
ing the present standard designs of tone arms
and amplifiers, and Mr. Condon states that in
the very near future new and original designs
of tone arms and amplifiers manufactured under
this secret process will be ready for the trade.
Uniform needles for which Condon & Co.
are sole distributors, are increasing in popularity
steadily, and on Mr. Condon's recent Western
trip several deals were closed whereb}' these
needles will receive excellent representation.
PLAN FOR ADVERTISING CONVENTION
Tom Griffith of Udell Works One of the Most
Active Factors in Preparing for Great Meet-
ing of Advertising Men in Indianapolis
THE SONATA IN NEW ENGLAND
Musical Products Co. Will Act as Distributors
in New England Territory
Boston, Mass., April 6. — A newcomer into the
New England territory is the Musical Products
Co., which has lately been organized to act as
the New England distributors for the Sonata
talking machine. For the present temporary
headquarters have been established at 134 Sum-
mer street. E. B. Shiddell, for many years
with the Columbia as branch manager in Dallas.
Tex., as representative in Cuba and more re-
cently located in the Cincinnati field, will be
the manager of the new concern. A full-page
advertisement of the Sonata will be found on
another page of this issue and a review of the
specifications of this instrument may convince
live dealers, for whom Manager Shiddell will
from now on be on the lookout, that this is
just the talking machine they would like to
handle. Manager Shiddell, who has already ar-
rived in town, is busily engaged in assembling
a competent staff.
Indianapolis, Ind., April 2. — Indianapolis
worked hard to secure' the annual convention
of the Associated Advertising Clubs of the
World for 1920, and is now working hard to
make that convention a bright spot in adver-
tising in industrial history. It is hoped to bring
tc the city between 5.000 and 6,000 people for
the convention, and to have a program that
will be helpful not only to advertising men, but
to business men generally who depend for their
success upon the proper sort of advertising.
The convention will be held on June 6-10.
One of the hard workers on the convention
plans is Tom Griffith, sales manager of the Udell
W orks, and a member of the National Program
Committee and the Convention Board. He de-
clared that any man interested in advertising,
selling and distributing pianos, talking machines
and accessories of all kinds, could not do better
than come to Indianapolis on this occasion.
There has just been issued by the committee
an illuminating little booklet containing twelve
facts about Indianapolis, one for every hour of
the clock, and all facts that reflect great credit
upon the progressiveness of the city.
The Acme Phonograph Motors Corp., Man-
hattan, 6 East Sixteenth street, has been incor-
porated with $100,000 capital, by F. H. Hedinger,
C. P. Evans and M. Samuels.
Sona-Tone
A faithful reproduction of all records
Tone perfection achieved by Ready for immediate delivery,
the "Bell-Hung" amplifying For better music, better enter-
chamber, tainment, you can provide no
Wonderfully built. Moder- finer instrument for your cus-
ately priced. And yielding a tomers than Sona-Tone — the
margin of profit beyond the proven phonograph. Write
for details.
Sona-Tone Phonograph Division
of American Business Corporation
average.
MODEL IJ7 (as illustra-
ted) — Solid mahogany .
Needle cup indicator.
So .16 Meisselbach motor .
Universal sound box.
Supreme tone arm. List,
$150. Complete specifi-
cations on request.
Executive Offices and Demonstration Rooms
1780 BROADWAY NEW YORK
April 15, 1920
THE TALKING MACHINE WORLD
111
PHONOGRAPHS
AND RECORDS
Created for the better grade of
dealer who desires a phonograph
of quality.
The Empire line shows value in
every way— designs, workman-
ship, finish — every detail will
stand your examination.
The Machine
that Plays
any Record
Empire Records Play on all Pho-
nographs Using a Steel Needle.
8 Models— Retail Prices $40 to $300
Write for our
Catalog and Agency Proposition
MPIRETAIKING MACHINE CO.
John H. Steiametz, President
429 South Wabash Avenue, Chicago, 111.
112
THE TALKING MACHINE WORLD
April 15, 1920
° pos:
April Jt 1920
HHM
* mammoWl h ""red doK n a horn
"onerous p*tiont / *S g» can see,~
f«f JW/p the - « s^ers t/,rou£A
No wonder Emem,,
Uok«4e„ ™"50°g hits "SO over" BIG
-Eddie Canto Artf, T ^ <hat «ng 'em
Brothers -T Ar»ur Fields, the Jr r
Eme^'on Cre or?™'1 ^ W^e
P'cfc of the many good ™ °^ »e
Ask any Emerson dealer r ,
whHe you are ^ ^ P ay them for yoa.
behave. tr^ to make your feet
10145
10147 p*Bgv
LWher
hm My Jja
10130 rDardandi,
10140
[Venecia
IfVou',
• Smite, , An!n" p'"</-
'"'Pg Kaufman
Arthur Fields
Moon
' 're0"!y'--..inS.R„undMf^ Trio
cwor
10
LA« The B„ys Une
10137 G:n„y Wca(WFriends
10126 patches
J Why Did You
i Do It To M
Arthur Fields
Babe?
■/«* AW,,,;
Emerson phonograph^'
Makers of
*'-reeor dsi,,^^^
cr> lncl' a hit.-
Inc.
(AN'T you imagine the hit this unusual ad will
make in two million families, more or less! We're all
set for "Sunny Weather, Friends," and we want you
with us, if you're not already.
Look for the above good-natured full page Emerson ad
in the Saturday Evening Post of April 3rd. To put a
smile on your pocket-book, feature the Emerson records
featured here. Talk the Emerson Stars talked in this
advertisement. Successful dealers know that it pays.
EMERSON PHONOGRAPH COMPANY, I
ne.
NEW YORK
206 FIFTH AVKNIIK
CHICAGO
7 F.AST JACKSON HI. VI).
i
April 15, 1920
THE TALKING MACHINE WORLD
113
The Columbia Novelty Record this month is the Royal
Serbian Tambouritza Orchestra's "Fast Polka" and
"Grandmother's Waltz." It will bring you in receipts
so last that your grandmother well may waltz.
E-4520.
Columbia Graphophone Co
NEW YORK
INDIANAPOLIS TRADE PLANS TO FORM AN ASSOCIATION
Many Subjects to Be Considered — Interest Charges to Be Adopted by Leading Dealers After
April 1 — Recent Managerial Changes — Record Trade Very Active — Newsy Brieflets
Indianapolis, Ind., April 2. — A movement is
now under way to perfect an organization of
local talking machine dealers. Carl Anderson,
of the Indianapolis Talking Machine Co., said
that the purpose of the proposed association
would be to give protection to the public against
"fly-by-night" talking machines and to benefit
the trade by the adoption of uniform terms and
interest charges.
Eight of the leading dealers have signified their
intention of adopting interest charges in some
form after April 1 and the chief question now
being considered is whether the dealers should
adopt a cash price on which interest is to be
charged at 6 per cent, or to make the price
include interest, which would be deducted on
cash sales. A few of the dealers have been
charging interest, but most of them, up to now,
have not done so. A meeting is to be called
soon to which all legitimate dealers will be
invited to discuss the organization and the ob-
jects of the proposed association.
The Widener Grafonola Shops, Inc., will start
remodeling the local store next week. W. G.
Wilson, manager, said that twelve new booths
would be installed and the store entirely re-
decorated.
Morris Rosner, of the Pearson Piano Co.,
has been promoted to manager of the talking
machine department, succeeding Mrs. J. E. Fish.
George Stewart, of the Stewart Talking Ma-
chine Co., on his return from the Victor fac-
tory, s.aid that prospects were good for in-
creased shipments, especially stock records.
Miss Caroline Hobson, in charge of the educa-
tional department of the Stewart Co., is attend-
ing the Red Seal School at the Victor factory.
Mr. Stewart was grieved to learn of the death
of Ferd Imfeld, for years a Victor dealer at
Hamilton, O., on March 19.
Charles B. Eang has been appointed assist-
ant to manager of the Indianapolis branch of
the Columbia Co., succeeding T. B. Niles, who
was promoted to assistant manager of the
Pittsburgh branch of the company.
Ben Brown, manager of the Indianapolis Co-
lumbia branch, was highly pleased with the
enthusiasm displayed by Columbia dealers at
the monthly meeting, held at the Lincoln Hotel
March 19.
The new record releases were played for the
dealers and heavy orders were taken on
"Venetian . Moon," the latest Columbia "hit."
The chief subject of the meeting was the retail
sale of a Grafonola, George L. Schuetz acting in
the capacity of salesman and C. P. Herdman, of
the Baldwin Piano Co., acting as the retail cus-
tomer. The Grafonola was sold to the cus-
tomer. Mr. Schuetz brought out one point
worth special consideration in selling a Grafo-
nola to a husband — "It was not necessary to
have your wife come down and look at the in-
strument and if you are satisfied, in your own
mind, that this is the music you want, have it
sent to your home as a surprise, as there is
nothing that would please your wife or family
more than this." This will close a sale in nine
cases out of ten. The dealers were entertained
by Van and Schenck with a number of their
selections; also by Eddie Cantor and John Steel,
who were in Indianapolis with the "Follies."
Manager Brown says this was probably the most
constructive meeting the branch has ever held.
Van and Schenck, exclusive Columbia artists,
during their stay in Indianapolis with the
"Follies," gave afternoon concerts at the Music
Shop of the Baldwin Piano Co. and the Grafo-
nola Shops, and many people were happy to
meet them personally.
The Hook Drug Co., of Indianapolis, opened
its new Illinois street store, where it will
handle Columbia Grafonolas and Columbia rec-
ords exclusively. Mr. Williams, formerly with
Pearson Piano Co., will have charge of this
department.
New representatives of Columbia in the In-
dianapolis territory are: Alvah Green, New
Albany, Ind.; F. R. Gobbel & Son, English, Ind.,
and the Hook Drug Co., Indianapolis, Ind.
John C. Robinson, of New York, has joined
the sales force of the Indianapolis Talking Ma-
chine Co., Victor dealers.
Carl Anderson, president of the Amplifone
Co., visited the St. Louis trade last Week.
Among the latest purchasers of the Amplifone
are Lion's Department Store, of Toledo; Byron
Mauzy, of San Francisco; Batterman Co., of
Brooklyn, and McCreery & Co., of Pittsburgh.
In the Sonora department of Charles Mayer
& Co., which handles Emerson records, Eddie
Cantor sang a number of his record selections.
STERLING REPRODUCER Plays all Records
Victor and
Edison Dealers:
Hear the Sterling —
Examine its
Construction —
Note how it plays
both lateral and
hill and dale records
—and YOU WILL
WANT TO SELL IT
Attachments for either
Victor or Edison machines
To adjust for the playing of different
records, means just a quick, easy turn
of the reproducer. No extra elbows.
You ought to see and HEAR the
Sterling. You will be surprised at its
convenience, its beauty and won-
derful improvement of tone.
Send for circular and prices
Krasberg Engineering &
Manufacturing Corporation
536 Lake Shore Drive Chicago Illinois U.S.A.
114
THE TALKING MACHINE WORLD
April 15, 1920
THE DEMAND OF A NATION
The Player-Tone Phonographs
"It's Simply Great"
The superior quality embraced in our line
insures unequaled and permanent satisfac-
tion. The beautiful designs, together with
the wonderful tone volume, afford you com-
plete selections. The immense output and
specializing in the manufacturing of the
PLAYER -TONE exclusively mean the
Greatest Phonograph Value for all progres-
sive dealers who are desirous of offering
their customers the best that skilled labor
and money can produce.
"When Sold They Stay Sold."
Height, 49 'A"
Width, 23"
Depth, 24"
We have the lowest price, considering beauty,
cabinet work and tone quality, after all.
Dealers, write us for our booklet and special dis-
count, on our six models in all finishes.
Desirable territory open for live representatives.
Write us today.
Height, 46"
Width. 21"
Depth, 23'A"
The Player Tone Talking Machine Co.
Executive Office, 967 Liberty Avenue
PITTSBURGH, PA.
Width, 19V2"
Depth, 21"
THE BRUNSWICK ART CATALOG
Handsome Volume Just Issued Presents Bruns-
wick Phonograph Models DeLuxe in a Most
Attractive Way — Regular Models Also Shown
There has just been issued by the Brunswick-
Balke-Collender Co., under the title "Music En-
throned," a catalog of surpassing interest and
attractiveness devoted to the exposition of the
Brunswick phonograph Model DeLuxe, repre-
senting authentic reproductions of period styles
in cabinet design and finish. The catalog has
been produced on a most elaborate basis, rich
in color, and presents the period styles in a
manner that is distinctly impressive.
Shown as they would appear in the homes of
the elite, are Les Beaux Arts, of the Louis
XVI period, II Lombardi, of the Italian
Renaissance, the Oxford, a handsome William
and Mary model, and the Gotham, representa-
tive of the early American, or Colonial. The
machines and their settings are presented in
water color effect, the plates occupying four
pages, while on the facing pages there 'are pre-
sented details regarding the designs and styles
of the several models.
On the last page of the catalog there are
shown in half-tone illustrations of the regular
styles of Brunswick phonographs, eight of them,
with the prices of both period models and reg-
ular types shown on an extra slip attached to
the back cover.
The catalog as a whole should prove of dis-
tinct value to Brunswick dealers in their work
of exploiting and selling the various Bruns-
wick period models, particularly in view of the
general favor that such models have found with
the public. A prologue tells of the reason for
the period models and the manner in which
they add to the attractiveness of the home.
REFLEXO CO. ANNOUNCES REMOVAL
The Reflexo Products Co. announces the re-
moval of its offices in the Marbridge Building
to 347 Fifth avenue, New York. These offices
are located conveniently for the trade, both lo-
cally and out-of-town, and will provide increased
facilities for taking care of the company's
steadily growing business.
HA AG
RECORD FILES
Give your customers an opportunity to buy a real record
file. A slight pressure on the key hands you the record
from non-binding compartments.
Write for Complete Catalogue
Manufactured Exclusively by
HAAG & BISSEX CO.
PHILADELPHIA, PA.
Distributed Exclusively by
BLAKE & BURKART
Herbert E. Blake, Successor
1100-1102 Walnut Street
PHILADELPHIA. PA.
April 15, 1920
THE TALKING MACHINE WORLD
115
ARROW
LATERAL
RECORDS
Protected by Patents
Dealers handling
Arrow Lateral Records
are protected by new
basic patents of the
phonograph record
industry.
We are receiving orders for sample records from all over the civilized
world. In order to preclude an unwieldy accounting department to
take care of these small shipments, dealers are requested to remit checks
covering their first orders.
cm { LIGHT CAVALRY OVERTURE Arrow Military Band
bU1\ THE CRUSADER MARCH Arrow Military Band
r„J AT THE JAZZ BAND BALL, One-step Futurist Jazz Band
b0Z\ BLUIN' THE BLUES, Fox-trot Futurist Jazz Band
SLIM TROMBONE, One-step .Futurist Jazz Band
M3\ MY LOVIN' ESKIMO, Fox-trot .Futurist Jazz Band
CAJ LASSUS TROMBONE, One-step Futurist Jazz Band
504\ BEALE STREET BLUES, Fox-trot Futurist Jazz Band
cnJ DARDANELLA, Fox-trot.... LaSalle Dance Orchestra
505\ THAT NAUGHTY WALTZ LaSalle Dance Orchestra
CA.f MY WILD IRISH ROSE, Tenor. Charles Hart
506\ GOLDEN GATE, Duet Burr-Campbell
c J MOTHER MACHREE, Tenor Henry Burr
507\ CAROLINA SUNSHINE, Baritone .... .Elliot Shaw
/ OH WHAT A PAL WAS MARY, Tenor. Charles Hart
508\ I'M LIKE A SHIP WITHOUT A SAIL, Duet Hart-Shaw
f ASLEEP IN THE DEEP, Basso W. Glenn
509\ DAVY JONES' LOCKER, Basso W. Glenn
f YOU'RE MY GAL, Duet Bernard-Hare
510\ SEE OLD MAN MOON SMILE, Duet Bernard-Hare
f I DON'T WANT THE DOCTOR, Baritone. J. Kaufman
511\ CHASIN' THE BLUES, Baritone Al Bernard
f BEDOUIN LOVE SONG, Basso W. Glenn
512\ ROCKED IN THE CRADLE OF THE DEEP, Basso W. Glenn
f IF I EVER GET YOU (Novelty Whistling Chorus) F. Bowers
513\ NOW I KNOW, Baritone Elliot Shaw
f I MIGHT BE YOUR ONCE IN A WHILE, Contralto Louise Terrell
514t WHEN THE HARVEST MOON IS SHINING, Duet Hart-Shaw
f BAKE DAT CHICKEN PIE, Duet Collins-Harlan
515\ THE PREACHER AND THE BEAR, Descriptive A. Collins
f HAWAIIAN MOONLIGHT, Duet Terrell-Shaw
516\ I NEVER KNEW, Tenor Henry Burr
f PEGGY, Fox-trot LaSalle Dance Orchestra
517\ YOU KNOW, One-step LaSalle Dance Orchestra
J OCCIDENTAL MARCH Arrow Military Band
518\ WASHINGTON POST MARCH Arrow Military Band
Laboratory Executive; Offices
16-18 W. 39TH St. i836 Euclid Ave.
New York Cleveland, 'Ohio
May we send our Dealers' Proposition?
ARROW PHONOGRAPH CORPORATION
Arrow Record, are made with a Lateral Groove by an entirely new method, carrying the minutest sound values to
a degree of perfection hitherto unattained by any of the older processes.
116
THE TALKING MACHINE WORLD
April 15, 1920
SILVERSTONE MUSIC CO. ENTERTAINS EDISON DEALERS
Over 100 Dealers and Their Wives Attend Luncheon and Banquet as Well as important Busi-
ness Meeting— Interesting Talks by Messrs. Maxwell, Col. Hollenberg and Others
St. Louis, Mo., April 3.— An Edison dealers'
convention of unusual note and great enthu-
siasm took place in this city last month at the
Statler Hotel when the Silverstone Music Co.
entertained about one hundred Edison dealers
and their wives with a luncheon and banquet.
The dealers met at the establishment of the Sil-
verstone Music Co., where they registered, and
souvenir badges were distributed. These badges
were made from the medallion used on the of-
ficial laboratory model phonographs.
William Maxwell, the popular vice-president of
Thomas A. Edison, Inc., addressed the dealers
at the morning and afternoon sessions, outlin-
Gordon, of Blane's Drug Store, Cadiz, Ky.; J.
Fikuart, of J. Fikuart, Frankford, Mo.; A. B.
Pyle, of A. B. Pyle, Forrest City, Ark.; A. W.
Montgomery, of A. W. Montgomery, Louis-
ville, 111.; C. W. Slaybaugh, C. W. Slaybaugh,
Jr., G. S. Kerwin, of C. W. Slaybaugh, Taylor-
ville, 111.; E. N. Webb, C. S. Glover, of Schubert
Merc. Co., Russellville, Mo.; W. J. Tendick, R.
T. Tendick, of. Tendick Co., Greenfield, 111.;
J. D. Pope, C. C. Allison, of J. D. Pope, Searcy,
Ark.; J. Magee, of J. Magee & Son, Palatka,
Ark.; L. N. Rost, W. W. Gardner, R. L. Rost,
of L. N. Rost & Son, Macomb, 111.; J. W. Mil-
ligan, of Milligan & Fly, Carbondale, 111.; W. N.
Jr., of J. W. McCombs, Jr., Jackson, Mo.; B. H.
Pitt, of O. C. Wells, Murray. Ky.; H. A. Tune-
horst, E. J. Tunehorst, of H. A. Tunehorst, Jer-
seyville, 111.; F. H. Feraud, of F. H. Feraud,
Granite City, 111.; Miss M. Ellis, of Phonograph
Co. of Memphis, Memphis, Tenn.; Col. F. B. T.
Hollenberg, of Hollenberg Music Co., Little
Rock, Ark.; H. H. Bright, of Cochannour &
Bryant, Fairfield, 111.; L. L. Leffler, of Lefflers',
Hayti, Mo.; O. J. Falk, of O. J. Falk, Bowling
Green, Mo.; Karl Miller, of Hainsfurher Bros.,
Winchester, 111.; J. W. Waddell, of J. W. Wad-
dell, Pana, 111.; Knox W. Wyse, of Halls Hdwe.
Co., Halls, Tenn.; C. R. McDonald, of C. R. Mc-
Donald, Elsberry, Mo.; W. E. Krug, of Krug
Jewelry Co., Staunton, 111.; Manuel Harbaum, of
W. W. Harbaum, Wellsville, Mo.; E. L. Jacoby,
Miss F. Smith, C. J. Jacoby, Jr., J. Berner, of
C. J. Jacoby & Co., Alton, III; J. M. Hedges, of
Parks Music House Co., Louisiana, Mo.; J. W.
Scott, C. Kuhn, of Thomas A. Edison, Inc.,
Orange, N. J.; Z. B. Reid, Lee Reid, of Z. B.
Reid, Newport, Ark.; F. Sigman, of Flat River
Hdwe. Co., Flat River, Mo.; M. Lowenstein, of
Lowenstein & Son, Whitehall, 111.; E. M.
Reynolds, of E. M. Reynolds, Canton, 111.; O. F.
Fischer, of Fischer Bros., Beardstown, 111.;
Chas. Dusenberg, J. Barthel, of Concordia Music
Co., St. Louis, Mo.; R. N. Monoghan, of R. N.
Monoghan. Gillespie, 111.; C. O. Gross, of J.
Bressmer Co., Springfield, 111.; J. M. Berger,
Miss J. Brejot, of Johnson Berger Co., Jones-
boro, Ark.; I. E. Hobson, of I. E. Hobson, Mar-
tin, Tenn.; F. A. Kuhlman, of Concordia Music
Co., St. Louis Mo.; Thos. McHarg, Miss Parker,
of Parker Furniture Co., Columbia, Mo.; L. C.
Schooler, of L. C. Schooler, Centralia, Mo.
COATESVILLE PATHE DEALER MOVES
Banquet of Edison Dealers and Their Women Folks Who Were Hosts of Silverstone Music Co.
Miller Piano Co., Inc., Installed in New Home
in Heart of Business Section
ing the promotion plans for 1920. His address
was well received and the dealers were en-
thusiastic over the plans. A turntable demon-
stration was made for the benefit of the dealers
present. Mr. Maxwell was accompanied by
Mrs. Maxwell. A. F. O'Dell of Quincy, 111., de-
livered a very interesting talk on "How I Sold
$12,000 Worth of Edisons in July," which was
listened to with rapt attention. Chas. Dietzel,
of Union City, Tenn., gave a talk on "Truck
Canvassing."
The banquet was a most elaborate affair, and
lasted the entire evening, with Mark Silver-
stone acting as toastmaster. Frequent reference
was made in toasts and speeches to Thomas
A. Edison. Talks were made by Wm. Maxwell
and Col. Hollenberg, of Little Rock, Ark. A very
elaborate entertainment was furnished during
the banquet, with special features appropriate
to the Edison. A parody, "Good Morning, Mr.
Chip, Chip," was sung by an octet from Quincy,
111., which was enthusiastically received. Z. B.
Reid of Newport, Ark., recited an original and
unique poem, entitled, "Why I Sell the Edison."
J. W. Scott, Amberola supervisor, and C. W.
Kuhn, supervisor of discs, were present.
Souvenirs were given to everybody.
The dealefs present from St. Louis, Southern
Illinois, Missouri, Arkansas and Tennessee
were :
W. L. McFadden, E. H. Cook, of D. E.
Guthrie, Raymond, 111.; C. Durham, of Southern
Illinois Music Co., DuQuoin, 111.; R. A. Em-
mons, of Emmons & Hays, Marissa, 111.; J. H.
Wolff, of Hoettchen & Wolff, Astoria, 111.; R.
T. Cunningham, of Cunningham's Book Store,
Flora, 111.; C. L. Casey, of Iberia Merc. Co.,
Iberia, Mo.; Geo. N. Nichols, of Geo. N. Nichols,
Plymouth, 111.; John H. Carner, of O. J. Davis,
McLeansboro, 111.; C. A. Heuter, of C. A. Heu-
ter, Greenville, 111.; D. E. Guthrie, of D. E.
Guthrie, Raymond, 111.; R. P. Ganno, of Geo.
W. Brown, Jr., Hillsboro, 111.; R. S. Moore,
F. W. Pilcher, of Pilcher Jewelry Co., Mexico,
Mo.; J. D. Kuykendall, of Gibson Piano Co.,
I'aducah, Ky.; Chas. Dietzel, of Chas. Dietzel,
Union City, Tenn.; P. M. Hornbeak, of Horn-
beak Furn. Co., Fulton, Ky.; M. J. Blythe, of
Campbell Coates Co., Hopkinsville, Ky.; J. C.
Terry, of J. M. Terry, Elbrado, Ark.; G. W.
Baker, of G. W. Baker, Loami, 111.; R. G. Brown,
of Milligan & Ely, Carbondale, III; P. J. Schell,
of Schell Music Co., Jefferson City, Mo.; Mrs.
G. DuVall, of DuVall & Hurst, St. Charles, Mo.;
Wm. Hobson, of Wm. Hobson, Greenfield, 111.;
A. F. O'Dell, C. P. Salyer, A. S. Vaughn, C. M.
Stewart, H. G. Anderson, C. H. McNeall, A. C.
O'Dell, Quincy, 111.; W. G. Vincent, Mt. Sterling,
L. M. Spicer, of A. F. O'Dell, Hannibal, Mo.;
J. J. Gaffner, of J. J. Gaffner, St. Jacob, 111.;
Wm. Zeitler, C. Leyerle, of Zeitler Jewelry Co.,
St. Louis, Mo.; Jos. Madeiary, of Grand Leader,
St. Louis, Mo.; Miss Mary Spicer, Mrs. Pruett,
of J. R. Spicer, Paris, Tenn.; J. W. McCombs,
Coatesville, Pa., April 6. — The Miller Piano
Co., Inc., which handles the Pathe line of ma-
chines and records, moved into its new quarters
at 159 Lincoln Highway, one of the main busi-
ness thoroughfares of the city, on April 1. The
business was started five years ago by Harry
E. Miller and a year ago a half interest was
purchased by O. E. Klinger, formerly sales
manager of Kohler & Chase in New York. The
business has grown rapidly and a move into
larger quarters was deemed necessary. New
booths for the demonstration of Pathe records
have been installed and the entire interior of
the store remodeled attractivelv.
VARNISH DRYROOMS
WE GUARANTEE EVERY INSTALLATION TO PRODUCE
A BETTER QUALITY FINISH
QUICKER RESULTS
SAVING IN WORKING CAPITAL
SAVING IN FLOOR SPACE
These are a few advantages derived from
equipment manufactured and designed by
DRYING SYSTEMS, Inc.
322 No. Michigan Ave. Chicago, Illinois
Address after May 1st, 11-17 So. Desplaines St.
Users of our system are licensed under and protected by the GROSVENOR process
patent — number 1,186,477
April IS, 1920
THE TALKING MACHINE WORLD
117
118
THE TALKING MACHINE WORLD
April 15, 1920
MILWAUKEEANS REPORT
LARGER SHIPMENTS
Acute Shortage of Machines Coming to an
End — Publicity in Vogue — Badger Enlarge-
ment— Yahr & Lange Advertising — New Vic-
tor Shop — Interesting Review of Conditions
Milwaukee, Wis., April 9. — That the long
period of acute shortage of talking machines
and phonographs is coming to an end is indi-
cated by the report of jobbers as well as dealers
that instruments are now coming through in
much better quantity than for nearly three
years and that the prospects appear to be favor-
able to a continuance of the increase in supply.
Dealer advertisements published in Milwaukee
and vicinity in the last ten days or two weeks
suggest that they are now better able to fill
demands than for a long time past, and in
position to make deliveries with a fair degree
of promptness, due to the improved condition
of floor stocks.
The publicity of other jobbers and dealers
likewise is significant of the coming of the day
when merchandise is being supplied in greater
measure in proportion to requirements. Doubt-
less it will be a long time before any dealer has
so many instruments on hand that he will won-
der what he is going to do with them all. Never-
theless it is realized that the improvement al-
ready noted means that real selling must be ex-
pected after the long season of "order-taking."
The wide publicity which retailers are giving
the fact that their supplies of merchandise are
increasing results to some extent from the fact
that people have been pretty well "fed up" on
talk of acute shortage. To offset the possible
disinclination of people to buy because they
feel they will not be able to get what they want,
dealers are taking steps to acquaint prospective
customers with the fact that stocks are now
complete and selection is a relatively easy mat-
ter, with prompt delivery to the home possible.
The thought arising in this connection that
the trade is facing the possibility of oversupply
if improvement of recent weeks becomes great-
er and greater is discounted by the knowledge
that the manufacturers are operating under un-
usually severe difficulties and handicaps and will
not be able for a long time to ship all of the
goods the jobbers or dealers requisition them
for. The shortage of hardwood lumber, the
continued shortage of competent and permanent
labor, and the lack of adequate supplies of
metal products which form an important part
of talking machines, all combine to make the
lot of the maker a hard one. Not only is the
kind of lumber suitable for panels and cabinets
at the highest price in history, and several
times the price two and three years ago, but the
sawmills are far behind on orders and in many
instances have been declining to accept more
business. Since Northern Wisconsin and Upper
Michigan are the greatest producers of best
grade hardwoods in America, members of the
trade in Milwaukee and vicinity are close to
the situation in this respect and know whereof
they speak.
In the meantime, to sustain the demand for
instruments as well as records, so an increasing
supply will be readily absorbed, the dealers here
arc going to unusual lengths in promoting the
advancement of music. The chief agency
through which this is being accomplished is the
Milwaukee Association of Music Industries. It
is constantly doing notable things to keep the
public interested in music and then converting
the desire into purchases of instruments and
supplies. The co-operation which the dealers'
association is giving Community Service is es-
pecially of interest at this time.
The Badger Talking Machine Co., Victor dis-
tributor, has recently enlarged its office and
traveling staff to handle a constantly growing
volume of business through a broadening dealer
organization. The Badger company prides it-
self upon its service to the retailer and makes
it a point to select only such dealers as will
make service the transcendent thought. Conse-
PERSONAL SERVICE
The members of our Company are always available and
will gladly see you personally or write you at any time we
can possibly serve you.
Why not communicate at once with us?
EXCLUSIVELY WHOLESALE
BADGER TALKING-MACHINE CO. iSSBfi-sff
VICTOR DISTRIBUTORS
quently, out of a large number of candidates
for franchises, relatively few are finally se-
lected. These are furnishing more than enough
business to keep the Badger organization fully
occupied at all times.
The Phonograph Co., Edison jobber, is estab-
lishing new high water marks for business vol-
ume this year and on the basis of the first three
months' trade expects to put the previous rec-
ord, made in 1919, far in the shade.
Probably the most elaborate and comprehen-
sive publicity campaign that has ever been con-
ducted in Wisconsin and Upper Michigan by
any phonograph jobber is that which the Yahr
& Lange Drug Co. has undertaken in behalf of
the Sonora. The famous "Clear as a Bell" trade-
mark is flashing from hundreds of points of
vantage throughout the territory and the city
and county of Milwaukee are being particularly
well placarded with huge signs of artistic com-
position and attractive design, which are
focusing public attention upon the Sonora.
Manager Thomas I. Kidd, of the local branch
of the Brunswick-Balke-Collender Co., is elated
over the condition of wholesale trade, and the
many representative retail stores in Milwaukee
and throughout the territory which represent
the Brunswick likewise express much gratifica-
tion over the reception which the line is get-
ting everywhere. ,
Decided interest in the Columbia line already
has been created by the special campaign which
was launched in this territory on Thursday eve-
ning, April 1, with a big Columbia convention
at the Hotel Wisconsin, Milwaukee. Although
the Columbia has always had vigorous repre-
sentation here, the new effort is of such propor-
tions that it seems bound to have a marked
effect in stimulating business in the Grafonola
as well as extending the wide influence already
held by the Columbia record.
The Playonola Talking Machine Co., one of
the more recent entrants of the manufacturing
field, on April 1 opened a retail store in the
heart of the city on the ground floor of the
Free Press Building at 98 Wisconsin street,
jack Hyland is in charge.
A new Victor shop will be opened here about
June 1, when Richard H. Zinke, who started
the present Badger Victrola Shop on its way
six years ago, will establish a store at 410.-41 2
East Water street. For two years Mr. Zinke
has been manager of the Record-Lite Co. and
Record Needle & Mfg. Co., later combined as
the Interstate Music Corp. He has resigned to
carry out a new idea of featuring record and
player roll merchandising "over the counter,"
at the same time handling the Victor instru-
ment exclusively and general musical merchan-
dise.
The Kesselman-O'Driscoll Co., Victor and
Edison dealer, has inaugurated a series of
monthly social gatherings for its employes. The
(Continued on page 121 )
<DJLL
A4L
eon
Incomparable
A Valuable Franchise
One Delpheon Dealer in a place — room
for only limited number of nerv dealers.
An unusual opportunity for securing
exclusive rights for your locality.
A contract with us means your orders
filled.
A lone that is ineffably
exquisite — not phonographic
STEADILY INCREASING PRODUC-
TION ASSURES DELIVERIES
THE DELPHEON COMPANY
Bay City, Michigan
New York Office, 25 Church Street
Rosen Phono. Sale. Co., 27-28 Court Street, Boston, Man.
Delpheon Shop, Peachtree Arcade, Atlarta, Ga.
Walter Verhalen Co., 703 Busch Building, Dallas, Texas
Verbeck Musical Sales Co., Buffalo, N. Y.
April IS, 1920
THE TALKING MACHINE WORLD
Should Be On Every
Talking Machine
AT LAST
A new light that will apply to every make of talking machine in the world.
It is reliable, easily applied, and will give perfect satisfaction.
Beautifully finished in nickel and gold.
Both lights and batteries are fully guaranteed.
Low in price, within reach of every talking machine owner or buyer.
Big discount's to dealers. Write your jobber or direct to us for descriptive
circulars outlining our selling and advertising campaign.
RETAIL PRICES
Nickel Finish .... $2.25 Gold Finish . . . . $3.00 Battery . . .
ENTIRELY NEW PROPOSITION
75 cents
TUNGSTEN BATTERY
highest ckaoe battery in the world
Statswad Accessory Qmeosxeim
EjraWJjDY WORKS
Special RECORD-FLASHER Battery
Angular
Horizontal
Vertical
(Exact Size)
Each package neatly packed with three reflectors as illustrated above
355-357 East Water Street manufacturers Milwaukee Wisconsin U.S.A.
PATENTEES
120
THE TALKING MACHINE WORLD
April 15, 1920
I
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.
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THE AEOLIAN-VOCALION
The Phonograph that has made the Talking Machine a Real Musical
Instrument. Manufactured by the Aeolian Company — Largest
Manufacturers of Musical Instruments in the World
DEALERS EVERYWHERE ARE
successfully handling the Aeolian-Vocalion and obtaining the
cream of the Talking Machine Business.
The reputation and prestige of the Aeolian Company, which
has spent years building quality merchandise, is reflected in the
Aeolian-Vocalion and the New Vocalion Lateral Cut Records.
We invite correspondence from Dealers
Ask for the Catalogue of Hits in the New Type Aeolian-
Vocalion Lateral Cut Records — playable on all phonographs.
VOCALION PRICES
Conventional Models from $60 With Graduola from $165.
Period Styles from $280.
Handsome catalogue of VOC AL.ION S and RECORDS sent upon request
SOUTHERN DISTRIBUTORS
O.J. De Moll
Aeolian- Vocal ions
0. J. De MOLL & COMPANY
WASHINGTON, O. C.
Vocalion Records
Emmons S. Smith
MELODEE Plavcr-Piono Rolls
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Atril 15, 1920
THE TALKING MACHINE WORLD
121
LARGER SHIPMENTS FOR MILWAUKEE
(Continued from page 118)
first was in the nature of a "hard times" party
that brought out some real masquerade cos-
tumes. The gatherings are held at the store.
Miss Helen Gunnis, manager of the talking
machine department of the C. W. Fischer Fur-
niture Co., was soloist with the Milwaukee Elks'
Band at its first public concert at the Pabst
Theatre recently. This is the band organized
by Richard H. Zinke, who is its conductor, and
who has developed it from a sextette to a
band of fifty-six pieces, making it the largest
all-Elk military musical organization in the
country.
Articles of incorporation were filed recently
in behalf of the Phonograph Accessories Co. of
Milwaukee. The capital stock is $50,000 and
the incorporators are Adolph F. Krueger,
William Blatz and H. H. Karrow, attorney.
The Market Square Music Shop at Kenosha,
Wis., has opened a branch on the west side
at 204 Newell street, in charge of A. L. Crosby.
It features the Victor line.
The Smith Piano Co. will move May 1 to its
new home at 274 West Water street. Special
attention is being given the Columbia depart-
ment, which is planned by Secretary and Mana-
ger F. D. D. Holmes to be the largest in the
city, with a battery of eighteen booths.
Gimbel Bros., formerly exclusive Victor
dealers and since February 1 handling also the
Brunswick, announced March 25 that the Pathe
has been added as a regular line.
The Multitone Mfg. Co., Eau Claire, Wis.,
maker of the Multitone, recently increased its
capitalization from $100,000 to $160,000 to ac-
commodate increased business.
The Forbes-Meagher Music Co., 27 West
Main street, Madison, Wis., has purchased the
building which it has occupied for many years
at a price of $85,000. It will remodel the upper
floors, using part of the space for additional
talking machine booths, and the remainder for
a small auditorium and several studios which
will be leased to musicians and teachers. This
will make the building the music community
center of the State capital.
Charles J. Orth, wholesale distributor for
Wisconsin and Upper Michigan, and retailer in
Milwaukee of the Puritan, on March 31 pub-
lished in large space the news of the arrival
of a giant shipment, which statement he sup-
ported with a reproduction of a snapshot show-
ing several motor trucks lined up before his
doors, unloading Puritans by the dozen.
INAUGURATE A NEW SERVICE
Collings & Co. Arrange to Supply Victor Deal-
ers With New Sign Service
Collings & Co., the well-known Victor dis-
tributors of Newark, N. J., have just created a
sign service department which will issue month-
ly a service consisting of six signs, three of
them twelve by fifteen inches and three four-
teen by twenty-one inches. The first month's
service featured ''Irene," sung by Edith Day,
star of the musical comedy of the same name,
an April Victor release. This met with the
immediate indorsement of those in the trade
who had the opportunity of receiving this most
attractive publicity. In future the service can
be subscribed for at a very nominal price, con-
sidering the highly artistic manner in which it
is produced. It is entirely individual in char-
acter, and is purposely made to advertise Vic-
tor products on a high-class plane.
L. W. Collings, general manager of Collings
& Co., recently stated that from the results ob-
tained from the initial announcement there can
be no doubt that the trade is more than
eager for this specially prepared publicity ma-
terial.
SECRETARY OF GOGGAN & BROS. DIES
Charles C. La Saliniere, for Many Years With
Thos. Goggan & Bros., Passes Away
Houston, Tex., March 30. — Charles C. La
Saliniere, aged sixty years, for thirty-six years
with the firm of Thos. Goggan & Bros., promi-
nent music dealers, and for the past few years
secretary of that company, died Thursday morn-
ing at St. Joseph's infirmary. He had been a
resident of Texas for forty-five years and had
lived in Houston since May, 1917. He is sur-
vived in Houston by a son, Kenneth La Saliniere,
and several distant relatives.
BRILLIANTONE CO.'S NEW HOME
The Brilliantone Steel Needle Co. has moved
its headquarters to 347 Fifth Avenue, New York.
These offices are but one block distant from the
former quarters and are in the midst of the
new talking machine district. The location of
these offices will prove very convenient to the
out-of-town trade, as they are but a short dis-
tance from both the Pennsylvania Station and
the Grand Central Terminal, which is now the
business center of New York.
Height 45" Width 18^" Depth 19"
Sample $48.50
ARE YOU
catering only to the high price trade
and neglecting the popular price
customer?
For every high priced phonograph
sold there is a demand for one hundred
cheaper priced machines. The "RE-
CALL" is an ideal proposition for this
purpose.
It compares favorably in finish,
workmanship and equipment with
higher priced phonographs and sells
at a price satisfactory to the majority
of buyers.
Investigate our proposition; send for
sample.
The Huss Bros. Phonograph
& Piano Co.
6-8-10 W. Canal Blvd.,
Cincinnati, 0.
Increase Your
Record Sales
Appearance and service are two
highly important factors which en-
ter into the success of a music
dealer's store.
Unsightly, inefficient built - in
shelving is not only repulsive, but
invites a disorderly arrangement of
your record stock and you cannot
The Reed Record Rack is beautifully
constructed, having five compartments
of a total holding capacity of 1,250 rec-
ords. Each of these five compartments
has ten divisions of a holding capacity
of twenty-five records each.
The side panels and top rail are
grooved for the purpose of inserting in
these grooves either a celluloid or white
cardboard strip, which strips are to be
used to show the numbers of the rec-
ords contained in each division.
Cabinet is so made that additional
racks can be set alongside each other,
and when so placed in the store a bat-
tery of these racks has the appearance
of a single unit.
The division slides are removable.
This Rack can also be used for player
rolls, having a holding capacity for
500 rolls.
THE REED COMPANY INC
5748 Ellsworth Avenue, Pittsburgh, Pa.
122
THE TALKING MACHINE WORLD
April 15, 1920
Umbertfal Display ors— Talking Machine and Music Trade
No. 516. Triangular Revolving
Counter Music Back. Height, 41
inches, base 15% inches. Consists
of 15 pockets, 5 on each side, with
3 signs on top, 2 popular and 1
classical. Will hold 225 sheets of
music, 15 in each pocket. Elec-
trically welded and finished in dou-
ble baked ebony enamel. Shipped
knocked down. Weight, crated,
30 lbs.
Effective Salesmen
Working Without
Any Expense
No. 563-No. 563A. Universal Stock Record Rack.
Something new that will fill a long-felt want.
Display your stock records along your wall so
that each record is visible at a glance, quickly
disposing of all slow-moving records or featuring
to-day's best selling records. Constructed of 7
channel steel pockets 1% inches deep. Electrically
welded together and finished in double baked
ebony enamel. Each pocket will accommodate
12 records or 84 in all. Titles all visible with
sign on top. Simply fasten a shelf on bottom,
place rack on top and fasten with two screws.
Height, 58 inches.
No. 501. Universal Record Di6-
playor, for your window. Holds
two 12-inch records and three 10-
inch. Constructed of Bessemer steel
wire, cast-iron base and sheet steel
discs, preventing record from warp-
ing. Entire Displayor finished in
double baked ebony enamel. Weight
crated, 18 lbs. each. Height, 40
inches. Span of base, 10 inches,
adjustable, and records can be
raised or lowered.
We Manufacture
Over Thirty-five
Different Models
Ask for Catalogue — Order Through Your Distributer
BALTIMORE. M D.
Cohen & Hughes
E. F. Droop & Sons
Eastern Music Shop
BIRMINGHAM, ALA. .
Birmingham Talking Machine Company
The Emerald Company.
BOSTON, MASS.
Brown, McManus Company
Eastern Talking Machine Company
Kraft, Bates & Spencer, Inc.
Oliver Dltson Company
Henderson. F. C.
Phonograph Supply Company
Steinert & Sons Company, IS.
BROOKLYN. N. Y.
American Talking Machine Co.
Metropolitan Music Boll Corp.
BUFFALO. N. Y.
Andrews. W. D. & C. N.
Buffalo Talking Machine Company
Buffalo Wholesale Hdwe. Co.
BURLINGTON, VT.
American Phonograph Company
CAMDEN, N. J.
Victor Talking Machine Company
CEDAR RAPIDS. IOWA.
The Churchill Drug Co.
CELINA. OHIO.
Harponola Company.
CHICAGO, ILL.
Butlor Bros.
Chicago Talking Machine Company
Cole & Dunas Music Co.
CitmmUurs, Forstcr Co.
Umpire Talking Machine Company
Culler Morrison Co.
Noble Supply Co.
Rudolph Wurlltxor Company
CINCINNATI. OHIO.
Phonograph Compnny.
Bua. Iph Wurlltxor Company
CLEVELAND, OHIO
Cleveland Talking Machine Company
The Fischer Company.
COLUMBUS, OHIO.
Perry B. Whitsit Company.
DALLAS, TEXAS.
Harbour, Longmire Company
Sanger Bros.
Sonora Distributing Company.
DETROIT. MICH.
Wallace Brown
ELMIRA. N. Y.
Elmlra Arms Company
EL PASO. TEX.
W. G. Walz Co.
HOUSTON, TEXAS.
Southern Drug Company.
The Talking Machine Company of Texas
INDIANAPOLIS, IND.
Stewart Talking Machine Company
JACKSONVILLE, FLA.
Florida Talking Machine Co.
KANSAS CITY, MO.
Jenkins Sons' Music Co., J. W.
Richards & Conover Hdwe. Co.
Sohmelzer Arms Company
The Phonograph Company
Wm. Volker Co.
LANSING, M.CH
Lansing Phonograph Co.
LINCOLN. NEB.
Ross P. Curtice Co.
MILWAUKEE. WIS.
Badger Talking Machine Company
E. R. Godfrey & Sons Co.
Hocffler Phonograph Mfg. Co.
Vahr & Lange Drug Company
MINNEAPOLIS. MINN.
Beckwlth. O'Neill Company
Minneapolis Drug Co.
Stone Piano Co.
NEWARK. N. J.
Collings & Price Company
NEW HAVEN. CONN.
Horton, Gallo Creamer Company
Plaza Music Company
NEW ORLEANS, LA.
Werlein, Ltd., Phillip
Diamond Phonograph Company
NEW YORK CITY. N. Y.
Brown, McManus Company
Cabinet & Accessories Company
Century Music Publishing Company
Crown Music Company
Columbia Graphophone Company
Dltson & Company, Chas. H.
Emerson Company.
Enterprise Music Supply Company
Knickerbocker Talking Machine Company
Plaza Music Co.
The Aeolian Company
New York Talking Machine Company
OGDEN, UTAH
Proudflt Sporting Good's Company
OKLAHOMA CITY. OKLA.
Alexander Drug Company
Harbour, Longmire Phonograph Company
OMAHA. NEBR.
E. E Bruce & Co.
Hospe Company, A.
Miekel Bros. Company
PHILADELPHIA. PA.
Emerson Company
Girard Phonograph Company
Grafonola Shop, Inc.
Heath & Gorman
Interstate Phonograph Co,
Bonn Phonograph Company
Smith. Kline & French Co.
PITTSBURGH. PA.
Buohn Phonograph Company
Emerson Company
Frederick Piano Company. W. F.
National Phonograph Co.
Rood Company. Inc.
Standard Talking Machine Company
PORTLAND. ME.
Cressey & Allen
PORTLAND. ORE.
Sherman, Clay & Company
RICHMOND. IND.
Starr Piano Company
RICHMOND, VA.
The Corley Company
Crafts Starr Phonograph Company
Haynes & Company, C. B.
Boundtree Cherry Corporation
SALT LAKE CITY, UTAH
Columbia Stores Company
Salt Lake Hardware Co
The John Elliott Clark Company
SAN FRANCISCO. CAL.
Sherman. Clay & Company
SEATTLE. WASH.
Sherman. Clay & Company
SIOUX CITY. IOWA.
Hargor & Blish.
ST. LOUIS, MO.
Associated Furniture Manufacturers
ST. PAUL. MINN.
Dyer tz Bro., W. J.
SYRACUSE, N. Y.
Andrews Company. W. D.
TORONTO. CANADA
His Master's Voice, Ltd.
WASHINGTON. D. C.
Cohen ft Hughes. Inc.
Droop & Sons, E F.
Rogers Company, Bobort C.
WHEELING. W. VA.
Hillman Phonograph Company
R. W. Tyler Company
WINNIPEG, CANADA
Western Gramophone Company
Mmbeusal Jftxture Corporation
133 WEST 23rd STREET
NEW YORK
April IS, 1920
THE TALKING MACHINE WORLD
123
QUARTERS FOR NEW OHIO JOBBERS
Victor Wholesale Organization Formed by
W. T. Haddon, C. H. North and A. H. Bates
Secures Commodious Quarters in Cincinnati
Cincinnati, O., April 3. — The new Victor job-
bing house organized in this city with William
T, Haddon and C. H. North, both formerly con-
nected with the Victory Talking Machine Co.,
and A. H. Bates, recently manager of the talk-
ing machine department of John Wanamaker,
Philadelphia, as the principal factors, has ar-
ranged to start in business in May with head-
quarters at 427-429 West Fourth street, this
city, in the building formerly occupied by the
local branch of the Columbia Graphophone Co.
The new concern will operate under the name
of the Ohio Talking Machine Co., it is said,
and will take an important part in the distribu-
tion of Victor merchandise in Ohio and neigh-
boring States. In view of the wide experience
in the handling of the Victor product enjoyed
by the three members of the new company, it
is believed that the move will mean much for
the general advancement of Victor interests
in this section of the country, and particularly
in the vicinity of Cincinnati proper.
It is declared that the additional wholesaling
facilities offered by the new company in the
Cincinnati district will be very welcome to the
dealers, for they have been working under some-
what of a handicap in the matter of sources of
supply. All three members of the new company
were in Cincinnati during March, but two of
them became ill and were forced to return East
to recuperate.
NOTED STARS HEARD IN CONCERT
Concert Under Auspices of Emerson Phono-
graph Co. Delights Large Audience at Forty-
fourth Street Theatre, New York
A notable music event of the current season
took place last Sunday, April 11, when a concert
was given by famous talking machine stars at
the Forty-fourth Street Theatre, New York,
under the auspices of the Emerson Phonograph
Co. At this concert these talking machine stars
appeared in person, and it is a tribute to the
popularity of these artists that "standing room"
only was available when the concert started.
The artists appearing at this concert were
Elizabeth M. Murray, songs and stories; Ar-
thur Fields, baritone; Irving & Jack Kaufman,
vocal duet; All Star Trio, instrumental; Mile.
Eva Leoni, soprano; Dolly Connolly and Percy
Wenrich, songs and piano; Walter Scanlan,
tenor; Ruby Wiedoeft, saxophone; Perry &
Peppino, accordeonists; Plantation Jazz Or-
chestra; Emerson Concert Orchestra and Harold
Sanford, musical director, overture, selections
and exit march. The Emerson Concert Orches-
tra, consisting of thirty musicians under the able
direction of Harold Sanford, accompanied the
artists and "Tommy" Gray was the master of
ceremonies.
All of these artists record for the Emerson
library and the majority of them are exclusive
Emerson artists. Their records have met with
phenomenal success and at Sunday's concert
they were compelled to render many encores
in order to satisfy the audience. The dance
numbers by the Plantation Jazz Orchestra and
the All Star Trio were enthusiastically received,
and in fact the concert was such a decided suc-
cess that it is possible that another one along
similar lines will be given in the near future.
OPTIMISTIC OVER TRADE OUTLOOK
An increasing demand for Victor talking ma-
chines and records is reported by C. Bruno &
Son, Inc., Victor wholesalers, New York — in
fact it outdistances the merchandise available.
Charles Bruno is decidedly optimistic regard-
ing the future of the talking machine industry
and predicts an expansion of business for Vic-
tor dealers, not only for this year, but for many
years to come.
international
Calfe*
Every one of our Dealers make money when
they sell our Emerson Foreign Records in
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Every Music Dealer in the country has a
public that buys only the Best — and the
"best" lies right in our
premier Catalogue
of
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(fl^rcfjesstral
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selections by exclusive INTERNATIONAL artists —
by artists who sing and play in your locality — by
the Best
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Both Word and Instrumental.
"HITS WHEN THEY ARE HITS"
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124
THE TALKING MACHINE WORLD
April 15, 1920
The Charming
i^MusicoLtJHaster piece
Patents Pending
Model No. 6, I'ricc - - $125.0(1
Mahogany, Oak and Walnut
his instrument is created for the
better grade of dealer who desires
to handle a phonograph that is
distinctive and of unquestionable
superiority to those now on the market.
The Beacon tone is marvelously
sweet, the cabinets of an exclusive
design, and the motor and tonearm
of the finest possible construction
and workmanship.
There are four models, retailing
from $90 to $225.
PERIOD MODELS from $375 to $1500
Dealers or jobbers, considering
franchises for 1920, should send
in their applications as soon as
possible.
Beacon Phonograph
Company
19 Milk Street Boston, Mass.
Factories at
Somerville and Waltham, Mass.
Western Representatives:
Moeller- Waters, Inc., Lyon & Healy Bldg. ,
Chicago, 111.
April 15, 1920
THE TALKING MACHINE WORLD
125
NEW S0N0RA ELECTRIC SIGN
NEW PARAMOUNT JOBBERS
Longacre Square, New York, Greater Center of
Interest Since Appearance of Sonora Sign
There is a new Sonora electric sign on Broad-
way which is proving one of the most effective
mediums that have yet been introduced in behalf
of this well-known product. This sign is fea-
Sonora Sign at Longacre Square
tv.red at the base of the triangle of Longacre
Square, which extends from Forty-second street
to Forty-eighth street. It is considered one of
the finest locations in the country, and the sign
itself is exceptionally artistic. It is placed on
top of the Universal Film building at Forty-
eighth street and Broadway and by reason of
its distinctiveness stands out from all the other
electric signs on the Great White Way.
Beneath the words Sonora is the famous
Sonora slogan, "Clear as a Bell," and under-
neath is the well-known phrase, "The Highest
Class Talking Machine in the World." A giant
bell swings ceaselessly from left to right. At
the left is shown in red lamps against a red
background one of Sonora's popular curved-side
models, and at the right appears an artistic
floral design.
UNICO EQUIPMENT INSTALLED
Complete Battery of Unico Booths Installed in
the New Warerooms of the Beckwith-O'Neill
Co., of Minneapolis, Minn.
In the March issue of The World reference
was made to the new warerooms of the Beck-
with-O'Neill Co., Victor wholesalers, Minne-
apolis, Minn. Through an error, the name of
the manufacturer installing the booths, coun-
ters, etc., was incorrectly stated, for we have
learned that the Unit Construction Co., of
Philadelphia, has installed complete Unico
equipment in these warerooms. An imposing
battery of Unico booths, together with Unico
counters, racks, etc., was ordered by Beckwith-
O'Neill Co., and E. F. O'Neill states that an
investigation of fixture lines convinced the com-
pany that the Unico system was the one the
Beckwith-O'Neill Co. wanted, and these fixtures
are being used exclusively.
ACME-DIE
•CASTINGS-
AlUMINDM-ZTNC-TIN aLEAD ALL°YS
AcmeDie-CastiniCorp.
Boston Kodaester BrooklynN.Y. Detroit ChioBflo
Peck & Hills Furniture Co. Become Distribu-
tors for Eastern New York and Pennsylvania,
Delaware and New Jersey — Important Deal
RECORDS BY HOMER RODEHEAVER
Soloist with Billy Sunday Records Two of
Evangelist's Hymns for Vocalion
The Peck & Hills Furniture Co., 141 Madison
avenue, New York City, important factors
in the local furniture trade, have been appointed
distributors for the products of the Paramount
Talking Machine Co., Port Washington, Wis.,
manufacturers of Paramount talking machines
and records. This important deal was closed
recently by W- P. White, sales manager of the
Paramount Talking Machine Co., who visited
New York.
The Peck & Hills Furniture Co. will cover
as their territory eastern New York, eastern
Pennsylvania, Maryland, Delaware and New
Jersey. The company are well equipped to fea-
ture Paramount products to advantage, and
their sales staff is enthusiastic regarding the
possibilities of these machines and records in
this territory. An active sales campaign is
being arranged for.
Lest the music-lovers of the country forget
that Billy Sunday is still with vis, there appeared
as one of the features in the Aeolian-Vocalion
record list for April a record made by Homer
Rodeheaver, whose splendid work as soloist
with the evangelist is recognized throughout the
country. Mr. Rodeheaver has recorded two of
the best known of the hymns used by Billy
Sunday, "Brighten the Corner Where You Are"
and "I'm Coming Home; Mother's Prayers
Have Followed Me."
JERSEY CITY BRANCH STORE
Newman's Music Shop, Jersey City, N. J., has
opened a branch store at 92 Monticello avenue
in order to extend to its customers in that;
section of the city the Newman service. Graf-
onolas and Columbia records are carried. The,
other store is located at 529 Jersey avenue.
ANNOUNCEMENT EXTRAORDINARY
HOBSON'S
(Trade-Mark)
STEEL NEEDLE POINTER FOR TALKING
MACHINE NEEDLES
Pays
For
Itself
The
First
Year
Saves
Needle
Expense.
Prevents
Record
Damage
Makes Ordinary Steel Needles Play Hundreds of Times
—It Is Positively the Greatest Invention Since the Phonograph
The talking machine motor operates the needle pointer.
It is small, simply constructed and practical in every way.
Thousands of phonograph owners everywhere welcome
this wonderful little necessity as a means of eliminating
needle expense, record damage and the annoyance of
running out of new needles. No phonograph is complete
without HOBSON'S STEEL NEEDLE POINTER.
Keep both your needles and records like new with the
latest improvement on the market. HOBSON'S STEEL
NEEDLE POINTER is guaranteed indefinitely. Re-
tail price $2.50 each. Liberal proposition to dealers and
jobbers. Write for detailed information.
The Hobson-Miller Manufacturing Company
(Patentees and Sole Mfrs.)
LANCASTER, PENNSYLVANIA
126
THE TALKING MACHINE WORLD
April 15, 1920
9
" BUFFALO MEANS BUSINESS '
1
I
1
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I
I€ 2®W2»S3 gf . WHOLESALE DISTRIBUTORS'
Records
THE WINNING COMBINATION
(The Most Valuable Obtainable Agencies)
HIGH CLASS
PROFITABLE
CLEAN CUT
SUCCESSFUL
The increasing prestige and success of our lines
indicate that
Records
"THE WINNING COMBINATION"
of the MASTER-TONE PHONOGRAPHS and OKEH RECORDS is proving the wisdom of our choice in selecting to
offer our customers a moderately priced, soundly constructed instrument possessing the vital excellence of genuine TONE
BEAUTY — together with what is without question the most remarkable and valuable opportunity the history of the trade has
produced to build up, with OKEH RECORDS a permanent and profitable business with wonderful possibilities for future
deVd°PmeDt' THE Ml^,™
as offered today comprises four popular
LINE
priced models of uniform, pleasing design,
simple and acceptable to all classes of buyers.
Model 9— $110
Model 11 — $125
Model 12— $15(1
Model 15— $175
OKEH RECORDS are today accepted as the highest advance yet made in the art of reproducing with the least suggestion of
the mechanical and the most faithful adherence to the original source — all vocal and instrumental music.
THEY STAND IN A CLASS BY THEMSELVES!
OJ4JL
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Price — ONE DOLLAR
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ORDER A SAMPLE INSTRUMENT, A SAM-
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TEST THEM
PROVE THEM
Let them "Speak for Themselves"
Records
April IS, 1920
THE TALKING MACHINE WORLD
127
FROM PICTURES TO PHONOGRAPHS
How a Florida Photographer Has Registered
an Impressive Success as a Talking Machine
Dealer — Handles the Pathe Line
Eustis, Fla., April 2. — An impressive success
in the retail talking machine business is that
registered by B. G. Porter of this town, for
within a year he has developed a business in
Pathe machines and records that has forced
him to secure much larger quarters. The re-
sults are particularly interesting inasmuch as
the population of Eustis is only about 1,000.
Mr. Porter was enjoying a good photographic
business a year ago, when a salesman selling
the Pathe line called on him one morning when
he was actively engaged in closing a transac-
tion that would not make him over twenty
cents profit. The salesman, noting this, in-
quired of Mr. Porter if he would be interested
in a line that would make him twenty dollars
on one sale instead of twenty cents. The sales-
B. G. Porter
man then went into detail, but Mr. Porter had
been doing a business in dollars, not in hun-
dreds of dollars, and naturally the idea of sell-
ing anything that cost a hundred dollars or over
was beyond his wildest dreams at this time.
However, after an hour's talk with the sales-
man and a demonstration of the machine, he
decided to try them out, with a fear in his heart
that he would be stuck with some talking ma-
chines arid a big debt on his hands.
The machines came in in due time, and being
a success in the photographic business in a small
way, he decided to be a big success in the
phonographic line — they looked so much alike in
print. He unpacl cd the machines and put his
demonstration machine right up near the door,
picked out a good live "jazz" record and won-
dered if this was a good way to attract trade.
Lo and behold, before the record was half
played through there was a crowd in front of
the door that looked mighty good to the man
on the inside. A few of the spectators came
Perfect Uniformity and Uniform Perfection in
Turntable Felts
You get just that in Turntable Felts made by the Ameri-
can Felt Company. That's why they are the choice
of leading manufacturers in the Talking Machine trade.
Send us your specifications for felts for any mechan-
ical purpose. They will have the attention of techni-
cal experts with laboratory facilities at their disposal
AmericanFelt
Company
TRADE,
.MARK
100 Summer Street
BOSTON
114 East 13th Street
NEW YORK
325 So. Market Street
CHICAGO
in and inquired if he had such and such a record
and requesting the playing of more records.
That night he sold one machine for cash and
from then on he was a huge success in the talk-
ing machine business.
He talked to every person he met about a
machine, went out into the country and sold the
country people records and machines; took a
talker to the country dances and let the dancers
hear and dance to the latest Broadway dance
hits. Each machine sold brought him new
prospects and now, one year after he placed
his order for Pathe machines and records, he
has a business that runs into thousands of dol-
lars. He bought the property next to him re-
cently and intends to remodel this into an ex-
clusive music store. The phonograph and rec-
ord business brought him new customers in the
photographic business and now his store is
headquarters for machines, records and photo-
graphic goods.
in Lynn and to a large degree it has been due
to her untiring efforts and her keen interest in
the business that the G. W. Lord Co. has grown
to be one of the largest talking machine stores
in New England.
Mr. Herrold has been connected with the
Travelers Insurance Co., as eastern Massachu-
setts representative for several years.
FILES SUIT FOR DAMAGES
Shelton Electric Co. Asks Damages of $2,713,037
From Victor Talking Machine Co.
ENGAGEMENT OF ETHEL M. LORD
Daughter of George W. Lord of the G. W. Lord
Co., Lynn, Mass., to Wed A. Miles Herrold
George W. Lord, of the G. W. Lord Co.,
Lynn, Mass., announces the engagement of his
daughter, Ethel M. Lord, to A. Miles Herrold,
of Everett, Mass. Miss Lord is a member of
the firm and has been associated with her father
for the past ten years in the Victrola business
Trenton, N. J., March 29. — Charging unlawful
restraint of interstate commerce the Shelton
Electric Co., of Chicago, to-day started suit in
the Federal Court here against the Victor Talk-
ing Machine Co. for $2,713,037 damages. The
company asks $1,000,000 damages for the alleged
destruction of its business.
It is charged that the Victor Co. ordered all
Victor dealers to cease handling the turntable
motors of the Shelton Co. As a result the
complaint alleges thousands of orders were
canceled.
They say that in Albany there is agitation to
add new Section 107 to the Transportation Cor-
poration Law, making telephone companies
liable to a penalty of $10, in each case, for
failure to respond to a telephone call within five
minutes after orooer signal is given.
"Irene" in Lincoln, Nebraska
Roly Boly Eyes" in Bedford, Pa.
66
Frmrscn
Re^rds
..... w ....
Folks in Nebraska City have found out that Emerson Standard 1 0-inch Gold Sea] Records furnish
the right kind of inspiration for dancing.
Of course! Look at the musical organizations now playing for Emerson Records.
PLANTATION JAZZ ORCHESTRA
EMERSON MILITARY BAND
SANFORD'S FAMOUS DANCE ORCHESTRA
EMERSON DANCE ORCHESTRA
GREEN'S NOVELTY ORCHESTRA
THE SIX BROWN BROTHERS
LOUISIANA FIVE
THE IMPERIAL THREE
It's the same everywhere. Emerson dance hits have a way of getting dancers on the floor —
and keeping them there.
A good way to pass up some nice easy money is to refrain from handling Emerson Records.
But why refrain? Write us for facts.
CARPENTER PAPER CO., Distributors Omaha, Nebraska
128
THE TALKING MACHINE WORLD
April 15, 1920
The Charming
£»tXB*
n
(^Musical JHasterpwce
The dealer franchise for
the BEACON PHONO-
GRAPH is a valuable asset
mm
Patents Pending
Model No. 6, Price - - $125.00
Mahogany, Oak and Walnut
The BEACON embodies every
desirable feature required to in-
terest and maintain a profitable,
high-class clientele.
Tone-quality, mechanical equip-
ment and cabinet designs are ex-
ceptional, and the BEACON
Dealer can welcome comparison
with the recognized standard ma-
chines of the industry.
Five Standard Models $90 to $225.
Period Models from $375 up
Our Dealer Proposition Will Surely Interest You
Write for Details
ROBINSON &
COMPTON GO.
Findlay, Ohio
Beacon Distributors for Ohio,
Eastern Michigan, Eastern Indiana
and Eastern Kentucky
April 15, 1920
THE TALKING MACHINE WORLD
129
ST. LOUIS REPORTS AN INCREASING VOLUME OF TRADE
Demand Continues to Exceed Supply of Talking Machines and Records — Cheney Distribution
in Southwest Facilitated — Pathe Expansion — Tri-State Victor Association Meets — Other N«ws
St. Louis, Mo., April 8. — It is not a question of
how good the talking machine and record busi-
ness is in St. Louis, but how good it might be.
It is good in the sense that there is a very good
demand for both machines and records. -It is
not so good in volume of sales because every-
body is short of the things for which there is
a very good demand. Nobody attempts to es-
timate how good it would be if dealers had
ample stocks. The situation in this respect
cannot be said to be any better than it was last
month. Right now it is worse, because there
is an express embargo, which has been in ef-
fect three weeks. Distributors say they are get-
ting more goods than in the past, but are very
far from being able to supply the needs of the
dealers. Many new accounts could be opened
up, but the distributors are not going after new
dealers because they are not able to satisfy the
old ones. Promises are about the only things
that are plentiful.
The manufacturers of the Cheney, which has
been featured by Manager J. F. Ditzell of the
Famous & Barr Co. music department during
the Victor shortage, have just taken an im-
portant step to facilitate distribution in St. Louis
and the Southwest. Arrangements have been
made with the McPheeters Warehouse Co. for
storage in St. Louis. Dealers in this city and
the St. Louis trade territory can draw sup-
plies from the warehouse instead of sending
their orders to Chicago and incurring greater
delay in delivery. The new arrangement went
into effect the first of April. Manager Ditzell
of the Famous & Barr Co., who recently re-
turned from the East, says the Victor situa-
tion is not much changed, but he looks for im-
provement. Alterations now under way at the
Famous & Barr Co. music department will pro-
vide greatly increased space and facilities for
talking machines and records. A large part
of the space now occupied by pianos will be
given over to talking machine parlors and rec-
ord counters.
E. C. Rauth, secretary of the Koerber-Bren-
ner Music Co., Victor distributors, is on a trip
to the Victor factory to see what the chances
are for increased shipments.
W. H. Heiner, manager of the Pathe depart-
ment of the Rice-Stix Dry Goods Co., is one
man who hates to think what business he might
be doing if he could get the goods. The Rice-
Stix Co. took over the distributing agency for
the Pathe product in September, but did not
have enough goods until January to begin es-
tablishing agencies. The demand of the trade
is for high-grade instruments, the higher the
better, Mr. Heiner says. The firm has the
agency for the entire Mississippi Valley and a
branch has been opened at New Orleans for
distribution in the Southern territory. It is in
charge of F. S. Sims, formerly connected with
the St. Louis establishment.
Manager McKenna of the Columbia Grapho-
phone Co. is recovering at Indianapolis, Ind.,
from an illness with which he was stricken after
the burial of his wife there. He is expected to
return to St. Louis some time this month. A.
W. Roos, who is in charge during his absence,
says that the St. Louis wholesale department is
getting more goods than formerly, but the de-
mand keeps pace with the increased arrivals,
and it is not possible to fill dealers' orders. The
arrivals are pretty well distributed in the mat-
ter of styles, but the cheaper machines are the
hardest to get.
The Columbia Co. recently put on a "Peggy
night" at the Arcadia dance hall, with the co-
operation of the Feist Co. and the B. Nugent
& Bro. Grafonola department. A prize of $5
was offered to the person who would identify
"Miss Peggy" and repeat the Nugent slogan:
"If it's in St. Louis it's here." A "Peggy" rec-
ord, ten feet in diameter, was placed on the
slage. The arrangements for the Columbia Co.
were in the hands of C. R. Salmon.
The Field-Lippman Piano Co., in recognition
of the increasing demand for records, is re-
modeling not only its St. Louis store, but its
branch stores at Bonne Terre, Farming-ton, Flat
River, Sedalia, Mo., and Fort Worth, Tex., so
as to provide additional demonstration booths.
The floor plans at each of the stores have been
reshaped to provide a maximum of space for
booths. The work has been completed at the
St. Louis store and at Sedalia and Farmington.
The Artophone Co., now at 1113 Olive street,
will move to the northwest corner of Eleventh
and Olive streets as soon as the building at
that corner, long vacant, has been made ready
for occupancy. The building has a double front.
It has not been decided yet whether the firm
will occupy 1101 or 1103. The matter of re-
modeling the show windows was facilitated
somewhat by the smashing of the plate glass
by wind a few days ago. The company expects
to move within the next sixty days. As soon
as 1113 is vacated the work of remodeling it,
in connection with the store of the Baldwin
Piano Co., next door, will begin. The Baldwin
company will occupy both buildings.
Mrs. Mary Silverstone, mother of Mark Sil-
verstone, president of the Silverstone Music
Co., and mother-in-law of Myron Goldberg, vice-
president and general manager of that com-
pany, died recently at her home, 5304 Maple
avenue, after an illness of two months. She
was about seventy years old. She owned con-
siderable stock in the firm and was a member
of the board of directors.
The Silverstone Music Co., the Artophone
Co. and Widener's Grafonola Shop were among
the fifty largest advertisers in St. Louis news-
papers. During the past year the Silverstone
Co. used 89,138 lines in the various St. Louis
papers. The Artophone Co. used 49,384 lines.
The Grafonola Shop used 40,415 lines.
The Tri-State Victor Dealers' Association
held its annual meeting at the American Annex
Hotel, with a large attendance from St. Louis
(Continued on page 130)
PEPEATO graph
Repeats Records
Automatically !
Here Is the Most Profitable
Phonograph Accessory
The Repeatograph plays entire records or any part of them, over and over,
as desired. Anyone can attach it permanently in place. Simply pressing on
the motor spindle sets it in operation. Swings aside out of the way when not
in use. No delicate parts or intricate mechanism.
Appeals to every phonograph owner and can be sold to almost every person
who comes in to buy records. Ideal for Dancing, Dinner Parties, Card Parties
and private receptions.
The Repeatograph works with the utmost efficiency on most all phonographs
made.
descending. <jenlly replaces
it *tH* beginning
'■' record
HERE IS HOW IT OPERATES
WARNING!
The enormous success of the Repeatograph having stirred up some unfair competition, we hereby
give notice that we are the sole manufacturers of all automatic repeating devices made, advertised
or distributed under the original Eskil H. Josephson patent, No. 1218408, dated March 6, 1917, for
a repeating attachment for sound reproducing instruments.
The trade is hereby given fair and reasonable warning that any advertisement or sale of mechanical
record repeating devices infringing on the aforesaid patent will be prosecuted to the full extent of
the law.
SEND FOR SAMPLE. WITH PRICES AND DISCOUNTS
THE REPEATOGRAPH CO.
NEW YORK
311 Hudson St.
CHICAGO
664 W. Randolph St.
MONTREAL
511 St. Catherine St. W.
130
April 15, 1920
Crystal Edge MICA Diaphragms
THE STANDARD OF QUALITY AND SERVICE
PHONOGRAPH APPLIANCE CO. 109-113 West Broadway, New York
, BUSINESS ACTIVE IN ST. LOUrS
(Continued from page 129)
and from Missouri, Tennessee, Kentucky and
Arkansas. H. A. Beach, manager of the travel-
ing department of the Victor Co., was the par-
ticular guest of honor. He spoke on the inter-
esting subject of production and promised more
of it. Other speakers were Mr. Putnam and
Mr. Ware, of the Putnam-Page Co., Peoria, 111.,
Victor distributors. The old officers were re-
elected, as follows: Val Reis, president; A. E.
Parks, Parks Music House, Hannibal, Mo., vice-
president; Theodore Maetten, Kieselhorst Piano
Co., St. Louis, secretary, and Fred Lehman,
Lehman Music House, East St. Louis, treasurer.
J B. Moran, Wurlitzer Co.; Charles Lippman,
Field-Lippman Piano Co., and E. C. Rauth,
Koerber-Brenner Music Co., were elected direc-
tors, succeeding E. C. Hammond, formerly man-
ager of Vandervoort's music department;
Joseph Hunleth, Hunleth Music Co., and J. E.
Medairy, of the Grand Leader talking machine
department.
The Connorized Music Roll Co. has closed a
deal with the Starr Piano Co., of Richmond,
Ind., to job the Starr talking machines and
Gennett records, also made by the Starr Co.,
which the Connorized company has been
handling for some time. The initial order was
for $10,000 worth of goods.
C. J. Woodward, special representative of the
Emerson Phonograph Co., Chicago, spent the
greater part of the past month in St. Louis.
The Emerson records are handled here by the
Famous & Barr Co. and half a dozen other
firms. From here Mr. Woodward went to Kan-
sas City. Eddie Cantor, the Emerson star, was
here with the "Follies" during Mr. Woodward's
stay. In a little speech he told the people they
could get his records at the Famous & Barr
store.
When Bertha Kalich came to town she felt
that she could not be happy without an Aeolian-
Vocalion, so she wrote the following note to
W. P. Chrisler, manager Aeolian Co., which,
of course, had the desired effect:
"Does It Play All Records?"
Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one. in the thoroughly up-to-date equip-
ment of the MARVELOUS MAGNOLA.
MAGNOLA "Built by Tone Specialists"
May we send you our handsome illustrated catalog
chock full of information concerning the wonderful
construction system of Magnolo and the beauties of
iU musical results, its artistic appearance and iir
moderate price?
Send your name and let us tell you morel
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ. Preildont
Omtral Olhcet Southern Wholtialt Branch
711 MILWAUKEE AVENUE 1930 CANDLER BLDO.
CHICA00 ATLANTA. OA.
"My Dear Mr. Chrisler: I would appreciate
very much if you would arrange to have an
Aeolian-Vocalion placed in my apartments at
the Jefferson Hotel for my personal use during
my stay in St. Louis. Your new Vocalion rec-
ords are remarkable. Won't you please in-
clude some of these? Thanking you in ad-
vance, I am, yours very truly, Bertha Kalich."
JOINS VICTOR TRAVELING STAFF
Morris de C. Freeman, formerly with the
Foley Advertising Co., has joined the traveling
staff of the Victor Talking Machine Co. and
has been assigned to represent that company in
the State of Illinois.
CELEBRATE FIFTH ANNIVERSARY
Owens & Beers, 81 Chambers street, New
York, well-known Victor dealers, have been
receiving the congratulations of their many
friends in the trade upon the celebration of their
fifth anniversary. The company started busi-
ness on April 1, 1915, and during the past five
years have built up one of the most profitable
Victor clienteles in Greater New York. Both
members of the firm are experienced talking
machine men, and have concentrated all of
their activities upon the Victor line. Their
efforts have produced splendid results . and
Owens & Beers are recognized to-day as one
of the leading Victor retail houses in the East.
Natural Voice Phonograph Co.
ONEIDA, N. Y.
Style 85-S
Natural Voice is a splendid line of
Talking Machines which will appeal
instantly to your patrons. In fact,
Natural Voice is as perfect as money
can make it, and is worthy of its
name and guarantee.
Natural Voice is the most remark-
able musical instrument now before
the public. For a full line of
machines and price list, inquire.
Natural Voice Phonograph Co.
ONEIDA, N. Y.
"Si
Distributors of this Line
Wanted in every State.
April 15, 1920
THE TALKING MACHINE WORLD
5-Year Guarantee Bond
The five-year guarantee bond with each Steinburn phonograph is merely
evidence of the superiority of the Steinburn in every particular.
This bond covers spring motors, tone arms and cabinet. It is complete.
Steinburn phonographs are built by this old-estab'.ished organization with the
intent to endure competition throughout those years to come when supply
will again be equal to demand.
Experience, facilities and ideals combine to make Steinburn phonographs
most desirable from the standpoint of the responsible dealer.
Your Territory may yet be open, so write us
immediately for catalog, prices and terms
STEIN -BURN CORPORATION
Heyworth Building.
MADISON AND WABASH
CHICAGO
This is No. 70 Georgian period. The
complete Steinburn line comprises 12
models, ranging from $60 to $300 list.
THE
Western Division of The World, Chicago, April 10, 1920.
Far be it from us to suggest that the opening of this department
last month created any revolution in the views of
our Mid-West friends towards us. The Western
Division of The Talking Machine World is confident
enough to believe that its friends think it sincere
Widening
Scope of
Observation
in trying to render adequate service to them. Among these possible
services, surely the presentation of what we call the Mid-West
point-of-view is not the smallest by any means. In this department
we aim to let the talking machine industry know what is being said,
thought and done by the most active men in the great territory
which runs west from the Ohio Valley to the banks of the Big
Muddy. The task is not small by any means, but it has its compen-
sations. Members of the staff of this Division, as these words are
written, are covering not only Chicago and its environs, but the
States of Illinois, Wisconsin, Indiana, Iowa, Kansas and Nebraska.
The present attempt to represent and make articulate the desires,
needs and opinions of men who hail from within the wide boundaries
of the middle empire, the imperium in imperio, of the United States,
may be extremely imperfect. That it is being made is the impor-
tant point. And it would be wholly wrong to suppose that we de-
sire or intend to confine our vision to the territory which can be
discerned with the unaided eye from the roof of the Republic Build-
ing. On the contrary, as readers will not fail to see this month, we
propose to care for the interests of all the multitude of readers
and advertisers within the vast lands over which the Western Di-
vision's representatives range. We shall be glad for criticism and
still more glad for ideas. We exist to help ; and, to work in the old
saw, we aim to please.
Every time one of our men goes to Milwaukee he comes back from
that town feeling a stronger liking for it and for all that belongs
therein. One of our men — no less a one than our
own Carey— has just been up to the town of what-
ever-they-call-Schlitz-now, to a convention of Wis-
consin Columbia men; and he has come back with
Carey's
Wis-ful
Words
a very high opinion of the way in which the talking machine trade
works together in those territories for the common good. Says our
revered colleague : "Those Wisconsin guys are all to the custard.
They work together. If one of them has a good idea he tries it out,
and if it works as well as he expected, he passes it on to the bunch.
Other cities might do worse than watch those fellows up there.
Their team-work is ideal." Now that is very nice and we have the
best reasons for believing it to be perfectly true. The music trades
of Milwaukee have had for some time an association which has done
all kinds of good work for the sake of all concerned. Their man
who has so ably done the censor's work for them has now been
promoted to a larger office in the National Association of Piano
Merchants. All of which is very interesting. Wisconsin includes
much lumber territory and has many large furniture factories. One
can find an ideal locality almost anywhere within its borders for
the establishment of a first-class talking machine plant. The spirit
of the Milwaukee men is also very much the spirit of Wisconsin
folks generally. They grow on one and one finds it hard to stay
away from them when acquaintance has been thoroughly established.
We are keeping a close watch on our Milwaukee and Wisconsin
friends from out here in Chicago. There is a handy station off the
North Shore Line almost at the door of our office and whenever he
can one of us takes a little run up there. Incidentally our news-
hound, Mr. .Meyers, the gent who drops in and passes the time of
day while he listens to all the exaggerated accounts of mar-
velous business deals which our busy trade friends hand out to him
for transmission to the columns of The Talking Machine World, is
a very nice man. Milwaukee readers are adjured to keep him well
filled with news for the paper, so that thereby the fame of Mil-
waukee and of all Wisconsin men may increase mightily, not only in
the West, but throughout the nation.
Sebok
the
Sibylline
Whereby we are reminded. We have down here in Chi. a gentle-
man by the name of Sebok. Our friend is in charge of the foreign
record department of the big Western Columbia
offices. He was up to the dinner of the Wisconsin
Colurnbiads and had some things to say about for-
eign records in general which we rather suspect
may have come as a bit of a surprise to some of his hearers. We
have not a stenographic record of his talk, but in substance it was
like this: "Some dealers, in fact a great many dealers, do not know
how much money there is in handling foreign records. It must be
done intelligently, of course; but if you will take the trouble to
study the matter you will find that a foreign record trade is very
profitable. It is more, too, than just this. For, little as you may
have thought it, the foreign language record has done wonderful
things in Americanization. And it will do still more wonderful
things in the future. It is not necessary that you should speak the
language of a foreign customer. Find out his nationality and then
slip in a record to correspond. Let it be one of the folk songs or
dances he knows so well and the music will sell itself. He will buy
the record and perhaps one or two more and you may bank on it that
he will soon come back for others. After a while he will begin to
take notice of the American music. Give him encouragement as well
as a little time and he will soon be a regular caller for the domestic,
native stuff. If you are wise, you will see that he gets to hear some
of the patriotic songs and orations, which sometimes seem such 'old
stuff' to your native-born customers. Let him have some of these
with him at home and you will be surprised how quickly he learns
them off by heart. That sort of work is not only profitable, but it is
patriotic ; and every good American among the dealers ought to
keep these ideas in mind."
The gentleman is certainly right. We talking machine men are no
worse than men in other trades, we suppose. Every man tends to
become so thoroughly penetrated with the rigors
of his business that he has neither ability nor in-
clination to think of the hundred and one impor-
tant side issues that depend upon it. It may seem
Regarding
the Non-
Melting-Pot
absurd to say that the talking machine dealer has the opportunity
to help powerfully in making the foreigner understand what America
stands for and what it means to be an American. Yet it is even so.
There is no need to repeat the story so well told by the expert whose
remarks we have substantially reproduced above. But it is perhaps
necessary to point out that the native citizen seldom stops to think
that one of the reasons for the existence and propagation of radical
doctrine among the foreign-speaking elements of the population is to
be found in the simple fact that we have let them come over here
and then have complacently assumed that they would be "American-
ized" by the very act of living within the territorial limits of the
United States. Of course the complacent fatuity of the notion that
in some miraculous manner the "American spirit" would permeate
these millions, shut off by the high barrier of foreign speech, has
been disastrously exposed during the last year or two. The melting-
pot does not melt. Of course not, for there never was a melting-
pot. The foreign-speaking emigrant has not been assimilated. He
has remained in a little enclave of foreign-speaking neighbors, often
exploited, often cheated, doing better indeed than ever he could do
at home ; but never getting over the wall of strange speech and
stranger custom. His children have gone to school and are soon
"Americanized," even though perhaps the process has only been
superficial. But he is out of it. We are just beginning to realize
that there live hundreds of thousands among us who simply do not
comprehend the meaning of America or of the ideals of democracy,
who do not in the least understand those terms; hundreds of thou-
sands speaking languages which we do not understand and dream-
ing dreams which are wholly alien to us. The "ignorant foreigner"
is not to be blamed if his sole practical idea of our system is founded
on his experiences with the policeman and the factory foreman.
April IS, 1920
THE TALKING MACHINE WORLD
133
OF
EW
Americanization is a word with a thousand meanings. One of them
is that we must find ways, popular and practical, for making the
foreigner realize that America means something for him. We must
begin by realizing ourselves that he has brought something to us
from his distant home, something in the shape of music, art, culture,
which we need and can use ; while we must make him see that the
great democratic problems which we are trying to solve can be
brought to solution only when every element in the population, native
and foreign-born alike, co-operates in harmonious effort. We have
despised the man who speaks a foreign language. Yet this man
has had the nerve to come across the ocean in search of better liv-
ing conditions. We will not trouble to ask what treasures of culture
he brings with him. Yet we make it as hard as possible for him to
acquire what we call American culture. We allow him to be ex-
ploited in "every imaginable way ; yet we wonder why he does not be-
come a loyal citizen overnight. We take as much from him as we
can and we give back the minimum in everything. No wonder we
have centers of radical teaching and a radical foreign press preach-
ing revolution. How many of these men who came to find liberty
have been led to believe that the new country is as little truly '"free '
as the old one ever was ? Here is the problem of Americanization in
its native aspect. Is it not plain, then, that our good friend of the
Chicago Columbiads laid his finger on a point of contact between
this great question and our industry? We can offer to the foreigner
an unsurpassed means for acquiring an understanding of American
ideas, in a way which no other agency can match. The records that
he can take home and play over and over are weapons of surpris-
ing power. Let us develop our friend's suggestion into something
systematic. Will the talking machine men's associations take the
hint? Verbum sat sapienti, as they used to say in Rome.
Some of our readers certainly — and all of them very likely — have
noticed the rather striking form of publicity which is at present
adorning the columns of this encyclopaedia over
the style and title of Moeller-Waters, Inc. Now
Moellerwatersinc is a big affair, in two senses.
Both Moeller and Waters are large persons, large
physically and otherwise. George Moeller is both large and impres-
sive, while the other end of the combination is large and expressive.
One impresses the beholder with a sense of achievement, large
achievement naturally, while the other expresses constantly a large
confidence in the future of the electric motor as applied to. talking
machines and talkers. Now we are of the reasonably sure opinion
that the electric motor for the talking machine is about to come
into its own. We do not for a moment suppose that the spring ma-
chine is to be swept off the map; far from it. But we do say that
the electric motor is on the way, and coming fast. The fact is, as
we have more than once remarked to both the ends of the M-W
combination, the improvements which are coming within the next
few years in the talking machine will make the past few years seem
like ancient history. To which those personages have usually re-
plied in the words of the poet, "jest so." Whether the discriminat-
ing reader shall detect in that terse phrase any suggestion that we
are making jokes is another matter; but there is no doubt that our
two earnest friends are equipped to put over more than one little
proposition of the sort. George Moeller was a big man all his life,
we reckon, and he used to be a very big man indeed in the very
big house of Carson, Pirie, Scott & Co. Men of the sort we like to
see in our industry. We have a tidy lot of sizable ones already out
here in the middle territory, and we plan to have more. Youbetcha !
Chicago enjoys (if that is what you call it) the reputation of having
founded the mail-order business and of still carrying it on as no
other city ever has or is likely to. Chicago and her
subordinate territory likewise have seen the founda-
tion of the great independent talking machine in-
dustry in all its ramifications. Now it is our more
mix. At least the result of the mixture cannot be good for retail
merchants. One of the very biggest institutions, which is, we
believe, entitled to call itself the king-pin of the mail-order busi-
ness, has been taking a great deal of space in our newspapers to ad-
vertise a line of talking machines at prices ranging from $48 to $195,
on two weeks' trial, no money down, freight paid and from six-
teen to thirty-two months' time to pay. With all due respect we
beg to suggest that this is going a bit too far. It is bad enough to
offer to sell on such long time. When the other considerations are
added, the proposition begins to assume proportions that can only be
called sinister. But this is not all. To anyone who knows anything
of the margin on which manufacturing is. being done it is obvious
that the machines in question cannot be the highest class ; yet
they are advertised in the most positive terms as superior to
machines selling at prices higher by from 25 to 50 per cent. This
sort of statement is familiar to those who are in the game and we
in the industry know how to discount it. But the public does not
know and the net result tends to undermine public confidence
in the stability of value for talking machines generally. The house
which advertises these machines on these extraordinary terms and
at these extraordinary prices says positively that 250,000 of them
have been sold already. That is probably quite true. But what'
do the legitimate dealers think of this sort of business? Do they
think it a joke? Or something that will soon pass away? If they
think either they are mistaken. The newspapers which print such,
publicity need censors. But the fact is that our retailers are not
organized to make any effective protest. The organized influence'
of the Chicago retail talking machine dealers is without doubt suf-
ficiently great to insure the Chicago papers eliminating all question-
able claims and misstatements inserted within the columns of the
Chicago papers. This influence is not now a potential one and is'
not immediately available because the dealers are not united. What
better argument for union and common action could be provided?
While we are about it, there is just one more thing we want to
gas about before the end of the page comes. Will the readers of
this Hexagon of Humor and Whirlwind of "Wit
please note that our talented colleague, Nealy, of"
the A. E. F., has given in his Chicago news letter,
on adjoining pages, a description of the salesmen's
Messieurs
Les Con-
ferenciers
conferences which are being held at present in our fair city at the
offices of the American Steel & Wire Co., under the auspices of the
Chicago Piano Club? Now, the talker gents who read — as we hope'
they do anyway — these monthly inspirations (we did. not say "des--
perations") will please note that they are invited every Friday.
It is not a piano man's show exclusively. It belongs to all who dally
commercially with the art of music, whether they sell pianos, talkers,
mouth organs or horns. In selling any or all of them one is selling
music; and at bottom there is precious little difference in the senti-'
ments which are aroused and the desires which are stimulated.
Then, of course, in a host of details, as well as in principles, the .
problems of the talking machine salesman are like those, which per-'
plex his piano-selling brother. It has been pleasant to note that
some talking machine men have already conquered their '. natural
timidity sufficiently to venture among the lions of the piano trade,
seeking not, though perhaps expecting, to be devoured. They re-
port that a good time was had by all. The selling of the talking
machine is so emphatically a selling of music that the intelligent
salesman recognizes the necessity for founding his whole method on
this basis. Then again, the record is so vast and important a factor
that there is no possibility of leaving it out of consideration. The
conferences to which we are now referring are considering every
aspect in the great business of selling music to the American people.
They are trying to discover principles on which methods may be
based. They are having great success. But they ought to be sup-
ported by the practical wisdom of talking machine salesmen. May
re suggest that when this journal reaches its readers they will
or less humble opinion that talking machines and mail-orders don't resolve to attend on April 16th and every Friday thereafter.
134
THE TALKING MACHINE WORLD
April 15, 1920
April 15, 1920
THE TALKING MACHINE WORLD
135
rom
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33K\SCe
TJADQUAQTEBP
REPUBLIC BLDG., 209 SOUTH STATE ST TELEPHONE WABASH
EDWARD VAN HARLINGEN
WILLIAM BRAID WHITE
EUGENE F. CAREY
ARTHUR E. NEALY
A. SNYDER
Chicago, III., April 8. — In a recent talk before
the Advertising Men's Post, of the American
Legion, L. J. Boughner, classified advertising
manager of the Chicago Daily News, brought
up some points of acute interest to the talking
machine trade of Chicago. This was in connec-
tion with recent efforts by certain organiza-
tions of this city to curtail the advertising of
"luxuries," such as musical instruments. Mr.
Boughner condemned rightly this advice as a
short-sighted attempt, calculated to reach the
surface and not the heart of the trouble. In
the first place, we, of the talking machine in-
dustry, should ins>ist that talking machines are
not luxuries, but are necessities as the wide-
spread purchase of them by families of small
means has indicated, and in the second place,
the extravagance of the purchasing public in
its demand for luxuries is a result and not a
cause, and the cause cannot be cured by apply-
ing the remedy to the result.
Talking machine men may ask, "What has
this to do with us?" claiming that talking ma-
chines not being a luxury, it is not applicable
to our trade. True, but that is exactly what we
have got to prove to others. We should base
our selling appeal more upon the definite bene-
ficial effects to be derived from the purchase of
a talking machine, instead of extending our-
selves to picture the pleasures obtainable there-
from. The pleasures are great, but the benefit
resulting from these same pleasures is that type
precisely calculated to mar and not enhance the
spirit of public extravagance which we would
seek to lessen. The public as a whole has a wrong
conception of music, due entirely to the attitude
which salesmen in the past have taken with
customers; and it is this misapprehension which
must now be combated by the trade. As a
prominent Chicago music man recently stated,
"The duty of the salesman is not to sell the
talking machine, but to justify the purchase in
the mind of the customer — the highest ideal
for which we work, and the one based upon the
soundest business principles for trade per-
manency."
The slight curtailment in the past month in
retail newspaper advertising of 'talking ma-
chines is not, we believe, due to any such cause
as Mr. Boughner has stated. The talking ma-
chine season is waning as Summer approaches,
and there is> bound to be less advertising, but
his warning is a good one and might well be
considered by the trade.
New Removal Ordinance
An ordinance of great interest to all firms
who do an instalment business has been passed
by the City Council of Chicago and should be
read by all retail talking machine merchants.
At a meeting of the Piano & Organ Associa-
tion of Chicago this ordinance was discussed
at length, and its workings explained, by Fred-
erick Rex, head of the Municipal Reference Li-
brary, who has charge of its enforcement. The
meeting was held on March 25 at the Chicago
Automobile Club and the ordinance was pre-
sented in full to the assembled music men. Sec-
tions one and two of the ordinance read:
"Be It Ordained by the City Council of Chicago:
SECTION ONE
Every person, firm or corporation owning or operating
any moving van, furniture car, transfer wagon, express
wagon, delivery wagon, or any other vehicle engaged in
moving or hauling for hire in the city of Chicago, shall
keep a record of the - place from which and the place to
which he or it moves the household goods or personal
property, or any of them of any person who is, or
persons who are removing or vacating any dwelling, house,
flat, room, rooms or place of residence, abode or place
of business in the city of Chicago, which record shall
show the name and address of the mover, the name of
the person for whom the moving was done, the name of
the person who was the owner or ostensible owner of the
said household goods or personal property moved, the
address from which in the city of Chicago and the place
to which in the city of Chicago or outside of the city
of Chicago, as the case may be, such moving was done, and
the name and address of the common carrier to whom such
household goods and personal property were delivered with
the date of such removal or delivery and the character of
the articles moved. ,
SECTION TWO
Any person, firm or corporation operating any of the
vehicles aforesaid, and any person, firm or corporation
not engaged in moving or hauling for hire in the city
of Chicago but in control or possession of any of the
vehicles aforementioned shall not later
than Monday following the date of such moving file in the
office of the Bureau of Statistics and Municipal Reference
Library of the City of Chicago, or send by registered mail
to such bureau a full, correct statement of all such hauling
or moving done containing the information as required
in Section One hereof. Upon receipt of such statement
the head of such Bureau of Statistics and Municipal Ref-
erence Library shall keep a record of all such' transac-
tions in a book or books, or other suitable form of main-
taining records to be used for that purpose with an alpha-
betical indrx of the names of the persons for whom such
moving or hauling has- been done. Said register shall not
be open to the public but the head of such bureau- shall
furnish to any person inquiring therefor, information as
to any particular change or removal, for which a charge
O'f fifty cents shall be made for information concerning
each change or removal."
In commenting upon the above ordinance, Mr.
Rex, who will be in charge of the registers, said
that if the ordinance is to be effective and a
benefit to business it must be strongly sup-
ported by the various trades, otherwise it will
fall into disuse. Mr. Rex showed that while
the ordinance is of prime importance to houses
doing an instalment business, it also will bene-
fit the public and community in general. The
police department will undoubtedly make use
of it, as will also the Health Department, the
Post Office Department, the county sheriff and
the bailiff of the Municipal Court. Similar or-
dinances have been passed in the cities of Day-
ton, Detroit and Jersey City and have proved
considerable of a success.
"Forms. for the filing of such records are now
being prepared," said Mr. Rex, "and we expect
to be ready to function by the middle of April
or first of May. It is expected that forms will
be ready soon for distribution to movers."
Wm. Wade, of the Wade Talking Machine
Co., who has taken an active interest in secur-
ing the passage of the bill, spoke on its value
to all musical instrument houses, relating also
the many difficulties that were experienced in
pushing the ordinance through the City Coun-
cil. Seventy-five thousand removals were esti-
mated to have taken place last year, a number of
which were "dead beats," he said, thus showing
the value of the ordinance in future years to
all branches of the music industry.
The Moving Strike
Thursday, April 1, Chicago musical instru-
ment movers went on a strike and tied up
deliveries of musical instruments to a great ex-
tent. For a week previous to this, the Chicago
teamsters, Local No. 711, were on strike, making
it impossible to move any sort of goods from
one house to another. The commercial movers,
Local No. 1738, however, did not go out until
Thursday.
Starr Co. Invades Loop
Wholesale and retail offices of the Starr Piano
Co. will soon be ready for occupancy at 423
South Wabasb avenue. The concern has re-
moved its retail store, located at 1228 East
(Continued on page 137)
Use Your Own Judgment!
Here is a fact: —
The Wade Fibre Needle Cutter was on the market long before any other Cutter was ever advertised.
Almost everybody knows that The Wade Fibre Needle Cutter is not alone the ORIGINAL, but
after all the most dependable Cutter on the market.
Obviously, "The Wade" gives better and longer service, as we use only the very best of materials
and workmanship that money can procure.
When you buy Fibre Needle Cutters — just use your own unbiased judgment, buy the original and
the best — and you will have no occasion to be sorry about it in the long run.
"THE WADE '- A CUTTER WITHOUT A RIVAL IN APPEARANCE AND CONSTRUC-
TION, TRIED, TESTED AND PROVEN TO BE THE ORIGINAL AND THE BEST.
OUR MOTTO:
"Not how Cheap but how Good"
WADE & WADE, 3807 Lake Park Ave., CHicagO, 111.
136
THE TALKING MACHINE WORLD
April 15, 1920
I
|
I
1
i
i
The Leading
Victor
ealer
In every community there is a leading Victor Dealer; to
him this advertisement is addressed.
Years of specializing on Victrolas has enabled us to
build up a series of dealers' helps, which has the en-
dorsement of many of the country's largest music houses.
This advertising is available for your use. It is proven
advertising which makes good. It meshes in directly
with the big national advertising of the Victor Co.
Lyon & Healy, Victor Dealers' Advertising
fj Victor Newspaper Advertisements
52 advertisements per year, complete with
copy, proof sheets and matrices at $8.33
per month. The pioneer advertising service
in the Victrola field. Many of our sub-
scribers started when the service was first
issued 5 years ago and are still with us today.
QHalf Newspaper Service
Half of the service described above, 26 ad-
vertisements per year, $4. 1 7 per month.
Victrola Record Art Folder
Pronounced by many to be one of the most
attractive pieces of lithography ever pro-
duced. Beautifully lithographed by the Off-
Set process in color. Use these instead of
envelopes for mailing the monthly supple-
ment. Prices on application.
□Victrola Record Art Window Cards
Four strikingly printed colored window cards
illustrating four records of the new release
each month. They dress up your store or
window. $2.00 per month.
□ Big 24 Sheet Posters
Lithographed in colors. Choice of several
designs. Ask for samples and prices.
£2 Silent Salesman Display Racks
1 2 panelled display racks listing standard
records. Price $9.00.
Tear Out This Page, Mark the Square Be-
fore the Service in Which You Are Interested
and We Will Send Samples Without Charge.
LYON & HEALY
Victor Distributors
CHICAGO
1
I
1
1
April 15, 1920
THE TALKING MACHINE WORLD
137
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 135)
Sixty-third street, to the more central location,
and plans are being laid for considerable expan-
sion in its Chicago business. C. O. Miller,
with the company for twenty years, will be in
charge of the wholesale end of the business,
and Henri Rousseau, formerly connected with
the Adam Schaaf Piano Co. and the A. B.
Chase Piano Co., has joined the Starr forces
and will be in charge of the retail department.
Mr. Rousseau has taken charge of the present
South Side store, where he will continue to be
located until alterations on the Loop build-
ing are completed.
In the two above-named men the Starr Piano
Co. gives its Chicago office two enthusiastic
and capable workers. Considerable money will
be spent to make the wholesale and retail offices
complete and up-to-date in every way, and be-
fore long it is expected that Starr talking ma-
chines and pianos will have a strong repre-
sentation in Chicago's busiest section.
Remove to New Offices
Drying Systems, Inc., of Chicago, manufac-
turers of equipment for drying varnishes, etc .
will remove their offices and factory from 342
N. Michigan avenue, to 11-17 S. Desplaines
street, on May 1. With increased forces and
more favorable working conditions they expect
to increase their output considerably, and as
they will be in the center of their source of
supplies they are sure that present deliveries
can be facilitated. The great demand for equip-
ment of rapid drying, also the great demand for
the latest development, the drying unit, has
necessitated the change.
Lakeside Pacific Coast Representative
The Lakeside Supply Co. is very fortunate
in securing the services of Merten Corwin as
Pacific Coast representative. He is a college
graduate and has been affiliated with the elec-
trical field for the past twenty years.
Mr. Corwin has traveled the Pacific Coast
for a number of years and is familiar with the
needs of the people. He will specialize on elec-
tric phonograph motors and completed, elec-
trically driven machines, besides selling the
Lakeside entire line of motors, tone arms, hard-
Merten Corwin
ware and accessories and will no doubt carry
a small stock for immediate shipments.
Elaborate Marvelon Catalog
Something distinctly new in talking machine
catalogs has been evolved by the Marvelon Talk-
ing Machine Co., of St. Louis. Instead of the
conventional booklet the company has prepared
a series of cards containing photographs of the
different models. The cards are not bound to-
gether, but each one is separate, and the whole
is not bound together, but slips into a folder in
precisely the same way that a photograph does.
Highly artistic paper stock and appropriate
type have been used, giving an effect of quality
unsurpassed. Four cards, each with a photo-
graph of a particular type of the Marvelon,
open and closed, are in the series.
The catalog has been prepared at the in-
stance of Nat Steiner and well indicates the
merits of the instrument and high quality of
trade to which this concern appeals. To sup-
plement this catalog the company has issued
a smaller twelve-page folder of their complete
line.
D. C. Blum With Superior Phonograph Co.
D. C. Blum, formerly manager of the whole-
sale department of the Wade Talking Machine
Co., of this city, and well known in the talking
machine trade, is now . associated with the
Superior Phonograph Co., 320 South Wabash
avenue. Mr. Blum is connected with the sales
promotion division of this company and accord-
ing to his present plans an intensive merchan-
dising campaign will be inaugurated in the near
future in behalf of the company's products.
The Superior Phonograph Co., in addition to
manufacturing the Melotone phonograph, also
carries a line of record needle cutters, fibre
needles, record brushes and practically all
standard accessories. The concern has met
with pleasing success in the introduction of the
Melotone talking machine, and distributors and
dealers have been appointed in many of the
leading trade centers.
Demand for Repeater Stop
Since the advent of the repeater stop on the
market it has had a remarkable success. That
such a refinement constitutes a strong selling
factor is the decision of the many manufacturers
who have adopted it as standard equipment. The
actual manufacturers of talking machines as
(Continued on page 138)
Your Account With Us
au
Lateral
Cut
Lateral
Cut
= Records
Will Be an Insurance Policy Against
EMPTY RECORD SHELVES LOSS OF CUSTOMERS
LOSS OF PROFITS
Record Dealers Reach the Acme of Wisdom
WHEN THEY STOCK UP WITH POPULAR HITS ON
No Waiting for Delayed Shipments When You Order From Us
MAGNOLA TALKING MACHINE COMPANY
711 Milwaukee Avenue
OXTO SCHULZ, President
CHICAGO, ILL.
138
THE TALKING MACHINE WORLD
April 15, 1920
NEWMAN BROS. PHONOGRAPHS
No. 2
Unusually pleasing in tonal qualities as well as in appearance.
Finish: Walnut, Mahogany, Oak Height: 50 inches.
Plays five 10-inch records. Noiseless in winding. Plays all records. Automatic stop.
Tone Modifier. Other special features we shall be pleased to point out.
You will be pleasantly satisfied with our line of phonographs.
For your convenience and because of increased business, we have opened an office
and display rooms in the FINE ARTS BUILDING, CHICAGO.
Nrtumatt Srna, (En*
Makers of Newman Bros. Pianos, Players and Phonographs
ESTABLISHED 1871
OFFICES AND DISPLAY ROOMS: THE FINE ARTS BUILDING
410 SOUTH MICHIGAN BOULEVARD
CHICAGO
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 137)
well as dealers and jobbers have been asking
for the little device, and many have gone so
far as to make minor changes in the shape of
their tone arms and reproducers in order to
facilitate the use and quick application of the
repeater stop.
The outstanding advantage of the repeater
stop lies in the lever regulating feature. It
can be set to re-play a record once, twice or
three times, or constantly, if so desired, and
after the rendition of one, two or three selec-
tions, the turntable is forced to come to a stop
by an automatic brake. The latter is positive
and built like a brake on an automobile. The
leverage is equivalent to a pull of ninety
pounds; in other words, it is said it will stop a
turntable ninety pounds in weight when it re-
volves at full speed. The instrument works
very much like a clock. The mechanism is noise-
less and built to withstand long use. It is guar-
anteed for one year.
Perhaps the most indispensable use of the
repeater stop is in connection with dance rec-
ords. It has been said that 90 per cent, of the
owners of phonographs are dancers. When
these come to know the extent and advantages
of such a repeating device, most, if not all, will
undoubtedly equip their machines therewith.
The Repeater Stop Co. is operating as ex-
clusive manufacturer and sales distributor for
the instrument for the entire world, and is
licensed under the Smith and Adams patents
as follows: Smith Patents. 1060955 and 1062369.
Adams Patents, 1275823. 1317257. 1317258,
1317259. Canadian Patent, 171377.
New Edison-Pathe Needle
The Red Seal Needle Corp., of this city, has
produced and placed upon the market a new
type combinat:on talking machine needle, which
serves reproduct:on purposes on Pathe and
Edison machines. It is called -the '"twin jewel
needle," and consists of a sapphire ball and
sapphire point mounted in one shank, thus elim-
inating constant changing of needles for play-
ing both Pathe and Edison records, as has here-
tofore been necessary. Just a half turn of this
needle brings the correct playing point into
contact with the grooves of the desired record.
The Red Seal Needle Corp. manufactures the
"twin jewel needle" in two styles — loud tone,
set in brass; half tone, set in fibre.
Now the "Dry-Ola"
Wm. Wade, of the Wade Talking Machine
Co., has hit upon a novelty in the way of talk-
Immortalizes the New "Dry" Era
ing machines, particularly appropriate just at
the present time. He has purchased the barrel
stock in a local brewery, consisting of 2.000
one-quarter barrels, and has equipped them with
all the essentials of a talking machine, motor,
tone arm, turntable, amplifier, etc. Of course
one of the greatest features of the "Dry-Ola" is
offered by its window display possibilities; but
it is also a great little seller, as is evidenced
by the Wade Talking Machine Co.'s sales of it.
One of the "Dry-Olas" sold to the Illinois
Athletic Club has been doing duty from morn-
ing to night, entertaining the members with se-
lections apropos the present "dry" period.
Mr. Wade says he is sending one of the in-
struments to the chairman of the congressional
committee that pushed the dry legislation
through the House, and also one to Governor
Lowden of Illinois.
Manager for Smith Piano Co.
A. J. Sharpe, formerly proprietor of the talk-
ing machine store located at 359 W. Sixty-third
street, has disposed of his business to accept
a position as manager of the talking machine
department of the Smith Piano Co., at 311 S.
Wabash avenue.
A few weeks ago Fred M. Firestone, manager
of the city sales division of the Lyon & Healy
piano department, resigned his position to be-
come general manager of the Smith Piano Co .
and it was through his efforts that Mr. Sharpe
was induced to take over the management of
the talking machine branch of the Smith Piano
Co.'s business.
Price Should Have Been $10
In the last issue of The Talking Machine
World it was stated in speaking of the new
Vitanola electric signs for the use of dealers
that these were sold to the trade at a cost of
$100. This was a mistake. The cost should
have been given as $10.
Shines a la Mode
On the South Side, at Ashland avenue and
Sixty-third street, there is a shoe-shining par-
lor called the "Victrola Shoe-Shining Parlor."
A feature which attracts trade, and lots of it,
is the talking machine music which entertains
customers while their shoes are being polished.
(Continued on page 141)
| TRANSFER NAME-PLATES j
i We make the Transfer Name -Plates and Trade-Marks for |
| the largest talking machine manufacturers in this country and |
for dealers in every state. |
|j YOUR NAME, Mr. Dealer, on every machine brings the owner |||
back to you or records and his friends to you for a machine. p
Er . . §
Samples, Suggestions and Sketches Furnished Free M
I THE MEYERCORD COMPANY, CHICAGO j
Largest Manufacturers o; J\] ^COlVIA-INfl A. Transfer Name-Plates
i _ ............ ■ . i
D'iSfrfeSji iiVt fill vi il ii'ii iu\ iu~. >t il i~u/ iui jOi ;'i ~.'~u i u iu< 7iT, ?'u 7u\ \\\\ui 'vtTi'u jQi'Tiji iui 7i7i 7<u 7u< !mT it)j riii S'ii ><i"ii 7t"ii S*5i *:*£ ifil ~iu iffi Sji ifil iui ii 'Si Ti ~ii iui Tri Tui jGfSB ItS^S lili'Ti'iiTui \\u ft?. iiS%'i
THE TALKING MACHINE WORLD
139
140
THE TALKING? MACHINE WORLD
April 15, 1920
^~~~SSS'SSSSSS:£>SS'J'~ir '• ■
In Your Store It Will Do This:
First — ATTRACT customers by its very novelty.
Second — PLEASE customers by its pure artistry of design.
Third — SURPRISE customers by its ingenious method of operation.
Fourth — APPEAL to customers by reason of its usefulness.
And last and most important of all
The "FAIRY"
Phonograph Lamp
ASTONISHES and DELIGHTS by reasonof its mellow, voluminous tone, due to a newly patented sound ampli-
fying chamber radically differing from the conventional designs, constructed of correctly jointed and suspended WOOD.
Electrically operated and equipped with a specially designed invisible switch, regulator and tone modifier.
No matter how high-grade the instruments you handle, the "FAIRY" phonograph lamp, musically and artistically,
is equal to the best.
The best testimonial to our product is the fact that sales of the "FAIRY" have required our maximum output ever
since its appearance in 1918.
ENDLESS-GRAPH MANUFACTURING COMPANY
Factory Address:
4200 W. Adams Street
Downtown Salesroom :
435 South Wabash Avenue
CHICAGO, ILL.
Michigan and Ohio Jobbers, FAIRY PHONOGRAPH LAMP CO., 10 Washington Boulevard, Detroit, Mich,
April 15, 1920
THE TALKING MACHINE WORLD
141
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 138)
kit another shoe-shining emporium on the
North Side goes this one better. It features
dancing a la talking machine for customers who
have to wait their turn to mount into the chairs.
The "parlor" is owned by one Robert Logan
aVid is opposite the North Shore Hotel, Evans-
ton. Logan bought some records and now gets
all the trade of the Northwestern co-eds, who
can dance or listen to operatic airs while wait-
ing to have their shoes fixed up. Shines a la
mode offer the enterprising dealer in every
locality a chance to make a sale of a talking
machine to his favorite boot-black. Show him
this article, which tells about Robert Logan
and see if he doesn't come across.
Vis'.ts Federal Factory
H. Schlaes. of the Schlaes Phonograph Co.,
of Omaha, Neb., and Council Bluffs, la , was a
visitor to Chicago this month. Mr. Schlaes rep-
resents the Federal Phonograph & Supply Co.
in the States of Nebraska and Iowa and was
in Chicago for the purpose of visiting the fac-
tory headquarters here. He has made arrange-
ments for goods to carry him through this sea-
son and is now securing samples of the Federal
line to be placed in his offices at Omaha and
Council Bluffs.
, i Lyon & Healy Retail Service
Lyon & Healy retail talking machine record
service is known to many in the trade as being
o-ne of the most modern, efficient and pleasing
in the country. The advantages of Lyon &
Healy record service to the Chicago public have
been featured by this company in retail adver-
tising of recent date. In one of their ads the
following is said, which we print because in it
may be found ideas applicable to other dealers
in their retail newspaper publicity:
''Since the earliest days of the talking ma-
chine we have been studying how to serve the
public in the matter of records. We have found
that the careful training of sales people, after the
Lyfon & Healy idea, has a great deal to do with
record-buying satisfaction. It is a business of
J. E. ROBINSON
ESTABLISHED 1879
M, J, DECKER
TEL. HAFIPISON 420
Robinson The Plater
g ^ &ofcl our SpQciatfy vgjl
500 W. VAN BUREN STREET~""^^^^
Cm IC AG o
infinite detail and we have worked out a thou-
sand improvements. As an example: When you
enter a record demonstration parlor in Lyon
&- Healy's and close the door behind you a
felt' damper attached to the door moves over
into place and makes the room really sound-
proof.
Then when you want records of a particular
sort, they are brought to you promptly. The
sales person can furnish this service to many
different customers in a day only through a
solid knowledge of music and of the best rec-
ords to be found in the Victor catalog.
"Our telephone service is unique. The young
women who attend to the special record switch-
board have before them complete lists, together
with fresh special information of every kind."
(Continued on page 143)
COVER BALANCE No. 1
Two Patents Dec. 9, 1919— One Patent Dec. 12, 1916. and
Others Applied for
Chicago Hinged Cover Support
and Balance Company
TELEPHONE PROSPECT 250
2242-44 W. 69th St.- CHICAGO, ILL.
READ THIS
A cover balance is not a piece of hardware that can be applied to a
talking machine cover in most any way and work fairly well. Ow-
ing to the different sizes and weights of covers and the different
ways of making cabinets the sizes of springs and direction of pull
must vary so it becomes a problem in engineering to design a sup-
port which will act properly on your machine.
We furnish diagrams and if you are a manufacturer and will give
us the proper information: —
We will design a balance which we guarantee will work satisfactor-
ily on your machine.
We will furnish you a sample to try.
We will furnish a blue print showing how to apply correctly — -AT
NO COST TO YOU!
When a balance is applied at one side, as it is in most cases, there
is a tendency to warp or twist the cover so it will stand open on
one corner.
We have overcome this trouble so that if our support is applied ac-
cording to our blue prints
OUR BALANCE WILL NOT WARP THE COVER
NOTICE OUR TOP CONNECTION, WHICH ADJUSTS ITSELF
TO ANY BEVEL WITHOUT BENDING!
142
THE TALKING MACHINE WORLD
Aran, IS, 1920
CRITICS SAY:
"Most important improvement in Phonographs during recent years
»»
PHONOGRAPH manufacturers have long
realized the utter inadequacy and deficiency
of the present so-called tone modifier, which
merely muffles or chokes the sound at entrance to
tone chamber. Tonal vibrations are retained within
limits of arm, causing excessive vibrations, with their
resultant distortion of sound waves, harsh and in-
distinct tones.
NOW THE BLOOD MUTE —
Eliminates all the objectionable features of the
"choker" device, and makes possible perfect sound
reproduction, which can be modified to a softness
and clearness that are really remarkable. Retains
high tonal quality of BLOOD reproducer.
HERE'S WHAT THE "BLOOD" ACCOMPLISHES:
Perfect regulation of volume while the record is
being played, without in any way changing char-
acter of tone.
Enables you to build tone chamber flush with mo-
tor board and makes possible air-tight tone cham-
ber construction.
Eliminates "choker" device and reduces manu-
facturing costs.
Gives you a phonograph of unexcelled tonal
quality.
NO OTHER REPRODUCER HAS IT
SHOWING BLOOD MUTE
Designed and patented by Burr Blood and used exclusively in the
BLOOD TONE ARM AND REPRODUCER
JEWEL PHONOPARTS CO.
59 E. VAN BUREN STREET
CHICAGO, ILL.
April 15, 1920
THE TALKING MACHINE WORLD
143
Manufacturers, Assemblers, Jobbers and Big Dealers,
let me help you solve your problems of buying and
selling phonographs. My selling cost is the lowest
of any agency in America.
Cabinets only will be furnished to big users at a guaranteed
saving of 10%.
Line No. One: A line of cabinets 48" high, ranging in
price from $25.00 to $35.00.
Line No. Two: 50" cabinets in Golden Oak and Ma-
hogany, ranging in price from $35.00 to $37.50.
Will furnish you Cabinets at the lowest cost of production
and install your motors and tone arms for you at a very small
cost; furnish you motors and tone arms at factory cost.
Samples will be sent to well-rated jobbers and assemblers on
request.
I have a selling plan which has been tried and is as nearly
100% as we can make it. My selling plan is furnished free
to my clients.
A WORD TO MANUFACTURERS OF CABINETS: If
you are now spending 10% to 25% on your sales, let me
do it for you — and I will guarantee to sell your cabinets at
5%, or less. I will carry the accounts; finance the sales and
can refer you to the leading bankers and manufacturers as to
my financial standing and ability. Address
NAT KAWIN, The Phonograph Man
316 South Wabash Avenue - Chicago, III.
Director of Sales, Great Eastern M'f'rers' Co. and Associate Factories
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 141)
Heads Wholesale Department
H. C. Barenstecker has been appointed man-
ager of the wholesale talking machine depart-
ment of the Wade Talking Machine Co. Mr.
Barenstecker comes from the Coast, where he
has been connected with the Eiler's Music
House, of Portland, in capacity of department
manager, and also with Sherman, Clay & Co.
Since the inception of the Wade Co.'s whole-
sale business a few months ago it has grown
by leaps and bounds, and to-day requires the
attention of a manager like Mr. Barenstecker.
The company has put out eighteen styles of
talking machines in order to accommodate the
small dealer who wishes to handle more than
one line without too large an investment. In
addition to this, the Wade Talking Machine Co.
handles all the well advertised lines of acces-
sories, motors, tone arms, and so forth, which
can be sold profitably by the retail merchant.
One of the newest features added to its line
has been a scratch remover, which can be used
by dealers most advantageously in doctoring up
any little scratches that may appear on their in-
struments. A refinishing outfit also has been
listed in their latest catalog, especially for
dealers, who will find it most convenient.
"Fairy" Lamp Campaign
The Endless-Graph Mfg. Co., manufacturer
of the "Fa'ry" phonograph lamp, has been
carrying on a retail newspaper advertising cam-
paign in behalf of its product during the past
month. Its store at 435 South Wabash avenue,
established two months ago, has been featured
in the ads, which have brought remarkable re-
sults. The store has been in the nature of a
test to determine the popularity and discover
the sales features of the "Fairy" phonograph
lamp. In both of these things it has more
than come up to the expectations of P. R. Gon-
sky, president of the concern.
The great difficulty has been the obtaining of
enough machines to meet the large retail and
wholesale demand which has been made upon
the Endless-Graph Mfg. Co. during the past
couple of months. The most important item in
this difficulty has been the obtaining of elec-
tric motors, with which all the machines are
equipped. It is necessary to make up special
motors for this lamp and equip them with parts
especially designed by the inventor, Mr. Gonsky.
Opens Offices
The Venus Co., of Cincinnati, Ohio, has re-
cently opened up offices in Chicago at Room
435, Fine Arts Building. The Venus Co. plans
an aggressive campaign in behalf of its prod-
uct in this territory, and has placed C. E.
Ricksecker, vice-president, in charge of the local
office. He will be assisted by O. C. Searles, for-
merly with the Aeolian-Vocalion department of
Mandel Bros.
Chairman of Boosters
William Wade, of the Wade Talking Machine
(Continued on page 145)
Repair Parts
For All and Every Motor
That Was Ever Manufactured
We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.
Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.
Expert repairing on all makes of phonographs
and motors.
MCORPOKATE.1 UNDER THE
LAWS OF ILLINOIS
Standard Talking Machine Co.
United Talking Machine Co.
Harmony Talking Machine Co.
O'Neill- Jamee Co.
Aretino Co.
PTubh GiadcTaJEmd Machines! Disc Records,
Talking Machine Supplies, Etc
227-229 W. Washington St., Chicago, 111.
TRADE MARK
CONSOLA"
144
THE TALKING MACHINE WORLD
April 15, 1920
The map shows you why Chicago
is the mid-western shipping center
for the Aeolian -% hcalion
CHICAGO'S strategic mid-western location;
Chicago's remarkable railroad facilities;
Chicago's commercial prominence; all fit her pre-
eminently to serv i Aeolian dealers of the central west.
If you're on the map. write or call on the Aeolian great Mid-JVestern supply house
At Chicago is the great depot of the Aeolian Company, where
Vocalions in great numbers and in all styles are assembled in
readiness to meet the demand of the remarkably extensive, popu-
lous and prosperous mid -western district of the United States.
cDealers desiring to Secure an Aeolian ^Vocation Agency
are invited to visit Chicago headquarters and to
acquaint themselves with the superb equipment and
service-capacity of our Chicago shipping station.
Arrange for the agency for your city — see
and hear the wonderful Aeol ian-Vocal ion and
the new Vocalion Lateral Cut Record, secure sup-
plies, catalogues, folders, readers, car and window
cards and displays, newspaper advertisements, etc.
We cooperate liberally with you on the sales of
instruments and records. Or write to
THE AEOLIAN COMPANY
529 South Wabash Ave., Chicago
:
April IS, 1920
THE TALKING MACHINE WORLD
145
THE IRONCLAD
ENCLOSED MOTOR ==
Full throw back tone arm of highest quality. Nickel or Gold Finiih
IRONCLAD equipment gives your salesmen un-
disputed talking points and makes the owner a
booster for your machine.
Our method of installing springs eliminates all "spring kick"; they re-
lease smoothly, delivering an even flow of power, producing a constant
speed of turntable.
The springs need no oil or lubrication for life of motor.
The IRONCLAD has so many merits that it can be fully appreciated only by inspection and test. Write or
wire for sample to-day.
B-2 — 2 spring — 4 10" records
C-2 — 2 spring — 5 10" records
C-4 — 4 spring — 1 1 10" records
B-3 — 3 spring — 6 10" records C-3 — 3 spring — 8 10" records C-6 — 6 spring — 16 10" records
ESTABLISHED 1884
Cherington Mfg. Co.
Main Office and Factory
Waukegan - Illinois
Canadian Factory:
IRONCLAD MOTOR CO.
718 Drummond Building, Montreal.
OFFICES: NEW YORK, N. Y.
51 East 42d St.
CHICAGO, ILL.
108 West Lake St.
SAN FRANCISCO, CAL.
320 Market St.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 143)
Co., has been asked by the mayor of Chicago
to accept the chairmanship of the committee
for a drive in the music industries of Chicago
to obtain funds for the Boost Chicago Cam-
paign now running. Ten thousand dollars is
the mark set for the music industry to sub-
scribe, which will be forthcoming from the
piano and talking machine industries' commit-
tee. Mr. Wade's associates on the committee
are E. H. Uhl, of the Rudolph Wurlitzer Co.;
M. J. Kennedy, N. A. Fegen, of Lyon & Healy,
and Harold Jarrow.
Ship by Parcel Post
F. D. Hall, president of the B & H Fibre
Mfg. Co., has lately been obliged, in addition
to his other troubles, to ship fibre needles by
parcel post to certain sections of the country
where express and freight tie-ups have -stopped
delivery.
"Orders for B & H fibre needles have been
coming to us in unprecedented volume," said
Mr. Hall. , "We have taken increased space and
added more machines, and are doing vour best
to keep abreast of orders. We find the recent
freight difficulty very annoying. At one period
we were receiving five to eight telegrams a
day, urging us to rush special shipments of
needles to various parts of the country."
Novelty Advertising
A little toy airplane recently patented in Chi-
cago and manufactured for advertising purposes
is now being used by certain talking machine
companies for advertising their instruments and
records. The little airplanes are made of card-
board and sold in small envelopes in knock-
down form. They are prized by children every-
where, and even the older people become inter-
ested in the principles of air dynamics em-
bodied in the gliding qualities of the little
device.
C. J. Van Houten & Zoon, Chicago repre-
sentatives for the Sonora line of talking ma-
chines, are sole selling agents for the airplane
advertising novelty and are pushing it as one
of the liveliest propositions of the year for the
use of talking machine dealers in advertising
their merchandise.
New Retail "Music Center"
J. K. Morgan has opened a new downtown
retail music establishment in the old Siegel &
Cooper building at State and Van Buren streets,
which goes by the name of "Music Center." It
is on the third floor of the building now known
as the "Leiter Stores." Mr. Morgan is handling
the Brunswick line of talking machines and
records, also a complete line of accessories and
small musical instruments. This is the only
music establishment in the building, outside of
the sheet music store and player roll business,
(Continued on page 147)
lllllllllll
ill III
I ill
mini
iii'
inn
ii
in
ii in
ii hi
QThe Superior Lid. Support
£ J{ Spring Balance that Does Hot IParp the Lid
Tlo Pull on the Lid when Down
J\. mere touch of the jlnger lifts or closes the lid,
which stops at any point desired
Sample— Packet 75c— Qold $1.00
Patented
December 1919
Prepaid anywhere upon receipt of price. Submitted on approual, subject to return
uuthin a reasonable time, in u?hich euent the full price unll be refunded
Quantity Prices Quofed on Application
Bartlhart Brothers & Spindler
TXlcmroe and Throop Streets, Chicaqo, Illinois
Ulli
(46
THE TALKING MACHINE WORLD
April 15, 1920
New York Telephone Go.
Installs Mandels in Rest Rooms
In the telephone exchanges of the States of New York and New Jersey,
MANDEL Phonographs are being installed as rapidly as deliveries can be made.
The MANDEL was chosen after rigid tests were made, in which some of the best
known brands competed. As proof of quality, we can offer no greater testimonial.
The 1920 MANDEL line embodies bigger talking machine values than any
other phonograph on the market to-day. The new MANDEL triple spring motor
is the last word in phonograph motors. Runs and winds noiselessly. The new
MANDEL patented reproducer plays records with a tone volume that is unexcelled.
Low retail selling prices, liberal discounts and terms to dealers, and guarantee
of satisfaction to every ultimate purchaser, are three reasons why you should in-
vestigate our proposition without delay.
The new art portfolio illustrating the complete MANDEL line for 1920 is now
ready for distribution. Write for your copy to-day. With it we will include our
confidential proposition to dealers.
More than 3,500 dealers are now selling MANDEL Phonographs. Your ter-
ritory may be available.
MANDEL MANUFACTURING CO., Inc.
General Offices, 501-511 So. Laflin Street
CHICAGO, ILLINOIS
F. S. HARMON & CO., Northwestern Distributors, Tacoma, Seattle. Spokane. Portland.
HARLE-HAAS CO, Nebraska Distributors, address Council Bluffs, Iowa
WICHITA WHOLESALE FURNITURE CO., Kansas Distributors, address Wichita. Kansas.
HARDING KIRK CO., Distributors of Utah and Eastern Idaho, Salt Lake City, Utah
NEW ORLEANS CHAIR CO., New Orleans, La.
1
April IS, 1920
THE TALKING MACHINE WORLD
141
Three World Beaters — Each a Wonderful Seller
45j^ in. high, 18 in. wide, 21
in. deep. Can be had in genu-
ine mahogany and golden oak;
equipped with double spring Cast
Iron Motor and Universal Tone
Arm.
Made in our own
factory from Lum-
ber to a Complete
Machine.
Nothing has been
left undone in the
perfecting of these
three very artistic
models.
If you are a Live
Wire Dealer, write
us today, dorit put
it off.
PRICES ON REQUEST
THE MELOTONE
IS ALL ITS
NAME IMPLIES
48 in. high, 20 in. wide, 23 in.
deep. Genuine mahogany or
golden oak; has the highest type
double spring cast iron frame
motor; guaranteed tone quality.
Distributors look-
ing for a Phono-
graph with merit
will find it of vital
interest to get in
touch with this line.
Our Factory with a
capacity of 50,000
Machines yearly
means much to
you. Why not tie
up with a concern
such as we are ?
THE MELOTONE
IS IN A
CLASS BY ITSELF
Model 8
SI in. high, 22 in. wide, 24 in.
deep. The most wonderful con-
ception of phonograph construc-
tion, genuine piano finish; has
the very highest type 3-spring
motor.
A Few Items to Interest You
Records, Needle Cutters, Fibre Needles,
Record Brushes, Steel Needles, Tonofone
Needles, Albums, Store Fixtures.
Have You Our Catalog?
Let us have your name at once, so that
we can mail you our latest catalog, now
on the press.
Superior Phonograph Co.
320 SOUTH WABASH AVENUE
CHICAGO, ILLINOIS
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 145)
known as Betty's Song Shop. The entire build-
ing contains retail stores of every kind, and
while each will be run separately, the various
stores will be much in the nature of the de-
partment store business. Mr. Morgan himself
has an extensive acquaintance and wide knowl-
edge of the music trade, having traveled for the
Rudolph Wurlitzer Co. during a period of ten
years.
Announce New Universal Motor
The Universal Stamping & Mfg. Co., of this
city, have just announced that next month they
will put on the market a new Universal motor.
This motor has just been patented and bears
all the earmarks of perfection. It contains -
one one-inch spring forty feet in length, light
gears, three of which are of Bakelite and one
worm. The governor is of a vertical type
and is enclosed in a Bakelite casing, which
prevents the governor balls from spreading be-
yond a certain distance. None of the shafting
contained within the motor is over Ityi inches
long. The casing of the motor proper, which is
semi-enclosed, is approximately of the size and
shape of an ordinary alarm clock. It is attached
to the motor board by four screws. The turn-
table shaft has its bearing on the top of the
spring-shaft. The manufacturers claim that
with one winding it will run continuously for
from twenty-five to thirty minutes, which is
equivalent to eight ten-inch records.
Sales Manager W. M. Shipley has been calling
on the Western manufacturers with this little
motor for the past few weeks, and he states
that everywhere he went he received much en-
couragement.
A. B. O'Connor Makes Change
A. B. O'Connor, formerly in charge of sales
of Central States for Charles H. Elting & Co.,
announces that he has become connected with
the Firestone Phonograph Co., of this city.
Gets Legion Post
Harry L. Flentye, in charge of the talking
machine department of the Commonwealth Edi-
son Co.'s store on North Broadway, has been
elected adjutant of the Wilmette post of the
American Legion. Mr. Flentye has been con-
nected with the talking machine trade in Chi-
cago for some time and has made many friends
who will hear of his activities in the American
Legion with pleasure.
Wind Breaks Cable Company Windows
Two large windows of the Cable Company,
facing on Wabash avenue, were broken by the
big windstorm which hit the city Sunday,
{Continued on page 149)
Magnifies Sound 50 Times
ACME SOUND AMPLIFIER
Enables the repairman to locate the precise point of origin
of unnecessary noise in the motor without loss of time
or useless disorganization of the mechanism which results
from guessing or the sense of hearing alone.
MAKES EVERY MOVING PART IMMEDIATELY
ACCESSIBLE
• «
Guesswork Won't Do"
The ACME allows a tesl with the
drag of the needle throughout the
length of the record.
The
Acme Speed Indicator
— is precision made.
— clears the tone arm.
—1 ocates motot
troubles.
— registers 78 and 80
"The repairman's stethoscope-" revolutions.
Made by
Acme Engineering & Mfg. Co.
1622 Fulton Street CHICAGO
WE ILLUSTRATE THE
"Handy" Dome Clamp
Quick action for clamping domes and
frames on Talking Machine Cabinets
Write for Catalogue of clamping machine* for
Cases and for all purposes.
VENEER PRESSES AND CLAMPS
HANDY MFG. CO.
27 E. Madison St., Chicago, 111.
AMBEROLA SERVICE
As the Edison Cylinder products
are not controlled by zone system,
dealers anywhere can take advan-
tage of LYONS' SERVICE,
which is efficient, skilled, and up-
to-date.
The Amberola is absolutely the
best value offered the public today.
J. I. LYONS
17 WEST LAKE STREET CHICAGO
148
THE TALKING MACHINE WORLD
April 15, 1920
iSLJft •«■ 7///////////x:
\\\\\\vv\\\\vi-5u;
MOELLER- WATERS, INC.
offer
The Roberts Electric Phonograph Motor
which for three and one-half years has proved itself the best
electric phonograph motor on the market
BECAUSE
1. Its durability and efficiency have been demonstrated.
. 2. It is positively noiseless.
*3. The installation is easy and simple.
4. It will fit any make of cabinet — nearly always without change.
5. It can be used on either direct or alternating current.
6. It will neither get hot nor burn out.
7. It runs at constant speed under all conditions.
8. It requires no attention for years — not even oiling.
9. It eliminates cranking the phonograph.
10. It is reasonable in price.
11. You can be assured of prompt delivery.
12. It is GUARANTEED ABSOLUTELY by its makers, who are today the largest
manufacturers of electric phonograph motors.
Manufacturers of phonographs who appreciate the steadily increasing demand for electrically-
driven machines can protect their own reputation by installing
ELECTRIC
PHONOGRAPH
MOTOR
Its Reliability and Dependability made il famous.
(Made in gold and nickel finish)
We are accepting contracts for delivery up to January 1st, 1921.
Write or wire us for quotations or sample motor.
MOELLER -WATERS, INC.
Sole-Selling Agents
LYON & HEALY BLDG. ::
CHICAGO
♦Dealers: Our replacement proposition is worth investigating. Write us for full information.
*\\\\\\\\\\Y
'//////////////«•
April 15, 1920
THE TALKING MACHINE WORLD
149
YES, THIS IS
QUALITY FIRST
THE PERFECT EDISON ATTACHMENT
WE CAN PROVE IT— IF YOU WILL SAY —
"Send sample on approval" or ask your jobber
Retail Price, Nickel Plated, $8.50 Highest Grade Gold Plating $12.50
The New ORO-TONE Safety Point Steel Needle Now Ready
Sample Thousand 60 Cents
Mfrs. of highest grade tone arms, reproducers, attachments for phono-
graphs for playing all records. Diamond and jewel point needles, motors,
supplies, etc.
ILLUSTRATION SHOWS THE ORO-TONE ATTACHED
Successors to COMBINATION ATTACHMENT CO.
1808-10 IRVING PARK BOULEVARD, CHICAGO, ILL.
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 147)
March 28. No one was inside at the time and
consequently no one was hurt, but the sales-
men's desks were showered with pieces of
broken glass.
Makes Exhibit of Steger Phonographs
At the recent convention of the Retail Hard-
ware Men's Association, held in Des Moines,
hibit had been originally planned by Warfield-
Pratt-Howell, but the demand for floor space
at the exposition was so heavy that only a
limited section could be secured. However, the
large attendance, coupled with the enthusiasm
of visiting buyers, more than compensated for
the lack of proper display rooms. From the
Interesting Steger Display Made
la., the Warfield-Pratt-Howell Co., Iowa dis-
tributor for the Steger phonograph, exhibited a
v/hole line of Steger phonographs. A large ex-
by Warfield-Pratt-Howell Co.
time the convention doors opened, each morning
until closing time, the Steger phonograph booth
was a big center of attraction.
Dealer Helps
Cole & Dunas Music Co., of this city, has just
received from its printers one of the most
cleverly designed catalogs that has been seen
in this section for some time. Among the many
new features is their Queen Anne design console
type talking machine. This instrument is made
in very fine finish and comes in all woods. The
tone arm and turn table, while the left half of
the cover lifts up so as to give access to the
tone arm and turn table, while the left half of
the cover is stationary. It is equipped with the
well-known Blood tone arm and "mute" at-
tached reproducer.
The catalog is also chock full of "dealer
helps" and want ad cuts, gotten up for the pur-
pose of helping dealers in their local advertis-
ing. It is a helpful publication.
Gives Tone Test
The Irving Park branch of the house of James
I. Lyons, Amberola jobbers of Chicago, gave a
tone test at the Irving Theatre recently. Mr.
Hardy Williamson, tenor, a "re-creation" artist,
sang "Holy City" and "Thora." The test proved
successful in every way. Mr. Lyons, when
talking to a World representative recently, said
it was comical to watch the facial expressions of
the out-of-town dealers who visit him, when
they see the amount of cylinder business he is
carrying on at his store. It seems that nearly
all the dealers are under the impression that the
cylinder machines are antiquated, and that the
only record business going on is for disc rec-
ords. ''In reality I am of the opinion that the
(Continued on page 151)
Plioiuo^rapH
Company
4ooNSandamonSt
:agfoIU.
The Melodia will now
have the stage, appearing
in outline, all built of
heavy five - ply stock.
Furnished in standard
finishes. The Melodia is
unsurpassed in tone
on account of its
- "Patent Applied For"
tone chamber and its
equipment of the best
motor and tone arm.
Played and indorsed by
"Marinuzzi," director of
Chicago Grand Opera
Co. Live dealers wanted.
The Melodia Phonograph Co.
400 N. Sangamon Street
CHICAGO, 111.
PHONE, HAYMARKET 3833
150
THE TALKING MACHINE WORLD
April 15, 1920
NEW PROFITABLE STURDY ARTISTIC LIGHT RIGHT
SOMETHING ABSOLUTELY NEW IN PHONOGRAPHS
New Design
New Finishes
New Size
New Construction
New Price
New Market
New Profits
RETAIL PRICE
WHOLESALE PRICE
Satisfactory to
Retailers
The "VIT"
Motor, tone-arm and reproducer of standard make, fully guaranteed. Plays all records.
Finishes, Ivory Satin Enamel, panels decorated with colonial figures in dainty coloring.
French Blue Enamel, panels decorated with richly colored designs.
Oriental Black, panels decorated with Japanese designs in colors.
Mahogany Finish, without panel decorations.
Design, Sheraton Period, 32 inches high, 1 5 inches square. The ideal instrument for the
greatest number of different uses, for sun porches, summer and winter cottages,
small apartments, rooms, nursery. Easily carried from room to room, up and
down stairs, and meets with many other purposes that other types do not.
Window Display, these four richly finished floor cabinet machines make such an attractive
show that compels attention and sales to be had in no other manner.
Exclusive Sales Agency for live dealers. Quick deliveries. Be the first and only dealer
in vour town to offer the public something new.
VIT TALKING MACHINE COMPANY
Sectional Record Cabinets tor stores.
Capacity (or over 200 10 and 12 Inch
records per section. Dimensions ol cabi-
net 12 inch high. 3fi inch long nnd 12
Inch deep. Price per section. $10.00
123 West Madison St., Suite 412
CHICAGO
ILL.
i
aiii^H^Ri^^rSv-. rr*M r^i r?k\-i r?*M ^«-vi rTjcvi r7-«Si rr»Si r/«
as aft mmmmm m m sis mm \sm m m m m m^mmmmmmmm m m m m mm mmmmmmmmMmmmm m
April 15, 1920
THE TALKING MACHINE WORLD
151
? ? ?
WHY
Mr. Dealer
Are Your Com-
petitors Selling
So Many
Phono-Grands
? ? ?
Simply Because' They
Know That
PHONO-GRAND
Fills a Long Felt Want
This little compact combina-
tion of a splendid Phonograph
and an electrically controlled
Reproducing Piano is just the
thing for ice cream parlors,
restaurants, cafes, etc. It fits
in nicely and takes up no more
room than an ordinary talking
machine.
Want particulars ? Write today
J. P. Seeburg Piano Co.
419 W. Erie St. Chicago, 111.
FROM OUR CHICAGO HEADQUARTERS
(Continued from page 149)
demand for cylinder records is greater than it
ever has been, and I know for a certainty that
each month the quantity of cylinder records I
am disposing of increases."
Six Best Sellers
The six best Victor sellers for the month
are: "Mystery"; "Oh"; "You'd Be Surprised"
and "Keep Moving"; "I Might Be Your Once
in a While" and "You Are Free"; "Was There
Ever a Pal Like You" and "You're a Million
Miles From Nowhere"; "Now I Know" and
"I'll Always Be Waiting for You"; "That
Tumble-Down Shack in Athlone."
The six best Columbia sellers for the month
are: "Venetian Moon" and "Bo-La-Bo"; "Just
Like a Gypsy" and "In Your Arms"; "Elder
Eatmore's Sermon on Generosity" and "Elder
Eatmore's Sermon on Throwing Stones";
"Chloe" and "Was There Ever a Pal Like You";
"You're a Million Miles From Nowhere" and
"Once Upon a Time"; "Just Like the Rose"
and "When You're Alone."
The six best Edison sellers for the month are:
"Phedre Overture, Parts 1 and 2"; "In Siam"
and "Tents of Arabs"; "Peter Gink" and "Yelp-
ing Hound Blues"; "Carnival of Venice" and
"Silver Threads Among the Gold"; "Second
Hungarian Rhapsodie, Parts 1 and 2" and "Sec-
ond Hungarian Rhapsodie, Parts 3 and 4."
The six best Brunswick sellers are: "Darda-
nella" and "Fast Asleep in Poppy Land";
"Echoes" and "Just Like the Rose"; "Nobody
Knows" and "Come to the Moon"; "Patches"
and "Swanee"; "I Want a Daddy" and "Some
Day Down in Carolin"; "Tulip Time" and "I
Might Be Your Once in a While."
The six best Okeh sellers are: "Freckles" and
"Please"; "Mystery" and "Meet Me in Bubble-
land"; "Tents of Arabs" and "Nobody Ever";
"Swanee" and "Blues My Naughty Sweetie
Gives to Me"; "Just for Me and Mary" and
"Lullaby Blues"; "For Every Door That
Closes" and "I'll Love You Just the Same."
The six best Empire sellers are: "Wonderful
Pal" and "Just for Me and Mary"; "I Might Be
Your Once in a While" and "A Pretty Girl Is
Like a Melody"; "Dardanella" and "I Never
Knew"; "Hand in Hand Again" and "We Must
Have a Song to Remember"; "Dardanella" and
"You'd Be Surprised"; "My Isle of Golden
Dreams" and "See Saw."
The six best Emerson sellers are: "I Might
Be Your Once in a While" and "I'm Always
Building Castles in the Air" "Pretty Little Rain-
bow" and "Mavis"; "The Last Rose of Sum-
mer" and "You Ain't Heard Nothin' Yet";
"Venetian Moon" and "Rose of the Orient";
"Bo-La-Bo" and "Sweet and Low"; "Oh" and
"That Wonderful Kid From Madrid."
Have You Citronella?
Dardanella has been one of the most popular
records of recent years. Witness the choleric
temper of the talking machine record salesmen
when they are asked to ship quantities of this
number. Apropos of this little matter, a woman
was recently in a Wabash avenue music store
and asked the following question:
"Have you Citronella?"
A look of blank amazement replaced the smile
on the clerk's face.
"I am afraid you will have to go to a drug-
store for that, madam," he stammered.
"Why a drugstore?" she said coldly.
"Because Citronella is a remedy for mosquito
bites, madam."
" "The very idea," she exclaimed. "Haven't
you heard of the latest fox-trot?"
"Oh, you mean Dardanella, don't you?"
And she did.
"Stubborn Facts About Prices"
The Baldwin Piano Co. has prepared a little
descriptive folder on comparative prices of ma-
terials in 1914, 1917 and 1920. It is entitled
"Stubborn Facts About Prices," and illustrates
the different prices in different years by means
of long and short lines. For instance, lumber
" (Continued on page 153)
Announcing the
MANUFACTURED BY
Pi AYERPHONE TALKING MACHINE CO.
O.W.McKEN21E. CHICAGO, WD.CALDWEU.
PRESIDENT TT W TREASURER
UlodU
To Playerphone' s
Dealers and Friends /
Watch our big national advertising
campaign beginning in the Saturday
Evening Post April 24th
Other national magazines, to be an-
nounced later, will be included in our
campaign for your benefit from May,
1920, onwards.
For tone, quality and beauty, Play-
erphone stands in a class by itself.
Eleven models of original and beauti-
ful design. Plays all makes of records
perfectly.
Merchants who are looking for a
thoroughly high-grade phonograph
with original and exclusive features
at the right price will do well to
communicate with us directly or with
any of our jobbers.
Chapman Drug Company. Knoxville, Tenn.
Clawson & Wilson. Buffalo, N. T.
The Day Drug Co., Akron. Ohio.
'Ilie Des Moines Drug Company, Des Moines. Iowa.
B. Deutser Furniture Company, Beaumont, Texas.
and Houston. Texas.
L. S. DuBois Son & Company. Faducah, Ky.
W. J. Gilmore Drug Company. Pittsburgh. Pa.
Healy Brothers, 13th & Hoyt St., Portlalid. Ore.
Hornick. More & Porterfleld. Sioux City. Iowa.
Kauffman-Lattimer Co.. Columbus, Ohio.
Iieid Lawson, Inc., Birmingham, Ala.
Chas. Leieh & Co., Evansville, Ind.
The Murray Drug Company. Columbia. S. C.
Oklahoma Book Company, Oklahoma City, Okla.
Orchard & Wilhelm Company, Omaha, Nebr.
Twin City Talking Machine Co., Uhrichsville, Ohio.
F. M. Umphred & Son, Oakland, California.
Van Vleet- Mansfield Drug Co.. Van Vleet, O.
Western Jobbing & Trading Co., 724 S. Broadway,
Los Angeles. Cal.
H. W. Williams & Co., Fort Worth, Texas.
Don's Music Store, Hastings, New Zealand.
The PLAYERPHONE comes in nine
different styles and sizes, ranging
from $110 to $500. Each PLAYER-
PHONE guaranteed to give entire
satisfaction. Is now being advertised
monthly in this and several other
leading publications.
SOME DESIRABLE JOBBING
TERRITORY STILL OPEN
For Further Information Address
PLAYERPHONE TALKING
MACHINE COMPANY
4223-41 W. Lake St., Chicago
D. W. McKENZIE. Pres. W. D. CALDWELL, Treas.
152
THE TALKING MACHINE WORLD
April 15, 1920
Mechanically rerfect
Noiselessly Uperated
UNIVERSAL
The Motor that Compels the Phonograph to
Perform Perfectly
^ In selecting a motor be guided
by fundamental facts.
^ Judge value by specifications,
not expectations.
^ Two things can be made to
look alike for a like purpose, but
when put to use display a vast
difference.
tj This applies particularly to
Phonograph Motors.
^ The Universal Motor remains
true to a fine conception of a
high standard of expert work-
manship. This is convincing
evidence of its worth.
^ Because of their high degree of
accuracy and efficiency the use
of Universal Motors will raise
the standard of your product and
save you much in time and labor
costs.
Universal Motor "A-5"
Universal Motor "A-6"
"A- 1 " Stop
A-2" Stop
Simplest and most efficient stops. Easily installed and are
guaranteed. Send 75c in stamps or money order for sample.
Universal Stamping and Manufacturing Co.
Main Offices and Factory
1917 to 1925 So. Western Avenue
Chicago, 111.
NOTE: The Universal Stamping and Manufacturing Co. has established an
EASTERN DIVISION AT WILL1AMSPORT, PA.
April 15, 1920
THE TALKING MACHINE WORLD
1 53
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 151)
selling at 100 in 1914 is given at 115 in 1917
and 367 3 in 1920. In regard to the purchase
of raw materials it has the following to say:
First, orders for materials to be delivered dur-
ing the year 1920 can only be placed on the
basis of prices prevailing at the date of ship-
ment. Second, prices quoted in response to
inquiries are given only with the understand-
ing that they must be accepted immediately.
Third, acceptances of prices quoted and sub-
sequent placing of orders do not guarantee de-
liveries.
Sonora Advertising in the West
A large number of billboards have been con-
tracted for and erected' by C. J. Van Houten &
Zoon in behalf of Sonora phonographs, which
are handled by this concern in Illinois and Wis-
consin. The largest billboard advertisement in
the city of Chicago appears on a skyscraper at
Sixth street, between Wabash avenue and the
"L" tracks. An immense replica of the Sonora
instrument greets passersby in street cars be-
low on Wabash and the elevated trains on the
other side.
Another very large electrically illuminated
sign was erected during the latter part of the
cago, and particularly along the boulevard sys-
tems. On the South Side alone they have
twenty-five boards, and one in particular on the
Van Houten & Zoon's Sonora Demonstration
North Side, which has brought excellent results.
This is at Lincoln and Robey.
"We have found billboard advertising one of
the very best mediums," said L. Golder, of the
Chicago office. "The success of Sonora bill-
board advertising in New York has convinced
us of its effectiveness in Chicago. More people
are reached effectively day after day by this
sort of advertising than in any other way.
Pound the message of Sonora day after day into
the class of people that are buyers."
The Sonora offices in Chicago were recently
moved to the seventh floor of the Marquette
building, at Dearborn and Adams streets, and
a spacious room taken in the same building on
another floor, room number 1737, which is being
used solely for Sonora dealer demonstration
purposes. A cut of the picture appears here-
with, showing a number of Sonora models
grouped within the room, and also a photograph
of their main offices in 732 Marquette Building.
C. J. Van Houten & Zoon are now handling
numerous accessory lines in their talking ma-
chine business, Republic player rolls and Okeh
records being the chief of these.
GREATLY INTERESTED IN CHICAGO SALES CONFERENCES
Frank Discussion and Interchange of Selling Ideas and Information Prove of Genuine Value to
the Progressive Salesmen Who Are Attending the Meetings Now Being Held
Office of Van Houten & Zoon
month on State and Madison streets in the loop,
directly opposite Carson, Pirie, Scott & Co.'s
big department store. This large electric sign
at 20 S. State carries its message to Loop
workers and visitors at night. A big mahogany
machine stands out prominently on a blue back-
ground, the word Sonora being printed in white
letters. There are the two largest Sonora bill-
board advertisements in the city and are re-
membered by everyone who has seen them.
In addition to the two above mentioned signs.
C. J. Van Houten & Zoon have erected other
smaller billboards throughout the city of Chi-
Chicago, III., April 6. — The first of a series
of weekly sales conferences was started on Fri-
day evening, March 12, in Room 1140, Con-
tinental & Commercial Bank Building, for men
interested in the selling end of the music in-
dustry. Scattered among the many piano men
were also a few talking machine salesmen, wrio
gained important ideas from the discussion. So
attractive, indeed, did the idea of the sales con-
ferences look to those present, after two hours
of rapid-fire discussion, that by unanimous de-
cision it was decided to hold the gatherings
every week and push the hour ahead from the
time originally set from 7:30 to 7 o'clock. Frank
E. Morton, of the American Steel & Wire Co.,
announced that Room 1140 would be available
for this purpose, and invited the music men of
the city to be present whenever possible. One
of the most important points brought up at the
meetings was the necessity for salesmen know-
ing more about the product they sell, although
it was pointed out that some of the most suc-
cessful salesmen knew less about the technical
points of their instruments. This was attributed
to qualities of inherent salesmanship. One of
the chief topics of the first nights was the proper
manner of receiving a customer who has entered
a retail store. Whether or not a regular sales-
man should be the first to greet the customer,
whether the salesmen should receive customers
in turn, or whether the first overtures should
be made by an information clerk, who turns the
customer over to a salesman — all these points
were brought up and discussed at length, it
being the consensus of opinion at the end of the
discussion that the information clerk method is
best.
Perhaps the most remarkable thing about this
first meeting was the enthusiasm shown by
those present and its effect. The spirit of co-
operative discussion brought forth by the meet-
ing imbued the participants with that particu-
lar brand of business acumen best expressed by
the word "pep," whether or not they finally
carried any definite ideas for improving their
sales arguments.
Frank E. Morton opened the meeting with a
short address, in which he stated the purposes
of the gatherings, and appealed for an unpreju-
diced discussion of sales methods. "The great
function of the progressive salesman of to-day
and to-morrow,", said he, "is not simply to sell
his instruments: but to justify his sales in the
(Continued on page 155)
Flies as gracefully as a bird and does the stunts novelty field. Mails flat in an envelope — easily Your advertisement printed on the wings of the
of an expert aviator. "Sail-Me" airplanes are -the and quickly assembled. plane makes a very unique, attractive and effective
biggest little things of the year in the advertising Send 15c for sample — quantity prices very low. advertising novelty.
New York
105-109 Hudson Street
C. J. VAN HOUTEN & ZOON, Distributors
Chicago
140 Dearborn Street South
154
THE TALKING MACHINE WORLD
April 15, 1920
(Victor
-V'
£ 'ill'OV
Is,
5S
Phonograph Headquarters
May Bulletin
FREE
Every live, wide-awake Phonograph Dealer should
have this May Bulletin from Phonograph Head-
quarters. Write to-day. From cover to cover, it is
filled with hundreds of items you need — bristling with
up-to-the-minute sales ideas and a world of dealer
helps.
Our Line
Albums
Automatic Stops
Bell-Hood Needles
Cabinet Hardware
Columbia Records
Demonstrating Booths
Delivery Envelopes
Efficiency Counters
Fibre Needles
Fibre Needle Cutters
Gennett Records
Genuine Diamond Points
Main Springs
Motors
Moving Covers
Mysto Needles
Olympian Phonographs
Okeh Records
Record Lites
Record Racks
Repeatographs
String Instruments
Sapphire Needles
Ten-M Needles
Tone- Arms
Tonofone Needles
U. S. Player Rolls
Universal Fixtures
Victor Records
Violins and Bows
Wall-Kane Needles
Everything in Phonographs and Supplies
It meets that long felt want for a source of Phonographs and
Supplies — always on hand for immediate delivery — at prices
that set a standard of value by which all others are gauged.
Send for this Free Bulletin now.
48 Hour Delivery
We aim to ship all orders in 48 hours. That schedule of quick ship-
ment means smaller stocks for you — smaller investment and quicker
turnover. Don't miss at least seeing this Bulletin.
Write for Bulletin— TODAY !
Send a postal or a letter and get this May Bulletin even if only to
compare values. (We will also send you our future Bulletins regu-
larly.) No matter what your needs, we have it— for less— so write
to-day —this minute, or you may forget.
"I;
COIE & DUNAS MUSIC CO.
Phonograph Headquarters 50 West Lake St. Chi cago.
April 15, 1920
THE TALKING MACHINE WORLD
155
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 153)
minds of his customers." He pointed out that
all persons in the United States who have a
home are chronic purchasers of some sort of
musical instrument. They may not know it,
but they are potential purchasers nevertheless,
and it is by the educational work by the trade
and particularly by the salesmen in their sell-
ing; arguments that these people are to be
reached. It was said that if salesmen and mer-
chants attending the conferences are to remain
content with the class of trade which now walks
into their stores, there is no need for such sales
conferences; but if they desire to enlarge their
scope and sell to persons of a class with which
they are not doing business to-day, the confer-
ences will be of undoubted benefit to the trade.
The second weekly discussion held on Friday,
March 19, took as a topic for the evening, "The
One Price System." This was of absorbing in-
terest, and held the assembled salesmen until a
late hour. The consensus of opinion at the
close of the discussion was to the effect that
the one-price system is supremely to be de-
sired, but that difficulties in the way of its estab-
lishment are great; that although the salesmen
now working under the multi-priced system
would almost invariably oppose any change to
the one-price system, the sales managers and
proprietors of retail business are principally re-
sponsible for the present deplorable and far too
widely spread confusion in price policies. In
these sales managers and proprietors is vested
power to declare in favor of the one-price sys-
tem, and to force salesmen to adhere to it; fur-
thermore, that salesmen now working under
the multi-priced method can be shown where
the one-price system will ease their working
conditions as it has in other trades, and also
put more money in their pockets. At the end
of the discussion, a poll was taken of those
favoring and those opposing the one-price sys-
tem. There was what amounted to a unani-
mous decision in the affirmative. One man cast
a vote in opposition, as applying the system to
his own business, although he expressed himself
in favor of the system generally. This gentle-
man held that the business of a small store
outside the centrally located business district of
a large city needs the multi-priced system in or-
der to successfully combat the larger and more
centrally located institution.
Another interesting topic dealt with the rela-
tive duties of city salesmen and floor salesmen.
The discussion on the former was on the proper
method of gaining and holding an entree into
the home, the advisability of an automobile in
getting a prospective customer down to the
store, and the psychological effect on such a
customer of an automobile in possession of the
salesman. It was generally admitted that the
most and best sales come through contact with
satisfied, previously sold customers. "Contact"
is defined as the merchant's interest in past cus-
tomers taken in the form of calls from time to
time to see if the instrument is giving the proper
service. The fact that a large amount of busi-
ness is accomplished during evenings, led to a
discussion as to keeping retail stores open after
daylight. It was decided that this is advisable
only in certain localities and with certain
classes of people; that it could damage prestige
in higher class sections. Also the desirability
of music establishments • maintaining smaller
branches for the convenience of customers was
taken up. Most of the salesmen present ex-
pressed themselves in favor of bringing the
customer to the home base, where more impres-
sive surroundings helped to make the sale sure.
NEW BRUNSWICK CAMPAIGN READY
Elaborate Plans for National Advertising to
Reach Twenty-four Million Readers Monthly
Equip Your Phonographs With
Perfect Automatic Brakes
Samples
$1.00 Each
Caih with order
Slate make
of tone arm wed
Also made
with long
brake shoe
for 1 inch
offset
Patented Au£. 28. '17
Simple construction and easily attached.
Made in four styles to fit any make of tone arm.
Write jot. attractive quantity prlci
PERFECT AUTOMATIC BRAKE CO.
Room 400, 425 S. Wabash At*., Chicago
Chicago, Jll., April 3. — Plans for advertising
in fifty-eight different national magazines with
eight full pages per magazine per year are in-
cluded in the latest schedule of the Brunswick-
Balke-Collender Co. advertising department.
A. J. Kendrick, of this company, states that the
campaign is for the purpose of enhancing the
value of the Brunswick phonograph franchise,
and more firmly intrenching the merits of this
instrument as a standard in the mind of the
general public. He believes that within a short
time the trade is destined to experience a
period of overproduction, when it will be a case
of the survival of the fittest for dealers and
manufacturers alike. Thus this policy will pro-
tect Brunswick interests by automatically in-
creasing the demand for this particular machine
through advertising, while at the same time
increasing production.
Right in line with this campaign to establish
the Brunswick more firmly in the favor of the
general public and consequently to increase the
value of the Brunswick franchise, plans are in
train to make the productive power of these
franchises equal to their potentially increased
value and prestige. Dealers will be given op-
portunity to demonstrate that their interest and
business-getting ability are up to the Brunswick
standard. Representatives will go out to coach
dealers in retail sales and service, giving actual
demonstrations of how best to conduct a profit-
able and permanent business. If a dealer shows
his willingness to co-operate with the manufac-
turers and is able to take a prominent place-
in the talking machine industry of his particu-
lar locality, he will be given the unlimited sup-
port of the Brunswick-Balke organization, but,
on the other hand, if he demonstrates that he is
not capable of this franchise, efforts will be
made to transfer the agency.
The addition of Brunswick records to their
line of talking machines has greatly increased
the value of these agencies. Dealers who have
already had great success with this line even
without records, now expect even greater
profits with them. Brunswick records as well
as Brunwick machines will be strongly featured
in the new national advertising campaign.
BIG VITAN0LA CO. PURCHASE
New Property Acquired by Large Chicago Con-
cern Adjoining Present Plant in Cicero
Chicago, III., April 5. — The Vitanola Talking
Machine Co. has purchased 100 by 600 square
feet north of and adjoining its plant at South
Fifty-second avenue and West Nineteenth street,
and will at once begin work on a $300,000
veneer panel plant, dry kiln and lumber storage
warehouse. The property was purchased from
Philip A. Falk for an indicated price of $36,000.
The company has a -large plant occupying over
three and a half acres just south of this pur-
chase, in addition to a plant at 503 West Thirty-
fifth street, and another at Saginaw, Mich.
The recent purchase is in accordance with the
Vitanola policy of expansion, and will further
facilitate its plans for greatly increased pro-
duction henceforth. The demand for Vitanola
product has been very great during the last
fourteen months, and it is still growing.
TONE ARM and REPRODUCER
Gives Proper Playing Weights for all Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify SV2" or 9V2" arm
FLETCHER-WICKES CO., 6 East Lake Street, Chicago, Illinois
THE GEORGE McLAGAN FURNITURE CO., STRATFORD, ONTARIO, EXCLUSIVE CANADIAN AGENTS
156
THE TALKING MACHINE WORLD
April 15, 1920
% FERRO TALKING MACHINE PRODUCTS
%
9
I
I
A HIGH STANDARD OF QUALITY
THE FERRO MOTOR
The LARGEST and Most POWERFUL Phonograph Motor in Existence
THE
HEART
of the
TALKING
MACHINE
The FERRO motor possesses all the qualifications that a phonograph motor should have
—POWER— STRENGTH— DURABILITY— and it runs SMOOTHLY and NOISE-
LESSLY.
To the phonograph manufacturer or assembler who wants a HIGH-GRADE — a BETTER
motor, we say — "Don't fail to investigate our proposition."
The FERRO Automatic Stop
We are receiving nothing but praise regarding the
FERRO-STOP. Why? Because it can be depended
upon to stop the motor where you want it to stop; it is
neat and simple and improves the appearance of the
phonograph; it has no intricate mechanism, nothing to
get out of order. The FERRO-STOP is guaranteed
for five years.
If you want an accurate, perfect working automatic
stop — one that will be an asset in the sale of your talk-
ing machines — then you want the FERRO-STOP.
100"„ EFFICIENT
The FERRO Tone Arm and Reproducer
The FERRO tone arm and reproducer is in a class
all by itself. It is a re-creator of sound waves and
reproduces them exactly as they have been re-
corded.
A HIGH-GRADE sound reproducing unit for
HIGH-GRADE phonographs.
CHICAGO FERROTYPE CO.
PHONOGRAPH PARTS DIVISION
i
1455 W. CONGRESS STREET, CHICAGO, ILL.
April 15, 1920
THE TALKING MACHINE WORLD
157
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 155)
^iiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiH
I VALUE AND IMPORTANCE OF RECORD DISPLAY \
j By H. L. COOMBS, Assistant Sales Manager General Phonograph Corp. of Illinois
The greatest opportunity for the talking ma-
chine dealer of to-day to identify himself in
his particular community as a live and progres-
sive merchant desiring to give his customers
the utmost in service is through talking ma-
chine records. Newspaper advertising and win-
dow display of instruments themselves offer
great opportunities along this line, but not
sighted merchant that looks at it this way.
The live dealer cannot afford to. Because he
can not get all the records he can sell is no
reason for a let-up in his efforts, as present con-
ditions are not going to continue forever. The
importance of good window, display and local
advertising is greater now than at any other
time. In times of prosperity the merchant or
Artistic Display in Window of F. S. Spofford,
nearly so great as are talking machine records,
which permit of varied and attractive publicity
and window display. Prestige, indeed, may be
gained by the kind and character of the ad-
vertising of the instruments, but it is the rec-
ords, and especially the latest hits, that enable
the advertiser to put the "pep" into his busi-
ness which lets the public know he is alive.
The importance of record display is shown by
the greatly increased service the record manu-
facturer is now giving the dealer along this
line and by the many attractive windows which
meet the eye on every side wherever talking
machines are sold.
Operating under present conditions the re-
tailers would seem to have very) little incentive
to increase activities and efforts' in the way of
pushing their records, but it is only the short-
Sonora Representative, in Republic Building
manufacturer in any line has a golden oppor-
tunity to establish his wares on a permanent
basis that will show the result when the less
prosperous times come, around. I mean that
to-day, when records are selling big and record
manufacturers are unable to supply the demand,
the dealer has an opportunity, through progres-
sive methods of advertising and window dis-
play, to establish a reputation that later, when
conditions are reversed and supply is in ex-
cess of demand, will draw him the business.
Let us look at the various methods the retail
talking machine merchant has of expressing
himself to his clientele.
First, there is local advertising in newspapers
and other mediums. By these means the mer-
chant reaches the greatest number of people.
It can be used to generally build up his record
Prepare for Safe Handling
Insure Perfect
Delivery
Khaki Moving
Cover, Padded
Fleeced Lined
Price
$g.50
Mention Style of
Machine when ordering
Est. 1864
Heavily
Padded
and
Quilted
Jobbers: Write
for Special
Offer
LYON & HEALY
CHICAGO
business by advertising the comforts, conven-
iences, service, etc., of his particular store;
or it can be used to convey information of the
latest releases to the newspaper-reading public.
This last is timely advertising and perhaps
shows the most immediate results, but when
used in conjunction with the former will prove
the best in the long run. For newspaper ad-
vertising -the Okeh service department pre-
pares each month cuts suitable for appropriate
display. These list the latest "hits" of the month
and feature them in a way that brings them to
the public eye in an attractive way, thus creat-
ing a desire to have the records in the home
and "pulling" the customers into the store.
Coupled with the newspaper advertising is
the window display of the dealer. This can be
made further to influence the customer along
the road that leads to sales: It must be timely.
If a certain number is prominently featured in
the dealer's newspaper advertising, so, also,
(Continued on page 159)
(n)®C0®©l!W(K)
WE CARRY A FULL LINE OF MOTORS,
TONE ARMS, ACCESSORIES AND HARD-
WARE.
" "SEND FOR OUR NEW CATALOG NOW
ON THE PRESS.
can you beat it!
Lakeside Electrophone
An Electric Driven Phonograph
DEALERS WRITE FOR RETAIL
DISCOUNTS $1 35°°
Furnished in All Standard Finishes
45" High, 18%" Wide, 21" Deep
Telephone Harrison 3840
416 S. Dearborn St. Chicago, 111.
158
THE TALKING MACHINE WORLD
April 15, 1920
!
"MAESTRO"
( The Leader )
Here is the Most Remarkable Offer ever made in the Talking
Machine Trade. Just One of Six Wonderful Machines, all built
in Our Own Factory with a Yearly Output of 50,000 Machines
Read This Offer
Mr. Salesman:
Are you satisfied with
your present earnings
and connections ? Are
you open for a better
and bigger opportunity
than has ever come your
way ? If so, write us
to-day.
We want men now in
the $10,000 a year
class who are capable
of earning more by
making the change
we offer.
Three
Upright Models
Three
Wonderful Sellers
Read This Offer
Mr. Distributor:
Are you getting all that's
coming to you in the
way of profits — and
deliveries when wanted?
We have an interesting
story to tell you, to-
gether with a wonder-
ful selling plan.
We want to get in
touch with Distribu-
tors who can place
our machines in their
respective territories
— and "clean up" on
them.
Three
Console Models
Three
Trade Winners
The Cabinets for "Maestro" Phonographs are built complete in
Our Own Factory — -of genuine 5-ply Mahogany Veneer and
are Masterpieces of Cabinet Workmanship — the equipment
second to none now on the market. Make us prove this
Write or Wire for Open Territory
LANSKI COMPANY, MANUFACTURERS
Sales Department, 1414-1420 So. Wabash Avenue, CHICAGO
I
April 15, 1920
THE TALKING MACHINE WORLD
159
THE VALUE OF RECORD DISPLAY
(Continued from page 157)
must it be prominently featured in his window.
The one aids the other, if each is properly
planned. The Okeh service department pre-
pares each month a series of hangers, in colors,
illustrating the current numbers. In addition
there are large show cards which can be used
from month to month and which feature no
particular record, but call attention to the win-
dow by their attracive and snappy arrange-
ment. There are also streamers supplied of
each individual record which can be placed
about the window calling attention to the num-
bers of the month. In connection with the
record window display the importance of the
"now-on-sale" streamers is not to be under-
emphasized. This little message, if not left in
the window for too long a period each month,
will get passersby in the habit of watching
for it.
The window display should be properly bal-
anced, so that it is pleasing to the eye. The
music lover is a natural critic of anything un-
harmonious, and if there is reason for artistic
display in any line of merchandise it is in the
display of talking machines and records. In
the window and in the store the differences be-
tween a good and successful dealer and a poor
and unsuccessful one are shown in the spirit
of the sales force, the character of the sur-
roundings and the originality of the window
trimmer. However, if there is to be a choice
between an "original" window trimmer and a
"tasteful" one the latter is to be preferred. In
other words, originality is no good unless it is
accompanied by good taste.
Now we reach the third medium possessed by
the dealer for reaching his customers: the
direct-by-mail method. The Okeh service de-
partment supplies each month in this connec-
tion a series of "stuffers" for mailing out to
their dealer's retail trade. The "pulling" power
of direct-by-mail advertising is great and can
be used by the local merchant with great suc-
cess. But the mailing of literature must be
regular and not spasmodic; furthermore it must
be interesting and of a nature that will be read.
Every owner of a talking machine is ready to
buy more records if he can be shown what
he wants, and the direct-by-mail method is
unexcelled in this respect.
PHILADELPHIA DEALERS MEET
Victor Dealers' Association Listens to Interest-
ing Address by E. J. Dingley
BRING CARUSO TO NEW ORLEANS
Philip Werlein, Ltd., Creates Furore With An-
nouncement of Great Tenor's Coming
They can talk about the "wait-until-to-mor-
row-and-I'll-do-it" spirit in the South, but
Philip Werlein, Ltd., didn't show it when it
signed the contract for Caruso's appearance in
New Orleans, May 4. At 4:50 p. m., March 26,
the contract was signed. At 8:30 a. m., March
27, it was announced with a 30-foot by 10-foot
sign adorning the front of the store and the
morning paper used a two-column picture of
Caruso with a news notice of his coming ap-
pearance. The afternoon papers did likewise.
Then the furore started. It is conceded the
coming of Caruso to New Orleans is epochal.
Nothing has created such an interest since the
days of Jennie Lind, before the Civil War.
Never has a music house or talking machine
distributor in the South received more lauda-
tory comments than Werleins. They are dis-
tributors for the Victor line, but in none of
their advertising of Caruso's coming has the
word Victor been used thus far.
The record time for getting the sign painted
and getting it hung was commented upon great-
ly and P. M. Harris, sales manager, was com-
plimented for his ability to get it done with
such dispatch. Mr. Harris attributes this to
one important thing — making people like you
and do things for you hurriedly.
Philadelphia, Pa., March 31. — The regular
monthly session of the Philadelphia Victor
Dealers' Association, held at the Bellevue-Strat-
ford Hotel on March 18, proved one of the most
successful and interesting sessions yet held by
that organization, attracting dealers from sub-
urban districts as well as those in the city
proper.
A large number of travelers and jobbers'
representatives were present by invitation and
listened to an interesting address by E. J. Ding-
ley, manager of the machine order department
of the Victor Co,, in the course of which he out-
lined factory conditions as they affect production
at the present time. He told the dealers of the
successful effort being made to increase pro-
duction and gave them much food for optimistic
thought.
J. R. Wilson, president of the Association,
presided at the session, during the course of
which there was considerable routine business
handled.
VICTOR CO. VS. INDEPENDENT CO.
Bill of Complaint, Charging Patent Infringe-
ment, Filed Against New York Concern
The Oakford Music Co., Omaha, Neb., has
just installed a completely new set of demon-
stration booths in the store at Eighteenth and
Farnum streets.
The Victor Talking Machine Co. filed its bill
of complaint against -the Independent Talking
Machine Co., Inc., of New York, on April 1,
1920, in the United States District Court, South-
ern District, of New York, for infringement of
the Johnson Talking Machine Patents, Nos.
814,786 and 814,848, and for unfair competition
in "imitating the dress, appearance, ornamenta-
tion and other distinctive characteristics" of its
machines.
An order to show cause why preliminary in-
junction should not issue has been made by the
court and set for hearing on April 16, 1920.
GUARANTEED
Model No. 2150 D.D
2 Units Illustrated.
File Your Records so you can find
L.ckingR0HT„Ppre- them and it's easy to sell them.
vents Dnst and Theft,
also »upp,iehd ™th This System pays for itself by increasing Sales through
tain. better service and Automatic ordering of "Sold Out" Records.
350 10" or 10^"
Records on each shelf. — , T I f~» \7 W IF
Filed in Sales System SeCUYe 1 tlBSe t YOIKI I OUT JOObeYl
Covers and with In-
dex Guides.
350 10" or 10 J£"
Records on this shelf,
also 3 shelves above.
Soft Flat Supporting
Springs Prevent
Warping (Patented).
Holds 350 10" or 12"
records.
10 and 12" Records
Filed on same shelf.
Held Flush at the
front by Patented Ad-
juster.
COLUMBIA DISTRIBUTORS
Columbia Co., All Branches.
Tampa Hardware Co.
EDISON DISTRIBUTORS
Harger & Blish.
C. B. Haynes Co., Inc.
Laurence H. Lucker.
Montana Phonograph Co.
Phonographs, Inc.
The Phono Co. of Chicago.
The Phono. Co. of Cincinnati.
The Phono Co. of Detroit.
The Phono. Co. of Kansas City.
The Phono Co. of Milwaukee.
Sectional Models Fit AnylSize
Stock and Help You Grow
2150 Thin Records in Each Unit. ^
4300 Records in These 2 Units Illustrated.
2150 Edisons in These 2 Units.
Ogden Sectional Cabinet Co., Inc.
LYNCHBURG, VA.
The Ogden Sales System Is Equivalent
to an Extra Clerk and Increases Sales.
VICTOR DISTRIBUTORS
W. D. & C. N. Andrews
Badger Talking Machine Co.
Blackman Talking Machine Co.
C. Bruno & Son, Inc.
Louis Buehn Co., Inc.
The Cleveland Talking Machine Co.
The John Elliott Clark Co.
Cohen & Hughes.
VV. J. Dyer & Bro.
Elmira Arms Co.
Eclipse Musical Co.
Elyea Talking Machine Co.
J. W. Jenkins' Sons Music Co.
Mickel Bros. Co., Des Moines.
Mickel Bros. Co., Omaha.
Putnam-Page Co.
Stewart Talking Machine Co.
The Toledo Talking Machine Co.
Talking Machine Co., Birmingham.
The Perry B. Whitsit Co.
OTHER DISTRIBUTORS
Buffalo Wholesale Hardware Co.
Interstate Phonograph Co.
C. M. McClurg & Co.
Cabinet & Accessories Co.
Sonora Dist. Co. of Texas.
Y'ahr & Lange Co.
Crafts-Starr Phono. Co.
W. H. Caldwell.
M. Sellers & Co.
SALESMEN
H. A. Copeland.
VV. O. Harris.
160
THE TALKING MACHINE WORLD
April 15, 1920
An Opportunity for Dealers
The PURITAN
Phonograph literally
"speaks for itself."
There is a richness
and purity in the re-
production, quite
different from other
instruments, that in-
variably pleases the
listener.
The most critical
music-lovers declare
that such smoothness,
clearness and volume
of tone have never
been produced by or-
dinary phonographs.
THE REPRODUCER
A new type of sound-box and tone arm give
absolutely free horizontal and vertical movement,
enabling the needle to receive ALL THE IMPULSES
from the corrugations of the record. The faintest
recorded sounds are faithfully transmitted to the ear.
The mechanism is very sensitive to record vibrations,
and is the result of long experiment.
The great clearness of tone in the PURITAN is
produced by the
LONG WOOD HORN
This is an exclusive, patented feature, and
CANNOT BE USED BY ANY OTHER MANU-
FACTURER.
The PURITAN HORN is a rectangular channel
representing an organ-pipe, extending from the tone
arm to the bottom of cabinet. It has only one bend
(see illustration).
THIS IS THE MOST EFFECTIVE
AMPLIFIER EVER PRODUCED
The PURITAN HORN magnifies and mellows
the vibrations from the diaphragm. At the same time
it absorbs all hissing and grinding sounds, delivering
the MUSIC ONLY in a wonderfully realistic way.
The entire instrument, including motor, sound-
box and cabinet, is made in our own factory, and we
guarantee every part.
PURITAN LATERAL-CUT RECORDS ARE BRILLIANT AND CONTAIN THE
LATEST POPULAR NUMBERS
The Puritan Phonograph plays all makes of Disc Records, with all the distinctness and volume of
which the record is capable
EIGHT BEAUTIFUL MODELS NOW READY FOR IMMEDIATE SHIPMENT
WRITE FOR CATALOG AND DEALERSHIP PROPOSITION
United Phonographs Corporation
Factory and General Offices: Sheboygan, Wisconsin
April 15, 1920
THE TALKING MACHINE WORLD
161
REPAIRING DAMAGES TO CABINETS
Short Cuts and Hints Which Dealers Have
Found by Experience Helpful in Repairing
Damage Occasioned by Transportation
The number of talking machine cabinets
which are damaged in transit, in spite of care-
ful packing and extra precautions taken by the
shipping departments, makes necessary consid-
erable repair work in the dealer's store after
every shipment arrives. Freight and express
handlers still seem to lack the gentle touch and
to dealers who have had machines arrive
slightly damaged, the following points may be
of interest :
"After carefully unpacking the phonograph,
wipe it off with a piece of fine cheesecloth to
remove all dirt and marks of packing. Then
with a clean piece of cheesecloth rub the cab-
inet with a small portion of cleaner. Never use
ready-made liquid polishes which are so ex-
tensively advertised as wonder workers. They
will make the surface sticky, spotted and
clouded, and destroy the finish.
"By mixing three parts benzine to one part
paraffin rubbing oil you will have the best pos-
sible cleaner and polisher for a cabinet. Rub
briskly, always lengthwise to the grain, clean-
ing off all surplus polish. Brush out all the
corners with a brush, preferably a soft, round
three-bristle varnish brush. If paper has be-
come stuck to the cabinet it can easily be re-
moved with a cloth and water. The cabinet
should then be carefully dried and the surface
rubbed with a 3F pumice stone, a soft felt and
paraffin oil. Care should alwaj's be taken to
rub lengthwise to the grain.
"Never sponge a cabinet and then expose it
to the sun in the show window. The glass in-
tensifies the heat which will blister the varnish,
fade the color and ruin the whole finish. When
this happens the whole finish must be removed
by an expert mechanic, refinished and French
polished.
"Bruises or scratches should be rubbed out
with a piece of soft felt, a 3-F pumice stone
and paraffin rubbing oil. Go only so far as
the body varnish will permit and rub only
lengthwise. If the bruise or scratch is too deep
to rub out, it will have to be burned in with
shellac cement, the spot leveled up with fine
sandpaper and touched up to the required color.
It will then be necessary to French polish it
with a solution of shellac, alcohol and raw lin-
seed oil, using a piece of cotton covered with a
piece of fine linen cloth. .This requires skill
and experience and should never be attempted
on a large flat surface by a novice.
"Rubber spots and white corners on a red
mahogany cabinet can be touched up with
spirit stain made from Bismarck brown, dis-
solved in alcohol to which a little shellac is
added. For English brown finished cabinets
add a little nigrosine to the above-mentioned
solution. Special finishes and oak require the
color adapted to the finish. If after treating
the cabinet in any or all of these ways scratches
MORE PHONOGRAPH SALES
IN 1920
IF YOU HANDLE THE
CHORISTER
"LEADER OF THEM ALL"
Have we told you about our new
amplifying chamber?
Write now for prices and illustrations
Chorister Phonograph Co.
336-38 West 63rd Street
CHICAGO
TELEPHONE ENGLEWOOD 1979
and marks still show it will be necessary to
employ a skilled polisher to French polish the
whole cabinet to the desired finish, which must
then be dulled off with a soft brush dipped in
3-F pumice stone and cleaned up as before men-
tioned. If the finish has turned gray or be-
come spotted by being exposed to dampness
or some other unusual conditions, the whole
finish will have to be removed by an experi-
enced wood finisher and refinished as above
mentioned."
VISITORS AT PORTLAND FACTORIES
Industrial Development Committee Arranges
Educational Program Showing Growth in
Manufacturing Interests of the City
NEW ACCESSORY COMPANY
The Esco Music & Accessories Co. has been
recently formed in Brooklyn, N. Y., to conduct
a general talking machine accessories business.
Offices have been opened at 137 Lawrence
street; the destinies of the new company will
be directed by Oscar Zepernick and Joseph
Kerr, both formerly connected with the Cabi-
net & Accessories Co. This company reports
that it has already secured the agency for
the Portophone and a number of well-known
accessories and that this list will be added to
from month to month.
The Tucker Piano Co. of Fort William, Ont,
Edison and Columbia dealer, has installed new
sound-proof demonstration rooms in its store.
The rooms are finished in white enamel and are
typical of the progressive policies of the com-
pany.
Portland, Ore., April 6. — One of the interesting-
happenings in the talking machine circles here
recently was a visitors' day at the three Port-
land talking machine manufacturing plants — the
"Emerson" factory at 500 East Lincoln street,
the "Cremona" plant at 351 East Tenth street,
and the Pacific Phonograph Co.'s factory at
East Thirty-third and Broadway. The three
plants were open to visitors all day and the
public is urged to investigate the interesting
processes of phonograph manufacture.
The visit was arranged as a part of the edu-
cational program outlined by the industrial de-
velopment committee of the Associated Civic
clubs and was given under the direct auspices
of the Portland Realty Board. Similar visits
will be made to other industrial plants each
Thursday during the Summer.
A feature of the visit was the gift of a mahog-
any "Stradivara" phonograph to one of the visi-
tors at the Pacific Phonograph Co.'s plant under
an arrangement with the Portland Realty Board.
The Ohio Talking Machine Co., Cincinnati,
O., has been incorporated with a capital of
$200,000 by J. L. Lachner, C. Southworth, R.
deV. Carroll, W. W. Morris and R. E. Freer.
Mr. Dealer
There is something you need. We cater to small and large orders with prompt service.
i\»»ftH,,m"""»///,,
J&e'Portpprtonc"
plays any disc record
trtth perfect tone
Container in Lid
Holds Twenty-
four Selections
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The Tri-Sales Co.
Victoria Bldg. St. Louis, Mo.
NEEDLE
HOLDER
A Necessity
Holds Edison
and
Pathe Needles
For All Phonographs
162
THE TALKING MACHINE WORLD
April 15, 1920
I
SOUNDNESS AND SOLIDITY
Simple Words: — but they stand for the most important
qualities a business — an article of manufacture or a busi-
ness man— can possess.
These qualities are needed today as they never were
needed. The wise dealer will anchor his business to them
as to a rock. He will therefore be irresistibly attracted
towards
A FINISHED
PRODUCT
The product of an organization
which has fifty years of splendid re-
pute behind it, for skill in the art of
wood fashioning; with mechanical
equipment unsurpassed and tonal
qualities superb, the WIDDICOMB
is THE phonograph par excellence
for the discriminating dealer who
looks for Quality Trade.
Pertinent details for the asking
PHONOGRAPH DIVISION
WIDDICOMB FURNITURE CO.
GRAND RAPIDS, MICH.
WIDDICOMB No. 5.
J
April IS, 1920
THE TALKING MACHINE WORLD
163
JOBBERS VISIT PUTNAM=PAGE CO.
Several of Those Attending Sessions of Asso-
ciation in Chicago Stop Off at Peoria
Peoria, III., April 3. — Peoria is becoming quite
a center for talking machine trade and a num-
ber of people prominent in the industry have
spent considerable time in and about Peoria
visiting talking machine people during the last
month.
Two important visitors of the month were
Louis Buehn, president of the Louis Buehn Co.,
Philadelphia, and J. Newcomb Blackman, presi-
dent of the Blackman Talking Machine Co., New
York. These gentlemen visited the Victor dis-
tributing organization of the Putnam-Page Co.
previous to attending the conference of the Na-
tional Association of Talking Machine Jobbers
in Chicago. They were guests of F. H. Putnam
at a dinner at the Peoria Country Club during
their stay and they were accompanied to- Chicago
by Mr. Putnam and P. A. Ware, sales man-
ager of Putnam-Page Co.
A. R. Boone, president of the Talking Ma-
chine Co. of Birmingham, Ala., spent two days
in Peoria, following the jobbers' conference in
Chicago, during which time he inspected the
Putnam-Page Co. organization. The visit was
made in connection with a tour made by Mr.
Boone, who is studying the best methods of
Victor distribution among progressive whole-
salers in that line.
Miss Esther A. Godehn and Miss Helfried
Norstrom, of the Norberg Co., Victor dealers at
Moline, 111., who attended the Victor School at
Camden, visited the headquarters of the Put-
nam-Page Co., in company with Miss Etta Park,
who is a Red Seal expert in the store of Duncan
& Schell, at Keokuk, la.
Roy Page, secretary of the Putnam-Page Co.,
has returned from Camden, where he took the
Victor Service Course. During his trip East
Mr. Page attended the talking machine confer-
ence in New York, representing his company.
J. P. SEEBURG VISITS NEW YORK
J. P. Seeburg, president of the Marshall Piano
Co., arrived in New York recently with his
wife. His visit was primarily for the purpose
of seeing his wife off to Europe. Mrs. Seeburg
left on March 31 on the "Cretic," of the White
Star Line, for Naples. She will remain in
Europe about six months, spending most of her
time in Italy, France and Belgium.
HELD A SPECIAL MEETING
A special meeting of the stockholders of the
General Phonograph Corp. was scheduled for
April 15 at the offices of the company, 25 West
Forty-fifth street, New York. The object of
the meeting was to consider and vote upon a
proposition whether the number of directors of
the company shall be increased from eleven,
the present number, to fourteen.
Victor Dealers
will find in our new whole-
sale store every facility for
the marketing of
VICTROLAS
and RECORDS
Our New Location at
Penn Avenue and 12th Street
brings our wholesale department
to within one block of the
Pennsylvania Station.
Be Sure to visit the Model Victor
Sales Room on the first floor.
PITTSBURGH, PA.
ADOPTS NEW DISTRIBUTING PLAN
Excel Cabinet Co. Now Sending Out Machines
on Approval to Retailers
The Excel Cabinet Co., 336 West Twenty-
third street, New York, has recently inaugu-
rated a new policy in introducing its products
to the dealers. Under the new plan sample ma-
chines are sent to the dealers on approval, to
be paid for if satisfactory, or otherwise re-
turned. The company's sales staff has been
enlarged materially during the last few months
and a special point is being made of dealers'
service. The three factories, in Benton Harbor
and Holland, Mich., and Chicago, 111., are said
to be working to full capacity in order to meet
demands. The company is now working on
some live publicity material for the dealers.
INDIANAPOLIS PATHE MEN MEET
J. M. Wallace Elected President of Retail Pathe
Dealers' Association — Other Conferences Will
Be Held in the East Later
INCREASES SELLING FORCE
The Cabinet & Accessories Co. has added
the new portable Cirola phonograph to the
large list of phonographs and accessories which
it distributes. Two new men have been
added to the sales staff of the organization:
E. Wilson, at one time with the S. B. Davega
Co., and more lately with Ormes, Inc., and
Chauncey J. Kavanagh, formerly connected with
the Pathe Freres Phonograph Co. These men
will succeed Joe Parr and Oscar Zepernick, who
have resigned from the organization.
Indianapolis, Ind., April 5. — The Retail Pathe
Dealers' Association was organized here re-
cently at a meeting of Pathe dealers under the
auspices of the Mooney-Ward-Mueller Co.,
Pathe distributors of this city. The following
officers were elected: President, J. M. Wallace,
of the Wallace Music Co., of Marion, Ind.;
secretary, H. G. May, of Princeton, Ind. These
officers are authorized to speak for the Asso-
ciation at conferences to be held in the East.
These conferences will be between the officials
of the Pathe Freres Phonograph Co. and the
dealers, and, it is expected, will be of great
mutual benefit. One hundred dealers were pres-
ent at the first meeting and the business ses-
sion was followed by a banquet.
WINS SUCCESS IN CHICAGO TRADE
One of the coming factors in the retail talk-
ing machine trade of Chicago is Nate Frank,
who conducts a live store at 844 East Sixty-
third street, where he features Okeh records
as well as lines of machines. Mr. Frank now
has two record booths and contemplates the in-
stallation of six additional booths to take care
of the growing business.
mGNER PHONO
GRAPH CO.
Offers to the Trade:
W^lllllllr^P Motors —Double and Triple Spring, of any standard make
\^^=^y Needles — Brilliantone, any tone :: Cabinets— Any size and price
^^p? Tone Arms, Soundboxes, Springs, Lid Supports, Turntable Felts
Large Selections in Standard Make RECORDS
f
ft
139 EAST FIFTYrFOXlRTH STREET
'./NEW YORK CITY
11 Ifr Ifr™mm
164
THE TALKING MACHINE WORLD
April 15, 1920
Pathe Records
Sales and Profits
One Continuous Stream
8^
Every Phonograph has a Turntable
For EVERY turntable on EVERY Phonograph is a place for you to
put Pathe Records at a profit. We say Pathe Records — We MEAN
Pathe Records — because:
Every day the demand for Pathe Records increases.
Every day more people recognize the exquisite tone quality
of Pathe Records.
Every day more people discover that Pathe is first with the
hits that make Broadway famous.
Every day people find out that they get the widest possible
choice in Pathe Records — everything in music — operatic,
orchestral, band and vocal — from the classical favorites
and the "songs that never grow old" to the raggy, jazzy
popular melodies of the day.
How are they making their discoveries so fast? The answer. Pathe
national advertising: It is effectively telling the public about Pathe
Records day by day, week by week, month by month. And every
time every 24 hours go by, ten times that many people right in YOUR
neighborhood have discovered that Pathe Records give them the
music they want — and surpassing tone.
There is no question as to Pathe Record Superiority
PATHE FRERES PHONOGRAPH CO.
EUGENE A. WIDMANN, Pres.
l(Wto 56 Grand Ave., Brooklyn, N. Y., U. S. A.
and London, Eng.
The Pathe Freres Phonograph Co.
of Canada, Ltd.,
Toronto
Pathe Records,
Made in America,
But World-wide on
Their Repertoire
April 15, 1920
THE TALKING MACHINE WORLD
165
SUPREME in design
SUPREME in construction
SUPREME in material
SUPREME in repertoire
SUPREME in tone
SUPREME in prestige
PHONOGRAPH
To merchants, desirous and capable of
handling a really high class proposition of
national prestige, the Pathe Phonograph
must prominently commend itself.
S-7
Write for the free book "The Other 20% "
PATHE FRERES PHONOGRAPH CO.
10-56 GRAND AVENUE
and London, England
BROOKLYN, N. Y., U. S. A.
The Pathe Freres Phonograph Co. of Canada, Ltd., Toronto
166
THE TALKING MACHINE WORLD
April 15, 1920
i
I
I
QUALITY LEADERS IN THE CABINET FIELD
Style 71. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
8854 in. Top llyi x 17*5 in.
Holds 168 12-in. Records.
For Victrolas IV-A and VIA;
Columbia No 25 and No. 86.
Style 24. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Ma-
hogany has Mahogany front door;
Oak has Quartered Oak front door.
Height 33 in. Top 17 x 17 in.
Holds 168 12-inch Records.
For Victrolas IV-A and VI-A; Co-
lumbia No. 15, No. 25, No. 35.
Style 72.— Golden Oak. Fumed
Oak, Weathered Oak. Height 34
in. Top 16J4 x 20 in. Holds 180
12-in. Records. Made specially for
Victrola VIII-A. Top has coun-
tersunk holes to accommodate rub-
ber bumpers on machine.
Style 86.— Mahogany, Golden Oak. Fumed
Oak, Weathered Oak. Height 80 in. Top
19H x 22M in. Holds 96 12-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 00.
Prompt deliveries on all orders. Write
for Illustrated Catalog of complete line
Style 79.— Mahogany, Golden Oak, Fumed Oak, Weath-
ered Oak. Height 34 in. Top 19% x 22% in. Holds
96 12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50; Pathe No. 50.
Style 32. — Mahogany, Golden Oak, Fumed
Oak, Weathered Oak. Height 30 in. Top
24 x 20 in. Holds 126 12-in. Records.
For Victrolas VIII-A and IX-A; Columbia
No. 50; Pathe No. 50, and smaller ma-
chines.
The Geo. A. Long
CabinetCompany
HANOVER, PA.
Style 76.— Mahogany, Golden Oak.
Fumed Oak Weathered Oak. Mahog-
any haa Mahogany front door: Oak hat
Quartered Oak front door. Height 34
in. Top lt% x 22% in. Hold* 06 12-
in. and 06 14-in. Recorda.
For Victrola IX-A; Columbia No. 00;
Pathe No. 00.
Style 77. — Mahogany, Golden Oak,
Fumed Oak, Weathered Oak. Height
84 in. Top 19% x 22% in. Holds 96
12-in. and 96 14-in. Records.
For Victrola IX-A; Columbia No. 50;
Pathe No. 60.
Style 77. — Shows cabinet equipped with
top moulding to be used only in con-
nection with Victrola IX-A.
SBf^ffwsHrwoii^^^ fete ifo iffi fitesfcl^rfciEl^
April 15, 1920
THE TALKING MACHINE WORLD
167
PITTSBURGH HEARS ADDRESS ON IMPORTANCE OF MUSIC
Association Listens to Address by C. M. Tremaine — Other Speakers — Leading Stores Pleased
With Development of Business — John Fischer of Mellor's Tells of Sales Plans — News of Month
Pittsburgh, Pa., April 5. — Emphasizing the need
of music in the reconstruction process that is
now under way in the country, C. M. Tremaine,
of New York, director of the National Bureau
for the Advancement of Music, made a very in-
teresting and inspiring address before the Piano
Merchants' Association of Pittsburgh at the
Lincoln Club, on Monday evening last. Mr.
Trema:ne was the honor guest and had been
invited to address the association, which is com-
posed of the leading piano merchants of the
Steel City, who also handle the standard lines
of talking machines.
Mr. Tremaine's visit to Pittsburgh was pri-
marily to speak on "Music Week," as plans are
being made by the local piano merchants to
hold a "Music Week" in Pittsburgh during the
Fall of 1920. Mr. Tremaine spoke at some
length and pointed out the advantages of a
"Music Week" and asserted that the good that
would accrue from it outside of the commercial
aspect would be lasting and most beneficial to
the trade at large. He said that the people
wanted music, needed music and that the piano
and talking machine were factors that could not
be lightly considered in the reconstruction work.
Mr. Tremaine said that the Central Powers
well knew the power and influence of music and
their victories in the early days of the war were
principally due to music. But when the United
States realized this power of music and utilized
it the tide began to turn in favor of the armies
of the Allies and associated powers.
Mr. Tremaine pointed out the fact that cities
and towns could be stimulated to greater ef-
forts for welfare and community work through
the refining influences of good music, and
stated that he would do all in his power to aid
the "Music Week" movement in Pittsburgh. He
made a number of valuable suggestions that
were much appreciated by his hearers and at
the close of his talk he was given a rising vote
of thanks.
M. V. DeForeest, of Sharon, Pa., first vice-
president of the National Association of Music
Merchants and a well-known Victor dealer, was
present at the meeting and spoke briefly in ad-
vocacy of "Music Week" and "wished that it
could be made a Music Week for the entire
State." As a result of the talk of Mr. Tre-
maine and a brief outline of a proposed pro-
gram by W. C. Hamilton, of the S. Hamilton
Co., Victor and Columbia dealers, it was decided^
on motion of H. H. Fleer, of the C. C. Mellor
Co., Victor distributors, to launch a movement
to start "Music Week" in Pittsburgh. The com-
mittee named by President Hamilton will re-
port at the April meeting. Among those pres-
ent at the meeting were W. C. Dierks, of the
C. C. Mellor Co.; A. O. Lechner and L. J.
Schoenberger, of the Lechner & Schoenberger
Co., Victor, Columbia and Edison dealers; C.
L. Dawson, of Dawson Bros. Piano Co., Starr
phonograph dealers; Theodore Hoffmann arid
Edward Hoffmann, of the J. M. Hoffmann Co.,
Brunswick phonograph dealers; L. H. Jacobi, Jr.,
of Kaufmann's, Victor dealers; E. B. Heyser and
G. W. Watkins, of the W. F. Frederick Piano Co.,
Victor dealers; T. E. McCausland, Modernola
and Empire dealer; W. H. McConnell, of Boggs
& Buhl, Victor and Columbia dealers.
A. A. Buehn, president and general manager
of the Buehn Phonograph Co., Edison distribu-
tors, accompanied by J. K. Nichols, E. J. Condon
and Edward W. Voss, sales representatives, at-
tended the meeting of Edison representatives in
New York. Mr. Buehn stated that business
conditions in his territory were very bright.
At the retail store of the Buehn Co. during Holy
Week there was an exhibition in the show win-
dow of a fac-simile painting of the noted work
of the Hungarian artist, Munkacsy, entitled
"Christ Before Pilate," the original of which
is owned by John Wanamaker, of Philadelphia.
The painting attracted a great deal of interest.
Wallace Russell, of the Standard Talking Ma-
chine Co., is back at his desk again, after a
visit to Florida. French Nestor, also of the
Standard Co., spent some time in the Sunny
South prior to the going of Mr. Russell. J. C.
Roush, president of the Standard Co., who is
still in Florida, will not return for several
weeks.
S. H. Nichols, manager of the Pittsburgh of-
fices of the Columbia Graphophone Co., is tak-
ing a well-earned rest at Battle Creek, Mich.
Edward Hoffmann, of the J. M. Hoffmann Co.,
Brunswick phonograph and Emerson and Okeh
record dealers, returned from a pleasure trip to
Bermuda.
W. H. Reed, Jr., of the Reed Co., Inc., dis-
tributors of the Regina phonographs and
Operaphone records, is back from the Middle
West after a very extensive and successful busi-
ness trip. He reports the outlook for sales as
the best in the history of the company, whose
business is so rapidly expanding that new quar-
ters in the East End district had to be secured.
J. A. Endres, district sales manager for the
Brunswick, stated to The World representative
that "Business in Brunswick phonographs and
Brunswick records is fast exceeding our most
sanguine expectations." Mr.. Endres pointed
out that the advertising plans of the Brunswick
Co. were of so stupendous and comprehensive a
nature that every Brunswick dealer would be
greatly benefited and that his sales would be
much increased. Mr. Endres has just returned
from a trip through his territory and stated that
all of the Brunswick dealers are highly pleased
with the co-operation the Brunswick Co. ex-
tends to the trade. The sales and demonstra-
tion offices of Mr. Endres have been remodeled
and enlarged for the convenience of the vari-
ous Brunswick dealers, who will find a hearty
welcome there during their visits to the city.
John Fischer, the well-known manager of the
(Continued on page 169)
QUALITY in the Vitaphone Motor is the result
of years of mechanical manufacturing. It is a
time-tested motor and not one that is slapped to-
gether and slammed into a case because many people
are clamoring for motors.
IF we reduced our high standard of quality, we could DOUBLE shipments, but we
want you to know when you buy or sell a Vitaphone motored phonograph that
it is a distinct asset both as a profit maker and a business builder.
NATIONAL
CORPORATION
PLAINFIELD, N. J.
0
o
i
I
■ i
168
THE TALKING MACHINE WORLD
April 15,
1920
Edison Amberola Message No. 5
Cash registers of Amberola dealers
are playing mighty lively tunes now-
adays.
Systematic advertising, a reasonable
selling price and the satisfaction of the
public with both the Amberol Records
and Diamond Amberola Phonographs
are only a few reasons why the dealers
and their cash registers are kept busy
— and happy.
THOMAS A. EDISON, Inc.
AMBEROLA DEPARTMENT
ORANGE, N. J.
April 15, 1920
THE TALKING MACHINE WORLD
169
SO^TA
TRADE HAPPENINGS IN PITTSBURGH
(Continued from page 167)
Victrola department of the C. C. Mellor Co.,
returned from a trip to Chicago, where he at-
tended a meeting of the Victor jobbers. Mr.
Fischer outlined a plan to The Talking Ma-
chine World representative of the methods
used to dispose of the "in stock" records and
records that "move slowly." The sales force
of the retail department meets for a short time
each morning before business starts and plans
for the day are outlined in such a mariner that
there is perfect harmony and unity of action
between the sales force the entire day.
I. Goldsmith, president of the Playertone
Talking Machine Co., whose offices are located
at 967 Liberty avenue, where spacious sales and
show rooms are also maintained, stated to The
World representative that sales of the Player-
tone talking machines have been most marked
during the past month and that despite the car
shortage and other transportation difficulties the
company was able to make all shipments of
Playertone talking machines practically on time.
Mr. Goldsmith also referred to the fact that in
response to a demand for a popular-priced
phonograph a line of Master Tone phonographs
was consigned to the Kaufmann & Baer Co.,
who placed the instruments on sale in the talk-
ing machine department.
Mr. Goldsmith stated that the demand far ex-
ceeded the supply, although several carloads
formed the initial shipment. The Master Tone
line samples were placed in two of the large
show windows of the Kaufmann & Baer Co.'s
store and caused considerable interest on part
of the public. Manager Pierce, of the talking
machine department of the large store, empha-
sized the fact that he and his staff were kept
"on the jump" for several days selling Master
Tones.
P. W. Simon, the well-known Victrola man
of Uniontown, Pa., who is responsible for the
widespread knowledge and popularity of the
Peerless Record Makers, returned recently from
a trip through Eastern Canada with the enter-
tainers. He reported packed houses at Mont-
real, Toronto, Ottawa, St. Catherines, London
and Hamilton. The Peerless Record Makers
have been assigned by Manager Simon to the
following points during the next two weeks:
April 12, Johnstown, Pa., Porch Bros, being the
sponsors .there for the entertainers; April 14,
Altoona, Pa., auspices Jacob Sitnek; April IS,
Latrobe, Pa., auspices G. M. Fincik & Co.;
April 16, Irwin, Pa., auspices Robert Winter.
On April 13 the Peerless Record Makers will
appear at Cumberland, Md., under auspices of
the W. F. Frederick Piano Co.
Forman Hamilton, son of W. , C. Hamilton,
of the S. Hamilton Co., who is an ensign in
the United States Navy, is now stationed with
the Atlantic fleet in Cuban waters as com-
mander of a submarine chaser. Photographs of
the young man reaching his father's desk a few
days ago show the lad to be in good spirits and
apparently enjoying his life on the sea.
A. T. EMERSON'S IMPORTANT PLANS
Head of New Organization with $1,500,000
Capital Well Known in the Trade
As announced in last month's issue of The
World, A. T. Emerson, Inc., is one of the new
A. T. Emerson
entrants in the ranks of talking machine manu-
facturers. This company, which was recently
incorporated for $1,500,000, will manufacture
talking machines on a large scale, and plans
are now under way which, when fully devel-
oped, will make the concern an important fac-
tor in the industry.
A. T. Emerson, head of this company, is one
of the most popular and best known members
in the talking machine trade. He is the son
of Victor H. Emerson, president of the Emer-
son Phonograph Co., and has inherited a con-
siderable measure of the remarkable knowledge
of the industry which is possessed by V. H.
Emerson.
Less than six years ago A. T. Emerson en-
tered the employ of the Pathe Freres Phono-
graph Co. at a very small salary. His ability
was quickly recognized and he was promoted
rapidly, eventually becoming general purchas-
ing agent of the company. In this capacity he
was in complete charge of all the Pathe cabinet
and equipment plants, and under his able guid-
ance the purchasing department of the Pathe
factories was established as a model depart-
ment. His exceptional ability and thorough
familiarity with every phase of the business
gained for him the respect and esteem of every
member of the trade.
As head of A. T. Emerson, Inc., Mr. Emer-
son will be in a position to utilize to splendid
advantage his invaluable experience of the past
five years. He is at present visiting the lead-
ing trade centers in the interests of his com-
pany and within a few weeks will make an im-
portant announcement regarding future plans.
The Sturgis Piano Parlor, Sturgis, Mich., has
been taken over by E. J. Namey and will in
the future be known as Namey's Music Store.
The new Edison is carried.
Phonographs and Show Window Record Stands
These Show Window Record Stands will increase
your Sales on records and help you make attractive
window displays. Send for Dealers' Price.
THE OSCAR ONKEN CO., 6651 4th Street, Cincinnati, 0.
C
-$fjortograpf)
MODEL G
ONE OF MANY GOOD STYLES
•ii]iiiiiiiiiiiiitiiiiiiiiiii]iiti[|iiiiiiiiiiiiiiiiirriiiiti[iij[i[iiiii[iti[iiiiii<iiiiiiiiiiiji][iiiiiiiiriiiii(]ii[iM(inijijiJii[iri[r
Stands or falls strictly on its
PERFORMANCE FOR YOU.
You dealers KNOW good ma-
chines. SALES TALK does
not swing you.
Performance Does
ijMi)iiriiiiiiiii)iiiniiiiiititiMiitiiiiiiiiiiii[iiiiiriiii)iitii:tiiiiiiiiiiiiiii][ir]iii]tiiiriuiijiiitiiiiiiiiiinririnriii!i[iririr
Let us have a fair chance to
prove the
Sonata Merits
Listed Sensibly
Liberal Discounts
We are
Jobbers and furnish you Rec-
ords promptly and efficiently.
■iiiuiiiiiitiii[ititititirrn><i)itiiiririTiTiiiTiiiiii(iiiiiriiiiiiiiiiiiiiiiririii]iTiiiiiiiiiinfifiriTifniiufiiijitrusiminnTiiJ«'
We also Wholesale
Player Rolls and
Phonograph
Accessories
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•'ALL 'ROUND SERVICE"
Kennedy-Green Co.
1865 Prospect Ave.
Cleveland, 0.
170
THE TALKING MACHINE WORLD
April 15, 1920
CABINET FACTORY
Hartzell Walnut—
Standard for 40 Years I
Hartzell Mills-
Known for Efficiency
HARTZELL WALNUT LUMBER MILLS
Here Is a Real Oppor-
tunity to Secure
A SOLID AMERICAN WALNUT
PHONOGRAPH that can be sold at a
price which will enable you to make a hand-
some profit and deliver to your customer
a product that you can feel proud of.
These phonographs are equipped with Heineman
motors and tone arms. The cabinets are genuine
Old-fashioned Walnut. We will give you $100 for
every piece of imitation
Walnut you can find in any
of our cabinets. The side,
back and door panels are
5-ply %" thick with chest-
nut cores and high qual-
ity Walnut face veneer.
FINISH
We can furnish these
cabinets in either a nat-
ural walnut or beautiful
mahogany finish, using
three coats of varnish
rubbed down to a smooth
egg-shell surface.
DELIVERY
We can make immediate delivery in either the 50" or 48"
model. Please write to us immediately and let us send
you our proposition either on completed phonographs or
cabinets shipped in carload lots or drop shipments. You
cannot afford to pass up this exceptional opportunity.
48x19^x22
GEO.W. HARTZELL
PIQUA OHIO
April 15, 1920
THE TALKING MACHINE WORLD
171
DEATH OF ERNEST E. ROBINSON NEW "INTERPRETONE" JOBBERS
Valued Member of Columbia Sales Staff Passes
Away — His Loss Regretted by a Host of
Friends in the Industry Here and Abroad
Ernest E. Robinson, one of the members of
the export staff of the Columbia Graphophone
Co., died on Wednesday, March 31, at his resi-
dence in Richmond Hill, L. I. The funeral
services were held on April 3 at St. Benedict
Joseph's Church, Morris Park, L. I., and were
Newton-Elting Distributing Corp. of Trenton to
Feature Line Made by Crippen & Co.
Trenton, N. J., April S.— The Newton-Biting
Distributing Corp. has been appointed distribu-
tor in this territory for the Crippen "Interpre-
tone" phonograph, manufactured by the Crip-
pen Co., New York. The new jobbers have
established headquarters at 114 North Broad
street and have already instituted an active
sales campaign in behalf of the Crippen "In-
terpretone."
The officers of this organization are Ralph
Newton, president; Louis Elting, vice-presi-
dent and secretary, and Barnett Elting, Sr.,
treasurer. Mr. Newton was for seven years
secretary to the Governor of New Jersey and
is well known in civic affairs in this State.
Louis Elting conducts a successful retail store
in Trenton, and Barnett Elting has been a
member of the Trenton business world for more
than a quarter of a century. This trio of pro-
gressive business men are making plans to give
E. E. Robinson
attended by many members of the Columbia
organization.
Mr. Robinson, who was thirty-five years of
age at the time of his death, was well known in
talking machine circles, having joined the Co-
lumbia Graphophone Co.'s staff in 1902, when
he occupied a position as clerk in the company's
retail store at Eighteenth street and Broadway.
He specialized in retail selling and was soon
appointed manager of one of the company's
branch stores in Brooklyn.
His success in the retail business and his thor-
ough knowledge of the company's extensive
catalog attracted the attention of E. N. Burns,
vice-president of the company, who at that time
was manager of the export department. Mr.
Robinson was induced to join the staff of the
export department, and started his. travels
abroad, spending most of his time in the Orient,
where he had many friends in and out of the
trade.
Mr. Robinson's natural love for music,
coupled with his intimate knowledge of public
taste, equipped him splendidly for his work.
His familiarity with the strange music of the
Orient and his acquaintance with various native
artists was a material factor in the development
of these markets of the Columbia Co. Mr. Rob-
inson had a most attractive personality, and his
friends here and abroad will deeply mourn his
loss. He is survived by a wife and three chil-
dren.
the Crippen "Interpretone" invaluable repre-
sentation in this territory, and there is every
reason to believe that their efforts will meet
with signal success.
NEW STORE FOR ELMIRA ARMS CO.
Handsome Building Constructed Specially for
Needs of Talking Machine Trade
MISS DOROTHY TREMAINE WEDS
Daughter of President of Aeolian Co. Becomes
Bride of Robert M. Kempton
Miss Dorothy Tremaine, eldest daughter of
H. B. Tremaine, president of the Aeolian Co.,
was married on March 27 to Robert Morris
Kempton, of Philadelphia and New York, at
the home of the bride's father in Westfield,
N. J. The ceremony was private and unosten-
tatious in character and was attended only by
the immediate relatives and close friends of the
contracting parties. Mr. Kempton only recently
joined the sales organization at Aeolian Hall,
New York, as manager of the retail Vocalion
department.
Elmira, N. Y., April 5. — The Ehnira Arms Co.,
which handles the Victor line of talking ma-
chines and records exclusively, opened its new
building last Thursday. This building was spe-
cially designed to meet the needs of a talking
machine, store; stairways and elevators have
been eliminated and all departments are on the
ground floor. No expense has been spared to
make the interior of the new store attractive
and well equipped. The building is located at
119 North Main street and is under the direc-
tion of Miss Honan.
The Chambers Music Co., New York City,
has been dissolved.
To give music its rightful place in the schools
where children of the foreigners in our midst
are being educated promotes the study of the
English language, unity and patriotism.
REFLEXO
PRODUCTS CO., Inc.
MANUFACTURERS OF
Reflexo Polish
Reflexo Needles
i c5fte BLUE STEEL
SCIENTIFICALLY PERFECT
TPIPLETONE j
W£EDl£
k PLAYS IO RECORDS ^TV
-AYS IO RECORDS 4T\
RJdahc'e 'Intone Kl
'NENA^t/y/ OPLMA TOME
Formerly at Marbridge Bldg., New York City
NEW ADDRESS
347
FIFTH AVENUE
SUITE 1003
At 34th Street
NEW YORK CITY
172
THE TALKING MACHINE WORLD
April 15, 1920
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THE
INDIB
SOUL OF HARMONY
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IIIIIIIUIIIIUIUIIIlllllNIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIUIIIIIIIIIIIIIIi
Our
Immense
Modern
Plant at
Canton,
Pennsylvania,
Makes
Model Twelves
Exclusively
at the rate of
4000
Each Month
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niiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiitmiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimia
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iiniHHiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
The
Largest
Best Finished
Best Designed
Best Constructed
Sweetest
Toned
Talking Machine
Offered
This year
at anywhere near
Our Price
lunula
milium
MODEL TWELVE
Cabinet 46^x20x20^ ins. Genuine Mahogany Panels. Four
doors. Heineman 33 Motor. Independent Patent Tone Ann
and Sound Box. All Wood Amplifier.
ii
To Retail at $110.00
Manufactured in its entirety (excepting motors) in our own factories
DEAL WITH THE MANUFACTURER
Wr it e for Discounts
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INDEPENDENT TALKING MACHINE CO. Inc.
12 East 42nd St., NEW YORK CITY
SOUTHEASTERN DISTRIBUTORS
Independent Talking Machine Co. of Virginia
5 Governor St., Richmond, Va.
NEW ENGLAND BRANCH
105 Washington Street
Boston, Maes.
lis
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April 15, 1920
THE TALKING MACHINE WORLD
173
'Cause of You," by Sfracciari, is sure to
cause your receipts to swell. Columbia
Record 49694.
Columbia Graphophone Co.
NEW YORK
BUILDING UP SALES ORGANIZATION
Lyraphone Co. of America Now Has Country
Well Covered With Distributing Organization
— Sales Aids for Dealers — Two Strong Mem-
bers of Company's Staff
The Lyraphone Co. of America, Newark, N. J.,
manufacturer of the well-known Lyric record,
has in recent months added considerably to
its list of jobbers and dealers in various sec-
lions of the United States, until it is now
ably represented in all the larger trade centers.
The greatly increased demand for this firm's
' J. M. Kohner B. R. Carley
products has placed the organization upon its
mettle in order to deliver records in sufficient
quantities to meet the needs of the trade. In
addition to increasing the volume of produc-
tion of the Newark plant, the firm recently an-
nounced that it had also acquired a factory
in Toronto, Canada, in which production has
already started.
Much of the credit of the sales of Lyric rec-
ords must be given to the sales plans of the
company. These are under the direction of
Jacques M. Kohner, general manager, and in-
clude publicity material of all descriptions for
dealers' and jobbers' use. Cut-outs, display
cards, hangers, etc., all of attractive design and
highly artistic, are issued as a service in heavy
quantities. The co-operation given the jobbers
is again extended and covers the various sales
aids for the dealers, arranged in such a way as
to serve the purposes of the individual dealer.
Mr. Kohner, by the way, is a man of long ex-
perience in the sales field, having been director
of sales for some huge real estate projects in
years past. Before joining the Lyraphone or-
ganization some two years ago he was con-
nected with some very active record manufac-
turing concerns. Hisr long experience in the
record field places him in a position where he
can form plans which at all times have an eye
for the dealers' needs. His success in placing
the Lyric record in the position which it now'
holds speaks well for his ability and qualifica-
tions as a director of sales.
In making their plans for an immediate in-
creased production, which is to be followed by.
a steady increase of the number of record
presses in the various factories, the firm ac-
quired the services of B. R. Carley, who was
recently appointed superintendent of the press-
ing department. Mr. Carley has had long ex-
perience in plastic molding processes and in
the handling of technical machinery of all kinds.
He came from England about twelve years ago
and for some time was with the Waterbury
Button Co., Waterbury, Mass., manufacturers
of buttons and phonograph records, etc. He
was instrumental in starting the composition
department of that firm. This was followed by
experience in working on improved methods of
molding celluloid, utilizing "steam-jacketed"
dyes, and designing presses to replace those of
the hydraulic variety. He has carried on much
experimental work with some of the leading
record manufacturers of the country."
NEW MANAGER IN PITTSBURGH
C. R. Parsons Appointed Manager of the Talk-
ing Machine Department of the Rosen-
baum Co., Prominent Retailers in That City
TO CELEBRATE 50TH ANNIVERSARY
William Taylor, Son & Co., the prominent
department store of Cleveland, O., has planned
a ten-day celebration of the fiftieth anniversary
of the founding of the business, the celebration
to start on April 21. The company conducts a
substantial talking machine department, under
the management of T. A. Davis, who was re-
cently elected president of the Talking Machine
Dealers' Association of Northern Ohio. Victor
and Columbia machines and records are handled.
Pittsburgh, Pa., April 5. — C. R. Parsons, who is
well known in musical circles in Pittsburgh, has
been appointed manager of the talking machine
department of the Rosenbaum Co. He succeeds
P. W. Kline, who was manager for several years
and who is now entering the automobile insur-
ance business. Mr. Parsons, who is a native of
Colorado, was connected some time with the
Columbia recording laboratory in New York.
He is a singer of note and is tenor soloist in
the choir of the Shadyside Presbyterian Church,
one of the fashionable churches of Pittsburgh.
The Rosenbaum Co. handles the Victrola, the
Columbia Grafonola and the Pathe phonograph.
Its department is one of the most complete in
the city. Mr. Parsons has the best wishes of
the fraternity in his new line of work.
INVENTS A NEW DIAPHRAGM
TO HANDLE LYRIC RECORDS
The United Music Stores, 1124 Walnut street,
Philadelphia, operating a chain of retail stores
in that city, have taken the agency for the Lyric
records made by the Lyraphone Co. of America.
The Stores have long specialized in music rolls,
featuring the Connorized line.
Philadelphia, Pa., April 5. — Patents have been
applied for by Alexander McKay, of this city,
on a new diaphragm for the talking machine.
Mr. McKay has made a study of sound repro-
duction for the past twenty years and many in-
dividual claims are made for this new sound
box.
ALBE-RT CAMP£frLL |
PEERLESS
record
In Concert and Entertainment
Personal Appearance of
Eight Popular Favorites on One Program
A live attraction for live dealers and jobbers
Bookings now for season 1920-1921
Sample program and particulars upon request
P. W. SIMON, Manager
1604 Broadway New York City
Famous Ensembles! including
Campbell & Burr - Sterling Trio - Peerless Quartet
THE TALKING MACHINE WORLD
April 15, 1920
This tiny motor, which you can literally hold
in your hand, stabilizes the vast power avail-
able to it and has finally solved the problem of
unvarying speed on the phonograph turntable.
Controlled !
Night and day, whether the load on the wires be at low
or peak, an absolutely constant speed is maintained by the
EFFICIENCY ELECTRIC
PHONOGRAPH DRIVE
(FULLY PROTECTED BY PATENTS PENDING)
THE ultimate quality in phono-
graph motors has thus been
achieved. The Efficiency Electric
Phonograph Drive is guaranteed
to maintain constant turn-table
speed on no volt Alternating Cur-
rent, 60 cycles and under, on no
volt Direct Current and through
every variation in voltage on com-
mercial lighting circuits.
The Efficiency Drive is enclosed in
a dust-proof case and sealed.
The Efficiency Drive is further
guaranteed to run without heating
STANDARD EQUIPMENT
Manufacturers, dealers and users of talking machines have long demanded the perfect
self-starting talking machine and to fill this demand manufacturers can safely install
the Efficiency Electric Drive as their standard equipment.
EFFICIENCY ELECTRIC
CORPORATION
up, to operate in silence, to produce
perfect tone at the exact speed in-
tended for the record, to need no
adjustment, oiling or attention for
at least two years and to function
satisfactorily under every condi-
tion of proper usage if the seal of
the motor remains unbroken.
Deliveries may be depended upon
in accordance with any agreement
that we make.
Send to-day for complete par-
ticulars.
Factory:
LOWELL, MASS.
Experimental
Laboratories :
124 WHITE STREET
NEW YORK
April 15, 1920
THE TALKING MACHINE WORLD
175
IMPORTANT EDISON SALES CONFERENCES DURING MARCH
Dealers, Jobbers and Travelers Hold Meetings in Various Sections of the Country and En-
thusiastically Endorse Proposed Campaign for Increasing Business During 1920
The Edison sales promotion plans, known in
the Edison trade as "The Fourteen Points,"
which were presented in elaborate form to the
jobbers on March 1, have aroused enormous
enthusiasm on the part of the dealers to whom
the various plans have been explained. The
Edison laboratories are making no public an-
nouncement of these plans, but are leaving it to
the jobbers' salesmen to explain the various
propositions to the dealers on whom they call.
Several of fhe Edison jobbers have held re-
cent conferences with their dealers, and other
meetings are to occur during April. L. H.
Lucker will have a two days' convention at
Minneapolis on April 20 and 21. The Edison
jobbers on the Pacific Coast and in the Rocky
Mountain district will meet at Ogden, Utah,
during the week of April 26. April will prob-
ably wind up these preliminary jconventions.
The Edison Caravan Convention will start
out early in July. The exact itinerary of the
Caravan Convention has not yet been deter-
mined, but it is expected that New York, Chi-
cago and San Francisco will be among the
stopping places.
Reports of the meetings of jobbers, travelers
and dealers in Kansas City, St. Louis, Minne-
apolis and other cities appear on other pages
of The World this month. Among other con-
ventions, however, was the meeting of dealers
in Albany under the auspices of the American
Phonograph Co., Edison jobbers in that city,
with practically every dealer in the territory
present at the sessions at the Hotel Ten Eyck.
Peter R. Hawley, traveler for the jobber, pre-
sided. An exceptional talk on Edison window
displays was made by D. P. Babcock, manager
of the dealers' service department for the Edi-
son Co., and E. Trautwein, of the Edison Co.,
thoroughly discussed "Sales Aid Service."
Frank Jewel Raymond, of East Orange, a lec-
turer on salesmanship, gave a "pep" talk on
the importance of tidiness and store arrange-
ment and display, courtesy on the part of the
employees and unremitting attention to the ob-
ligations which real service to customers means.
The entire afternoon was devoted to a discus-
sion of the various 1920 sales plans, following
a presentation of the plans by Mr. Leonard.
The dealers were tremendously enthused and
several announced their intention of subscribing
to the service before the meeting adjourned.
Jobbers Confer at Atlanta
On March 12 and 13 a jobbers' regional con-
ference was held at Atlanta. Mr. Leonard rep-
resented the Edison laboratories. Jobbers and
jobbers' representatives who were present were:
W. L. F. Rosenblatt, W. B. Word, J. F. Tolle-
son and A. C. Wetherington, of Phonographs,
Inc., Atlanta; A. T. Donnelly, A. Schreiber, J.
W. Stromberg, Justin E. Farrand and G. Rus-
sell Hardy, of the Diamond Music Co., Inc.,
New Orleans; P. H. Oelman, T. P. Bassett and
Sales Promotion Manager Smith, of The Phono-
graph Co., Cincinnati; E. Bowman and F. R.
Dapprich, of C. B. Haynes Co., Inc., Richmond.
Mr. Rosenblatt acted as chairman of the con-
vention and L. G. McClair, of Phonographs,
Inc., Atlanta, was secretary. Practically all
of the two-day conference was devoted to the
discussion of the new sales promotion plans and
methods of handling them at the jobber's end
with maximum efficiency and dispatch.
Richmond Has First Convention
On March 15 Mr. Leonard attended the first
dealers' convention of the C. B. Haynes Co.,
Inc., at Richmond. This meeting was hurriedly
called when Mr. Haynes learned that Mr
Leonard was going to Atlanta and could ar-
range to stop off at Richmond on the way
back. A good number of the dealers in the
Richmond territory were present. Those at-
tending were exceedingly enthusiastic over the
new sates plans and the bright outlook for the
future. Following the meeting, Mr. Haynes
was host at the luncheon to the dealers given
at the Hotel Jefferson.
Eastern Jobbers' Conference
Jobbers and their representatives from Bos-
ton, Philadelphia, New Haven, New York, Syra-
cuse, St. John's, Canada, Albany, Williamsport,
Toronto and Pittsburgh zones convened at the
Hotel Biltmore, New York City, on Monday,
March 15. E. C. Boykin, the New York job-
ber, presided over the meeting. The Edison
laboratories were represented by John J. Shear-
man, assistant general sales manager; H. R.
Skelton, territorial supervisor; J. B. Gregg, ad-
vertising manager; D. E. Wheeler, editorial di-
rector, and Roy T. Burke, editor of Edison
publications.
The new sales promotion plans were thor-
oughly discussed by Mr. Shearman, and his ex-
planations were met with marked approval by
the jobbers and their travelers; W. O. Pardee,
of Pardee-Ellenberger Co., New Haven, gave
a talk on how a jobber should back up his trav-
elers in putting over these new plans. Mr.
Pardee explained that a spirit of co-operation
and a bond of sympathy should at all times
exist between the house and the jobber's sales-
man. He showed that the service which the
jobber accords his dealer, even to the smallest
details, is one of the strongest acts of backing
a salesman can have. Peter R. Hawley, of the
American Phonograph Co., Albany, devoted a
few minutes to a discussion of "The Over the
Top Contest." J. B. Gregg, advertising man-
ager of Thomas A. Edison, Inc., explained "How
the Advertising Department Will Tie Up With
the New Sales Plans." Mr. Boykin spoke on
"A Few Thoughts on New Ideas." F. E. Bol-
way followed with a talk on "Quotas." He
said that it was his opinion that a business
without quotas was quite similar to a life with-
out a worthy ambition. He said that from
his experience he had found that the idea of
(Continued on page 177)
STODART
The sign of a quality phonograph
Made by the makers of one of America's oldest pianos
Unexcelled for Beauty of Case Design, Tone and Equipment
Style AA
Five handsome models in mahogany veneer, covers and cover
mouldings solid mahogany.
Stephenson Precision-made motor with velour turntable. Universal
Tone Arm.
A wonderful reproducing device, furnishing beautiful tone in great
volume — Tone modifying rod.
The Stodart Phonograph is famous for quality
which cannot be surpassed
Get details of our proposition and maf(e money
with this leader
STODART PHONOGRAPH CO., Inc.
GEORGE H. BEVERLY, General Manager
119 West 42nd Street NEW YORK
Style C
176
THE TALKING MACHINE WORLD
April 15, 1920
TRIANGLE TONE ARM and SOUND BOX No. 2
"The scientifically perfect sound reproducing combination"
A fold-back arm for
the critical manu-
facturer.
A high-grade arm
that is pleasing to
both the eye and
ear.
An outfit that will
please the most ex-
acting. It transforms
any phonograph in-
to a real musical
instrument.
Harsh and metallic
sounds so common
to the average arm
and box are entirely
eliminated.
The Triangle Com-
bination produces a
mellow musical tone
that delights the fin-
ished musician.
Only a trial can adequately prove to you the sterling quality of this tone arm and sound box. It is a
marvel of beauty, with a surprising and wonderful tone as clear as a bell. Every detail of the record is
brought out in a marvelous manner.
The Triangle Combination is guaranteed to play perfectly and without any blast the most difficult of any
records made, a fault found in 99% of the arms and boxes made today.
Manufactured in two sizes, 83^n and 9". Diameter of base, 3^", Opening in base, l7sn, Height over all
3^n. Finished in nickel and satin gold.
sample at our expense
for demonstration.
M ANUFACTURED B Y
TRIANGLE PHONO PARTS CO.
722 ATLANTIC AVENUE -:• -:- -:- BROOKLYN, N. Y.
April IS, 1920
THE TALKING MACHINE WORLD
177
EDISON SALES PROMOTION PLANS
(Continued from page 175)
having quotas for business attainment makes
all business men far sighted ones, because it
causes them to look ahead a year and plan
for a year ahead. Mr. Boykin was host at a
dinner given at noon to the convention in the
Hotel Biltmore. The afternoon was given to a
general discussion of the new sales plans. A
marked spirit of optimism was present at the
conference.
Besides those heretofore mentioned, others
present at the New York meeting were: F. H.
Silliman, L. H. Ripley, G. R. Coner, F. S. Boyd
and T. E. Dean, of the Pardee-Ellenberger Co.,
Boston; R. C. Cope, W. C. Stiver, Jas. Robin-
son and Harvey Trader, of the Girard Phono-
graph Co., Philadelphia; W. A. Myers, of Wil-
liamsport; Albert A. Buehn, Edw. W. Voss, J.
K. Nichol and Edw. J. Condon, of the Buehn
Phonograph Co., Pittsburgh; J. T. Keeney, F.
L. Stoddard and C. H. De Forest, of the Pardee-
Ellenberger Co., New Haven; N. D. Griffin, of
the American Phonograph Co., Albany; J. G.
Brown, C. L. Eddy, H. G. Emmons and H. C.
Bush, of Frank E. Bolway & Son, Inc., Syra-
cuse; J. W. Andrews, of W. H. Thorne & Co.,
Ltd., St. John, N. B.; T. A. Dillon and O. Wag-
ner, of the R. S. Williams & Sons Co., Ltd.,
Toronto; J. B. Gowdey and A: W. Toennies, of
the Phonograph Corp. of Manhattan.
UTILIZATION OF CHIMES AND BELLS IN RECORD MAKING
An Interesting Article on the Use of Chime Effects in Connection with Certain Victor Records
— How They Have Been Adapted Successfully for Orchestra Accompaniment
MISS GOLDSMITH VISITS CUBA
Manager of Export Department of Aeolian Co.
on Flying Trip to Havana
Miss Lucy Goldsmith, manager of the export
department of the Aeolian Co., left on a short
trip to Cuba last month in connection with busi-
ness matters. She intended to return to New
York by April 15 in order to confer with the
Aeolian Co. representatives coming from Aus-
tralia and other points.
The current issue of The Voice of the Victor,
among other live matters, contains the following
thoroughly interesting discussion of the use of
chimes and bells in adding to the effectiveness
of certain Victor records, together with some-
thing of the adaptation of chimes for orchestra
accompaniments. The article says, in part:
The initiative and imagination shown by the
Victor musicians in devising new orchestral
effect or readapting old ones to Victor needs
is marked iii nothing so much as the increasing
use of chimes in our record orchestra accom-
paniments. The chimes are a new arrival in
the theatre orchestra, and while freely used in
musical comedies and vaudeville orchestras, it
has been left to the Victor Orchestra to develop
their use to a fine art.
Composers have always been anxious to use
bells in the orchestra, but the ordinary bell is
not at all suited for this purpose. A bell is very
rich in overtones (sounds additional to the
fundamental note), and anyone who has lived in
a European city where the church bells are
loud enough to dominate the country for miles
around knows how hard it would be to com
bine their variegated sound with the harmonies
of the orchestra without one or the other seem
ing out of tune. As far back as Mozart ef-
forts were made in this direction. Mozart used
musical glasses in "The Magic Flute" by means
of a system perfected by our own Franklin.
In more recent times the "Glockenspiel" has
supplied the orchestra with chime effects. This
consists of tubular bells adapted to orchestral
needs. The tubes are hung in suspension and
struck with a hammer wielded by a performer,
usually the orchestral drummer. Their use in
serious music is necessarily limited. Wagner
used special forms of bells to sound ponderous
tones in "Parsifal," but this is exceptional.
The Victor chimes are something decidedly
unique. They are of delicious quality, of bell-
like character, but without the harshness and
clangor peculiar to true bell tone (and part
of its charms when appropriately used out of
doors in a cathedral town on a festival occa-
sion). The function of the chimes is mainly
decorative. Tunes can be, and have been,
played on chimes alone and satisfactorily re-
corded by the Victor. Heard alone, however,
their scope is limited. As part of the accom-
paniment, on the other hand, they can be used
with ravishing effect. Sometimes a single bell
note, heard unexpectedly, gives character
the entire record.
They are particularly valuable, of course, in
the accompaniment of. the many songs we have
about weddings, but they are useful in almost
any music where a dreamy effect is wanted.
To the salesman the chimes are a valuable
sales aid. He has but to remark to a cus-
tomer before playing a record with a chime
note in it, "Listen for the bell," to ensure the
customer's closest attention to the record. For
some inexplicable reason all of us love to be
given something definite to listen for in a piece
of music, and are delighted when the long-
awaited sound suddenly appears. This is a
most valuable human tendency for the Victor
salesman who wants to concentrate his cus-
tomer's attention on a record. The chimes are
particularly well suited to this purpose, because
nobody can miss hearing a bell note — it is so
distinctive. Those who have been trained to
listen for chimes can well be trained to listen
for less obvious things and the way is open
for the salesman to perfect himself in musical
observation so that he can find other points
besides bells by which to draw his customer's
attention.
mimMimmsWM
"Easier to sell
than any other
phonograph in the world"
That's the way salesmen^alk about
The Aeolian-VOCALIQN
, The new and greater phonograph
"^7"^^ I O ^wo dist'nct styles or records. A lateral cut
-p. ■„ „ „ „ n„ and a hill and dale. You can therefore sell
IV H/ \^ \J ±v L-J O Every phonograph owner in your community.
Ask for our Dealers' Proposition
We are Western Distributors, prepared to give you
the goods you want WHEN YOU WANT THEM.
. — ' FIRST OP ALL RELiAiiUTY V-
CONSOLIDATED
MUSIC COMPANY
ROYAL W. DAYNES. Manager.
13 to 19 East 1st, South
Salt Lake, Utah
178
THE TALKING MACHINE WORLD
April 15, 1920
Manufacturers
SALES POINTS OF THE EXCEL
Tone Quality — Artistic Cabinet Designs
and Exclusive Features Make Sales. The
EXCEL embodies all of these dominant
qualities.
The Motors, Reproducer and other equip-
ment make the SALES STICK. The
EXCEL equipment is the highest grade
the market affords.
DELIVERIES at all times in ample
QUANTITIES are next in IMPOR-
TANCE. Our three factories centrally
located GUARANTEE you both.
Note our offer: We will ship you one or
more of the EXCEL MACHINES on
APPROVAL. If satisfactory you will
honor invoice at maturity. If not you re-
turn the machine AT OUR EXPENSE.
HAVE YOU EVER RECEIVED A BET-
TER OFFER? Take advantage of it and
become an EXCEL dealer by writing AT
ONCE.
EXCEL CABINET CO.
Executive Offices: 136-140 West 23rd Street
New York City
Factories: Benton Harbor, Mich.; Holland, Mich.; Chicago
Manufacturers of
High Grade
Talking'
Machines
April 15, 1920
THE TALKING MACHINE WORLD
GREAT GATHERING OF COLUMBIA DEALERS IN MILWAUKEE
Big Campaign of Sales Promotion Started at Meeting of 150 Columbia Dealers at Hotel Wiscon-
sin on April 1 — Kenneth Mills and S. Sebok, of Chicago Headquarters, Make Addresses
Milwaukee, Wis., April 5. — The opening gun in
a big campaign of sales promotion in behalf of
the Columbia Grafonola and' Columbia records
was fired Thursday evening, April 1, when the
Columbia Graphophone Co. entertained nearly
150 Columbia dealers and invited guests at a
banquet in the gold room of the Hotel Wiscon-
sin, which was followed by a merchandising
conference. The affair was in charge of Robert
H. Walley, a widely known Columbia man, who
is now resident representative of the Chicago
bia machines and records in this territory.
Following a delectable five-course dinner, Mr.
Walley as toastmaster introduced Kenneth Mills,
manager of the Chicago branch house, who out-
lined the Columbia merchandising plan for 1920.
S. Sebok, in charge of the foreign language
record division at Chicago, talked on plans for
an intensive campaign for the promotion of for-
eign record sales in Milwaukee and eastern
Wisconsin, which contain a large foreign-born
population. Miss Genevieve Quealy, special New
Gladys Kimmel, of Waldheim's, taking the part
of the customer.
Miss Helen Gunnis, a noted soprano, who is
manager of the phonograph department of the
C. W. Fischer Furniture Co., rendered "Say It
With Flowers" to the accompaniment of the
Columbia record of the composition. This
served to give opportunity for the explanation
by Mr. Walley of the courtesy of the Milwau-
kee Florists' Association in sending to the ban-
quet an exquisite floral piece which decorated
one end of the banquet hall and served as the
background for a Columbia Grafonola. The
floral gift was an appreciation of the florists for
the Columbia company's creation and promotion
of the "Say It With Flowers" record. A. Kit-
telman, 1819 Center street, exclusively Columbia
dealer, also contributed a beautiful floral piece.
The movement of topical records that may be-
come out-of-date over night was a subject of
considerable discussion and explanation, Mr.
Kapp and others using as an example the Co-
lumbia record, "Look What My Boy Got in
France." The result was that in the days fol-
lowing the banquet Columbia dealers here suc-
ceeded in moving practically every one of these
records in stock.
After the conference five vaudeville acts im-
ported from Chicago by Leo Feist, Inc., for
the occasion, delighted the crowd for two hours.
The gathering ended with dancing to Columbia
dance records.
Columbia Co. Entertains 150 Dealers and Guests
branch in Milwaukee, with territory embracing
all of eastern Wisconsin.
The attendance showed a 100 per cent repre-
sentation of Columbia dealers in Mr. Walley's
territory. Not only were the dealers invited,
but they were urged to bring with them •their
wives and their salespeople. The most exten-
sive Columbia dealers, such as A. G. Kunde,
516 Grand avenue; C. W. Fischer Furniture Co.,
207-215 Second street; Waldheim's, 210-214 West
Water street, and the Bloch-Daneman Co., 282-
284 West Water street, were fully represented,
besides many other stores handling the Colum-
in Gold Room of Hotel Wisconsin, Milwaukee
York representative of the educational depart-
ment, who is now working out of the Chicago
branch, told of. the work which the Columbia is
doing in the public schools. Other speakers
were J. Kapp, in charge of the English record
division at the Chicago branch, and M. B. Smith,
assistant manager of the Chicago branch, who
reported on advertising and publicity work for
1920 in co-operation with its dealers.
A practical demonstration of selling records
was given with Mr. Kapp as the salesman and
Miss Quealy the customer. Mr. Kapp afterward
went through a second demonstration with Miss
RECORDING FOR THE VOCALION
Among the latest additions to the list of art-
ists who are recording for Aeolian-Vocalion
records are the Kouns Sisters, Nellie and Sarah,
who have recently won success in the leading
roles in the "Frivolities of 1919." The Kouns
Sisters have already recorded several numbers
for the Vocalion, including "Annie Laurie,"
Carrie Jacobs-Bond's "Just a-Wearyin' for You,"
"The Kiss," and "Sing, Smile and Slumber," by
Gounod. The sisters have arranged to record
other numbers before leaving for England.
Just What You Have Been W aiting For
The GATELY Carrying Case
for VIGTROLA VI's
This handsome carrying case will help in-
crease your VICTROLA VI sales.
The Gately Carrying Case is constructed
of wood, covered with black waterproof
fibre and substantially made so that it can
be carried by one man or as baggage.
Each case is arranged to hold thirty 10-in.
or 12-in. records, and has a separate place
for a sound box, winding key and needles.
Price, $8.50 Wholesale
Write for Descriptive Circulars
GATELY-HAIRE CO., Inc.
Albany, N. Y.
180
THE TALKING MACHINE WORLD
April 15, 1920
PERMANENT EXHIBITION, BUSH TERMINAL BUILDING, NEW YORK
Quality Phonographs
For Less Money
There is no guess-work about the value of
Operollo phonographs. Our permanent policy
is concentration on quality instruments.
We are proud of our achievements for we are
turning out a high grade instrument at a pop-
ular price.
Operollo phonographs are the best moderate - priced
machines on the market to-day.
They give everlasting service and have met with a re-
markable success. Dealers find they sell easily and
have built up a large phonograph business with them.
Every Operollo Phonograph is sold under a positive
guarantee.
Style No. 95
Height 45 in., Width 19 in., Depth 21 in.
Mahogany, Fumed or Golden Oak
Finish. Equipped with "Krasco"
Motor. Universal Tone Arm.
^e PerfectTone _
fi>?Every
Lyric Records
Every phonograph dealer requires records,
and here is additional profit for you.
We are distributors of Lyric Records. They
appeal because of their wonderful natural
tone and musical quality.
Record service insures 1 00% business to
every phonograph dealer.
Liberal Discounts assured. Secure sample
line at once.
The large demand for Lyric Records may soon com-
pel us to ji limit our record supply to Operollo
Dealers only.
Style No. 135
Height 50 in., Depth 23 in., Width 21 in.
Mahogany, Golden and Fumed Oak.
"Krasco" Motor. Universal Tone
Arm, All Wood Amplifier.
Write to-day for attractive agency proposition
OPEROLLO PHONOGRAPH COMPANY
54 W. LAFAYETTE BOULEVARD
DETROIT, MICH.
April 15, 1920
THE TALKING MACHINE WORLD
181
PROSPERITY CONTINUES
IN MINNEAPOLIS TRADE
Dealers and Jobbers Optimistic Over General
Outlook — Larger Shipments Arriving — Beck-
with & O'Neill Alterations Under Way — Stone
Piano Co. Booming Vocalion — News of Month
Minneapolis and St. Paul, Minn., April 5. —
Notwithstanding that Spring has appeared in
the Northwest and the birds are out with their
vernal music, the talking machines continue to
sing right merrily — for the public and for the
dealers. Truly, it is a good thing to be a
talking machine dealer in the Northwest in
1920, for* the facilities for obtaining and main-
taining a fairly complete stock are much better
than they have been at any time since early in
1917. Dealers say that they can see nothing
either above or below the horizon to disturb
their serenity, as the talking machine still con-
tinues to ride on the crest of public favor.
At the present rate of shipments, Laurence
H. Lucker, Edison jobber, says that he should
be all caught up on 1919 orders by July. That
it will be possible to accumulate any general
stock is not in his expectations, but he hopes
that it will be possible to fill orders for 1920
with greater celerity and completeness than has
been possible in the past three years. The
house made its monthly record for shipments
in March, which month ordinarily is the light-
est of the year. The record, was made possible
by the filling of back orders in connection with
large new ones. Mr. Lucker is especially
pleased with the excellent success of the fac-
tory people in supplying records. The latter
are coming through in large quantities and
waiting lists are rapidly being written off the
books.
All the Edison people are much interested
in the coming appearance of Anna Case at the.
Minneapolis Apollo Club concert April 20, for
they want to see and hear that Edison artist
in person.
Things also look better for the Brunswick
interests, according to E. L. Kern, Northwest-
ern director for the Brunswick-Balke-Collender
Co. The receipts from the factory are reported
to be large and steady and enable Mr. Kern to
accommodate his long-suffering but patient
patrons.
"Our machines are coming in right nicely in
comparison with the past," said Mr. Kern. "In
fact, the situation is so greatly improved and
the factory management gives such fine assur-
ances that I have been getting ready to open
some new accounts. I can't do it right away,
but look for a favorable opportunity soon. We
have a long waiting list of candidates for Bruns-
wick agencies and the majority are entitled to
consideration as soon as we can get the goods."
George M. Nyew, Brunswick phonograph trav-
eler, came in last week after a long road trip.
As usual, there is only one complaint against
the Victor machines — there are not enough to
go around, although the situation is improving
P-A-P-E-R
We specialize on the paper requirements
for talking machine manufacturers and
dealers. Our experience will help you
solve your paper problems.
Record Pockets and Delivery Envelopes
carried in stock.
H. G. NEU & COMPANY
108 Worth Street, New York
2049 Franklin
steadily, and George A. Mairs, head of the
W. J. Dyer & Bro.'s Victor department, is
sanguine that the Victrola millennium may be
near. There is still no question, he says, of
attempting to satisfy the long list of applicants
for appointment as Victor dealers, as the cur-
rent supply will not even go around among the
old dealers, but the latter are being taken care
of more generously than a year ago.
The Dyer Victrola department lost a big
plate glass window in a baby hurricane a fort-
night ago and was for some days concealed
behind an ugly board wall, but is now look-
ing almost as good as new. It was necessary
to divide the window as the old pane was of
such exceptional size that it could not be re-
placed at present.
A monster board wall, five stories high, now
covers the building which is to house the Vic-
tor department of the Beckwith-O'Neill Co.,
Northwestern distributors. Behind the wall a
large force of men is at work tearing out the
entire front and making a new one. The re-
modeling work will cost between $25,000 and
$30,000. Possibly the building may be ready
for occupancy in the latter part of June.
Archie Matheis and his wife have returned
from their long sojourn in the sunny Southland
and he is prepared to resume management of
the Talking Machine Co.
With the receipt of a goodly supply of large-
sized Pathe phonographs, Jay H. Wheeler, de-
partment manager for G. Sommers & Co.,
Pathe distributors, would be quite content. He
acknowledges that he is getting together a fine
stock of instruments and records and that the
roadmen are making excellent returns. All he
needs is a greater number of big machines.
An advance in Sonora prices has been an-
nounced by Sewell D. Andrews, of the Min-
neapolis Drug Co., which distributes these in-
struments. The Sonora instruments have been
going very nicely in this section.
An aggressive campaign for business has
been inaugurated by the Stone Piano Co. for
its Aeolian-Vocalion department. Manager Ger-
lach states that several men have been put on
the road to spread the gospel of the Vocalion
and he is confident that with the aid of the ex-
tensive advertising campaign conducted by the
Aeolian headquarters excellent results will be
obtained. He feels justified in going the limit,
so to speak, as assurances have been given that
there will be no lack of instruments, such as has
handicapped him for the past six months.
The Edison dealers of the Northwest will
meet April 20-21 at the Hotel Radisson to talk
shop. Among the features of the musical pro-
gram will be the Fleming Trio.
Announcement was made this month that the
firm of Bairn Bros. & Friedberg, Brooklyn, N. Y.,
which does a large business in talking machines,
records and accessories, has arranged an in-
crease in capital stock of the company from
$60,000 to $130,000.
Model No. 3. Retail $45.00
CHARMAPHONE TABLE MODEL
"THE UNIVERSAL PHONOGRAPH"
This handsomely constructed table machine, equipped
with the famous smooth running noiseless double spring
Heineman No. 36 motor and the universal Charma-
phone tone arm and sound box.
Write for Illustrated Catalog — Now
CHARMAPHONE COMPANY
39-41 West 32nd Street, New York
SEE OUR FULL PAGE AD-PAGE 33
182
THE TALKING MACHINE WORLD
April IS, 1920
How I Sell Records
"I've been selling records for a good many years and my
business has increased steadily. But I never could start
a real boom because I had nothing special to offer that. my
competitors couldn't also offer.
"But now I've got something REALLY NEW. I sell
Grey Gull Records, Two-In-One Style, and every one of
my customers gets twice more music on every record
than he ever got before, at no advance in price. This is
the kind of selling point that doesn't need any arguing or
explaining. My business is growing rapidly because every-
body that wants this 'queer new record that plays so
long' has got to come right to ME for it." — A Dealer.
Grey Gull Records, Two-In-One Style, give from 4^ to 5^ minutes
of REAL MUSIC on every ten inch disc — approximately twice as
much as the old-fashioned kind. We often put four complete pieces on
the two sides of one record — and ask no more than for records that
give only half as much value.
No other record can give you this long-playing feature. It is made
possible by an invention owned exclusively by us on which a patent
is now pending.
INCORPORATED
295 HUNTINGTON AVE., BOSTON
i
FILL OUT COUPON AND MAIL
GREY GULL RECORDS, 295 Huntington Ave., Boston, Mass. |
Please send to address below, an easy-selling assortment of eight Grey Gull Records, for which remittance of $5.00 is enclosed. .
Privilege of returning these records within ten days, at your expense, and obtaining a refund of the remittance is reserved. Also send
your two leaflets, "Distributor Proposition" and "Dealer Proposition," and list of your records. '
April 15, 1920
THE TALKING MACHINE WORLD
183
BIG EXPANSION PLANS PERFECTED BY THE EMERSON CO.
Plants Which Will Insure a Tremendous Increase in Record Output Being Completed in Long
Island City and Framingham, Mass. — Plant Being Erected in Chicago — Scranton Factory Busy
H. T. Leeming, vice-president and general
manager of the Emerson Phonograph Co., New
York, announced this week that the company
has completed a series of important deals which
are of exceptional import and significance.
With the consummation of these arrange-
ments, the company's record output will be
augmented tremendously, for at the present time
a large factory is being constructed in Long
Island City, which, when completed, will have
a daily output of 30,000 to 40,000 Emerson rec-
ords. Another large plant is now being erected
in Framingham, Mass., and when this factory is
completed it will provide for an output of 50,000
records daily.
Recently arrangements were made for the
erection of a large plant in Chicago, which will
have an output of 30.000 records daily. Mr.
Leeming also states that with the closing of
important deals now pending, the company will
have factories on the Pacific Coast and in the
South.
Aside from all of these new plants, the Scran-
ton factory of the Emerson Phonograph Co. is
working to capacity with a day and night shift.
This plant, however, has been unable to keep
pace with the tremendous demand of Emerson
records, and the new buildings will afford the
company an opportunity to co-operate effi-
ciently with its jobbers and dealers.
A short while ago Mr. Leeming in a message
to the trade emphasized the desirability of erect-
ing record factories adjacent to centers of dis-
tribution. He pointed out the many manufac-
turing and shipping advantages afforded by the
location of factories in the centers of trade
channels, and in accordance with these ideas,
started negotiations for the construction of
modern and up-to-date record plants. These
negotiations have now materialized, and when
the new factories are in full blast the Emerson
Phonograph Co. will have one of the most effi-
cient manufacturing organizations in the indus-
try.
During the past year and a half the success
of the Emerson record has been little short of
phenomenal. The company's sales have in-
creased by leaps and bounds, until about six
months ago the matter of production became a
demand for Emerson records advanced so rap-
idly in recent months that additional factory
facilities were absolutely imperative. Mr. Leem-
ing, assisted by the members of his executive
staff, is devoting a considerable portion of his
time to the speedy completion of the new fac-
tories, and Emerson jobbers and dealers will
welcome the news that the output of these rec-
ords will be vastly increased within a very
short time.
ACME PHONOGRAPH CORP. EXPANDS
Acquire Motor Factory at 243 West Seventeenth
Street, New York — Offices Located Here Also
— Plant Equipped to Meet Business Growth
H. T. Leeming
most serious element in the company's future
plans. Mr. Leeming, who is one of the best
known members of the industry; immediately
recognized the importance of bringing the pro-
duction of Emerson records closer to the coun-
try-wide demand, and under his direction every
effort was made to increase the output of the
Scranton plant.
These efforts were very successful, but the
The Acme Phonograph Corp. of New York
City is expanding rapidly. During the first week
of the month it acquired a large and well
equipped modern talking machine motor factory
as well as a plating works at 243 West Seven-
teenth street. This new plant occupies an entire
floor in a large loft building and there is an ad-
jacent floor that will allow for further expan-
sion. The Acme Phonograph Corp. will move
its offices to this new address and it has already
efficiently rearranged the production plans of
this factory to allow for an immediate large
increase of production. A large supply of raw
materials has been contracted1 for, which will
eliminate all delay in this direction. The Acme
motor is the culmination of much experimenta-
tion and many high claims are made for it. The
motor will be made in three standard types and
two springs only. The Acme tone arm will also
be produced in this new factory, as will the
Acme sound box. A patented tone modifier
within the tone arm itself is a feature of the
Acme tone arm. This new factory is the fourth
to be added to the manufacturing resources of
this firm. Two other factories are already work-
ing to capacity at Boonton, N. J., and the third
is still under construction in this same town.
By co-ordinating all these facilities greatly in-
creased production will result.
REAL MERIT WINS
HIGHEST QUALITY
MOTORS
Universal Tone Arms
THE
HAS IT
REG. U. S. PAT. OFF.
PLAYS ALL
RECORDS
PERFECTLY
«3£
-1
RECORDIONS make
friends easily by their
wonderful tone and
stay sold on account of
the unchallenged qual-
ity.
OUR
MOTOR TRUCK DELIVERY
is QUICK and SAFE and has many
other advantages. We therefore espe-
cially invite Dealers from GREATER
NEW YORK and adjacent territories
to. write for the Latest Booklet and
Prices or to call and see the
1920 MODELS now on Exhibition
at the newly-renovated
office of the
Columbia Mantel Co., Inc.
Leonard and Devoe Sts., Brooklyn, N. Y.
Within walking Distance from Williamsburg Bridge Plaza
■1 '
RECORDIONS are
selling fast. We have
but recently enlarged
our factory floor space
and shall do so again.
There's a Good Reason.
BE A LIVE WIRE— BE THE FIRST RECORDION DEALER IN YOUR VICINITY
184
THE TALKING MACHINE WORLD
April 15, 1920
Back Again
to bring the joy of music into hundreds of
thousands of homes comes the sensational
Stewart Phonograph — now improved and
refined at many points.
War conditions which interrupted produc-
tion in 1918 no longer prevail. Today, out-
put and sales are reaching tremendous
proportions.
Write today for full particulars about one
of the quickest selling propositions in the
world.
PHONOGRAPH
STEWART PHONOGRAPH CORPORATION, Inc.
LINCOLN BUILDING
BUFFALO, N. Y.
April 15, 1920
THE TALKING MACHINE WORLD
185
PUBLICITY AND MERCHANDISING CO-OPERATION PLANS
Columbia Graphophone Co. Has Worked Out Many Stimulative Sales Helps Which Will Greatly
Assist Its Dealers in Developing a Larger Volume of Summer Business — Interesting Details
In accordance with its custom of previous
years, the Columbia Graphophone Co. has pre-
pared for the use of its dealers during the
Summer months an elaborate plan of publicity
and merchandising co-operation which can be
used to excellent advantage. The details of
this plan have been worked out carefully by the
company's Dealer Service department and -are
now ready for presentation to the trade. Many
of the ideas advanced for the use of the deal-
ers during the Summer months are brand new,
and embody practical, stimulative sales helps
which will undoubtedly assist the dealers mate-
rially in making their Summer business during
1920 exceed previous years.
In a recent chat with The World, C. Shaw,
of the Dealer Service department of the Colum-
bia Graphophone Co., outlined some of the
company's sales plans as follows:
"One of the principal -sales aids for our deal-
ers during the coming season will be Grafonola
trunks, which permit a concentration on the
sale of small portable instruments, the advertis-
ing fan as a publicity medium to be distributed
at country fairs and at local gatherings of large
bodies of people, the small Grafonola exchange
sales plan and special appropriate summer-
time window appeals issued in connection with
the regular monthly display service.
"The Grafonola traveling kit or complete
portable outfit opens a new field for summer-
time sales among vacationists who are already
convinced of the indispensability of the Graf-
onola to every summertime occasion.
"An entirely new selling angle on the small
account of its bulk and weight, but when a
complete outfit ready for shipment is offered,
this objection is removed and a large field for
The Grafonola Trunk
Grafonola is suggested by the trunk. While
many people would take a small phonograph to
the country they are often reluctant to do so on
rect fan and the carrier of a potential selling
campaign.
"Tie-up of the fan illustration to national ad-
vertising copy, in illustration and text, serves to
identify the distributing dealer whose name ap-
pears on the fan as a part of the Columbia or-
ganization and to emphasize in the mind of the
public the fact that that particular dealer's es-
Tying Up Window Display With Publicity
business among phonograph owners is> opened.
Folks who have the large cabinet type instru-
ments do not care to subject them to climatic
changes and other liabilities of damage by
shipment to the shore or country. Yet, as music
is indispensable to vacation and summertime
activities, the small, portable Grafonola invari-
ably proves a welcome solution.
"The complete, small Grafonola outfit as-
sembled in the trunk and displayed in the
window, either in connection with the regular
Columbia monthly window display or a special
window trim, will be productive of many com-
plete outfit sales. The accompanying photo-
graph shows a neat window trim and the card
which accompanies the June display announcing
the Grafonola trunk.
"A well built and substantial fan has a defi-
nite and useful life when carefully distributed.
The better the fan the longer it will be kept
and used by the public. If attractive in colors
and interest-compelling in copy and illustration,
the fan will work continuously during the Sum-
mer. In designing the Columbia fan for 1920,
the Dealer Service department has taken into
consideration all details that go to make a cor-
tablishment is the one market-place in the terri-
tory where Columbia products may be pur-
chased.
"Distribution was another element of serious
thought. The fan must be such as to warrant
its careful preservation in the hands of the pub-
lic. This point was covered by past experience,
good fortune in securing an exceptional quality
of cardboard stock, a strong wooden handle
and a perfected method of attaching the two.
An instructing folder accompanies each ship-
ment of fans to the dealer, offering valuable
sales suggestions to Columbia dealers.
"The summertime feature of the Grafonola
is further elaborated upon in connection with
the Columbia monthly display service. The set
for June, July -and August will deal especially
in illustration and text with suggestions for a
musical vacation with the Grafonola.
"The June display pictured in connection with
this article features particularly the summer-
time use of the Grafonola. The large center-
piece is an exact reproduction of the June Co-
lumbia advertisement which will run in the
magazines, placing right in the dealer's window
the last and telling shot of the big campaign.
THIS SALESMAN
DISPLAY
FOR YOU
WILL
SUGGEST
REMIND
SELL
Dulciphone Needles
"The Highest Quality Needle in America"
MADE SCIENTIFICALLY OF THE HIGHEST GRADE CARBON STEEL. GUAR-
ANTEED TO PLAY THE LONGEST RECORD WITHOUT VARIATION
AND WITH PUREST REPRODUCTION.
DEALERS' PRICE
100 to the Package
6Kc.
Per
Package
Your Initial Order for 200 Packages |7f*f>0
Brings the Handsome Display Case 1.
Jobbers and Sales Agents write for our proposition to you
GRAND TALKING MACHINE CO., Inc.
366 Adams St., Brooklyn, N. Y.
Manufacturers of Distributors of
Dulciphone Phonographs QRS Player Rolls
Dulciphone Needles Emerson Records
186
THE TALKING MACHINE WORLD
April IS, 1920
WELL! THE WORLD HAS A NEW ONE
Announcing the
"pprtroia
Perfect Portable Phonograph
FOR HOME USE
FOR OUTINGS
IMMEDIATE DELIVERIES
PORTROLA I
with
Double Spring Motor
of recognized quality
Weighs 16H pounds
Instrument complete
$45.00
PORTROLA II
with
Single Spring Motor
New Design
Worm Gear Drive
Smooth and Noiseless
Weighs 15 Pounds
Instrument complete
$35.00
Size 13^x13^x10 inches
Plays All Records With Clear Full Tone of Very Large Volume
Both machines built like an elegant traveling case with LEATHER
CORNERS, round LEATHER HANDLE, SILK GRILLE, enclosed
cast METAL HORN, UNIVERSAL TONE -ARM, and NEEDLE REST;
CLIP for holding Tone Arm when carried; RECORD COMPART-
MENT and NEEDLE-BARREL for carrying needles.
DEALERS, ORDER YOUR SUPPLY NOW FROM YOUR NEAREST DISTRIBUTOR-
HE HAS A VERY PROFITABLE PROPOSITION FOR YOU
Annapolis, Md Globe Furniture Co.
Beloit, Wis S. J. Stone & Co.
Chicago, 111 Wade Talking Machine Co.
Detroit, Mich Iroquois Music Co.
Dunsmuir, Cal Northern California Music Co.
Kansas City, Mo Tri-State Sales Co.
Richards & Conover Hdw. Co.
Long Beach, Cal Barnum's Phonograph Shop.
Middletown, N. Y F. W. Mead Co., Masonic Temple.
iMilwaukee. Wis A. G. Kunde.
New York City Brown, McManus & Co.
Norfolk, Va C. A. Everhart. 346 Monticello Ave.
Philadelphia. Pa Healh & Gorham, 26 So. 15th St.
Pittsburgh, Pa Newton B. Heims, 3009 Jenkins Arcade Bldg.
Portland, Ore The M. J. Wax Co.
St. Louis, Mo M. Schneider & Co.
Associated Furniture Manufacturers.
Portable Phonograph Company
Reserve Bank Building KANSAS CITY, MISSOURI
Cloied View
Closed View
April IS, 1920
THE TALKING MACHINE WORLD
187
CONDEMNS COMPARATIVE PRICES
Indiana Fair Price Commissioner of Department
of Justice Declares Extravagant Price Com-
parisons Shatter Confidence in All Merchants
Advertisements which quote comparative
prices and comparative values are dangerous by
way of indicating to the public that the adver-
tiser makes an unwarranted profit at the sup-
posed "usual price," declares a bulletin to mer-
chants which has been issued by Stanley
Wyckoff, Indiana Fair Price Commissioner of
the Department of Justice.
In citing this bulletin from Mr. Wyckoff the
National Vigilance Committee of the Associated
Advertising Clubs of the World says this is one
additional reason why such advertising should
be avoided.
"The reader of such an advertisement is like-
ly to believe one of two things," says the bulle-
tin. "Either he believes the statement, and
therefore thinks that the merchants make an
unfair' profit at the usual price, or he dis-
believes the advertisement, which is still worse."
In sending the bulletin to Indiana merchants
the Fair Price Commission of Indiana had the
co-operation of the Better Business Bureau
(vigilance committee) of the Indianapolis Ad-
vertising Club. Mr. Wyckoff said, in part:
"The Fair Price Committee has received
many complaints of suspected profiteering by
Indianapolis merchants, occasioned by the use
of extreme comparative prices and values in
recent advertising.
"The chairman of the Fair Price Committee
conferred with the president and secretary of
the Better Business Bureau on this subject
and it is our joint opinion that the use of ex-
treme comparative prices and values is not only
destructive- of confidence in advertising, but is
also creating distrust in the minds of the public
to the effect that Indianapolis merchants are
charging- unusual and unfair prices in the regu-
lar course of business.
"A recent case reported by the Toledo, O.,
Better Business Commission is in point. A
Toledo store advertised '$100 value coats, $65.'
One of these coats was purchased and submitted
to other Toledo merchants for appraisal, who
placed a much lower value than $100 on it. The
coat was then sent to the Cleveland Better Busi-
ness Commission and by them submitted to sev-
eral of Cleveland's leading merchants, and the
average value placed thereon was $65, or ex-
actly the sale price. This coat had undoubtedly
been marked at the extremely high price of
$100 pu.hi.to be marked down for sale purposes.
Such methods of merchandising are destructive
and should receive the severest condemnation.
"The average reader of intelligence in read-
ing such advertisements of great reductions at a
time when the news and advertising columns
are filled with stories of advancing cost and
shortage in most lines of merchandise can only
conclude that the merchant so advertising has
either been making an unconscionable profit
or is lying."
TALKER MAY REPLACE ORCHESTRA
Everett Inventor Claims Future Holds Great
Possibilities for Talking Machine — New Am-
plifying Device Fits All Instruments
Everett, Mass., April 8. — Charles W. Harper,
of this town, already an inventor of considerable
fame, has just completed an electrical invention
designed, to amplify any musical instrument, and
which can be used in connection with a talking
machine, a piano, banjo or harmonica with
equally good effect.
The first public demonstration of the inven-
tion was in Heineman House, Somerville, re-
. cently, and a talking machine was used to pro-
duce the music that was amplified until it
rivaled a jazz band in point of volume and syn-
copated melody. Although the instrument used
was designed especially for orchestral records,
there are others on the same order designed by
Mr. Harper to amplify the voice.
The talking machine was placed in the bal-
cony of-the hall, and the tone was magnified
through intensified electro-magnetic induction.
Wires conducted the sound1 to a major horn,
which threw the sound into the room. Electrical
regulators make it possible to regulate the tone
so that it will be almost a whisper, or to in-
crease it to a volume that is deafening in inten-
sity.
Mr. Harper predicts for the future of his in-
vention a gradual substituting of the talking
machine for orchestras in dance halls, and says
that it may also be used in churches, to take
the place of chimes. It will fill a definite place
in concert programs as well as in dance halls,
he also claims.
The first demonstration was given before a
large dancing class of young people of high
school age, and they danced throughout the
evening to the music furnished by means of
this as yet unnamed invention, alternating with
the orchestra. About fifty dancing teachers of
Boston were also present, and were greatly in-
terested in the development of an invention that
promises to be of such great value to them in
their particular business.
Mr. Harper is known already as the inventor
of an instrument used very largely in schools
for the deaf and dumb, by which deaf mutes
are taught to talk. He also invented a self-set-
ting automatic target, and his Harper oraphone
for deaf people is appreciated by people through-
out the world, who have found in it a means of
communicating with their friends and with the
world in general.
Sir Harry Lauder, the famous singing come-
dian and Victor artist, has reached England
after his sixteen weeks' tour of Canada and the
United States. His next tour to America, he
says, will be in 1922 and that will be his fare-
well. Sir; Harry is now on his way to South
Africa. Following upon his stay in that country-
he will return to London, where he will open up
in one of the London theatres under William
Morris' direction.
Of Vast Importance to Edison Disc Instrument Dealers
Showing No. S5-A
A Queen Anne Creation. Designed
expressly for use with the Chalet Model
Edison Instrument equipped with the
famous Eject-O-File Record Filing Sys-
tem. Produced in natural figured Red
Gum and rouge Red. Dimensions: 20"
wide, 22" deep, 32" high.
"The Eject-O-File"
The Eject- O- File is manufac-
tured and owned exclusively
by the Eject-O-File Co. Manu-
factured under U. S. mechani-
cal and design patents.
The Eject- O- File is a most
simple and efficient method of
"Filing & Finding" discRecords
at the desired time. Mechanism
controlled entirely by gravity.
Has no springs to get out of
order and if you do not have an
Eject-O-File in your home you
do not realize what is best in
Record Filing efficiency.
Manufactured by
THE EJECT-O-FILE CO., Inc.
Showing No. 95
A straight line effect conformini-' witli
the Chalet Model Edison Instrument
for which it is designed and produced.
Equipped with the Eject-O-File Record
Filing System. Dimensions and Finish
same as No. 95-A.
HIGH POINT.
FACTORY AND GENERAL OFFICES
NORTH CAROLINA
188
THE TALKING MACHINE WORLD
April 15, 1920
THE
P PONOGRAPH
t OF
ERFECTION
THE GUARANTEED INSTRUMENT
P LAY'S ALL MAKES OF RECORDS PERFECTLY
WRITE AT ONCE
FOR
-PRICES
AND
ILLUSTRATIONS]
MODEL A
SCIENTIFICALLY CONSTRUCTED
PIANO FINISH
WHOLESOME NATURAL TONE
LOUDEST OF VOLUME
LATEST AND BEST MODIFIER
PATENTED CONSTRUCTED HORN
IMPROVED PERFECT SOUND BOX
BALL BEARING TONE ARM
NEW BEVEL EDGE TURNTABLE
LATEST TYPE OF GUARANTEED MOTOR
MODEL B
MODEL C
MODEL D
MODEL E
MODEL G
STANDARD PAPER COMPANY
INDIANAPOLIS, INDIANA
PHONOGRAPH DIVISION
SOLE DISTRIBUTORS IN
ILLINOIS, INDIANA, MICHIGAN, WISCONSIN AND MINNESOTA
April 15, 1920
THE TALKING MACHINE WORLD
189
GENERAL ACTIVITY HELPS "TALKER" TRADE IN BUFFALO
Big Wages at Leading Factories a Factor in Increased Demand for Talking Machines — Winegar
Corp. in New Quarters — Brunswick Week Celebrated — Victor Record Recitals Attract
Pretty Messengers with
Record News
Painted by famous artists of
child subjects and litho-
graphed in full colors on
Nursery Rhyme Blotters
Splendid means of featuring
educational records and very
attractive inserts for supple-
ments and the regular mail.
Price Lower Than Factory
Prices
Sets of 100 — 12 different sub-
jects— $8. 1 0, without print-
ing, postage prepaid.
In writing for samples, ad-
dress Department "C."
Stewart Talking Machine Company
Victor Distributors
INDIANAPOLIS, IND.
Buffalo, N. Y., April 7. — A boom that re-
sembles wartime activities is being enjoyed by
Buffalo's plants this Spring. The employes are
receiving excellent wages and have plenty of
money to pay for musical instruments. The
local talking machine stores are likely to have
many new customers shortly on account of the
influx of a small army of new workmen and
their families to this city. They will be at-
tracted here on account of the opening of many
new industries. Many of the plants report that
they are unable to get sufficient help and are
spending a total of thousands of dollars in ad-
vertising for this purpose. Even the trade of
the unskilled laborer is becoming a powerful
factor at the talking machine stores. The la-
borers are averaging $6 a day and are not very
far below the scale of the skilled workman.
There was a time when the laborer or his wife
expected to receive scant attention in a talking
machine store. Now, on account of their pros-
perity, they are being handled with the utmost
courtesy. The dealers are telling the old, old
story that the supply of talking machines is
far below the demand. However, on account
of the good times and the abundance of money,
they are^ viewing the future with real optimism.
An association representing the music and
musical instrument trade may be organized in
connection with the Buffalo Chamber of Com-
merce. Members of the trade have received
the following note from that organization:
"The advantages of organization, co-operation
and interchange of thought and ideas are well
known to-day. The past war has demonstrated
what great results can be obtained through co-
operation. An association representing the
music trade would be of inestimable value to
every concern who joined."
The familiar character, the town crier, is
being used in some of the publicity of C. E.
Siegesmund, Victor dealer. The words credited
to the crier are these: "Hear ye! Hear ye! All
and sundry, come buy in our shoppe ye new
Victor records."
The Winegar Piano Corp. has opened a new
talking machine and piano store at 935 Broad-
way. The store is spacious, newly furnished,
well equipped and has individual booths. It
has a fine new front. Five thousand Polish
records are a feature of the stock. Mr. Winegar
sells Columbia Grafonolas. He will conduct
this store as well as his present one in the
Teck Building on Main street. He is building
up a staff of outside salesmen.
The Household Outfitting Co., which handles
the Columbia line, reports that its store will
not be interfered with in any way by the new
Loew Theatre to be erected shortly.
Denton, Cottier & Daniels recently received
a shipment of Aeolian-Vocalions. This concern
was represented at the fifteenth anniversary of
the Buffalo Rotary Club.
Buffalonians are heeding the warning that
"talking machines must advance — everything
else is steadily increasing in price." In speed-
ing up their purchases they are stimulated by
the knowledge that $100 to $1,000 has been
added to the price of their favorite automobiles
and that every other necessity or so-called
luxury costs considerably more than in former
days.
On account of its prosperity this Spring, the
country trade is being cultivated in a vigorous
manner by some of the local talking machine
firms. Excellent weather and good roads are
helping these drives.
Victrolas, Columbias and Sonoras are han-
dled at the new Hertel avenue branch of Goold
Bros. C. H. Goold is manager of this store. Mr.
and Mrs. T. A. Goold have returned from a
honeymoon trip to Porto Rico.
Reports that the Neal-Clark-Neal Co. had
bought the property at the northeast corner of
Delaware avenue and Mohawk street for a big
music store, which are circulating in real estate
circles, prove to be a bit premature. It was
said that the proposed building would exceed
in size and completeness of equipment anything
as yet attempted locally in the musical instru-
ment field.
Beginning April 4 Brunswick Week was cele-
brated on an effective scale in this city. The
Hoffman Co. at 96 Main street made a special
feature of the event, and, to accommodate the
crowds which assembled to study the Bruns-
wick method of reproduction, the store was
kept open evenings. The Ultona and the tone
amplifier, features of this instrument, were dem-
onstrated. Brunswick April records, including
"Dardanella" and "Fast Asleep in Poppy Land,"
were played.
Arthur Middleton, the New Edison star, sang
at the Elmwood Music Hall Tuesday evening,
April 6. By means of special publicity the fol-
lowing firms. New Edison dealers, used Middle-
ton's engagement as an occasion for calling the
public's attention to that instrument: Bricka &
Enos, J. N. Barrett, Frank Ehrenfried, Charles
J. Hereth. the Utley Piano Co. and Zittle-
Kreinheder Co.
Congratulations are being extended to L. K.
Scott, manager of the William Hengerer Co.'s
Victrola department over the recent birth of a
son. D. A. Evans, of that department, is also
the proud father of a baby boy. W. H. Tyler
has resigned from the Hengerer Co.'s sales
force to take a position with the Victrola .de-
partment of McCreery & Co., Pittsburgh. Miss
Julia White has been placed in charge of Hen-
gerer's record department. Miss Hitzel, who
was absent for some time on account of illness,
has recovered and is again selling records at
this store.
The Victor record recitals held in the concert
room on the fifth floor of J. N. Adam & Co.'s
store are proving a genuine success. They are
in charge of F. E. Russell, manager of the
Victrola department and are held on two after-
noons early each month. Recital programs of
new Victor records for the current month are
mailed to a large list of customers of that store
and the response, so far as expressed in attend-
ance and enthusiasm shown, is gratifying.
about the artist responsible for the record. He
reports that by means of this data extra interest
is aroused. He injects plenty of human in-
terest into this work and the audience listens
with close attention to explanations of the ca-
reers of Caruso and other Victor stars. The
recitals are advertised in the newspapers and
personal invitations are sent out with parcels
and to those on the company's mailing list. In
the management of the concerts Mr. Russell is
assisted by Floyd F. Barber. On account of
this enterprise they attract many new custom-
ers to their department and extensively increase
their record and talking machine sales.
G. W. Lawrence, Urbana, 111 , has closed out
his furniture stock and is now exclusively a
Mr. Russell also gives interesting information talking machine dealer.
Follow Through!
The music trade is spending a King's ransom
in national advertising which is made doubly
effective when it is "hooked-up"^ with the
dealers through window advertising. Ask
your manufacturer about the importance of
window display.
EINJON LITHO
INCORPORATED/
NEW YORK Originators of Window Advertising for CHICAGO
71 W. 23rd St. Phonograph and Player Roll Manufacturers 332 S. Michigan Ave.
190
THE TALKING MACHINE WORLD
April 15, 1920
^ trade: I /a f Mark
Jf PA
MODEL "A"
Mahogany or Oak
17" wide; 19" deep; 42" high
This is an exceedingly artistic
model, built to meet a popular de-
mand. Nickel-Plated Hardware is
used throughout, and the shelf for
Albums is made of five-ply veneer.
Superiority
is far-reaching, in that, regardless
of territorial lines, the CRAFTS
Phonograph is recognized as a
leader by discriminating merchants
in high-class musical instruments.
It is not difficult to convince a pro-
spective customer of thesuperioritv
of the CRAFTS Phonograph. You
have but to display the CRAFTS
Phonograph in your show-room to
arouse the attention of your visi-
tors and hold their interest.
In any group of Phonographs, the
CRAFTS stands prominently in the
foreground because of the high-
grade material used in its construc-
tion and the excellent workman-
ship throughout. .
MODEL "B"— CLOSED
Mahogany, Walnut or Oak
18" wide; 20" deep; 4334" high
You work along "the line of least
resistance" in handling the
CRAFTS Phonograph. Your turn-
over, therefore, is quicker, your
profit greater, with a minimum
selling expense.
The above are a few of the reasons
why the demand from the better
class of dealers is constantly increas-
ing and why we are arranging to
have greater facilities for the manu-
facture of our product.
Write Today for
Dealers' Proposition
A. J. CRAFTS PIANO CO.
Manufacturers
RICHMOND VIRGINIA
MODEL "AA"— OPEN
Mahogany or Oak
IVA" high; \6Y2" wide; 2QY^" deep
Like the more expensive Models,
"AA" will play all makes of Disc
Records.
MODEL "C"— CLOSED
Mahogany, Walnut or Oak
22^" wide; 24^" deep; 463/4" high
April IS, 1920
THE TALKING MACHINE WORLD
M SDMINO or (MAM
EVERY SIGN OF CONTINUED ACTIVITY IN TORONTO TRADE
Talking Machines and Records Figure in Easter Trade — Starr Co. Opens Western Branch in
Addition to Toronto Headquarters — Tribute to the Victrola — Pathephone for Jack Norworth
Toronto, Ont., April 8. — Nothing of an outstand-
ing character has transpired during the past
month and trade has shown signs of continued
activity. Dealers reaped the benefits of a
Lumper Easter trade, which they claim is
steadily growing every year. Records and talk-
ing machines are now accepted as appro-
priate Easter gifts, and a large number of dealers
advertised this fact widely. Their windows bore
cards advocating instruments and records as the
Easter gift "supreme."
The Starr Co., of Canada, London, recently
had a visit from Fred Gennett, secretary of the
Starr Piano Co., Richmond, Ind., and A. F.
Meyer, production manager of the same firm.
Mr. Gennett spent several days in London and
in" that time visited three factories that are now
producing Starr phonographs in Canada. He
was very highly pleased with the organization
in CaSlada and with the facilities far taking care
of Starr and Gennett interests during 1920.
"While of course it is a difficult t'hing to say
that we will have all the stock necessary to look
after 1920 requirements," said W. D. Steven-
son, of the Starr Co. of Canada, to The World,
"we are in a position to absolutely guarantee
established Starr dealers a wonderfully im-
proved service commencing at once. We are in
a position to turn out just seven times as many
instruments in 1920 as in 1919. This means an
increase in production of 700 per cent and will
assure Starr dealers all over Canada of being
in a position to take care of their trade in a
very satisfactory manner.
"As you are aware we are also establishing
a Western Branch, which will be in operation
in the course of sixty days. This is in addition
to the office opened up at 412 Ryrie Building,
Montreal, Can., April 6. — One of the features
of the talking machine trade the past month was
the unusually large sale of records. The in-
crease of price of the Columbia records has
seemed to help rather than retard sales. Almy's,
Ltd., one of the largest Columbia dealers and
who sells a great quantity of records, says that
customers seem just as willing to pay the even
dollar. It is now unnecessary to make change
and this saves considerable time during rush
hours. Some dealers say that this waiting for
change was a good thing because it gave the
salesman an opportunity to demonstrate some
new record and often led to additional sales.
The results of the business done the past month,
however, seem to show that the - increase in
price has had no bad effect in this city.
"Window signs or stickers pay, and pay
well," said W. W. O'Hara, the Columbia dealer,
to The World, "and I'll tell you why. I had a
customer come into the store the other day and
before he went out he had purchased a large
quantity of records and supplies. I had dis-
played a sticker announcing the sale of 'That
Naughty Waltz,' which the purchaser had
spotted from the windows of the street car. He
told me that he had tried nearly every dealer
on the street for this same record, but, although
they had stickers on the window featuring it,
they did not have it in stock, and I had hard
work trying to convince him that I had it in
stock, so you see it pays to stock what you
advertise, rather than to advertise what you
haven't got." Mr. O'Hara will shortly remove
to- larger premises across the way from where
Toronto, so that we expect in 1920 to be in a
very admirable position to give our dealers a
real service in addition to a line of merit."
Optimism means hoping. Peptimism means
doing. You may hope to get value when buy-
ing a phonograph, but, if you're a peptimist you
can get value by investigation, is the way D. D.
Gordon, Ltd., Ottawa, Ont., advertises his new
Edison and Columbia phonograph salon.
A Catholic priest in Ontario was so delighted
with his Victrola that he sent a little poem
about its excellencies, which expresses the mat-
ter very well. It reads as follows:
"VOX ET PRAETEREA NIHIL"
I was old, but not forsaken,
Had heard music by the score,
Was too old to go and seek it;
Could I hear it nevermore?
Yes, it comes to me in plenty,
As I 9it within my room,
Classic, Ragtime, , Bagpipes, Vocal
All within my ear can boom.
Records of the sweetest music,
Bring it all again to me,
Victor Records by the dozen
Fill my soul with ecstasy.
— Saeculum Vicesimum
It was the familiar Pathe rooster that caught
his eye, so he dropped into R. F. Wilks &
Co.'s store to buy a few records. The man was
Jack Norworth, of the "Gaieties of 1919," and
he was taking a little constitutional. Mr. Nor-
worth is a Pathe enthusiast and always carries
a Pathephone with his show to play in his
dressing room during his "off stage" moments.
Whilst in Toronto he was photographed listen-
ing to one of his own records in the Wilks
Pathe parlors.
Max Rosen, exclusive Brunswick artist, re-
cently appeared in recital in Massey Hall,
Toronto. Brunswick dealers report an in-
creased interest in his numbers since his visit.
he is, where he intends to put into practice
several ideas which have been formulating for
some time, but which have not been put into
force owing to lack of accommodation. But
with a store almost three times the size of his
present one, he intends to carry a heavier stock
of Grafonolas and Columbia records and feature
this line more extensively than in the past.
In the phonograph salons of C. W. Lindsay,
Ltd., free concerts are given every afternoon,
except Friday and Saturday, between 3 and 5
o'clock, where admission is gratis. The Co-
lumbia and Sonora machines are being used in
the demonstration -with Columbia records.
The eight His Master's Voice artists who ap-
peared personally in joint recital at the St.
Denis Theatre drew capacity houses, and it has
since been remarked that records of these par-
ticular artists have largely increased in sales.
Norman F. Rowell has returned to his old
post as manager of the phonograph salons of
C. W. Lindsay, Ltd., Columbia and Sonora
dealers.
The Cowan Piano & Music Co. is doubling
the size of its Victrola and record department
which will make it possible to carry practically
double the amount of stock now listed.
His Master's Voice, Ltd., has been incorpo-
rated for $1,500,000.
A. C. Skinner, Ltd., Sherbrooke, Que., has in-
stalled the new self-serve stands holding ISO
Columbia records.
In the circulation contest being conducted by
the Sydney, C. B., Post, there figures a spe-
cial prize of a new Edison diamond disc phono-
graph, Chippendale model, finished in mahog-
any, purchased from Travis Bros., of that city.
SOME HAPPENINGS IN
THE WINNIPEG TRADE
Canadian Representative of Sonora Tells of
Activity in the Territory Which He Covers —
Canadianization of Young Mennonites
Winnipeg, Man., April 5. — "No, I am not here
to sell more instruments," said Emil H. Van
Gelder, of I. Montagues & Co., Canadian repre-
sentative of the Sonora, who was in Calgary,
Alta., for a few days on his way from Toronto
to the coast, "but rather to get our Western
branches to hold back on their orders for a
little while since we are already oversold.
"We pride ourselves," continued Mr. Van
Gelder, "on the fact that the machine we are
offering the Canadian people is built of their
own products, made by their own artisans in
their own factories, and because of this we feel
that we are entitled to receive their patronage."
Mr. Van Gelder further showed what a good
booster he was, not only for his own concern,
but for Canada generally by declaring that it
was about time the Canadian people put their
buying-at-home power behind their dollar and
lifted it back into the place among the moneys
of the nations that it should be occupying.
A unique method of assisting the Canadiani-
zation of young Mennonites in the settlement at
Wurtz, Sask., has come into use with the in-
stallation of talking machines in the public
schools. "O, Canada," for example, is played
on the machine first, perhaps, by a band, for
band music is particularly inspiring to the
young. Then a vocal record of the song is put
on and when the children have learned words
and melody they are taught the meaning and
begin to sing. The talking machine is used also
to furnish music for games and nursery rhymes,
and the result of the entrance of the mechanical
assistant has been the increased interest not
only of the children, but the parents as well.
"The advantages of the talking machine in a
place of this kind," says the teacher, "can only
be faintly estimated by an outsider. Through
it we have access to the best music. We hear
(Continued on page 193)
Talking Machine Supplies
and Repair Parts
SPRINGS, SOUND BOX PARTS, NEEDLES
THE RENE MANUFACTURING CO.
MONTVALE, NEW JERSEY
RECORD TRADE REACHES BIG DIMENSIONS IN MONTREAL
Increased Prices Help Rather Than Retard Demand — Window Signs Pay — Lindsay Concerts —
Recital of Victor Artists Helps Business — Leading Establishments Augment Equipment
192
THE TALKING MACHINE WORLD
April 15
Announcement
Again we have outgrown our office and manufactur-
ing facilities and have just added a third factory to
our plants and have removed our offices to our new
motor factory at 243 West 17th St., New York City
Acme Motors
Acme Tone- Arms
Acme Reproducers
are still unexcelled and are the best
value in the phonograph market today
Acme Motors
In three types — two springs only. No untried or sensational features. Only
conservative and proven designs of guaranteed dependability.
Acme Tone-Arms
For small, medium and high-priced cabinets, all universal.
NEW FEATURE— Tone Modifier
Embodied in the Tone-Arm
Acme Reproducers
with mica or composition diaphragms. Five different types.
We make tone-arms and sound boxes to the
manufacturer's specifications. Large manu-
facturing capacity and first class workmanship
Acme Phonograph Corporation
NEW YORK CITY
243 West 17th Street
Tel. Watkins 6673
CHICAGO
431 S. Dearborn Street
Tel. Harrison 8021
April IS, 1920
THE TALKING MACHINE WORLD
193
NEWS FROM DOMINION OF CANADA
(Continued from page 191)
the finest singers, and an idea of music as well
as the other educational features of the work is
instilled into the children's minds. In turn
they take their little songs and stories of the
good times we have home to their parents and
they come eager to hear our concerts."
J. A. Banfield is running Saturday afternoon
Grafonola recitals where vocal, orchestral and
band music are demonstrated in this firm's new
and attractive Columbia salons.
AIDS CHILDREN IN MUSIC STUDY
Toronto Globe Music Editor Points Out Value
of Talking Machine to Lighten Labors of
Arduous Study — Broadens Musical World
but is merely slaving so many hours a day at
finger exercises and study pieces, and has no
vision of what the great world of music is, and
what unlimited joys are in store when tech-
nique is achieved to a reasonable degree, and
the power of expression gained.
"Few teachers realize how 'lonely' in a
musical way most children are; how almost the
only bit of the musical world they know is the
little world that is presented to them by the
few pieces they get from their teacher. It is
in giving the pupils a broader vision into the
world of music and in making them a part of a
real, present and delightful universe of musical
achievement that the talking machine does its
finest and most helpful service. The teacher
will find the talking machine and its music an in-
valuable aid in keeping up his own inspiration."
Toronto, Ont., April 6. — The Music Editor of
the Toronto Globe in a recent article on the
Music and Drama page under the caption of
"Labor Becomes Pleasure Through Services of
Phonographs" said: "From a practical point of
view the most valuable service that a talking
machine in the teacher's studio can render is
its day-by-day service as an inspiration to pupils
in their work. It can add immensely to the
interest of any piece that a pupil may be study-
ing. For example, the young student who is
being drilled on a small piece by Mozart may
not find that particular piece very interesting,
and may not know just why she is put at such a
class of work. But give her an opportunity
to hear one of the bigger works played by a
real artist and the reason for the careful study
of the little piece is plain, the labor becomes a
pleasure because it is understood as a step
toward the bigger accomplishment.
"If you are luckily situated you might be
able to produce the same inspirational effect
by sending or taking the pupil to a concert —
but how much more simple to be able to pro-
duce it by merely putting a record on a talk-
ing machine, and how much more easy to ex-
plain and make your points as the record plays.
Creating and stimulating interest is easy when
the facile talking machine is at hand. It is
always possible to bring forth ideals, to make
a display of future possibilities that will pique
the ambition, and make the drudgery of the
hour seem less drudgery because a part of it
becomes a very pleasant possibility. And the
child who really knows about music is sure to
be more interested than the one who does not.
R. L. KENYON AT HEADQUARTERS
Has Completed Work of Organizing Plants of
Independent Talking Machine Co. and Is Now
Visiting the Various Dealers
R. L. Kenyon, who for a number of years
headed some very active corporations manufac-
turing talking machines, and who for the -past
year has been in the work of organizing the
various factories of the Independent Talking
Machine Co., including those at Canton, Pa.,
and EHzabethport, N. J., has completed his
work of placing that part of the firm's organ-
izations on a most efficient basis and has re-
turned to the home office of the company, 12
East Forty-second street, New York City. In
the future he will, jointly with L. B. Williams,
direct the sales of both the Independent Talk-
ing Machine Co. and the Amalgamated Phono-
graph Access. Corp.
Mr. Kenyon recently returned from a short
trip in Pennsylvania territory, and is now plan-
ning a tour of the territories of the leading In-
dependent dealers, for the purpose not so much
of making sales as of keeping in close touch
with the trade.
The Independent factories are now turning
out machines of good quality, made to meet
the exacting needs of the big dealers in highly
competitive districts.
Kohls & Knaack, Watertown, Wis., have been
appointed sole dealers in the Edison, which
heretofore was handled in that city by the
Stapleton Drug Co. Kohls & Knaack are one of
the leading music concerns of the State.
The-
(ABINET&ACCESfORIEf
t Company f -
14^ B 34 STRICT NEW YORK
LIST?
PRICE"
"$40|
Regular Trade
Discount
THE P0RT0PH0NE
The talking machine with
a double surprise
Write for Catalogue
IN THE HEART OF NEWYORK'
GET ALL
YOUR ACCESSORIES
FROM ONE SOURCE
Standard Phonographs
Lund strom Converto Cab-
inets
Record Albums
Record Delivery Envelopes
r lotrolas
Record-Lites
Fibre Needle Cutters
Cirola Phonographs
Phonograph Cabinets
Table Cabinets, All Kinds
Talking Machine Toys
Brilliantone Needles
Velvetone Needles
Red, White & Blue Needles
Polishes and Oils
Ready File Cabinets
Repeaters and Rotometers
Wall-Kane Needles
Record Cleaners
Dust and Moving Covers
All from One Source
OTTO GOLDSMITH
President
Disc Record
Manufacturers
ATTENTION
If you are not satisfied with
your product—
If some part of the manu-
facture needs perfection —
Let me help you.
I was the pioneer to intro-
duce the present disc rec-
ord into Europe in 1901.
Successful factories were
erected in England, France,
Spain, Germany, Austria,
and Brazil under my man-
agement. I know the record
business from A to Z, and
can straighten out your
difficulties.
The present system of per-
manent masters was per-
fected in my laboratories in
1904 and has never been
improved upon.
The double - sided record
was my patent and brought
out in 1903.
If you want the best to be
had in recording machines;
if you want the latest devel-
opment in pressing records
from shells; if you want in-
creased record production
in power - driven presses
— I can help you.
Complete installations
taken charge of
F. M. PRESCOTT
RIVERDALE, N. J.
Phone
No. 2 Pompton Lakes
N. J.
Telegrams
Preicott, Pompton Lakes
N. J.
194
THE TALKING MACHINE WORLD
April 15, 1920
The Charming
i^LMusicatJUaster piece
There is considerable satis-
faction in representing a line
of merchandise that em-
bodies quality and value.
AM-
The BEACON Dealer is in a
position to cater to the best trade
in his locality, for the BEACON
PHONOGRAPH is designed to
satisfy the most discriminating
and the most critical.
BEACON cabinet designs are
distinctive and artistic; the motor,
tone-arm and sound box are the
best the market affords, and the
tone quality is superb.
We have a splendid proposition for
progressive dealers. Write to-day.
Five standard models, $90 to $225
Period Models from $375 up
W. J. REILLY GO.
25 Sudbury Street
BOSTON, MASS.
Beacon Distributors for Maine,
New Hampshire and Vermont
Patents Pending
Model No. 6, Price - - $125.00
Mahogany, Oak and Walnut
f/
April 15, 1920
THE TALKING MACHINE WORLD
195
HIGH GRADE INSTRUMENTS HAVE THE CALL IN DETROIT
The Period Designs Win Public Favor — Trade Forging Ahead Every Day — Janney-Bowman,
Inc., Make Their Debut — Large Shipments of Stock Being Received — News of Month
Detroit, Mich., April 8. — It seems to be the gen-
eral report of all talking machine dealers, down-
town and in the residential sections, that the
public is buying the highest grade instruments.
The Victrolas Nos. XIV and XVI seem to be in
greatest favor, while in other lines those with
period designs report a great demand. In fact,
machines priced at $150 and up are selling bet-
ter than those at lower prices. In records,
while the popular songs and dance numbers al-
ways lead, there is an increasing demand for
the operatic records, showing that the high-class
musicals and recitals given in Detroit this sea-
son are inspiring the masses to better things.
On the whole, it looks as though this is going
to be the banner year for the talking machine
dealer. In fact, it is the best three months the
dealers have ever had and with Detroit forging
ahead every day, increasing its population by
leaps and bounds, and paying higher wages than
ever, the talking machine dealer who properly
exploits his merchandise is going to reap a
harvest. Dealers say the recent advances made
on talking machine prices have been a good
thing for the industry because they give the
dealer an increased profit, while the public is
not complaining.
Janney-Bowman, Inc., have opened a Detroit
store at 43 Washington boulevard, and while
for the present they are confining themselves
exclusively to the Knabe, Ampico, Franklin and
other instruments made by the American Piano
Co., they are considering installing a high-grade
talking machine department.
The Adora Phonograph Co. during the past
thirty ■days opened a new store at 683 Wood-
ward avenue, which is in the Orchestra Hall
Building, and one of the best locations in De-
troit. This makes their eighth store in the
Motor City.
Wallace Brown, 31-33 East Grand River ave-
nue, now has four retail stores devoted exclu-
sively to the Brunswick. Besides his main store,
he has one on Chene street in the Polish sec-
tion; another in Springwells and another at 1453
West Warren avenue.
The J. L. Hudson Co., in speaking of Emer-
son records, reecntly made this interesting an-
nouncement: "Our experts studied these rec-
ords, examined the list of artists singing popular
songs and playing catchy dance music. They
found that the Emerson ten-inch records are of
a fine quality — the music is well played originally
and is well reproduced. Some people prefer
Emerson dance records to any other kind." This
store is doing a big business with them.
Shipments of talking machines to Detroit
were improved the past thirty days, but it's
still the old story of a scarcity of the most pop-
ular models. This applies to all the different
lines.
Buhl & Sons, who are now the Michigan dis-
tributors for the Vitanola, are putting on a great
many new dealers and are reporting a veiy
brisk business.
Burglars entered the store of Max Strasburg
Co., Library avenue, Sunday evening, April 4,
and took the safe to the rear of the store, but
were unsuccessful in opening it.
E, P. Andrew, general manager of the J. L.
Hudson music store, returned April 3 from a
two months' trip to California.
"Dardanella" continues to be a big hit in
Detroit, but the new hits are "Venetian Moon,"
"When My Baby Smiles," "Swanee" and "You'd
Be Surprised."
WHERE GRAPHITE COMES FROM
Some Interesting Facts Regarding the Sources
of That Important Lubricating Material
Owing to the extensive use of graphite for
lubricating purposes in talking machine motors,
and particularly in the springs, facts regarding
the source of the graphite supply should prove
of interest to the general trade.
Austria gives the greatest output, but Ceylon
is a close second, and we are told that the finest
graphite at present mined is obtained from the
latter island. The industry in Ceylon seems to
be carried on by the villagers in a somewhat
primitive manner, and many of the mines are
worked only when the price of graphite is high.
A few have been worked on European lines, but
not as a rule with much success, as the deposits
are irregular and inclined to soon give out. The
principal deposits of Austria are in Bohemia,
adjoining the graphite region of Bavaria. The
most valuable deposits are the "Fiirstlich
Schwarzenberg'schen Werke" at Schwarzbach,
where three layers are exposed. The center
bed yields the "fett" graphite, a soft, earthy va-
riety of such purity that it is placed on the
market in its natural state after some small
concretion-like aggregates of silicates have been
removed by hand. This has a fine flaky struc-
ture, and is employed for pencils. It appears
to be closely allied to the Borrowdale graphite.
Italy is the third largest producer of graphite,
it being worked in the northwest, near Pinerolo
in the Vaudois on the Cottian Alps, and near
Bagnasco in the Bormida Valley, a portion of
the Maritime Alps. Other smaller producers
of graphite are Germany, in the neighborhood
of Passau, in Bavaria; Russia in Asia, where but
little work is now being carried on, though the
graphite obtained from Batugol, near Irkutsk,
was manufactured into pencils of the finest qual-
ity; India, where it is found in many localities.
It is also met with in New South Wales, Vic-
toria, Queensland, West Australia, South Aus-
tralia, New Zealand, in various localities in
Canada, United States, Mexico, South America,
Cape Colony, Rhodesia and British Central Af-
rica, British East Africa and Uganda and
Northern Nigeria.
The Brooks Automatic Repeating Phonograph
DISTINCTIVE— SUPERIOR MUSICALLY PERFECT
The BROOKS Automatic Repeating Phonograph is the wonder instrument
of the industry.
The Automatic Repeater
PLAYS
ANT MAKE
.\ or BECOBD
ANT DESIBED
\ NUMBER. OF
TIMES""
" " THEN
STOPS
AUTOMATICALLY
WITH
tS&tOCFh? >ONE-ABH
SUSPENDED
Ae First Reallij Complete Phonoqrapli
Write to our nearest Jobber for
dealer proposition
and stop device is an exclusive Brooks feature
and can be found on no other phonograph. It
is not an experiment, but is a proven success,
having been placed on the market over two
years ago. It combines extreme simplicity with
absolute accuracy.
This is only one of the many BROOKS features.
The cabinet work is superb. The mechanical
equipment is unexcelled, and the tone quality
satisfies the most critical music lovers. The
BROOKS phonograph will appeal to everyone
who appreciates quality and merit.
Send for our new illustrated catalog.
Showing all models.
Brooks Mfg. Co. Saginaw, Mich.
JOBBERS
Oakland
Atlanta
Chicago
Saginaw
CALIFORNIA
A. Schlueter &. Co.
GEORGIA
Consolidated Phono. Co., 307 Peachtree St.
ILLINOIS
Manufacturers Agency, 824 Republic Bldg.
MICHIGAN
Morley Brothers, Brooks Mfg. Co.
Buffalo
Ogallala
Dayton
Cleveland
NEW YORK
The Walters & Barry Corp..
256 Main St.
NEBRASKA
The Repeating Phono. Co.
OHIO
Lawrence & K lent in , 1329 Alberta St.
Tiffany Phonograph Sales Co., 312 Racine Bldg.
Pittsburgh
Spokane
Huntington
PENNSYLVANIA
Newton B. Heims, 3009 Jenkins Arcade
WASHINGTON
Northwest Phono. Jobbers, Inc.,
911-915 Riverside Ave.
WEST VIRGINIA
Kenney Music Co., 331 9th St.
196
THE TALKING MACHINE WORLD
April 15, 1920
-2S
George Meader sings two tenor love songs
—"Sunrise and You" and "Til Think ol
You When Evening Shadows Fall." You'll
sing his praise when you count your profits.
A-2886.
Columbia Graphophone Co
NEW YORK
DEMAND IS FAR IN EXCESS OF SUPPLY IN NEW ORLEANS
Despite Unfavorable Weather the Standard Types of Machines ana Records Are Actively Called
For — Leading Concerns Are Optimistic and Perfect Plans for a Great Season of Activity
New Orleans, La., April 6.— It isn't a question
of how good business is in New Orleans. Al-
though there seems to be some slight relief
from the shortage of machines and records, due
mainly to transportation congestion, the de-
mand is far in excess of the supply'. Rainy
weather and several distractions have not halted
the buying, and the purchasers of records as
a rule are not shoppers taking home one. They
don't often carry their purchases and this re-
sults in larger orders; lots of a dozen or more.
There has been quite a change in- the de-
mand for types of talking machines in this terri-
tory during the past year. The table type is
not wanted to-day. As one salesman expressed
it: "Purchasers have gotten the idea the table
type is a plaything and now they want the cabi-
nets." This change has been gradual, due prob-
ably more to a greater interest and desire for
talking machine music than to any kind of
advertising.
Philip Werlein, Ltd., Victor distributor, says
business never has been better than this Spring.
Likewise John V. Dugan, of Dugan Piano Co.,
exclusive Victrola retailer.
"In spite of the inadequate supply of instru-
ments and their re-creations," L. T. Donnelley,
manager of the Diamond Music Co., Inc.
(Edison), said, "March has proved the ban-
ner month in the history of the Diamond Music
Co."
B. G. Powell, manager of the talking machine
department of Maison Blanche, made a trip
through the East and North last month. He
was in Philadelphia, New York and Chicago.
He attended the Victor record salesmanship
school. His department sells the Brunswick,
Columbia and Victor lines.
The Dugan Piano Co., agent for the Victor
machines and records, exclusively, has begun
regular Saturday afternoon Victor recitals for
children. Miss Mary Conway, director of music
in the city's schools, lectures to the children
and explains the records to them. Mr. Dugan
says sales have been increased, although the
scheme has been in effect only three weeks,
because the children go home and tell what they
have heard. Of course the recitals are free.
This has been made one of the regular fea-
tures of that store's educational department.
George A. Chopin, assistant manager of
Holmes Aeolian-Vocalion department, has re-
signed. No successor has been named. R. E
Ching, manager, will handle Mr. Chopin's work
temporarily.
C. H. Tracy, of the Aeolian Co.'s Vocalion
wholesale department, New York, was in New
Orleans last month.
Holmes advertisements will feature Aeolian-
Vocalion records made by Marie Sundelius and
Florence Easton, Metropolitan opera stars,
when they appear in New Orleans with the
Scotti Opera Co. May 4 and 5 at the Tulane
Theatre.
During the past month two Columbia artists
have appeared in New Orleans: Riccardo Strac-
ciari, who was brought here by Robert Hayne
Tarrant, now with the musical information de-
partment of L. Grunewald's House, and Josef
Hoffman, who appeared March 3.
Dealers are expecting the Columbia record
shortage, felt here because of transportation
congestion, to be relieved shortly. It is reported
more records came through last month than was
really expected in face of the transportation
conditions. The Columbia branch house still
reports considerable demand from the activities
and publicity of Novelty Week.
A. B. Creal, manager of the Columbia branch,
was in Mobile week before last. He says busi-
ness is increasing steadily there, which, he de-
clares, indicates a healthy condition. Mr. Creal
found the Jesse French & Sons house in Mo-
bile, managed by T. B. Parsons, doing a fine
business, resulting from using original adver-
tisements, three and four columns wide, in the
daily papers, telling of the actual records the
house had in stock.
E. L. Ested, salesman with the Columbia
branch, has been through the rice-growing sec-
tion of Louisiana during the month. He says
there is every indication of increased pros-
perity there as the crops are in good condition.
The Sharp Furniture Co. in Natchez, Miss.,
retailer of the Columbia exclusively, is going
to put in three more hearing rooms and has
a well-equipped place.
Another Columbia dealers' meeting is to be
held in New Orleans April 22, similar to the
one held in February. Dealers will be asked
to participate in a program along new and dif-
ferent lines. There will be nothing theoretical,
Mr. Creal declares, but actual demonstrations
of solutions of the smaller dealers' problems as
well as those of the "big houses."
J. A. Abrams, who has been operating an ex-
clusively Columbia shop in Biloxi, Miss., has
opened a second store in Gulfport, another
Mississippi town on the Gulf Coast.
New retailers of the Columbia line in the
New Orleans territory are: The Oakdale Furni-
ture & Trading Co., Oakdale, La., which has
been successful with other lines and is now ex-
clusively Columbia, and Charles Lewis, Mag-
nolia, Miss.
The Diamond Music Co., distributors of the
Edison line in the New Orleans territory, has
added another road man, viz.: J. W. Strom-
berg, formerly a salesman in. the Diamond Disc
ForVictor Service
PfflLIPWERLEIN,Ltd
of New Orleans
The Leading Southern Wholesalers
April 15, 1920
THE TALKING MACHINE WORLD
Sectioxval
RecordRacks
Record
Sales Counters
VAN VEEN " BED-SET ". EQUIPMENT PAYS FOR ITSELF
We place the proof before you. The illustration shows the second successful in-
stallation within two years for Kirsner Bros., Brooklyn, N. Y.
Van Veen "Bed-Set" Hearing Rooms sell the goods — an unsalaried selling force.
ARTHUR L. VAN VEEN & CO., 47 West 34th Street, New York
Telephone Greeley 4749
Shop, the retail store in New Orleans. This
has been done to, reach the dealers more fre-
quently and to more thoroughly cover the terri-
tory. The section has been divided into three
parts. The two other salesmen are Russel
Hardy, an experienced phonograph salesman,
and J. E. Ferrand, who recently was discharged
from the army.
New dealers established by the Diamond
Music Co. are: R. N. Hudson at Mobile, Ala.,
who is putting in a Diamond Disc Shop in
charge of a special man, C. Greene; White
Brothers Hardware Co., at Philadelphia, Miss.;
Union Drug Store, Union, Miss.; Tech Music
Co., Abbeville, La.; Wright & Colmer, Moss
Point, Miss.; G. C. McKinnon, Marianna, Fla.;
Fred W. Smith, Poplarville, Miss., and L. J.
Rhoades, Houma, La.
The Diamond Disc Shop will have a tone test
by Alice Verlet and Victor Young at the Little
New Theatre, Grunewald Hotel, April 30. Miss
Verlet will cover the greater part of the Diamond
Music Co. territory in a five weeks' tour, started
April 5 at Galveston, Texas.
L. T. Donnelley, manager, and A. Schreiber,
secretar}' of the Diamond Music Co., attended
a regional convention of Edison jobbers at At-
lanta, March 12 and 13, at which T. J. Leonard,
general sales manager, Thos. A. Edison, Inc.,
and the jobbers at Atlanta, Richmond and Cin-
cinnati were present with their sales forces.
Charles Addams, wholesale Aeolian-Vocalion
man, was in New Orleans three days last week
at the special invitation of R. E. Ching, mana-
ger of D. H. Holmes department store's music
department, exclusive Vocalion retailer and
wholesaler. Mr. Ching formerly was with the
Aeolian Co. and when at a convention a few
months ago invited Mr. Addams to come to
New Orleans. The Holmes music department's
staff entertained him and in return he spent
considerable time acquainting them with
Aeolian ideals. He held two classes daily for
three days and brought out many points not
before appreciated. When he left, the entire
staff was hoping for an early return visit.
The Holmes Co. has had the representation
of Vocalion four years, but in all that time the
factory has been unable to completely fill all
orders, and it has hindered the wholesale side
of the house's music department. Despite this,
there are forty dealers retailing Aeolian-
Vocalions under Holmes. This has been made
possible by the vigorous efforts of Mr. Ching,
who retains his enthusiasm for Aeolians which
he absorbed when with the factory sales force.
He says there is a great future for the Vocalion
in this territory.
BLISS REPRODUCER FILES SCHEDULES
The Bliss Reproducer, Inc., New York, manu-
facturer of phonograph parts, 80 Fifth avenue,
has filed schedules in bankruptcy with liabilities
of $49,441, represented by wages, $362; secured
claims, $3,983; unsecured claims, $17,477; notes
and bills, $27,618, and assets of $100,828, consist-
ing of cash on hand, $81; stock, $17,897; ma-
chinery, tools, etc., $3,181; patents, etc., $24,866;
accounts due, $4,774 and $9,007; unliquidated
claims, $50,000, and deposits of money in bank,
$298. The Credit & Finance Co. is a secured
creditor for $3,083, Among those who are un-
secured are John D. Evans, $17,000; Columbia
Trust Co., $5,000; Titan Auto. Tool Co., $4,317,
and Standard Metal Mfg. Co., $3,991.
INCREASES EQUIPMENT
J. J. H. McLean Co., Ltd., Winnipeg, is in-
stalling twenty-four sound-proof demonstration
rooms. Twelve of these are on the ground floor
and twelve on a mezzanine gallery. These
rooms are being tastily decorated and fitted up
in every way to make pleasant surroundings for
the choosing of phonographs and records.
The Merlon Corp., Newark, N. J., has been
incorporated under the laws of New Jersey to
manufacture talking machines, player-pianos
and other musical instruments. The capital is
$125,000.
UTILIZING SURPLUS RECORD STOCKS
Cleveland, O., April 5. — Howard J. Shartle,
manager of the Cleveland Talking Machine Co.,
has perfected a system whereby dealers in the
territory served by the company and even
further away may take advantage of any sur-
plus stocks of records that are in the hands of
brother dealers in the territory. Dealers who
are in possession of certain numbers that are
more than sufficient for their ordinary require-
ments list these surpluses with the Cleveland
Talking Machine Co. These lists are then com-
piled into such a form that dealers can see
what is available from their brother Victor rep-
resentatives and take advantage upon an ex-
change basis. This is a move along the lines
of efficiency and should be greatly appreciated
by the trade.
Size: 6" x 6" x 12"
"Take Your Music With You"
"CIROLA," the only PORTABLE Phonograph without sound
chamber; has twin spring motor; highly nickeled metal parts;
is finished like a Piano; built like a Battleship; folds like a suit-
case; weighs 16 lbs.; plays all records better because the good
fresh air is its sound amplifier; and we will give $10,000.00 for
any Cabinet Phonograph at $100.00 that will produce a larger
volume of tone. Write for our proposition quickly. Enterprising
dealers everywhere are rap'idly stocking these Spring and Summer
Whirlwinds.
CIROLA DISTRIBUTING CO., Inc.
Distributors of the
CIROLA PHONOGRAPH
PROMPT
DELIVERIES
203-04 Colonial Trust Bldg.
Phone Spruce 6340
PHILADELPHIA, PA.
U. S. A.
198
THE TALKING MACHINE WORLD
April 15, 1920
ANALYZE SERIOUSLY
Mr. Victor Dealer
VICTOR dealers who have been successful over a period of
years or expect to build a permanently profitable business will consider
seriously the best policy to encourage and protect "goodwill."
Business conditions during the last few years have been upset
and former carefully guarded policies and practices have been dis-
regarded or abandoned either of necessity or through the lure of imme-
diate profits.
Employes have left positions after years of service regardless of
the inevitable readjustment bound to occur when the law of supply
and demand will give first consideration and preference to loyalty.
Some VICTOR dealers likewise have yielded to the temptation
of immediate increased sales and profits by selling instruments and
records of questionable quality and value.
Analyze seriously, Mr. VICTOR Dealer, the way to insure a per-
manent goodwill among your customers and a profitable business and
adopt now a policy accordingly.
VICTOR production is being greatly increased but it will be
some time before it will even approach the demand. Meanwhile pref-
erence in the distribution of increased VICTOR .production should,
in our judgment, be on a basis of reciprocity.
Take inventory, Mr. VICTOR Dealer, of your past and present
policy and analyze seriously your best future policy.
It is part of our service to help you solve this problem and we
welcome an opportunity to do so.
Talking Mach i n e Co.
81 Reade St. NewYork NY.
VICTOR DISTRIBUTORS -WHOLESALE ONLY
April IS, 1920
THE TALKING MACHINE WORLD
199
LftKSWORLMIUSI
WHY DEALERS SHOULD WATCH PUBLISHERS' PUBLICITY
By Capitalizing All Available Publicity in the Field in Regard to Songs and Records the Dealer
Is in a Better Position to Reach the Public Effectively and Score Satisfactorily
From time to time we have mentioned in
these columns that it pays the talking machine
dealer well to keep in touch with the publicity
campaigns inaugurated by the various music
publishing houses. By using such knowledge it
is possible for the dealer to judge what numbers
will be among the largest sellers. More
especially, the dealer should look with eager-
ness for the material issued by the leading pub-
lishers and designed by them for particular
records placed in the jobber's hands for the use
of the trade in general. Much money is being
spent in this direction and some highly artistic
hangers, cutouts and other publicity material are
being issued regularly.
The dealer in using such material not only
creates new sales, but the attention of the pub-
lic, which has already been "sold" on a particu-
lar number, is thereby attracted to his store. In
this manner he cashes in on publicity which
originally emanated from another source.
When a publisher issues special publicity ma-
terial for a particular record, each piece of which
costs from ten to seventy-five cents, often more,
the dealer may realize that the publishers have
the utmost confidence in the number's ability to
have a large sale, for before appropriating
money for that purpose, the number has demon-
strated its value to them from several directions.
There is little guesswork in the matter.
It is true that in publishing popular songs
there is a good deal of gamble — one never
knows just what will take with the public —
what the public wants. But all the gamble is
eliminated by the time the publishers are ready
to appropriate money for publicity of individual
records.
In addition to the material coming from the
publishers themselves, the record manufacturers,
as well as the jobbers, often furnish such a
publicity service. True, in some of these cases
there is a nominal charge, but the material is
elaborate, specially designed, and the numbers
advertised are selected with great care.
In order to capitalize all the publicity ma-
terial the dealer is able to procure from the
sources mentioned some judgment must be
shown in their use. For instance, material on
a strictly novelty number must be used at once
and placed in a conspicuous position, for the
popularity of such numbers is often short-lived.
The sale, however, of such numbers, when they
are at their height are always in large volume.
Musical comedy numbers will sell over a longer
period and those especially advertised will have
a steady sale with an increased demand being
shown, of course, when the show itself is play-
ing in the dealer's city. A number of the ballad
order selling over a long period, as is generally
the case once the song becomes popular, hardly
needs a special campaign. The publicity ma-
terial can be of a more permanent kind, as it
will often be in use for a period of months. The
sales of such numbers can be increased by
special campaign but, as many of them often
become practically "standards," merely calling
the attention of the trade to the title is enough
to sell the goods.
Such numbers as "Kiss Me Again," "The
Radiance in Your Eyes" and "Think, Love, of
Me," have won a position in the standard
catalogs of the houses by which they are pub-
lished and their sales in record form are steady.
SHEET MUSIC AND RECORD COMBINED
Clever Idea Put Before Publishers by the
Talking Book Corporation of New York
A special meeting of the members of the
Music Publishers' Protective Association, the
organization composed of popular publishers
with headquarters in New York, was held re-
cently at which a proposition made by the Talk-
ing Book Corp., New York, to co-operate with
the music men in the issuing of a new type of
musical publication was made.
The Talking Book Corp. has on the market a
combination phonograph record and Mother
Goose story book; and the proposition to the
music men is the publication of a song, the back
page of which will be in the form of an en-
velope which will contain an indestructible
record of an orchestration of the number.
The record will not carry the words of the
song, but simply a well made orchestral repro-
duction by means of which the purchaser can
in his own home put the record on his talking
machine or phonograph and sing the song to
the accompaniment of a full orchestra.
The idea is novel and attractive, and whether
or not the publishers and manufacturers can
come to any definite understanding, it at least is
being given serious consideration.
Yes, we are traveling very fast putting them over with another Sensational Hit by
Fred Fisher, who gave you history's quickest hit, Dardanella :
Entitled
DADDY, YOU'VE BEEN
MOTHER TO ME
You are getting terrific demands for this song, IT S a natural hit
A
We have several surprises that will be the talk of the music business. We are out to
break all records. Keep your eye on these titles
1. "When the Sun Goes Down in Cairo Town"
By Johnny S. Black and Fred Fisher
2. "Way Down Barcelona Way" (That Diddle -de um de-dum)
By Harry Jentes and Fred Fisher
3. "The Dardanella Blues"
By Johnny S. Black and Fred Fisher
SEVERAL IMPORTANT ANNOUNCEMENTS WILL BE ISSUED SHORTLY
FRED FISHER, Inc.
224 WEST 46th ST. (Formerly MCCARTHY & FISHER, Inc.) N£W YORK CITY
200
THE TALKING MACHINE WORLD
April 15, 1920
OWENS' PHENOMENAL DANCE SENSATIONS OF 1920
MOONDRIFT (Waltz) I'M ALWAYS DREAMING DREAMS (Fox-Trot)
By Sidney B. Holcomb and Chas. L. Lewis ' By Chas. W. Allen and R. Joseph Mazza
Your Player Roll or Phonograph Record Counter Should Have These Numbers, Mr. Dealer!
THE DENNIS B. OWENS, JR. CO. INC., Music Publishers, KANSAS CITY, MO.
VICTOR CO. DINES SUPERVISORS
Mrs. Frances Clark of the Educational Depart-
ment Is Hostess at Final Banquet of
Convention Week of Supervisors National
Conference — Many Victor Artists Appear
Philadelphia, Pa., April 6. — -This city last
week entertained some 1,217 professional direc-
tors of music in educational institutions who
met here for the convention week of the Music
Supervisors National Conference under the
presidency of Dr. Hollis Dann of Cornell Uni-
versity. The value of the talking machine in
musical education was a topic which interested
the entire membership and many supervisors of
music told what had been accomplished in their
particular communities.
At Tuesday's sessions Dr. Dann entered his
earnest plea for teachers' salaries commensurate
with higher musical standards, and the potent
influence of the art upon our national life, ex-
pressing the belief that community music and
the music in the public schools are of funda-
mental educational importance. George H.
Gartlan, director of music in the schools of
Greater New York, deplored the low standard
of taste in popular music now prevailing, and
decried the business connection of supervisors
of music with the educational departments of
publishing houses. Dr. Frank Damrosch de-
clared that the country is fast outgrowing the
formal routine of "methods."
At the final session these officers were
elected: President, John M. Beattie, of Grand
Rapids, Mich.; first vice-president, Julia E.
Crane, Potsdam, N. Y.; second vice-presi-
dent, Peter Dykeman, Madison, Wis.; secre-
tary, Miss E. J. Wisenall, Cincinnati, Ohio;
treasurer, Frank A. Beach, Emporia, Kan.;
auditor, Philip C. Hayden, Keokuk, Iowa. Ma-
belle Glenn, of Bloomington, 111., was made
a director for five years, and Ernest Hesser, of
Bowling Green, Ohio, was also elected.
The feature of the final session was the ban-
quet given by the Victor Talking Machine Co.,
at which Mrs. Frances Elliott Clark, director
of the educational department of the Victor Co..
presided as hostess. Mrs. Clark outlined in de-
tail the work which her department is doing in
advancing the musical education in the schools
of this country and pointed out the advantages
of a good system in every school. She made a
plea that every supervisor of music give careful
thought to the individual problems of his or her
community in order that the best interests of
music might be served. Other speakers were
John H. Finley, New York State Superintendent
of Education, and Lee Driver. Among the Vic-
tor artists who took part in the musical program
of the banquet was Princess Watahwaso, of the
Penobscot tribe, who appeared in native cos-
tumes and sang Indian songs. Reinald Werren-
rath and Fritz Kreisler also participated.
LARGE MICA DEPOSITS IN BRAZIL
Mica of a superior quality is found in large
quantities at Itapecirica, Tguape, Brazil, and in
the region of Serra do Mar, especially in the
municipal district of Parahybuna. Mining oper-
ations are now being carried on at Lavras, on
the Sao Lourence River, in the vicinity of
Itapecirica. This property, which belongs to
Dr. Paulo Alvaro, of Asuncion, has already pro-
duced large quantities of mica for export. The
quality of the mica from this mine is that known
as ruby, but there are many other varieties found
in the State. The countries to which the Sao
Paulo product is shipped are England, France,
Italy, Germany and the United States, says a
report of the Bureau of Foreign and Domestic
Commerce.
~ SHE DIDN'T NEED IT AFTER ALL
She was a red-cheeked English girl, who
had come to America to stay — so she told the
little man in the phonograph shop.
"I've only been here ten days, you know,"
she explained, "and I'm afraid this American
slang of yours will be hard for me to catch
on to, eh? So I thought I would like to buy
some of these talking machine records of yours,
do you see? — some with the newest slang on
them, to help me in being — what do they say?
— oh, a hundred per cent American!"
The little man cranked up a high powered
music machine and put on the latest Winter
Garden hit. The damsel from Albion frowned
thoughtfully while its strains blared forth. Was
the slang too complicated for her? the woman
wondered.
"Can that," came the answer, in creamy Eng-
lish accents.
"What?" gasped the little phonograph man.
"I said you could can that," reiterated the
English girl.
The machine stopped with a click. The
phonograph man mopped his brow. "Ten days
in America!" he muttered. "Lady — believe me
— you don't need any records!" — N. Y. Evening
Sun.
Canadian dealers are busy with plans for
"Miami Week" in the Dominion.
Get This Right
Alabama Moon Is a Lucky Strike !
A Melodious Melody
What is a Melodious Melody? It is more than a Melody
— a ringing, singing strain that you can't forget. Everybody
is wild about the dreamy swing of this crooning moonlight
song. It's a melody you can sing, whistle and hum.
Now Being Featured Everywhere
10,000 orchestrations and song copies sent to orchestras
and singers all over the universe.
Accepted by Every Leading Talking Machine
and Player Roll Company for
Early Release
SEND IN YOUR ORDER— DISPLAY COPIES AND RECEIVE
YOUR SHARE OF ITS GROWING POPULARITY
If You Are a Live Wire Dealer ^ *
and your name is not on our mailing list, fill
in the appended coupon blank and receive ^,
advance information on our new is- ^
sues and keep up-to-date on Fox ^ Please place
features. / my name on
your dealers' mail-
ing list. I am a bona fide
/ .sheet music dealer.
• • i JiamToic Tub. Co. Cleveland.
April 15, 1920
THE TALKING MACHINE WORLD
201
aiiiniiniiiuiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin^ iiiiiiin iiiiiiiiiiiiiiiiiiiiiiiiq
II Men Who Make Popular Songs i
No. 11— L. Wolfe Gilbert
iiiiiii titit iiiMiTiiitiiiiiiiiiiiiiiiiiiiif ttiixiiii[itiMiii;iiiiiiiiiiiiiriiiritiiiiiiiiiiiiiiiiriiiTijitiiiiiiiitiiitiiiiiiiriiif iiiiiiutuiticminii^
Some time ago L. Wolfe Gilbert celebrated
the occasion of his writing his one thousandth
popular song', which fact alone demonstrates
that, despite his youth, he has been a successful,
as well as a prolific, songwriter. Successful be-
cause one is not apt to brag about writing one
thousand songs unless a goodly number of them
were accepted as works far above the mediocre.
In addition, the fact that some two years ago he
ill L. Wolfe Gilbert III
branched out into business for himself, proves
that his writings have been remunerative.
L. Wolfe Gilbert first came into the lime-
light as the writer of "Waiting for the Robert
E. Lee," quickly followed by "My Little Dream
Girl," "Hitchy-Koo," "Campmeeting Band," and
the greatest "nut" song of all time, "Lily of the
Valley."
More recently he has given us "Afghanistan,"
a number which jumped into immediate favor,
"Granny," "Sunny Southern Smiles," "Mumsey,"
"Our Quarrels, Dear," and "Dance-O-Mania,"
which has promise of becoming one of the sea-
son's biggest dance hits — so they all say!
Hinds, Hayden & Eldredge, Inc.
11 UNION SQUARE, NEW YORK CITY
PUBLISHERS OF
SOUTHERN LULLABY"
ANNOUNCE
"IN THE AFTER GLOW"
By
J. WILL CALLAHAN
Author of
"Smiles" and "Tell Me"
FRANK H. GREY
Composer of
'Think, Love, of Me" and other successes
Programmed by America's Foremost Concert Artists
RAINBOW ISLE
By BETTY BENTLFY and JAMES W. CASEY
Feature theme in D. W. Griffith's New South Sea Island' Picture, " THE IDOL DANCER." now
• hown in every town. A WALTZ SONG THAT WILL SURELY SWEEP THE COUNTRY
hTt! UNDER WESTERN SKIES LITTLE JO DOWN KENTUCKY WAY SANDY
Order Direct or From Your Jobber
ECHO MUSIC PUB. CO., Peoples Bank Bldg., SEATTLE, WASH.
L. Wolfe Gilbert personally enjoys a degree
of popularity with the public no less great than
that of his songs. He has just -embarked upon
another vaudeville engagement of twenty weeks,
and at each theatre he will be "headlined," and
it may be predicted that, upon his past per-
formances, these honors will in each instance
be proven deserved ones.
ALBERT SPALDING TO EUROPE
Albert Spalding, the American violinist and
Edison artist, has been chosen to accompany
the New York Symphony Orchestra on its
forthcoming tour to Europe at the special invi-
tation sent him by officials of the French and
Belgian governments.
onBELWIN
202
THE TALKING MACHINE WORLD
April 15, 1920
Watch It Grow
WORDS BY
WILLIAM LE BARON
MUSIC BY
VICTOR JACODI
CHAPPELL & CO., Ltd., New York, Toronto and Melb ourne
EDISON ADVERTISING DEPARTMENT CAPABLY ORGANIZED
Herewith are shown four Edison officials who
are connected with the Edison advertising de-
partment as announced in The World some time
Gregg has been manager of advertising pro-
duction. Roy T. Burke is now editor of the
Edison magazines, "Along Broadway," "Dia-
™«ffl««imHimiIHHHH»»llK
ago. Joseph B. Gregg is the new advertising
manager and has had a wide experience in the
printing business, being thoroughly familiar
with all branches. For the past six months Mr.
mond Points" and "Amberola Monthly." He
will continue in charge of the Edison feature
news service, which he originated. He will also
have charge of trade paper and other publicity.
3 "CHAMPS" IN A ROW!
YOU CAN SELL MORE THAN YOU ORDER!
RECORDS
SHEET MUSIC PLAYER ROLLS
"BIX
JACK CADDIGAN'S UPPERCUT
IE DIAMONDS"
"OL1
GENE QUAW'S BODY BLOW
J MAN JAZZ"
"WH1
JOE HOWARD'S KNOCKOUT
ISTLE A SONG"
OTHER
STAR BOUTS
"BLUES" (NAUGHTY SWEETIE) "ONLY FOOLING BOUND ME"
"YOU DIDN'T WANT ME" "NOW I KNOW"
Anatol Frledland'a "THANKS" "ABADELE"
JOS. W. STERN & CO., 102-104 W. 38th St.,N.Y.C.
C. G. Wood, assistant advertising manager,
v/as formerly advertising manager of the Uni-
versal Film Exchange. D. B. Babcock, who
is an expert on window and store display, has
been appointed manager of the dealers' service.
VICTOR DEALER ORGANIZING BAND
A. M. Sellemeyer, of Holthouse Drug Co.,
Decatur, 111., Adopts New Plan for Arousing
Greater Interest in Music in His Section
Believing firmly in the advertising benefit that
results from associations in musical affairs of
the community, A. M. Sellemeyer, manager of
the Holthouse Drug Co., Decatur, Ind., is or-
ganizing a band. He hopes to perfect an organ-
ization that will include all band instruments
and will be available for concerts at county
fairs and other community celebrations. As
leader of the band he will gain recognition as
a musical authority, to the distinct advantage
of his Victor record business.
Recently Mr. Sellemeyer gave a demonstra-
tion of orchestral instruments in the high school
auditorium at Decatur, using the instruments of
the orchestra, charts and Victor records to
demonstrate each instrument.
SHELDON TALKS ON AUSTRALIA
The More We Buy of Australia the More We
Will Sell Her, Declares Trade Commissioner
at Exporters' Banquet in New York
American exports to Australia under pres-
ent trade conditions were discussed by 300 mem-
bers of the American Manufacturers' Export
Association at a luncheon in the Hotel Penn-
sylvania recently. Mark Sheldon, Trade Com-
missioner from Australia, was the only speaker.
In part, he said:
"In 1913, pre-war, your exports from the
United States to Australia were only $55,000,000.
The proportion then was 13J^ per cent of our
total imports. I have been asked how this
compares with Japan. Japan has done $41,000,-
000 of trade during this last year ending June
30, 1919, as against $130,000,000 that repre-
sented 11 per cent of our imports.
"Japan has increased her trade very largely,
principally in textiles and silks, but I don't
think she will hold it. The more you buy from
Australia the more you will sell her."
THE BIG=HEARTED SCHUMANN=HEINK
Many instances have been told of the great
mother-heart of Madame Schumann-Heink, the
famous contralto and popular Victor artist, but
this one from Frank La Forge is worth relat-
ing: "It took place in Twin Falls. Madame
was giving a recital and we were on the platform,
all ready to begin, when she signaled to an at-
tendant to bring a chair. What could she want
with a chair? Was she tired? Did she want
it to lean on? Was she going to sit down? No,
she was not going to sit down. She carried the
chair to the edge of the platform and signaled
to a woman who sat in the front row beneath,
her enraptured face peering from between two
solemn babies who nearly smothered her. When
she finally understood Madame's kindly intent
the chair was set in the aisle, and with the plump
babies enthroned thereon the concert proceeded
without further interruption."
NEEDLES
WE MANUFACTURE
Diamond needles for Edison
Sapphire needles for Edison
Sapphire needles for Pathe
in stock ready for delivery
MERMOD & CO., 874 Broadway, N. Y.
April 15, 1920
THE TALKING MACHINE WORLD
203
SuMKIJALKIN^MACHIN
[Note: — This is the 45th of a series of articles on the
general subject of the musical possibilities of the talking
machine by William Braid White. The aim of the series is
to develop these possibilities from all angles, thus opening
up fields for sales expansion neglected wholly or in part.
— Editor.]
POSSIBILITIES OF THE MUSICIAN
It is often true that we neglect the most
obvious and nearest sources of success, while
we exhaust our endeavors in vain striving after
others which lie out of reach. Especially in
the business of building demand for any kind
of article which requires an educated taste is
it true that we very often overlook the most
patent of sources for inspiration, encourage-
ment and success, while we give all our atten-
tion to others which are not only further dis-
tant but in every way less valuable.
So long as business acumen and the habits
which go to make up the business man's method
are necessary to the conducting of a talking
machine selling enterprise — which means for-
ever— there will be a sort of difficulty in bring-
ing together in the one person the opposite
ideas which are suggested by the artistic nature
of what the machine does and the commercial
nature of its position as a thing to be made
and sold. The business man often, in fact, will
have difficulty in keeping before him the plain
fact that he must think and sell "music" rather
than furniture. In proportion as he so neglects,
however, the foundation of his business will be
unsound. In proportion as he keeps this fact
in mind, on the contrary, he will find himself
strong and secure.
The Feeble Arts
The influence of the arts on the life of the
American people is not indeed very great. The
influence of artists, musical or otherwise, is still
smaller. There is a variety of reasons for this
condition of affairs. But the facts are beyond
dispute. In the case of the musical industries,
and especially in that of the talking machine,
there has been a remarkable example of this.
Although the talking machine business has been
built up mainly on the prestige of the great
singers and instrumentalists who have furnished
the records, the influence they have had has
been confined to this function. Yet it should
be plain etiough that every musician in the
world is normally in a position to co-operate
with the talking machine in the most effective
manner.
Now in fact the rank and file of the musical
profession is doing little or nothing to advance
the cause of the talking machine, although the
latter is doing a great deal to advance the cause
of music. Great internationally known musicians
have been and are the public friends of the
talking machine. Yet the local singer or player,
the local teacher of piano, violin or singing, is
usually either indifferent or negative in attitude.
The Local Musician
Yet it is surely plain that the local musician
in each community, the piano, violin or voice
teacher, organist or band leader, has the closest
possible interest in the progress of the talking
machine. No such musician can say that the
talking machine has ever done him any harm.
In fact, of course, it is the talking machine
which has done more than any other agency to
preach to the masses of the people the gospel
of good music. The voices and the arias of
great singers, the technic and the tone of great
violinists, have been brought to thousands who
would never have heard them otherwise. The
musician who has to make a living in the ordi-
nary community by the ordinary process of
teaching some practical branch of music ought
rightly to be in continuous and most fruitful
contact with the talking machine dealer.
Yet somehow or another one very seldom
finds a dealer who has managed to make and
maintain any such contact. How is this? Cer-
tainly the dealer who has been unable or un-
willing in this respect has been neglecting busi-
ness opportunities of the most valuable kind.
Now it seems to me that it is worth while
— emphatically worth while — to go out after the
friendship of every person who teaches any
practical branch of musical art. In the first place
such persons have a great deal of influence,
often more indirect than direct, in forming the
taste of the society in their community. It has
often been pointed out that the best foundation
of a music business lies in the cultivated taste
of a community. Given this taste and the mer-
chant may be sure that he will not suffer from
the uncertainties of public caprice. Good
musical taste does not alter or fluctuate. The
high-class records sell year after year steadily.
They are bought by men and women to whom
each new acquisition stimulates the appetite for
more. It is simple commonsense to see that
the cultivation and improvement of this taste
in every way forms one of the most important
duties of the talking machine merchant.
Bringing It to Them
'And it should be cultivated through the
agency of the musical profession in the com-
munity. If I were a merchant I should try
to make it unusually easy for musicians to
possess talking machines, and I should go to
(Continued on page 205)
Good Profits and Satisfied Customers
Make Both by Selling This Dependable Victor Accessory
At last you are offered a replaying device that is not
an experiment. Its growing sale is proof that it is
a meritorious, dependable Victor accessory. The Myers
Replayer is positive in action, though simple in con-
struction.
BOOSTS RECORD SALES
The record dealer who equips his demonstrating ma-
chines with this device will find that it literally sells
itself. He will find, also, that one person can attend
to approximately twice the record customers hereto-
fore possible.
Easily Attached to Any'Victrola. Provides Continuous Music for Any Occasion
pearance of the machine. Attaches to the tone
arm only, and with a single thumb screw.
PRACTICAL
Once The Myers Replayer has been properly
adjusted and attached, no further attention is
necessary. No need to disassemble or remove
when changing records. Instantly adjusted
for non-operation.
IMPOSSIBLE TO DAMAGE RECORDS
The Myers Replayer is equipped with a
All parts nickel plated and highly polished to correspond with similarly finished parts of machine
Present model made only for Victor Machines. Models Retail price $5.00. Quickly pays for itself in the in-
_ , creased pleasure it brings. Sample for dealers sent post-
for other machines now under construction. Dealers are paid fof ^m Sgnd {or sample Begin now t0 .Boost
requested to watch for future announcements. Your Accessory Profits.
The Myers Replayer Co., "IS* Toledo, Ohio, U. S. A.
EASY TO ATTACH
One thumb screw does it. Any child can
quickly and easily attach The Myers Re-
player.
AUTOMATIC
The Myers Replayer does exactly what its
name implies — replays a record without in-
terfering in any way with the usual operation
of the machine. It does not deface or injure
any mechanical part or the ornamental ap-
patented air-cushion dash-pot which returns
needle to record with the deftness and ease
of the human fingers. This protects the needle
point and prevents the defacing of the record.
USES ANY LENGTH NEEDLE
Any style or length of needle can be success-
fully used with The Myers Replayer without
special adjustment or changing height of Re-
player attachment.
204
THE TALKING MACHINE WORLD
April 15, 1920
iSLJft •«• 7///////////X:
wwwvvvww * XKJ);
THE ELECTRIC AGE
Comes to the Phonograph Industry
HE electrical industry has surpassed all others in the process of commercializ-
ing its inventions and adapting them to the immediate practical needs of the
world.
Electrical devices have revolutionized modern life and have made even the preceding
generation seem incredibly old-fashioned.
T
ELECTRIC
PHONOGRAPH
MOTOR
took its place in the electrical industry three and a half years ago. -Since then it
has amply demonstrated its worth in all imaginable circumstances. Its users unite
to proclaim it the best electric phonograph motor which has yet appeared, and we
intend to keep it always at the head of the procession.
The Roberts stays sold. Not only so, but it is every day yielding satisfaction and
genuine pleasure to thousands of progressive believers in the electrical age.
Each day shows an increase in the number of electric phonograph motors in use.
The electric age ill phonographs is here. Wherefore it is even more necessary to
stress the fact that the ROBERTS is THE electric phonograph motor par excellence,
not only for the new phonographs now in process of manufacture, but to. fill the
already great and rapidly increasing demand for a reliable electric unit to replace
existing spring motors in the home.
Chicago Metal Products Co.
Manufacturers
426 South Clinton Street
CHICAGO
Moeller -Waters, Inc.
Sole Selling Agents
Lyon & Healy Building
CHICAGO
KWWWWWV
'//////////////»
April IS, 1920
THE TALKING MACHINE WORLD
205
POSSIBILITIES OF THE TALKER
(Continued from page 203)
unusual trouble to see that they obtained all
the best records, or at least as many as they
could afford to buy. There are several methods
to this end which will suggest themselves to
the merchant. I should, if I were a merchant,
see that each and every musician in my com-
munity was supplied with information on all
the records connected with his or her own spe-
cial line of music. , I should see that invitations
were sent periodically to these men and women
to hear the records in which they would most
likely be interested. I should try the experi-
ment of offering "private views," or rather ''audi-
tions" of the latest high-class music to musicians
on the mailing list; specifying that these were
advance affairs specially arranged before the
records were put on sale. I should, in fact, do
everything I could to make it easy for each
musician to become acquainted with the whole
library of fine music at my disposal, and I
should constantly emphasize the fact that these
are an aid in the study as well as in the appre-
ciation of music.
The Result
And what would be the result? Simply that
the talking machine would be talked about by
every cultivated man and woman in the com-
munity. It would be preached steadily by every
musician, and in consequence there would be
no knockers and no sneers. Once get the
musicians to using it and there would be no
trouble in selling it wherever their influence
might range. And that means wherever refine-
ment and culture are to be found.
It is strange that the talking machine busi-
ness should have been unable to establish fruit-
ful contact with the musical profession in the
general run of communities. Yet the explana-
tion is to be found in the persistent failure
of American business men to see that the arts
are to be taken seriously or that musicians are
really flesh and blood individuals with normal
thoughts and actions. To this day we find that
the old Puritan idea of the artist as probably
in some way a vaguely undesirable person in
the relations of daily life persists awkwardly.
Many men who think themselves very clear-
minded are still tainted with old-time super-
stitions on that point. It is time to have done
with all this nonsense and to realize that a
musician is not a freak or a sissy. The talking
machine business has been running along very
fast during the last year or two, and its course
has been directed along lines of least resist-
ance. But the day will come when the business
will need behind it all the community taste and
all the educated demand it can find. Then
those merchants who have developed the mu-
sical side of the talking machine by developing
contact with the musicians of their communi-
ties will find that they are on the right side
of the fence. The others will find something
very different.
There are many ways of developing the mu-
sical possibilities of the talking machine. To
develop the talking machine possibilities of the
musician is one of them.
DORIAN LEAVES THE COLUMBIA
General Auditor to Practice Law in Washington
— Widely Known in Talking Machine Indus-
try— James J. Munro Named as Successor
H. L. Willson, general manager of the Co-
lumbia Graphophone Co., announced this week
Marion Dorian
that Marion Dorian, general auditor of the com-
pany, had voluntarily severed his association
with the Columbia organization to take up the
practice of law in Washington, D. C. Mr.
Dorian's resignation takes effect on April 15.
James J. Munro has been appointed Mr. Do-
rian's successor as general auditor of the com-
pany. Mr. Munro has had long experience in
public and private work which eminently fits
him for the position to which he has been as-
signed.
E. O. Rockwood, who for a number of years
has handled the general credit department of
the company in the auditor's office, will assume
the duties of general credit manager, independ-
ent of the audit department.
In the official notification to the Columbia
organization, Mr. Willson paid the following
well-deserved tribute to Mr. Dorian, who is one
of the most popular members of the industry:
"It is with conflicting feelings that this an-
nouncement is made, for the reason that while
we are losing the services of a good friend and
a conscientious, loyal and competent associate,
Mr. Dorian's undertaking in Washington is the
attainment of years of anticipation, and will
enable him to pursue the vocation which, under
the circumstances, is most to his liking. Mr.
Dorian has been continuously associated with
the company for more than twenty-three years,
occupying important positions in Europe and
America, and has done much toward the im-
provement and perfection of our organization.
He leaves the company with the heartiest good
wishes for his success and happiness."
NOTE THE CONSTRUCTION!
xc
XD
XG
UNIVERSAL TONE ARM
AND REPRODUCER
Do You Realize That One of the Most
Important Items of Equipment on
Any Phonograph Is the Sound
Reproducing Mechanism?
The saving of a few cents on the first cost of this
important item of equipment is very poor policy, espe-
cially for any firm desiring to build up a profitable and
permanent phonograph business.
The EMPIRE TONE ARM AND SOUND
BOX is more nearly PERFECT mechanically than
any other. On performance it will reproduce all makes
of disc records at their best and bring out all the beautiful
overtones that are usually lost. On appearance it will
appeai to your dealer customer and help him interest
the best of trade.
Write for our prices and give us an outline
of the quantities you rvill require
Address All Inquiries to Chicago Office
THE EMPIRE PHONO PARTS CO.
Sales Office— 429 S. Wabash Ave.- CHICAGO, ILL.
Factory— 1108 W. 9th St. — CLEVELAND, OHIO
206
THE TALKING MACHINE WORLD
April 15, 1920
I
"T. M. W. S." has made good—
Don't take our word for it — read what the dealers \
say who use it I
When we say that the Talking Machine World Service for Retail
Dealers supplies you with the best advertising matter, cuts for ads,
window display plans, form letters and merchandising ideas ever
put on the market — don't take our word for it. Look at the
opposite page. Read what the users say !
If the Talking Machine World Service is making a big profit for
them, it will do the same for you.
One dealer said, "The only thing I'm sorry about is that I didn't
get hold of your Service six months ago. I saw your ads in the
WORLD but I didn't realize what a fine proposition you had,
and I didn 7 send in a coupon. "
Talking Machine World Service Means —
— a syndicated advertising and merchandising service. It means
the reading matter for your advertising written by men who have
spent a lifetime learning how to prepare ads that can and do sell
talking machines and records.
It means illustrations for your advertising — the best product of
famous magazine artists, cartoonists and designers — the kind of
work that has charm and human appeal, along with the punch.
It means prepared layouts for your advertising that stand right up
on the printed page and talk out loud.
It means merchandising ideas, plans for window displays, form
letters that bring results — a new set each month, every month,
twelve months in the year, and with special attention to your own
problems about which you write us.
April 15, 1920
THE TALKING MACHINE WORLD
207
and here's the evidence:
These testimonials prove beyond question that we can earn money for you; that we know
how to sell merchandise for you, and build up your store, your name and your reputation.
Every testimonial is guaranteed to be a verbatim extract from original correspondence with our clients, the original
being on file in each case in our New York office. It is open for inspection at any time.
From New Jersey Clients:
1. "We received the special letter on mov-
ing, also the car card copy, and think both are
clever and are just what we wanted. The let-
ter is being mimeographed on our letterheads
and we expect to cover our mailing list with
it shortly. Thanking you for your efforts in
our behalf, we remain, etc."
2. "We think the Service is Bully."
3. "Received the April Service to-day. Major-
ity of contents valuable for Easter advertising."
From New York Clients:
4. "In reply to your letter of 2' h ult, would
say that we received the copy for the fine
newspaper advertisements which you got out
for us pertaining to our exhibit at the New
York State Fair. We will send you copies of
these advertisements as soon as they appear in
the newspapers. We wish to commend you on
your splendid monthly service, and thank you
for your co-operation."
5. "Your ads and letters speak for them-
selves."
6. "We are enclosing you herewith a page
from one of our local newspapers containing
a advertisement that
you got out special for us. Without a doubt
we think this is the most wonderful
advertisement ever written."
7. "Bully."
8. "Your Thanksgiving ad is the best ever.
Also your coupon idea is good and we like your
quotation 'Not on the Main Street, but the
Main Store.' "
9. "We find that our phonograph and piano
business has grown to nearly three times what
it was last year since using your Service."
10. "Your letters and ads are sure to be
winners and I believe will bring results."
11. "Greatest thing in the world for this line
of business."
12. "Bully."
13. "We think your service is great and are
using it to the limit."
From Massachusetts Clients:
14. "We are very much pleased with the
Service we are getting from you people."
15. "The circular letter is a wonder."
16. "If memory serves us — we are contracted
with you for some ten of our different branches
and what we have heard from the various sales
managers, they are all as pleased as we are. It
is the fresh viewpoint — plus excellent cut serv-
ice— which makes the matter so desirable. It
will be our pleasure to write each one of our
managers, who use the service, to express to
you direct his own opinion and appreciation
of it."
17. "Most of the drawings are certainly ex-
cellent."
18. "Think that your ad featuring all ma-
chines in one store very good."
19. "They (the ads) are right to the point."
20. "Think your suggestion for single column
ads during Summer months is very good."
21. "Have just been looking over the Talk-
ing Machine World Service for March, which
has just reached us, and it seems to me that
their stuff is full of pep. In the merchandising
ideas there is one item that might have been
Here's the first step
towards big success-
written expressly for us and that is the para- 44. "As we are the largest exclusive
graph referring to the advantages of a fourth ......advertiser in the country, who, although
floor salesroom. You know we are the only a virtual department store chain, run phono-
upstairs place in " graph advertising entirely exclusive of our
22. "We are very well satisfied indeed with general advertising, we feel that we are com-
your talking machine advertising service to petent to judge the value of your service and
date. Your last presentation of matter is— in actually feel it of great need, particularly to
our minds— the best yet— this not excepting the smaHer dealers sometimes lacking in facili-
the very fine Christmas presentation" ties for Proper merchandising along modern
24. "Mighty fine." From Michigan Clients:
„ .. ^ 45. "Cuts are very good. So good in fact
From Connecticut Clients: that j want them all Keep up the good work
25. "We are very much attracted by the ^ „
Proclamation ad for Thanksgiving and let us , From Kansas Clients:
say the ads and letters are all good." 46. "We have your letter of January 10th at
26. "We like the witty little ads, brief and handi and wish t0 sfy tha} we appreciate _ to
to the point." 1 e Iullest extent the splendid co-operation
which you give and the class of advertising
From Pennsylvania Clients: which you are producing. Business is growing
27 "Very good " better with us every day and you can say for
28. "I think your suggested letter for April jLl^TL?™ 'm%'^d- in high Up:t0"
is a dandy-am using it " P dat^ advertising, that it is our candid opinion,
„ / & , that there is nothing better. It surely gets
29. We are very well pleased with your the business. We note that you are going to
Service. It has a real 'punch' and 'pep.' Cuts ljne up a little ad for us, and will be glad to
are most desirable. The cuts- and ads for St. receive same as soon as you have it ready."
Patrick s Day look like real 'business getters.' " ,
30. "Mighty well pleased with cut list for „„ „„ Fr0n? Arizona Clients:
April." 47. Very well pleased with both (ads and
31. "Last month we received the World cuts). „ M_s_„ /-^,,- . .
Service for Retail Dealers, and were very well to , _ Fr0m Malne ChentS:
pleased with it, in fact we used it and obtained 48- 'The ads this month are so darn good
direct results, and we have been looking for- that we couldn't resist ordering all of 'em and
ward to the Service for October." what's more we will use 'em too. Snappiest
jo ur~ i4.£r i «, ■ , . , , , . stuff we ever saw."
32. Great stuff — and it is certainly helping.
I have run it continuously since signing the From Kentucky Clients:
contract with you, and business is picking up 49. "Great."
all the time."
33. "Our very first ad brought a $150 sale in cn b From Washington Clients:
less than three hours." 50. Re November Service — ' Better than Oc-
splendid "h'nk th'S m°nth'S 3ds a'ld IetterS are From Tennessee Clients:
35 "Ve d " "There 's no denying that the service you
' " g have featured for February is wonderful and
36. "R.D. Ill— R.D. 110 because appeals to we expect to use same with big results."
whole family. R.D. Ill because it's full of pep. j>
R.D. 35 is the most attractive ad." From Canada Clients: *
37. "Ads this month are real snappy. They 52- "Your Service is real all right ▼
should sell records." and we are going to use you un- W.
til you holler 'Give us a breath.' #
From California Clients: ^
38. "Very good." « +
From Ohio Clients: ^ oTa,^
39. "Best ever- — keep up this steady and ob- 'V^^ CVa
vious growth — your cuts are so decidedly *V ^
different that they take away that commercial ts «w> ^
tenor found in so many ads." ^ TilldllC
40. "Although we may not send you the 4 ML* U7 I J
World ads at all times, we nevertheless use / ♦ MECDUM! WOnO
them all each month and are pleased with the J ♦ SpfVlfe
general idea incorporated in them and the un- /*^^^"^ A OCIVICC
usually attractive art work." f ^ 373 4th Ave., New York
41. "I know we have gotten better results ^
from the Service than the ads we used before. / ▼ H your service can earn
My actual experience has made me a booster Af W money for me, bring big
(for the Service) of the 100 per cent type." & ♦ results and save my time, I
42. "Your ads are fine this month." _ W ♦ ™nt *> see ^ Send samples and
„...., . t Or A full information, without obliga-
43. "Your Service is indeed complete. I in- tion on my part. What will it cost
tend using it extensively. ■Va, Per month for exclusive use in my
▼ territory?
^ Population of my city is
^ I handle these instruments
My firm name is
♦ By
/Address . • ■
4-15-20
208
THE TALKING MACHINE WORLD
April 15, 1920
LOS ANGELES REPORTS
BIG TRADE VOLUME
First Quarter of the Present Year Shows Large
Gains — New Aeolian-Vocalion Officials Visit
Los Angeles — Gathering of Columbia Forces —
Managerial and Sales Force Changes — Other
News of Travelers and Coast Visitors
Los Angeles, Cal., April 1. — The reports from
the various dealers in the city of Los Angeles
agree in the verdict that March has been the
fitting close to the excellent first quarter of this
year and shows a very large increase over that
of 1919. Some of the big houses claim that
March sales in the aggregate exceeded those of
any previous month in their history, with the
exception of sales for the Christmas holiday
months. The southern California dealers out-
side of Los Angeles are equally enthusiastic
and from all parts of the country report ex-
ceptionally fine business. The visit of Aeolian
officials with the resultant appointment of rep-
resentative dealers in Los Angeles ushers in a
new competitor in the phonograph field on the
Facific Coast.
Association Meets
The Music Trades Association of southern
California met last month and discussed several
important subjects pertaining to the talking ma-
chine industry. The meeting took place in the
Fitzgerald Music Co.'s store.
Aeolian-Vocalion Officials Here
Sales Manager Alfring and H. M. Hull, of
the Aeolian Co., were recent visitors in Los
Angeles. H. M. Hull is to take charge of the
Pacific Coast branch in San Francisco for the
present. Further developments will probably
take place later. It was understood that three
dealers would be appointed to handle the
Aeolian-Vocalion in Los Angeles.
Columbia Branch Holds Meeting
A very attractive meeting for Columbia deal-
ers was arranged by L. C. Ackley, city sales-
man, and was held in the Alexandria Hotel.
The April records were first of all played to
the dealers and then a model sale was demon-
strated by Traveler Mack,v Columbia dealer;
Elliot, of Long Beach, being the buyer.
New Assistant Manager at Barker Bros.
Captain Walter M. Mann, formerly of the
U. S. Army and a member of the American
Military Mission to Berlin, has been appointed
by General Manager Boothe of the music de-
partment of Barker Bros, as his assistant. Cap-
tain Mann is exceptionally well qualified tor
his new position.
Emerson Artist Makes Hit in San Francisco
Phil Baker, piano-accordeon player and Emer-
son artist, member of the well-known Palace
Trio, made a decided hit at the Orpheum in
FULTON (Model 35)
Mahogany, 16x16x10 in., double spring motor,
universal tone arm. Back casting and metal horn.
Discount according to quantities.
(Model 50) With Cover
Mahogany, 17x19x13 in., double spring motor,
Universal Tone-arm.
True-tone and Clcartone Needles, in metal boxes
or packages at 50 cents per M.
Universal double and triple spring Motors,
Tone-arm, Auto Stops, etc. Phono parts and ac-
cessories, as Motors, Tone-arms, Sound Boxes,
Cabinets and Cabinet hardware. Repair parts for
all makes.
Records — Standard make, lateral cut, at $40.00
per 100.
Cash with order
FULTON TALKING MACHINE CO.
640 Broadway
New York, N. Y.
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS LAST LONGER
COST LESS
RENE MFG. CO. Montvale, N. J.
San Francisco, declares I. Lesser. The latter
recently visited San Francisco in the interests
of his firm, the Western Jobbing & Trading Co.,
of this city, and stayed there for ten days visit-
ing the trade. Phil Baker will appear at the
Orpheum here during the second week in April.
Barnes Music Co. to Remodel
Extensive alterations have been commenced
on the first floor of the Barnes Music Co. This
will involve an entire remodeling of the phono-
graph department and will enable the sales-
people to handle the increased trade advan-
tageously.
Fuller & Sunderland Aeolian Dealers
Fuller & Sunderland, of the Broadway De-
partment Store, have obtained a dealer's agency
No. 5
Height— 40 in.
Width— l7'/i in.
Depth— 18'/, In.
No. 9
Height— 45 In.
Width— 20 in.
Depth— 21 In.
No. II
Height— 51 I
Width— 23 In
Dopth--24 In
AMERICAN
"pH E AM E RIC AN suc-
cess has been gained
through merit. It is a
truly musical machine,
and, owing to its excellent
equipment, will enable
your trade to enjoy every
record to its full extent.
Seven models, mahogany,
golden oak and fumed oak
finishes. The AMERICAN
remains sold when delivered.
Grand Rapids made and
guaranteed throughout.
Meisselbach equipment.
Are in position to make
prompt deliveries and place
but one dealer in a town.
Write for our 1920 catalog.
Handle a line that it is a
pleasure to sell and which
carries with it a good profit.
American Phonograph Co.
17 N. Ionia Ave., Grand Rapids, Mich.
n.
No. 14
Holght— 46'/a In.
Width— I'P .. In.
Depth— 20'A In.
No. 10
Height— 48 In.
Width— 20'/2 In.
Depth— 22 In.
No. 22
Height— 50 In.
Width— 22 In.
Depth— 23'/a In.
April IS, 19&
THE TALKING MACHINE WORLD
209
CHAS. H. YATES
311 Laughlin Bldg. Los Angeles, Cal.
Manufacturers' Distributors of High
Grade Phonograph Accessories and Supplies.
Sterling Reproducers
Tone Arms and Attachments
Kent Attachments
Resarrectone Reproducers
Ready Files
Ward's Moving Covers
Peerless Albums
Record Envelopes
Globe Transfers
Uniform Steel Needles
Liberty Stylus
Wall Kane Needles
Sapphire and Diamond Points
Fibre Needles
Wade Needle Cutters
Record Brushes
Tone Clear
and Name Plates
AND
JONES -MOTROLAS
for the Aeolian-Vocalion. The initial order for
immediate delivery amounted to several thou-
sand dollars and included at least two each of
every art model. D. G. Sunderland declared
that his firm are exceedingly gratified at their
success in obtaining the Aeolian-Vocalion
agency. They have had experience with the
line in the East and had always looked for-
ward to the opportunity of handling it in their
Los Angeles department.
P. H. Beck Leaves Los Angeles
P. H. Beck, manager of the talking machine
department of the Piatt Music Co., has resigned
his position in order to assume the management
of a similar department with Byron Mauzy, of
San Francisco. Although congratulations are
extended by all to Mr. Beck on his new appoint-
ment, his loss to Los Angeles will be very much
felt. He has always been very popular and
was president of the Talking Machine Men's
Association for one year and the present Music
Trades Association of Southern California owes
much to his efforts and help. Walter Evans, of
the piano department of the Piatt Co., will suc-
ceed Mr. Beck in the management of the talk-
ing machine department.
New Columbia Salesman
Owing to the resignation of Newton I. Han-
cock, of the local branch of the Columbia Co.,
a vacancy in the sales force has been created.
This will be filled by Frank Newman, who will
commence his new duties in Arizona. Mr. New-
man is particularly well qualified to travel and
visit Columbia dealers. He is not only a pro-
ficient salesman, but an expert mechanic and
consequently in a position to explain the best
points of Columbia motors and the popular auto-
matic non-set stop.
March Beats All Former Records
Excepting the months of December, 1918 and
1919, the total sales for March exceeded those
of any previous month in the history of the
music department of Barker Bros., according to
J. W. Boothe, general manager.
Lady Heads Salesforce
There are several cases on record of mem-
bers of the fair sex becoming managers of talk-
ing machine departments, but we believe that
the position of sales manager as distinctive from
manager has never been filled by a lady before.
Miss Dorothy Darling is sales manager or head
sales person for Fuller & Sunderland at the
Broadway department store. She has a number
of salesmen (mere males,) under her and the
results and figures from month to month speak
eloquently of her ability and skill. Miss Darling
is heart and soul in her work and owes her
present post to her untiring devotion to duty,
added to her charming personality.
Nora Bayes in Town
Nora Bayes, in her new musical comedy,
"Ladies First," is at the Mason, and Nora is
"packing 'em in" in her usual fashion. Among
other songs she is singing "Freckles" and "just
Like a Gypsy," records for the Columbia Co.
Cowan Piano & Music Co., Montreal, are
enlarging their "His Master's Voice" record de-
partment to carry double their former stock of
records. A larger stock of Brunswick phono-
graphs will also be carried.
The owner of a large new apartment house
in Chicago, 111., it is said, is providing a phono-
graph and set of records as part of the furnish-
ings of each apartment.
PHONOGRAPH CASES
Reinforced 3 ply veneer
THE STANDARD CASE
for Talking Machine and Records
and
Plywood
Cases
ARE SYNONYMOUS
For 1 0 years phono-
graphs have traveled in
plywood cases and have
reached destination in
perfect condition.
Our capacity and ex-
perience in manufactur-
ing insure your getting
good service and well
made cases.
Let us figure on your
requirements.
PLYWOOD CORPORATION
GOLDSBORO, N. C.
Mill* in Va., N. C, and S. C.
Chicago Office, 111 Monroe St.
CROFT
Bee
Delivery Envelopes
Art Series — New Designs
NEW LIST OF RECORDS
\ /
Every 60 Days
A Selected List of Victor Records
We Will Be Pleased to
Play Any of Them for You
Very attractive
proposition to
Jobbers
Write for trial shipment
CLEMENT BEECROFT
309 W. Susquehanna Ave.
PHILADELPHIA
ISSUES NEW STEINBURN FOLDER
A. M. Druckman Distributes Descriptive Matter
to the Eastern Trade
A. M. Druckman, 140 East Twenty-third street,
New York, Eastern distributor for the Stein-
Burn Corp., Chicago, 111., manufacturers of the
Steinburn line of phonographs, has just for-
warded1 to the trade a new folder describing
and illustrating the complete line of Steinburn
machines. A special position is given in the
folder to the console models. These are very
distinctive cabinets in period designs, including
Louis XIV and the Adam period. The exclu-
sive equipment of the Steinburn machine is also
described and illustrated, and special mention is
given the motor.
The back page of the folder is given over to
the reproduction of the guarantee bond which
is issued with the machine, which gives the
buyer protection over a period of five years,
and is backed both by the distributor and the
manufacturer.
210
THE TALKING MACHINE WORLD
April 15, 1920
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WADDELL PHONOGRAPHS
" 77*e Phonograph with a Secret "
They are DIFFERENT from all other phonographs
Selling Features, only FIVE, but all good
1. Record Filing Systems are usually conspicuous by their
inefficiency; ours by its superlative efficiency. Capacity, 256
selections, each record instantly accessible; every filing space
numbered, sticker numerals for both sides of record and a
card index furnished. Each record separately filed with par-
tition between, keeping them in perfect condition. A won-
derful feature, patented, and to be had only in Waddell
phonographs.
2. And then, the Automatic Balanced Lid, working in
1.
The upper drawing shows Waddell's patent record
filing system; the lower drawing shows the old way
of filing. The heavy black lines indicate the edges of
the records. Note the staggered formation in our
patented system, in which we get twice as many records
m a given space, and permit just as much room for the
thumb and finger. This system is used only in Waddell
phonographs.
conjunction with the drop shutter, automatically opening
and closing the mouth of the amplifying horn, doing it so
easily that a three-year-old child may operate it with ease
and without danger of the lid falling on its fingers. Covered
by our patents. A feature with a great leverage on the
selling end.
3. Tone. A much abused word. Nevertheless, we have it
in that rich, colorful fullness that reveals hidden treasures in
that favorite record of yours. Xo wonder it is called ''The
Phonograph With a Secret." The most important of all
selling features.
4. Cabinet Work and Finishing. Thirty years' experience
to back up our desire to give the best value in the talking
machine field. Designs plain, but of surpassing elegance that
can only be had by painstaking work. Best materials
throughout. A great selling feature is a beautifully finished
cabinet. Waddell phonographs excel in finish.
5. Packing. "Aye, there's the rub," but not in the packing
of Waddell phonographs. We do give ATTENTION to
packing, lots of it, and it's a pleasure to unpack Waddell
phonographs and to note the unusual care taken to insure
receipt in an unmarred and perfect condition, as we know
that to save the dealer annoyance and expense our goods
must reach him "in apple-pie order." A splendid feature,
don't you think?
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Waddell Phonographs have individuality and character. Made in four sizes and
styles — the Music Cabinet No. 1 and No. 2, the Music Table and the Music Stand
Now ready: "Buying a Phonograph — Letters to Jim from Dad"
Write for the Booklet
MANUFACTURED ONLY BY
THE MUSIC TABLE COMPANY
GREENFIELD, OHIO, U.S.A.
I
April 15, 1920
THE TALKING MACHINE WORLD
211
Announcement
CONORA PHONOGRAPH PRODUCTS will be
distributed direct to the Dealers in Oregon, Washing-
ton, Idaho, and not through a Sub-distributor, as formerly.
Applications for Dealers' Agencies may be made direct
to this office.
THE MAGNA VOX GO.
2701-2765 East 14th Street
Oakland, Gal.
Phonograph Division:
616 MISSION STREET, SAN FRANCISCO, CAL.
Manufacturers of "The Magnavox," Loud Speaking Appa-
ratus, Anti - Noise Telephone and Wireless Amplifier
TALKING MACHINE MEN'S FROLIC
Local Organization of Talking Machine Retail-
ers Enjoys Elaborate Banquet and Entertain-
ment at the Hotel Pennsylvania
The annual frolic of the Talking Machine Men,
Inc., the organization of talking machine deal-
ers in New York, New Jersey and Connecticut,
was held at the Hotel Pennsylvania, New York,
on Wednesday evening, April 14, and in every
particular bore out the promises made by the
committee in charge, that the entertainment
would surpass all previous efforts. The demand
for tickets for a time proved embarrassing, and
the result was that the commodious grand ball-
room of the hotel was well filled when proceed-
ings started.
The banquet began at 7 o'clock and, between
and during the various courses, a number of art-
ists well known in talking machine circles pro-
vided entertainment of a high class and inter-
esting caliber, with the guests having the privi-
lege of the dancing floor at intervals during the
dinner. Among those who helped to entertain
were: The All Star Trio, several singers, present
through the courtesy of Leo Feist, Inc.; Elsie
Baker, Emory B. Randolph, Israel Fein, violin-
ist; Misses Burns and Sheppard, Al Bernard,
Selvin's Novelty Orchestra, the Landaulettes,
an orchestra composed of salesmen from the
Landau Stores in Wilkes-Barre and Hazelton,
Pa., as well as several other artists not on the
fixed program.
A Period "Tone Arm"
From those manufacturers who several months
hence will be in a position to use a high-grade
tone arm and sound box of original design and of
superior features, WE INVITE CORRESPOND-
ENCE. Visitors to New York are also cordially
invited to our New York offices. Samples of this
new arm will be forwarded to the trade shortly
after May 15th, and deliveries in quantities will
follow in thirty days from that period.
PERIOD TONE ARM CORP.
55-61 W. 17th Street, New York Chelsea 4744
The floor was given over to dancing exclu-
sively shortly before midnight, and the disciples
of Terpsichore made merry until it was acknowl-
edged to be quite late, even by the new Daylight
Saving time. Full credit is due the committee
for the excellence of the arrangements. Those
in charge of the frolic were: John J. Hunt,
chairman; J. J. Davin, who has contributed so
much to previous affairs; Alfred Galuchie, C.
B. Riddle, I r win Kurtz, M. W. Gibbons and
E.. G. Brown, secretary of the organization.
INCORPORATE TO MAKE PANELS
Memphis, Tenn., April 7.^The Memphis Ply-
wood Corp., of this city, has been incorporated
with a capital of $100,000, to manufacture panels
made from rotary gum veneers. A concrete and
steel factory will be ready for occupancy in
July, and the company has a. number of distinc-
tive features, including the use of waterproof
glue, which will be incorporated in its product.
A. E. GOODMAN NOW MANAGER
A. E. Goodman has assumed the management
of the phonograph department of Chas. E. Aus-
tin & Co., Chatham, Ont., which firm features in
that department the Pathe exclusively.
M. L. BORIS IN NEW COMPANY
M. L. Boris, well, known in the talking ma-
chine trade, has been elected president and gen-
eral manager of the Period Tone Arm Corp.,
which was recently incorporated under the laws
of New York State. This company will manu-
facture a complete line of tone arms, sound
boxes and attachments, and headquarters have
been established at 55 West Seventeenth street,
New York.
M. L. Boris is one of the "veterans" of the
talking jnachine industry, having been asso-
ciated with the Columbia Graphophone Co. for
many years. He is familiar with every phase
of the technical production of tone arms and
sound boxes, and according to his present plans
several interesting features will be embodied
in the tone arms manufactured by the Period
Tone Arm Corp. Considerable attention will
also be given to the production of sound boxes.
TO SUPPRESS FALSE ADVERTISING
The British Association of Gramophone and
Musical Instrument Manufacturers and Dealers,
it is understood, is contemplating energetic
action in the matter of suppressing fraudulent
trading and fraudulent advertising.
MAGNET DECALCOMANIE NAMEPLATE
SOLD BY
HURTEAU.WILIIAMS&CO.™
MONTREAL ■ OTTAWA
f0R TALKING MACHlMe
r CABINETS Etc
Pamphlets with fac-simile illus-
trations and prices mailed
on request.
SMITH-SCHIFFLIN CO.
126 Liberty Street New York City
' THE PHONOGRAPH G '
1240 HURON ROAD (hmfDiMfliml
JMKSGIKIOKIE.ma
212
THE TALKING MACHINE WORLD
April 15, 1920
PRESERVE PHONOGRAPH RECORDS
WITH A
"TONAR"
TRADE MARK
RECORD BRUSH
Oar special treatment not only removes the dust but lubricates the record so as to bring out the most
delicate tone qualities
It Not Only Cleans the Records But Preserves the Tone
RETAIL PRICE, FIFTY CENTS
PARKS & PARKS, Inc. TROY, N. Y.
New York Office, C. E. Pea body & Co., 143 Chambers St.
GREAT RECORD DEMAND
IN KANSAS CITY TRADE
Difficult to Secure Stock to Meet Demands —
Better Shipments Coming — Steinola's New
Quarters — Portola Output Grows — Other News
Kansas City, Mo., April 6— The month of
March was the heaviest record month in' this
city for many years, according to the talking
machine dealers, and yet the month was gen-
erally of such weather that the majority of the
people found the outdoors greatly to their lik-
ing. The month of April, however, has set off
in just the opposite style. The first three days
of the month brought an exceedingly heavy
snow storm, which threatens the success of
many of the crops in the agricultural region of
this locality, especially in the fruit growing sec-
tions where trees were already in bloom. That
this will later have an effect upon the financial
condition of the territory is beyond question.
Most all of the jobbing houses in the city re-
port that they are now getting in much better
condition to take care of the trade, especially
in regard to record stocks. Delayed shipments
from the East and some from Chicago handi-
capped the jobbers and dealers alike during the
past month. It is a fact that the dealers are not
well stocked in the talking machine industry in
either machines or assessories. However, this
is being overcome as rapidly as possible, al-
though there seems to be no apparent lull in
the demand.
The Schmelzer Arms Co. report a general
improvement in conditions, particularly as they
affect the delivery of machines and records from
the Victor factory. Shipments are still con-
siderably behind the demand, but a steady gain
is being made, proof of which is found in the
greater contentment that prevails among the
dealers. The increased and improved facilities
which will be enjoyed by the Schmelzer Arms
Co. when they occupy their new building this
Spring are being depended upon to take care of
any future situation that may develop, even to a
100 per cent increase in business.
Arthur A. Trostler, secretary of the company,
who looks after the wholesale talking machine
business personally, has returned from a visit
to Chicago^ New York and Camden, where he
attended the meetings of the National Asso-
ciation of Talking Machine Jobbers and also
called at the Victor factory. He came back
thoroughly optimistic regarding business condi-
ditions generally and particularly the factory
situation.
In their new home the company will open a
school of salesmanship for the instruction of
the members of the sales staffs of their dealers,
and perhaps some of the dealers themselves, in
the fine art of Red Seal record selling and good
business practice. The school will be modeled
along the line of the Victor Co.'s school in
Camden.
The Steinola Phonograph Co., which has long
been in the business in Kansas City, assembling
machines under the trade name of Steinola, re-
cently purchased the old Third Regiment Ar-
mory for the purpose of converting it into a
factory where the company will not only do its
assembling, but will also build its own cabinets.
The space at 1117 Walnut street, where it has
long been located, was subleased, although a'
business office will be maintained there.
The Acme Phonograph Co., also assemblers
of machines under the trade name of the Acme,
recently incorporated. However, soon after the
incorporation of the company, which has been
in business here for many years, application was
made to increase the capital stock of the com-
pany.
P. R. North, of the Acme Cabinet Co., which
has been making cabinets for the phonograph
trade in Kansas City and this immediate terri-
tory, announced that his business has been ex-
tremely good and that the capacity of his plant
had been taxed to turn out the contracts that it
had on hand. Mr. North has turned his en-
tire cabinet works over to the construction of
phonograph cabinets and has one of the most
complete plants in the city.
J. L. Replogle, general field manager of the
Vitanola Talking Machine Co., recently visited
the trade in Kansas City. Mr. Replogle has
been traveling through the Southwest territory
for some time and reports that the business
there has never been in better shape than it is
at the present time, especially through Okla-
homa and Texas.
C. E. Dodson, general manager of the Porta-
ble Phonograph Co , manufacturers of the Por-
trola, recently announced that the output of the
company was being increased to care for the
extremely heavy demand. Mr. Dodson said:
"We were under more or less of a great handi-
cap in moving to Kansas City from Chicago,
but we feel that we have got our plant under
way in remarkably short time and that produc-
tion has built up wonderfully well. At the
present time we are making immediate delivery,
but are nevertheless drafting plans to increase
production to maintain a capacity in proportion
to the increase in volume of business."
Allen P. Child, of the National Phonograph
Supply Co., recently said: "We have been mak-
ing deliveries in spite of the shortage of goods
which we have been facing and the de-
lay in receipts of shipments. * The demand
for small portable machines has been heavy, but
we have been able to make immediate delivery
within eight hours of receipt of order, which is
a service which' we are making every effort to
maintain."
C. V. Bissell, district manager of the Starr
Piano Co., declares that the Spring season will
be the best season that the business has ever
experienced in the talking machine and record
business. Mr. Bissell has rearranged his de-
partment to take care of the big increase which
he declares is no longer a thing to look for-
FOR every $5000 Automobile sold there
are 500 popular priced cars. Are you
confining your efforts to the $5000 class in
the Phonograph business, overlooking en-
tirely the low-priced field ? Many are do-
ingthis,for thephonographmanufacturers
have neglected thelow-priced models. The
demand for them is tremendous. The
^CROSLEY," retailing for $75, fits right
in with any line. Read the specifications
and look at the illustration.
The "CROSLEY" Phonograph is a neat
and attractive mahogany-finished piece of fur-
niture that will grace and decorate the hand-
somest home.
It stands 38>2n high closed; is 19" deep and
18" wide. Shipping weight, about 80 lbs.
Distributors and Dealers: Write to-day for our
proposition. The discounts will surprise you
Crosley Phonograph Co.
1 Vandalia Ave. Cincinnati, Ohio
April IS, 1920
THE TALKING MACHINE WORLD
213
ward to, but one that is already in evidence.
A carload of phonographs consigned to the
Brunswick-Balke-Collender Co., 1329 Main
street, was recently broken into while standing
on the railroad tracks and reports to the police
stated that almost the entire carload of machines
was stolen. It was evident that the thieves
used motor trucks to haul the machines from
the tracks. The day following the robbery two
of the stolen machines were found in the pos-
session of Thomas Veretta, an Italian, at 534
Harrison avenue. Veretta was arrested and
stated that he paid $95 each for the machines.
The city detectives and the special agents of
the Missouri Pacific railroad later found thirteen
more of the stolen machines unpacked and piled
up in the back room of a small unoccupied
frame house at 2502 Grand avenue. It is stated
that the remaining twenty machines stolen from
the car will be found within the next few days.
Manager Hendricks, of the Boice Voice Shop,
the large Victor retail establishment, gave the
retail talking machine trade its first real party
Thursday, April 1. Mr. Hendricks issued invi-
tations to all the retail phonograph and talking
machine dealers in Kansas City to a dance at
the Boice Shop. The dance was well attended
and retailers had a social evening in good fel-
lowship that was more than remarkable and at
the same time it gave Mr. Hendricks an oppor-
tunity to show off the establishment to the re-
tailers of the city, and to advantage, too.
The Paul Talking Machine Shop, the smallest
and most attractive shop in the West, has been
doing an extremely unusual business. The shop,
under the direction of Mrs. M. M. Paul, has
taken a position in the first rank of talking ma-
chine establishments in Kansas City, and its
record department is well equipped.
VICTOR STARS IN CRAWFORDSVILLE
Reinald Werrenrath and Sophie Braslau to
Appear in Concert in That City on April 29
Under the Auspices of Schulz & Schulz
OTTO HEINEMAN ENJOYING REST
Otto Heineman, president of the General
Phonograph Corp., left New York a few days
ago for a two weeks' rest in the Adirondacks.
During the past few months Mr. Heineman has
been working day and night in order "to give
his executive attention to many important mat-
ters incidental to the company's expansion and
growth, and his associates urged him to take a
rest and conserve his energies for the- coming
Spring and Summer activities.
Crawfordsville, Ind., April 6. — Under the aus-
pices of Schulz & Schulz, Victor dealers of this
city, Reinald Werrenrath, Metropolitan bari-
tone, "and Sophie Braslau, Metropolitan con-
tralto, will appear in Crawfordsville, April 29,
in joint recital.
It is not only the first time that these two
artists have sung together on the same pro-
gram, but it is the first time in the history of
music in Indiana that two nationally famous
musicians have sung together.
The tremendous success of both of these ar-
tists has aroused great interest in the Craw-
fordsville program and ticket reservations are
being made from all over the State.
The recital is to be held in the auditorium of
the new high school building, an immense
room capable of seating more than 2,000 people.
The county is being bill-boarded and a heavy
newspaper advertising plan has been prepared.
THE MYSTO NEEDLE—
CHANGED ONLY ONCE FOR PLAYING TEN RECORDS - AND GUARANTEED
1
Each Need/e guaranteed to play ten Records
WE ARE GOING TO PUBLISH A BIG LIST OP MYSTO JOBBERS AND DISTRIBUTORS NEXT MONTH.
EVERY REAL JOBBER SHOULD BE LISTED.
WRITE TO-DAY FOR MONEY-MAKING JOBBERS' ARRANGEMENT.
NEEDLES FURNISHED IN COUNTER DISPLAY STAND JUST LIKE CUT SHOWN— 50 NEEDLES IN EACH PACKAGE RETAILING FOR 10c.
AMALGAMATED PHONOGRAPH ACCESSORIES
Dept. 2 — 12 East 42nd Street it pertains to a phonograph we have it"
CORPORATION
NEW YORK
v
214
THE TALKING MACHINE WORLD
April 15, 1920
Jobbers
ITH full appreciation of
the value of the jobber's
service, in that he creates
a time and place utility, we have
held steadfast to the plan of selling
our product directly to the phono-
graph manufacturer. ft We have
determined upon this policy because
of our desire and ambition to keep
always in touch with the manu-
facturers using the Stephenson
Motor, that we may know intimately
their problems and their ambitions
and that we may receive directly
from them their criticisms and sug-
gestions, ft We thank the many
jobbers who have asked to handle
the Stephenson Motor and make this
statement that our policy may be
generally better known.
STEPHENSON
I N C O R P O R AT E D
One West Thirty-fourth Street
JVeco Y~orf{_ City
April 15, 1920
THE TALKING MACHINE WORLD
215
REPAIRING
AND
REPAIR PARTS
for all makes of
Talking Machines
BOND'S GRAPHOPHONE SHOP
38 Arcade :: Nashville, Tenn.
CONTINUING SUCCESSFUL TOUR
Popular Recording Artists to Cover Large
Eastern Territory During Coming Weeks —
Make Strong Appeal to Music Lovers
The Peerless Record Makers, consisting of
Henry Burr, Billy Murray, Albert Campbell,
Fred Van Eps, John Meyers, Frank Croxton,
Monroe Silver and Frank
Banta, are continuing their
tour of the United States.
During the past month their
tour has taken them into
Canada, where they have
met with the highest sort of
praise for their work. The
Ontario Times, the morning
after their concert, said:
"Best offering by way of
entertainment ever offered
in a decade. The only re-
gret is that these artists did
P. W. Simon not make Hamilton a three-
night stand." In Toronto the story of the press
tells with what spirit the people attended the
concert. It reads: "They played to the largest
audience of the season at Massey Hall, which
seats 3,400 people, and played to an overflowing
audience in a special matinee to 1,400 people
who were unable to procure seats for the
previous evening performance." A like recep-
tion was given these record artists on their
stops at Montreal and London.
No small part of the success of these artists
is due to their able manager, P. W. Simon. Mr.
Simon, who handles the booking, transportation
and publicity, not only keeps his artists in the
best of spirits, but also co-operates to the full-
est extent with those who contract for the con-
cert. He plans out press reading matter weeks
in ■ advance for the papers to use in the city
where the concert is to appear. He sees to it
that his artists never miss an engagement unless
for some reason absolutely beyond their, con-
trol. To show to what limits he will go in
order to meet his obligations, it is stated that
last month during the blizzard his troupe was
snowbound in Canada. He finally succeeded,
after much delay, in getting as far as Albany.
The famous record artists were to appear that
evening in Binghamton, and in order to hold
to his agreement P. W. Simon chartered the
special train to get to his destination on time.
The following current itinerary of the Peer-
less Record Makers shows the great demand and
popular appeal of these artists: April 6, Phila-
delphia; April 7, Wilmington, Del.; April 8,
Baltimore, Md.; April 9, Richmond, Va.; April
10, Norfolk, Va.; April 11, Washington, D. C;
April 12, Johnstown, Pa.; April 13, Cumberland,
Md.; April 14, Altoona, Pa.; April IS, Latrobe,
Pa.; April 16, Irwin, Pa.; April 17, McKeesport,
Pa.; April 18, Punxsutawney, Pa.; April 21,
Youngstown, Ohio.; April 22, Tiffin, Ohio; April
23, Lima, Ohio; April 24, Mansfield, Ohio; April
26, Toledo, Ohio; April 27, Sandusky, Ohio.
NEW QUARTERS IN MILWAUKEE
Wm. F. Kaltenbach Leases Five-story Building
to House His Jobbing Business
Milwaukee, Wis., April 7. — Wm. F. Kaltenbach,
of this city, has leased a five-story building,
40x100 feet, to accommodate his extensive job-
bing business. Mr. Kaltenbach distributes the
products of the Independent Talking Machine
Co. and the Amalgamated Phonograph Acces-
sories Corp., New York. He is also a distributor
of Okeh records, Kaltenbach patent accessories,
"Outingphones," Riviera knockdown cabinets,
talking machine hardware, etc. Mr. Kaltenbach
is also completing a new retail establishment,
which he states will be one of the leading retail
stores in this city.
San Diego, Cal., claims to have 350 sunny
days a year. All aboard!
TO OCCUPY NEW QUARTERS MAY 1
M. M. Roemer Sales Corp. Will Be Located at
1123 Broadway, New York, After May 1
On May 1 the M. M. Roemer Sales Corp.,
-wholesale distributors of Vitanola talking ma-
chines and Okeh records, will be located in its
new quarters in the Townsend Building, 1123
Broadway, New York City. The M. M. Roemer
Sales Corp. has built up a large trade in both
machines and records and its former quarters
were inadequate to handle the large volume of
business received. The new offices and ware-
rooms at the above address will provide excel-
lent facilities for handling its business as well
as for the proper display of its line. The cen-
tral location of the new offices will also effi-
ciently aid in the distribution of stock and be of
great convenience to the dealer.
The store of the Leo Kahn Furniture Co.,
Memphis, Tenn., handling the Mandel line, was
recently damaged by fire.
A
RECORD CABINET
MATCHING
VICTROLA NINE A
309%. — Mahogany, golden oak, fumed oak,
weathered oak, nickel plated trimmings, lock
and key, shelves interior, casters. Height, 33
inches. Top, 18^4x21 ^ inches. Matches New
Victrola IX A. Patented rimmed moulding with
removable back piece, so machine can easily
slide in, giving a perfect "Cabinet-match" ap-
pearance. Average weight, crated, 70 pounds.
MANUFACTURED BY
SCHLOSS BROS.
637-645 West 55th Street New York
Cabinets of all descriptions and finishes
Catalogue No. 20 Ready for Distribution Have You Oner
A Period "Tone Arm"
From those manufacturers who - several months
hence will he in a position to use a high-grade
tone arm and sound box of original design and of
superior features, WE INVITE CORRESPOND-
ENCE. Visitors to New York are also cordially
invited to our New York offices. Samples of this
new arm will be forwarded to the trade shortly
after May 15th, and deliveries in quantities will
follow in thirty days from that period.
PERIOD TONE ARM CORP.
55-61 W. 17th Street. New York Chelsea 4744
216
THE TALKING MACHINE WORLD
April 15, 1920
APPOINTED ADVERTISING MANAGER
•J I. Bernat Becomes Head of Advertising De-
partment of Emerson Phonograph Co.
The Emerson Phonograph Co., New York,
announced recently the appointment of J. I.
Bernat as advertising manager of the company.
Mr. Bernat, who is well known in the talking
machine trade, will assume his new duties the
end of the week.
During the past year Mr. Bernat has been
manager of the dealer service department of
the Pathe Freres Phonograph Co., being ap-
pointed to that position after extensive work
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS ( TURNTABLES
„ T J MOTOR FRAMES
Lrrey Iron "J TONE ARMS
and Brass for ' HORNS and THROATS
Direct Quantity Importations On
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
EASTERN REPRESENTATIVE
CHERING TON MFG. CO.
IRONCLAD MOTORS
D. R. D0CT0R0W
Vanderbilt Ave. Bldg.
Si East 42nd St., NeivYork
Tel. Vanderbilt $462
Mr. Bernat resigned as advertising manager
of the Pathe Freres Phonograph Co. to accept
a position with the War Savings Organization.
He was tour manager for the Second Federal
Reserve District in connection with the Victory
Loan and was assistant advertising director of
the War Savings Organization in the Second
Federal Reserve District. As tour manager
Mr. Bernat was in charge of all the operatic
and concert activities incidental to the Victory
Loan and under his able direction these activi-
ties contributed materially to the general suc-
cess of the Loan in the Second District.
During the past few years Mr. Bernat has
made a special study of dealer service as applied
to .the talking machine industry, and with his
intimate knowledge of all phases of the adver-
tising field he is equipped to render Emerson
dealers exceptional co-operation and service.
The mammoth advertising campaign inaugu-
rated by the Emerson Phonograph Co. the first
of this year will be under Mr. Bernat's imme-
diate direction and his familiarity with, the
record industry will doubtless enable him to at-
tain signal success in his new post. His many
friends wish him all success. :
GEO. W. HOPKINS DINES AIDS
General Sales Manager of Columbia Co. Enter-
tains Staff at Get-Together Session
Among those who attended the dinner were
Frank K. Pennington, O. F. Benz, C. K. Wood-
bridge. W. A. Willson, Lester L. Leverich, H.
L. Tuers and Robert E. Rae.
J. I. Bernat
with the Government. Prior to entering the
Government service he was advertising man-
ager of the Pathe Freres Phonograph Co. and
in that position co-operated to excellent ad-
vantage with the jobbers and dealers through-
out the country.
George W. Hopkins, general sales manager of
the Columbia Graphophone Co., was the host at
an informal dinner held a few days ago at the
Advertising Club, New York. Mr. Hopkins
gave this dinner to the heads of his various de-
partments in order to have an informal "get-
together" chat incidental to the activities of his
department during the past few weeks. Mr.
Hopkins recently returned from a fortnight's
vacation at Palm Beach and the various hap-
penings in his department during this period
were discussed at length.
RECORD OF "NIGHT BOAT" MUSIC
The Victor Talking Machine Co. has just an-
nounced a new record bearing selections from
' The Night Boat," the popular musical comedy
now running in New York. Inasmuch as it is
believed that the greatest interest in this music
will be found in the district in which the show
is at present being presented, arrangements
have been made to reverse the usual shipping
order, beginning in New York and working
toward the Western cities.
GARFORD "BABY" PHONOGRAPHS
A Line of Guaranteed Instruments
THE "BABY" MODEL MODEL X
RETAILS AT $6 RETAILS AT $10
CLOSED
Description of "Baby" Model
Plays Little Wonder or 7-inch records
Metal Cabinet finished in high grade Ebony
Enamel with nickel trimmings.
Length inches Height 7% inches
Width 5% inches Weight 3% lbs.
Provided with one spring worm gear motor.
S'/i-imh turntable. High grade sound box,
with wonderfully clear reproduction. Speed
regulator.
Description of Model "X"
Plays Little Wonder records and also 7-Inch records. Cabinet finished in Mahogany
Height ..17% Inches Width 8% Inches
Depth !>••» Inches
Provided with one spring worm gear motor. B'4-lnch turntable. High grade sound box, with wonder-
fully clear reproduction. Speed regulator.
A LIBERAL PROPOSITION FOR PROGRESSIVE DEALERS
GENERAL PHONOGRAPH MFG. CO. Elyria, Ohio
FORMERLY NAMED THE [GARFORD; MFG."CO.
April 15, 1920
THE TALKING MACHINE WORLD
217
PLAN PUBLIC SCHOOL CONCERTS
NEW JOBBERS FOR THE SONATA
Landay Bros. Arrange for Appearance of Grace
Leigh Scott in Important Music Educational
Work in the New York City Public Schools
Standard Paper Co., Indianapolis, to Handle
That Line in a Wholesale Way
Landay Bros., the prominent Victor whole-
salers and dealers, New York, have arranged to
present Grace Leigh Scott and an assisting art-
ist in a series of public school concerts for
Americanization and the Music Memory Contest.
The program arranged for Miss Scott, who, by
the way, is a distinctly popular American so-
prano, is divided into sections, the first, for the
lower grades and designed to demonstrate the
manner of getting the song message to children
so they will remember, and the second, for the
higher grades, designed particularly to aid in
the Music Memory Contest. A special folder
has been issued in connection with the concerts,
on the back of which appears an official list of
selections used in the Music Memory Contest
in the New York City public schools, all of them
obtainable on Victor records.
DETERLING
TALKING MACHINES
Are selling big BECAUSE
THEIR DESIGNS attract and hold
the eye.
THEIR CABINETS are built to stay
built — not to sell and fall apart and
cause endless trouble.
THEIR SLIDING DOORS are unique
and attractive, and modify the volume
WITHOUT MUFFLING.
THEIR FILING SYSTEM is very
effective and is a quality point that is
easy to demonstrate.
THEIR MERITS — and MOTORS
keep them sold.
Send for Our Story
DETERLING
MFG. CO.
TIPTON INDIANA
Among the new distributors recently added
to the representatives of the Kesner & Jerlaw
line of Sonata machines, is the Standard Paper
Co., Indianapolis, Ind.
The firm is highly gratified in being able to
procure such a representative line of talking
machines, and one with which they can guar-
antee prompt deliveries. A strong campaign
has been inaugurated by the company, giving
publicity to this product, and a special service
department to care for the dealers handling
Sonata machines has been created.
Twenty-three traveling representatives will in-
troduce the Sonata product to the trade in the
Standard Paper Co.'s territory, and deliveries
on a large scale will commence immediately.
On Saturday, March 27, M. L. Kesner and
N. Jerlaw, of the firm of Kesner & Jerlaw,
made a special trip to Indianapolis and demon-
strated sample Sonata machines to a meeting
of the sales force of the Standard Paper Co.
Both Mr. Jerlaw and Mr. Kesner addressed the
meeting, and by their sales talk much enthu-
siasm for the Sonata line was created.
NEW SPHINX MOTOR CATALOG
Volume Just Issued Tells of the Quality and
Various Features of That Product
The Sphinx Gramophone Motors, Inc., New
York, manufacturers of the Sphinx gramophone
motor, have just forwarded to the trade the
initial catalog describing and illustrating their
product. The introductory matter lays special
emphasis on the silence and uniformity of speed
of the motor and the permanent service which
it renders. Much stress is given to the fact
that the motor is the result of research and ex-
periments of 'skilled and experienced motor
engineers, who have endeavored to produce a
motor without any defects in design and con-
struction, the motor being turned out for use
only after exacting tests which, it is stated, are
equivalent to ten years' normal use. The design
and construction are minutely described, closely
followed by illustrations of the various essen-
tial parts.
The factory of the company is most modern
and is thoroughly equipped in every detail. It
has been producing high-grade engineering spe-
cialties on a large scale for over fifty-six years.
The officers of the company feel certain that
the Sphinx motor will be obtainable at all
times in any quantities, and that the high
standard of its construction will be perma-
nently maintained. The company feels that in
addition to its other qualifications, the appear-
ance of the Sphinx motor is a strong selling;
point. The back page of the catalog is given
over to a reproduction of a photograph of the
factory at Flushing, L. I., which shows the
shipping facilities of the company, both by rail
and water.
COLUMBIA MANAGERS IN NEW YORK
N. J. Wilcox, H. E. Gardner and W. S. Parks
All Bring Excellent Reports From Territories
Among the recent visitors to the Columbia
Graphophone Co.'s executive offices in the Wool-
worth Building, New York, were N. J. Wil-
cox, H. E. Gardner and W. S. Parks, managers
of the Philadelphia, New Haven and Baltimore
branches, respectively. All of these visitors
spoke enthusiastically of the business outlook
in their territories, and Mr. Gardner was con-
gratulated upon the fact that the New Haven
branch has stood at the top of the list for the
past three months in the reports compiled by
General Sales Manager Hopkins. These lists
are based on a given quota as compared with
1919 business, and the New Haven branch has
stood first for the past three months.
WARNING!
WALL-KANE steel needles
made in America of American
steel, and by American work-
men are, to-day the standard
trade mark needles of the
phonograph industry. Like
any article that is a proven suc-
cess, WALL-KANE steel
needles are being imitated.
The highest grade steel needle of
domestic manufacture, is subjected to
chemical processes by which the point
of the needle is greatly improved.
Three different coatings of certain
chemical solutions are placed on the
point of the needle, softening the point
so much so that the needle will posi-
tively play ten records before the friction
with the grooves will wear off the three
coatings and reach the original grain of
the point.
The solutions placed on the point are
of such character that their distribution
is beneficial to the grooves of the record,
thereby greatly prolonging the life of the
record. The softness of the point of
the WALL-KANE NEEDLES mini-
mizes the scraping sound of the ordinary
steel needle, thereby greatly improving
the clearness and tone of reproduction.
BEWARE OF IMITATIONS
This handsome metal enamel display
stand holds 60 packages, 2 doz. extra
loud, 1 doz. medium and 2 doz. loud ;
each package containing 50 WALL-
KANE NEEDLES, retailing for 15 c.
Price of Stand to dealers, $4.60. Sin-
gle packages, 7ic.
Jobbing Territory Open
Progressive
Phonographic Supply Co., Inc.
145 WEST 45th STREET
NEW YORK
218
THE TALKING MACHINE WORLD
April 15, 1920
The Melodia
STYLE F
Size 20/^ x 22 inches; height 48/2 inches;
automatic stop; tone modifier; floating horn;
powerful silent double spring motor.
Record shelves are spacious — accommo-
dating 150 records.
Retail Price
$160oo
Surprisingly
Liberal
Discounts
We have been developing
our line of machines for the
past six years. Our output
has not been large and has
been absorbed by Dealers
near home. This year we
have made arrangements to
double our capacity, and
desire more Dealers.
The "MELODIA" line is
one of quality throughout.
Agencies for the complete
line are going fast.
Write
THE MELODIA CO.
Troy - - Ohio
YAZOO RIVER RED GUM
Specials for prompt shipment:
3
cars
1J4"
No.
1 Common Plain Red Gum.
0
cars
IVi"
No.
1 Common and Better Plain
and Qrtd.
Red Gum.
8
cars
3"
No.
1 Common and Better Plain
and Qrtd.
Red Gum.
5
cars
1"
1st
and 2nds Qrtd. White Oak.
5
cars
1"
No.
1 Common Qrtd. White Oak.
7
cars
1"
1st
and 2nds Qrtd._Red Oak.
5
cars
1"
No.
1 Common Qrtd. Red Oak.
3
cars
1 Vi"
"No.
1 Common Sap Gum.
2
cars
1!4"
1st
and 2nds Qrtd. Red Gum.
5
cars
V/4"
No.
1 Common Qrtd. Red Gum.
Our Red Gum is of soft texture and rich, dark color. Specially manufac-
tured and seasoned.
Send us your inquiries for all kinds of cabinet woods.
THOMAS & PROETZ LUMBER CO.
3400 Hall St., St. Louis, Mo.
VOCAL THERAPY FUND STARTED
Value of Music as Curative for Many Diseases
Recognized by British Society
"The therapeutic value of singing, both by
causing full expansion of the lungs and by its
invigorating effect on mind a"nd body, is not
fully appreciated," writes the London corre-
spondent of the Journal of the American Medi-
cal Association. "A vocal therapy fund has
been formed with a committee containing sev-
eral well-known leaders of the profession. In
appealing for funds the committee points out
that the work is partly curative, consisting of
individual training, under medical supervision,
of men suffering, through shock and strain, from
stammering, aphonia or mutism, and partly re-
storative by instruction in choral singing, tak-
ing advantage of the well-known power of song
to cure ailments affecting speech and respira-
tion.
"Trained choirs have been organized which
give concerts both in and out of hospitals, and
'song centers' have been started at general and
special hospitals and hotel centers in London
and the provinces. It is thought that the treat-
ment would be especially applicable to the many
thousands of medically unfit men discharged
from the military hospitals who are unable to
return to the full use and enjoyment of life."
LONGEST MUSIC SEASON HERE
New York's longest as well as most pros-
perous music season, passing all records of for-
mer years, will continue not only through April,
but well on into May. Twenty-four events are
now on the schedule of Carnegie Hall, and not
fewer than thirty-six at Aeolian Hall. Accord-
ing to Rudolph Heck and Lawrence FitzGerald,
of the respective box offices, the like of this
never happened beforehand indicates unusual
interest on the part of New Yorkers.
H. J. SMITH LABORATORIES
Jewel Manufacturer
EXECUTIVE OFFICES,
FINISHING and
RECORDING
LABORATORY JEWELS
Plant No. 1
833 Broad Street
Telephone 2896 Market
NEWARK, N. J.
SAWING
GRINDING
ROUGHING
ROLLING and
EXPERIMENTAL
LABORATORY
Plant No. 2
54V2 Franklin St.
NEWARK, N. J.
Manufacturer of
Phonograph Diamond and Sapphire Reproducing Points — Recording Labor-
atory Jewels — Rough Diamond — Diamond Powder — Experimental Work.
Jewels manufactured for all talking machine records. Consulting Specialist
on all experiments relating to any new recording grooves. Recording
problems satisfactorily worked out.
April 15, 1920
THE TALKING MACHINE WORLD
219
| THE VISION |
S Devoted to the Interest of the Educational g
Work Being Conducted by the Talking jj
m Machine Dealers and Jobbers ■
u iiiiiiiii ii ii ti iiiiiiiii ii ii iiii ii uiiiii ii iiiiiii ii ii ii ii ii ii iiiiiuiiiiiiii ii ii ii ii ii ii ri iii iiii ti ii if ii ii ii iiii i iiii ii iiti ii ii u i j^h
Greatest impetus was given the movement
toward a more complete and comprehensive
study of Music Appreciation in the schools
when the National Music Supervisors' Conven-
tion met in Philadelphia for its thirteenth an-
nual meeting, March 22 to March 26. Wednes-
day, March 24, was devoted to a section on
Music Appreciation in the Grades by means of
talking machine records. The chairman of the
section was Miss Sudie L, Williams, supervisor
of music, Dallas, Tex., and the secretary, Miss
Alice Inskeep, of Cedar Rapids, la. The sub-
jects and speakers were as follows: "How to
Introduce Music Appreciation in Schools Which
Have No Music," Mary J. Armitage, Bowling
Green, Ky. ; "Relation of Music Appreciation
to Other Phases of Music Work," Ernest Hes-
ser, State Normal College, O.; "Supervisor's
Part in Making Grade Teachers Efficient in Mu-
sic Appreciation," Mabelle Glenn, Blooming-
ton, 111.; "Relation of Music Appreciation to the
Schoolroom," Agnes M. Fryberger (author of
"Listening Lessons"), Minneapolis, Minn.
On Wednesday afternoon Music Appreciation
in the High School was given the major portion
of the program. Miss Marie F. McConnell, of
Philadelphia, Pa., acted as chairman and Flor-
ence E. Baird, East Radford, Va., as secretary.
The subjects used in correlation to the talk-
ing machine were: "Music as Seen Through
Literature and Art," W. P. Kent, Ethical Cul-
ture School, New York City, and "The Use of
the Talking Machine in Our Work," Glenn Tin-
dall, St. Louis, Mo.
*****
The Victor Talking Machine Co. acted as
host at the convention banquet, which was
given on Friday evening, March 26. Mrs.
Frances E. Clark, director of the educational
department and founder and past president of
the National Music Supervisors' Conference,
made the initial address of the evening, "Past
Prophecy." Dr. Hollis Dann, of the Cornell
School of Music, acted as toastmaster, while Dr.
John H. Finley, president of the University of
the State of New York, addressed the Conven-
tion on "The Art of Using One's Leisure Time."
Princess Watahwaso, the Penobscot Indian
mezzo-soprano and a Victor artist of great pop-
ularity, sang the songs of her own people and
some of the harmonized Lieurance and Cadman
songs for the assembled guests. Reinald Wer-
renrath, Victor artist, brought to the Conven-
tion a new conception of American songs in his
lovely rendition of "Duna," a Kentucky Lone-
some Tune, a May record on the Victor supple-
ment.
A new publication of much interest just is-
sued by the Victor Co. is entitled "Music Ap-
preciation for Kindergarten and Primary
Grades," and has been published in response to
an ever-increasing demand for a textbook and
guide for the presentation' of this fascinating
and important subject for little children The
new volume has a foreword by Miss Patty Hill,
director of kindergarten and primary grades,
Teachers' College, Columbia University, New
York, and contains a great variety of material
governing instrumental music, descriptive music,
poetic thought, model lessons, fairy stories,
myths of music, nature study, etc. It is a book
that should enjoy particular popularity in edu-
cational circles throughout the country.
It is hoped that the practice that has de-
veloped of including in concert advertisements
in the daily papers information that the artist
records exclusively for certain talking machine
records will continue to grow, for it is the most
effective sort of publicity. For many years it
has been customary for such concert and recital
advertisements to carry a line stating that this
or that piano was used by the artist, and it is
logical to assume that if such advertisements
brought results for the piano houses where an
investment of several hundred dollars is re-
quired, much more definite results should be
realized from record announcements where the
investment involved is only a matter of a dol-
lar or so.
RETURNS FROM TEN=WEEK TRIP
Chas. H. Huesgen Visits Every Pathe Jobber
in Behalf of Hustylus — Attachment Is Meet-
ing With Gratifying Success
Chas. H. Huesgen, secretary and treasurer of
the Herbert & Huesgen Co., sole distributors for
the Hustylus attachment, returned recently
from a ten weeks' trip to the Pacific Coast. On
this trip, Mr. Huesgen visited every Pathe
jobber in the country, and conferred with them
regarding the merchandising and sales plans
for the Hustylus, which plays Pathe records on
Hgt., 45 ins.; Width,
20 ins. ; Depth. 23 ins.
Mahogany, Walnut
and Oak.
Represents not old ideas made over
but the best ideas made practical.
This machine is designed for YOU —
THE DEALER.
It is a machine you can honestly sell
and feel sure of no come-backs.
Our discounts are all that is consist-
ent with good business and a worthy
product.
We Supply
Pathe Machines and
Records
MASTERTONE PHONOGRAPH CO.
East Liverpool °nl°
BROWN,
McMANUS
&CO.
51 East 4 2d Street
New York
4 1 West Street
Boston, Mass.
JIIIIIIIIIIIIIIIIIIUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIII
TheCRJPPEfiT*
rintfrprtlonf "
lis the best Talhjncl Machine ajier ill
Illlllilllllllllillllllllllllllll I Illlllllllllllllllllllllllllllll I limillllllllllllH
Portrola
A Phonograph that
IS conveniently port-
able—"Built like a
Traveling C; se "
(Descriptive advertisement on
page 186)
IlilllHIIIIIIIUIIIIIIIilllllllllHHIII IIIIIHIIIIIII II1I1IH1III1IHIIIIIIIIII minimi
Ofierafihone
Records
New Lateral Records
of merit
i in i mm iiiiiiiiimiiimiiii i imimiiim
Trimboint
Needles
Phonograph Needles
of superior quality
all talking machines not equipped with a uni-
versal tone arm.
In a chat with The World Mr. Huesgen stated
that the reception accorded the Hustylus has
been gratifying beyond all expectations. The
Pathe jobbers are enthusiastic regarding the
merits of the attachment, and Mr. Huesgen re-
ceived orders for over 300,000 Hustylus attach-
ments on this trip.
Pathe distributors commented particularly
upon the extreme simplicity of the attachment
and its effectiveness. Pathe dealers throughout
the country are using it as a stimulant for the
sale of Pathe records and are featuring it in
their advertising campaigns. In their newspaper
advertising many of the dealers offer to give a
Hustylus free of charge to all purchasers of
five or ten Pathe records.
Mr. Huesgen is now making arrangements to
establish representatives for the Hustylus in all
parts of the world, and the distribution of this
attachment in the United States is in the hands
of Pathe jobbers exclusively.
Time now to plan for Summer trade.
220
THE TALKING MACHINE WORLD
April IS, 1920
Till B VTon Bo_eK(oinc
57-65 Hope Street, Brooklyn, N. Y.
501-509 Plymouth Court, Chicago, 111.
PLANS FOR JOBBERS' CONVENTION
Details Now Being Arranged for Annual Meet-
ing of National Association of Talking Ma-
chine Jobbers at Atlantic City in June
Plans are proceeding apace for the annual
convention of the National Association of
Talking Machine Jobbers, which is scheduled
tc be held at the Hotel Traymore, Atlantic City,
on Monday, Tuesday and Wednesday, June 28,
29 and 30. The details are being worked out
by L. C. Wiswell, chairman of the arrange-
ments committee, and it is stated that a thor-
oughly constructive program is being laid out
for the sessions.
As was the case at the recent meetings of the
executive committee of the association, par-
ticular attention will be given to ways and
means for enabling the wholesalers to place
their businesses on a more efficient basis, in
preparation for the situation that is expected
to develop as the output of the Victor fac-
tory more nearly approximates the demand.
There will be scheduled a number of addresses
and papers by those prominent in the industry,
all directed towards that end.
The selection of Atlantic City as the con-
vention center is in accordance with the usual
policy of the Jobbers' Association, for that city
is not only recognized as an ideal meeting place
by the jobbers, but is close enough to the Vic-
tor factory to make it possible for the delegates
to attend the convention and also take up at
the same time matters with the factory.
The program will not be one of all work and
no p'ay, and, although there is no question but
that the death of John Barleycorn has had its
effect upon the gay life at the popular seaside
j-esort, there will be provided plans for enter-
tainment that should prove most satisfactory,
not only to the jobbers themselves, but to the
many ladies who will accompany them.
The jobbers' convention will follow the mid-
year meeting of the Board of Control of the
National Association of Music Merchants,
which will be held at Atlantic City on June
25 and 26. These dates are considered most
convenient in that several members of the
Board of Control are also prominent in the af-
fairs of the Jobbers' Association.
INCREASES LYRE=0LA PRODUCTION
St. Louis, Mo., April 9.— The Lyre-Ola Mfg.
Co., of this city, which was incorporated more
than a year ago with a capital stock of $150,000,
is now commencing to produce instruments in
a large way at its factory, 1504 Pine street,
where 30,000 square feet of floor space is oc-
cupied. The Lyre-Ola, which has several ex-
clusive patented features, is made only in con-
sole types in the Adam, Queen Anne and
William and Mary periods. It has won an
excellent reputation in St. Louis and environs.
F. La Pierre, president of the company, devotes
his entire time to the management of the busi-
ness and has an able staff of co-workers.
ACME
Stands for Highest Quality and Prompt Service
WE MANUFACTURE
ACME MICA DIAPHRAGMS
WE SUPPLY AFRICAN AND INDIA RUBY EXCLUSIVELY
Any Size and Any Thickness and Quantity
LET US HAVE YOUR INQUIRY
ACME MICA COMPANY, Incorporated
Importers and Manufacturers
56 BLEECKER ST., Phone, Spring 7197 and 7198 NEW YORK
April 15, 1920
THE TALKING MACHINE WORLD
221
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| THE TALKING MACHINE WORLD SERVICE
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
iiniiiiiiiiiiiiiniiiiiiiiniiiM
Put Your Windows to Work!
Here are half a dozen ways to make the public stop, look and buy
YOUR MAY DAY WINDOW
A CHARMING May Pole display can be arranged for May
1 at very little expense. In the center of your window
place the May Pole, which you can make out of a broomstick or
mop handle, set into a flat base, so it will stand upright. This should
be completely covered with white crepe paper. Flat on the floor
of your window place eight or ten new records, forming a circle
around the pole as a center. Each record should be three or four
feet distant from the pole.
On the center of each record stand a Kewpie Doll. You can
borrow or rent the Kewpies for a dollar or two from a toy dealer.
These dolls have both hands outstretched. On one hand hang a
small card bearing the title of the record on which the Kewpie is
standing. From the other hand a strip of crepe paper leads to
the top of the May Pole. The crepe paper comes in rolls of two-
inch width, suitable for this purpose. Fasten it at the top of your
pole, and give it a turn or two around the pole before extending
it to the Kewpie's hand. Choose delicate colors for your crepe
paper, such as pink, yellow, lavender, pale blue and light green.
In the background place several talking machines. Do not have
any other signs or cards in your window, as these will distract
attention from your May Pole and weaken its effect.
FOR "L" SHAPED WINDOWS
ONE of the subscribers to the Talking Machine World Service
sent me this request: "We have an 'L' shaped window of
limited size, being seven feet long and three feej: wide in each wing.
What display arrangement will look best and how can an effective
background be made?"
Probably many of you also have "L" shaped windows to deal
with, and therefore these suggestions may be of assistance:
The chief thing to remember is to make the window balance.
The center of gravity should be in the angle of the "L". Try always
Linking up your window with a current musical show at one Of your local theatres is
bound to sell records of song hits from the show. The large photographs are loaned for
the occasion. This is a well-planned window by the Cable Piano Co., of Toledo, O.
to put the largest object at that point, with one smaller one in the
short wing and two smaller ones in the long wing. Keep your back-
ground simple and severe — then the objects in the window stand
out more emphatically. If your background is dark, the objects
merge into it and are lost. If the background is light, the objects
stand out sharply. A tint about the shade of coffee with cream in
it is always good and harmonizes with any colors you may use
in signs or cut-outs. If you are going to do any painting of wood-
work in your window, use Devoe's Jap Coach Paint. Flake white,
tinted with a little crimson, orange, cobalt blue and lampblack-
makes a warm, pleasing tone. This is a quick-drying paint. Rub
down after each coat with No. 00 American Steel Wool, and after
the seventh coat, polish with Johnson's Prepared Wax. Drapes,
if used, should be severe in lines and of same tone as your "cafe-
au-lait" woodwork. Don't let the draper put in any scallops,
curves, or fussy shapes. Straight lines are the thing.
Light your windows from the bottom, not from the top. This
method is far more effective, just as are footlights on the stage.
CLOSE-UP VIEWS
A WINDOW display plan that is making a big hit in other
lines of business, and is equally well adapted to talking ma-
chines, is the "close-up" type of display. When merchandise is
set in the rear of a window, passersby do not see it unless they
stop and look. But when the objects on display are placed so
Simplicity is the chief merit of this window arranged by the Carl Newton Co., of San
Antonio, Texas. It features the famous artists most effectively. Note the little Kewpie
Dolls, with outstretched hands. The row of little dogs is a pleasing touch, and the big
dog supplies a central point of interest.
close to the glass that you can almost handle them apparently,
everybody passing your window is sure to see them. To arrange
a "close-up" display make a false back for your window. This
may be made of Beaver board covered with wall paper. A plain
light tone or simple stripe design is best for this purpose. Count
the number of talking machines that your window will accommo-
date when placed side by side. If your window will hold five, for
example, place three of them on the floor, close against the glass.
Between these three set the other two on platforms 12 to 15 inches
high. These platforms are also covered with the wall paper. Above
the machines display new records, fastening them flat against your
false backing of Beaver board. Colored cut-outs which the manu-
facturers supply may also be used, or lettered signs giving the titles
of the records on display. Place some strong electric lights at the
bottom of your window, shaded from the street and casting their
light against the false backing, after the manner of footlights on
the stage. This display is such a radical change from your regu-
lar window trims that it will attract a lot of attention.
FEATURING AL JOLSON
IF YOU sell popular sheet music, or if you sell records of Al
Jolson's songs, here's a window display plan that will help you
to boost your sales. All of Jolson's song hits have his photograph
on the title page. Get copies of six or seven of the song hits which
Jolson has made famous in the past. Set these across the center
of your window, in a row. In the center of the row, and raised
up a foot above the others, put Al Jolson's newest hit, "Swanee"
or "Chloe." Back of this a card about 2x3 feet reads :
"His old hits were good,
but his newest is the blue ribbon winner!"
S W A N E'E
is the greatest of
AL JOLSON'S
song successes
COME IN NOW AND HEAR IT
On the card place a blue ribbon rosette, made up to imitate
the ribbons awarded to winning horses at a horse show.
EDITOR'S NOTE — Mr. Gordon, who writes this monthly page, is also director of "The Talking Machine World Service."
Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade, and also answer any ques-
tions you ask him concerning merchandising problems. Use this department as much as you like. It is intended to serve you.
222
THE TALKING MACHINE WORLD
April 15, 1920
Minneapolis, Minnesota Fargo, North Dakota
^T^HE Stone Piano Company's Two Stores — the Aeolian-
Vocation on Exhibition and Sale in these Stores and the
Great, W^orld-wide Aeolian Organization Responsible for
the Production of this Finest of All Phonographs
T T T
THE STONE PIANO COMPANY
Wholesale Distributors for Minneapolis, North and South
Dakota, Montana and Western Wisconsin
for the
AEOLIAN -VOC ALTON
And the New Lateral Cut
VOCALION RECORD
The Aeolian-Vocalion is the finest of all phonographs. Musically
and mechanically it has no serious rival in the entire industry. It is
the product of the world's foremost musical instrument manufacturers.
Re-inforced by the wonderful new Vocalion "lateral cut" record, its
representation is the most valuable and profitable proposition in the
phonograph field. Merchants in the territory specified above are in-
vited to write either of our stores for information and a copy of our
dealer service portfolio.
THE STONE PIANO COMPANY
MINNEAPOLIS, MINNESOTA PARGO, NORTH DAKOTA
April 15, 1920
THE TALKING MACHINE WORLD
223
DEATH OF HOMER N. BARTLETT
Widely Known Composer of High-class Songs
Passes Away in His Seventy-fifth Year
Lovers of the best in talking machine records
will regret to learn of the death of Homer N.
Bartlett, the well-known composer and organist,
who passed away -at his home in Hoboken, N. J.,
oh April 5, in his seventy-fifth year. Mr. Bart-
lett was the composer of more than eighty
songs, many of which have won tremendous
popularity, notably "A Dream," which, as re-
corded by the late Evan Williams for the Vic-
tor Co., has had, and still has, a wide vogue.
It is a wonderful example of the best in re-
cording and an admirable presentation of a very
lovely song.
Mr. Bartlett was organist of the Madison
Avenue Baptist Church, New York, for thirty-
one years, and had written a number of ora-
torios and some operas, as well as a number
of religious and dance numbers for the piano.
He was a splendid type of American, whose
passing will be greatly regretted.
PARAMOUNT DISPLAY BY JOBBERS
From April 19 to 28 inclusive, Paramount talk-
ing machines and Paramount records will be
displayed by the Shipley-Massingham Co., Pitts-
burgh, Pa., distributors for Western Pennsyl-
vania and West Virginia, in the Fort Pitt Hotel,
Pittsburgh, Pa. H. W. Cross, who is in charge
of the wholesale department of this distributor,
and Fred Clark, the Paramount factory rep-
resentative, will welcome all -visitors who de-
sire to inspect Paramount products.
Dealers in this territory will undoubtedly ac-
cept the invitation of the Shipley-Massingham
Co. to visit the company's exhibit at the Fort
Pitt Hotel, for this progressive jobber is plan-
ning to introduce many distinctive sales features
in behalf of Paramount products.
NEW SCHLOSS j^LANT PROBABLE
It is understood that Schloss Bros., 645 West
Forty-fifth street, New York, the well-known
cabinet manufacturers, who make a specialty of
a product known to the trade as "Cabinetmatch,"
are building a factory in the upper part of
New York City. When the item was called to
the attention of Edwin Schloss of the above
firm, he neither would confirm nor deny the
veracity of the report.
nnnfflfflfflinifflni
PAT HE DEALERS
and JOBBERS
The SCOTFSRD Model I
REPRODUCER
Will be a great aid in developing the sale ol Pathe
Records. Made to fit the Victor gooseneck exactly
— it is as quickly attached as the Victor Reproducer
is quickly removable. An Attachment also made for
applying it to the Columbia Tonearm. Order a sample
and realize the profit for you in the richness of its tone
— surpassing all in purity, sweetness and power.
NET PRICES OF SAMPLES PREPAID
Nickel Plated Scotfsrd Model I Reproducer ■ $5.50
Gold Plated Scotfsrd Model I Reproducer ■ 6.50
Nickel Plated Scotfsrd Attachment for Columbia .35
Gold Plated Scotfsrd Attachment for Columbia .50
Submitted on Approval, subject to return, in which
event the full price paid will be promptly refunded.
Liberal Reduction on Quantity Orders
Profitable Arrangement for Jobbers
Barnhart Brothers £c Spindlcr
Superior Specialties fsr Phonographs
Monroe and Throop Streets, CHICAGO
H. L. WILLSON BOUND FOR COAST
General Manager of Columbia Graphophone Co.
to Visit Many Prominent Cities
H. L. Willson, vice-president and general
manager of the Columbia Graphophone Co., left
Saturday for an extensive trip to the Pacific
Coast. According to his present plans, Mr.
Willson will visit Chicago, Minneapolis, Denver,
Portland, San Francisco and Los Angeles. The
Columbia branch managers in these cities are
ready to give Mr. Willson gratifying reports as
to Columbia activities in their territories.
F. S. Whitten, president of the Columbia Co.,
returned a few days ago from the South, and
has resumed his activities at the helm of the
Columbia organization.
ANNOUNCES NEW SALES PLAN
San Francisco, Cal., April 5.— The phonograph
division of the Magnavox Co. of this city, which
is the distributor of the products of the Sonora
Phonograph Co., New York, has announced a
new policy of distribution in the States of Ore-
gon, Washington and Idaho.
In the past it has been the policy of the com-
pany to distribute the Sonora products through
sub-distributors, but this policy of marketing-
has been radically changed, and at a very early
date the company will open up its own distribut-.
ing headquarters in the Northwest territory. An
intensive sales campaign is now under way, and
applications for Sonora agencies direct from
the dealers are being received from all parts
of the Northwest.
PUSH SMALLER VICTOR MODELS
Collings & Co., the well-known Victor dis-
tributors of Newark, N. J., recently inaugurated
a special sales campaign on behalf of the Vic-
tor models IV and VI, in connection with which
they have issued very effective display material.
L. W. Collings, of the above company, states
they found the trade to a great extent overlook-
ing the possible sales from the models in ques-
tion, and that it had invariably been the rule
recently to sell such models only for cash,
whereas it is the Collings & Co. belief that
thousands, of additional sales can be made if
the goods were to be sold on easy payments.
NEW HOME FOR GRAND T. M. CO.
The Grand Talking Machine Co., 366 Adams
street, Brooklyn, N. Y., manufacturer of "Dul-
ciphone" phonographs and needles and distribu-
tors of Q R S rolls and Emerson records, will
be located in new quarters at 268-270 Flatbush
avenue, Extension, on and after April 25. Ow-
ing to the greatly increased business during the
past year the company found it necessary to
seek larger quarters. The new home affords
greatly increased floor space and it is being
equipped with special facilities for serving the
trade. A modern showroom will be one of the
attractions of the new quarters.
Announcement
ESCO MUSIC & ACCESSORIES CO,
137 Lawrence Street Brooklyn, N. Y.
CARRY A GENERAL LINE OF
Reliable Accessories
INCLUDING
Portophones Peerless Albums
Brilliantone Needles Arto Music Rolls
EFFICIENCY
MOTTO:
SERVICE
To Dealers
CO-OPERATION
PROCURE QUOTATIONS BEFORE BUYING ELSEWHERE
OSCAR ZEPERNICK JOSEPH A. KERR
224
THE TALKING MACHINE WORLD
April 15, 1920
PLANS TO INCREASE PRODUCTION
M. L. Kesner, of Kesner & Jerlaw, Returns
from Visit to Company's Plants in the West
— Big Output Necessary to Meet Demands
M. L. Kesner, head of the New York office
of Kesner & Jerlaw, manufacturers of the Sonata
phonograph, returned to New York early this
month after spending several weeks in the West
on an inspection tour of the seven factories of
the Kesner & Jerlaw organization. The pur-
pose of these visits was to encourage produc-
tion and to complete plans at the shipping
points to care for several new large contracts
with distributors of Sonata products.
'Kesner & Jerlaw have won a most favorable
reputation during the past two years not only
M. L. Kesner
for the quality of their products, but also for
their promptness of deliveries and the service
they render to the organizations who become
their distributors.
In a recent statement to a representative of
The World, M. L. Kesner said that in order
for his company to fill the contracts for the
year 1920 it will be necessary to ship from all
their factories not less than four carloads of
machines per day. Most of the territory in the
United States has already been allotted to
Sonata jobbers and they have now representa-
tives in most of the large trade centers. These
have been selected with great care, and these
firms are amply equipped to carry out the high
standard of service set by the manufacturers.
It is the aim of Kesner & Jerlaw to produce
only the highest grade merchandise. The fact
that the distributors who handle their products
during the year 1919 readily renewed their con-
tracts for this season, and in most instances
greatly increased the size of their orders, dem-
onstrates the standing of the Sonata line.
Jobbers are being constantly added to the
Kesner & Jerlaw organization, and it is now
aimed for all the various representatives of
Sonata products to carry on a tremendous ad-
vertising campaign.
The factories of Kesner & Jerlaw were never
in a better position to fill the demands than
at present, and they promise there will be no
delay in taking care of any dealer taking on
their line.
A VISITOR TONEW YORK
A recent visitor to New York was Frederick
B. Smith, president of the Wolverine Mfg. Co.,
1335 Book Building, Detroit, who is contem-
plating the purchase of a large plant which will
be devoted largely to the manufacture of cab-
inets for talking machines.
The demand has been very great in Wash-
ington for the new Edison record, "Looking
This Way," the favorite hymn of the late Ad-
miral Dewey. This hymn was played by the
United States Marine Band at Admiral Dewey's
funeral.
OPERA STARS VISIT CLEVELAND
Victor Salesmen of That City Gather in Cleve-
land Talking Machine Co.'s Headquarters to
Greet Distinguished Recording Artists
tinct types of artists — Mme. Galli-Curci, the
famous coloratura soprano; Edward Johnson,
America's great tenor, and Titta Ruffo, the re-
nowned operatic baritone. To each was put
the question: "How did you feel after making
your first record?" Ruffo said, "I wanted to
Cleveland, O., April 5. — The Chicago Opera Co.
brought three famous Victor stars to this city
recently, and by invitation each one paid a
special visit to the offices of the Cleveland Talk-
ing Machine Co., Victor wholesalers. They
were greeted by the assembled Victor dealers
of this city who practically stripped their forces
of sales people, that all might enjoy the un-
usual privilege of direct contact with these fa-
mous artists.
Mme. Galli-Curci, Edward Johnson and Titta
Ruffo were the three Victor stars who were
welcomed by the Victor dealers at the estab-
lishment of the Cleveland Talking Machine Co.
They were all given an enthusiastic reception,
and were deeply appreciative of the cordiality
extended them by the Victor representatives.
This trio of celebrities represents three dis-
Noted Stars at Cleveland T. M. Co.'s Store
cry." Galli-Curci said, "A great fear — it is so
permanent." Johnson said, "I sang so hard I
was weak from exhaustion." In each is an ar-
tist's demand for perfection, and as a record
is infallible in its reproduction of the voice.
Ihe
PHONOMOTOR
Trade Mark Registered V. S. Pat. Office
The first and most perfect electrical
equipment for the
Phonograph
(Patented 1918)
INTERCHANGEABLE STANDARD — SIMPLE — UNIVERSAL
110-20 A. C. or D. C: also adapted for 220 V.
Silent Absolutely — Regulation Perfect — Everlasting — Guar nteed
Patented in United States and Canada
Discard your old Spring Motor Have our representative install a
Phonomotor in your Phonograph
AUTOMATIC STOPS supplied on all Phono-
motors and Spring Motors, an approved, reliable stop,
THE PHONOSTOP Supplied to the Trade.
Write for Quantity Prices NOW
G. CLAY COX
73 State Street, Rochester, N, Y.
April 15, 1920
THE TALKING MACHINE WORLD
225
CLEVELAND TRADE ENLISTS IN THE CAUSE OF MUSIC
Talking Machine Dealers Take Part in Live Meeting to Start Music Advancement Campaign
— Some Excellent Publicity by Local Houses — Death of Mrs. Otto May — News of Month
A Period 'Tone Arm"
From those manufacturers who several months
hence will be in a position to use a high-grade
tone arm and sound box of original design and of
superior features, WE INVITE CORRESPOND-
ENCE. Visitors to New York are -also cordially
invited to our New York offices. Samples of this
new arm will be forwarded to the trade shortly
after May 15th, and deliveries in quantities will
follow in thirty days from that period.
PERIOD TONE ARM CORP.
55-61 W. 17th Street, New York Chelsea 4744
Cleveland, O., April 5. — One of the most inter-
esting gatherings of the local music trade in-
terests, including talking machine dealers, was
the meeting and dinner held at the Mandarin
Cafe on March 30, where plans were discussed
for launching in Cleveland a campaign in be-
half of better music'
The dinner was planned by George M. Ott,
president of the Cleveland Music Trades Asso-
ciation; A. B. Bender, city commissioner for
the National Bureau for the Advancement of
Music, and Henry Dreher, head of the B. Dre-
her's Sons Co.
Rex C. Hyre. secretary of the Piano Mer-
chants' Association of Ohio and assistant secre-
tary of the Cleveland Music Trades Association,
fathered the dinner idea.
The guests of honor were C. L. Dennis, sec-
retary of the National Association of Music
Merchants, and C. M. Tremaine, director of the
National Bureau for the Advancement of Music.
Mr. Tremaine was brought here by M. V.
DeForeest, of Sharon, Pa., first vice-president
of the National Association of Music Mer-
chants.
Half of the members of the Cleveland Piano
Merchants' Association were present, as were
several talking machine dealers, including T. A.
Davies, manager of the Victrola department of
the William Taylor & Sons Co., and president
of the Talking Machine Dealers' Association of
Northern Ohio.
The speakers included Messrs. Tremaine,
Dennis, DeForeest, Ott, Bender, Davies, Dre-
her and others.
The guests, in addition to those already
named, included E. P. White, of the Bailey Co.;
Charles K. Bennett, general manager, and E. B.
Lyons, sales manager, for the Eclipse Musical
Co.; Otto and Fred'k Muehlhauser, of the
Muehlhauser Bros. Piano Co.; J. W. Kegel, of
the Harmony Music Shoppe Co.; Walter S.
Rieder, of the Hart Piano Co., and Harmony
Music Shoppe Co., who is secretary of the Cleve-
land Music Trades Association; O. M. Mattlin,
of the Home Piano Co.; C. H. Randolph, Rex
C. Hyre, H. W. Jones; a representative of the
A. B. Smith Piano Co., of Akron; local news-
paper representatives and others.
Mr. Ott, after expressing his satisfaction over
the joint gathering of piano, player-piano and
talking machine merchants, urged co-opera-
tive efforts in stimulating the cause of music
and said whatever is done by dealers must be
done in the proper spirit, if results sought are
to be achieved.
He then turned the meeting over to Mr. Ben-
der, who called on Mr. Dennis for a talk.
Mr. Dennis discussed the wide field which the
National Association of Music Merchants oc-
cupies and laid stress on the fact the Music In-
dustries Chamber of Commerce now has within
its fold eleven units of the music trade in-
dustry.
"The talking machine manufacturers have no
organization," he said, "but the individual
manufacturing concerns have joined. The Bet-
ter Business Bureau is watching all this. We
are accomplishing things through organization
and that is what you are here for to-night, to
organize for the business of stimulating a de-
mand for better and more music in Cleveland."
Mr. Dennis pointed out the achievements of
the Dallas Music Commission and told what
had been done in Milwaukee to further the
cause of music and interest in musical instru-
ments and community singing.
Mr. Tremaine gave a short history of the
origin and growth of the National Society for
the Advancement of Music and said the present
organization is far-reaching and seeks to spread
the gospel "of good music through many ave-
nues and interest churches, daily newspapers,
philanthropists, community and civic organiza-
tions, corporations, schools, music supervisors
in educational institutions and otherwise to give
publicity to the society's purposes.
The current issue of The Total Eclipse,
house organ of the Eclipse Musical Co., prints
the following: "Just as- we go to press comes
the sad news of the death of the wife of Otto
May, Victor representative for the State of
Ohio. They had just planned a several months'
trip over the territory, when Mr. May was taken
ill and confined to his bed for several weeks,
during which time his wife took care of him.
After his recovery, she became ill and pneu-
monia developed."
L. Meier & Sons, 4400 Clark avenue, have
beaten other Cleveland musical instrument re-
tailers to it in equipping a truck for delivering
Victrolas. The delivery car is an idea of Louis
Meier, is built on a Hudson chassis and creates
somewhat of a sensation in the city, the effect
not being lessened when a ten-toned Gabriel
horn warns pedestrians to clear the right of
way. As an advertising proposition the truck
is certainly one of the cleverest ever seen in
the city.
The Total Eclipse house organ of the Eclipse
Musical Co., discussing "exclusive service" ren-
dered by its service director, Mr. Savage, points
{Continued on page 226)
Weser Phonographs
backed by 41 YEARS' experience in manufac-
turing pianos, recognized throughout the piano
trade for their exceptional value.
We invite comparison of the
Weser Phonograph with other
makes. Many of our best cus-
tomers have been acquired in
this manner.
Our factory contains over three acres of working floor space.
Send us sample order, make comparisons as you choose
are content to abide by your decision.
we
WESER
520-530
WESER BROS
BROS.,/^.
W. 43d St.
NEW YORK
226
THE TALKING MACHINE WORLD
April 15, 1920
CLEVELAND INTERESTED IN MUSIC
(Continued from page 225)
out how such a method increases sales and
"makes dealers' cash registers ring."
Says the organ: "Millions of dollars were
spent last year by talking machine dealers, in
the newspapers, magazines, billboards, trades
papers, street cars and certain forms of direct-
by-mail advertising. It has been brought to
the highest state of efficiency. The only form
of advertising that has not kept pace with the
general advertising stride has been window and
store display. It is only in the minority of in-
stances that the dealer has come to appreciate
the tremendous selling value and advertising
power of a store window.
"There is no form of advertising so rich in
possibilities from every angle as window dis-
play. Arthur Freeman, the noted advertising
writer, says 'The best place to advertise is the
place where the merchandise is.'
''In no other line of business does the window
lend itself more effectively for this purpose than
it does in the talking machine trade. And
especially is this true with Victor products.
The Victor trademark, which has cost so many
millions of dollars to establish, is so well known
and readily recognized that half of the idea to
be put across is already accomplished.
"But window advertising can be just as in-
effective as any other sort. It must be studied
and worked out systematically in order to pro-
duce maximum results."
The Wurlitzer Co. is carrying large newspa-
per advertisements featuring a special sale of
the stock taken over when the Caldwell Piano
Co. closed out its store, March 1. A large line
of talking machines are featured.
The B. Dreher's Sons Co., which recently ac-
quired a new store building in Huron road, a
short distance "down the road" from its junc-
tion with Euclid avenue and East Fourteenth
street, has been offered $300,000 for the build-
ing. The Drehers contracted to pay $225,000
for the structure, now known as the Winton
auto sales service station.
The appearance of John McCormack in a
postponed recital at the new Masonic Temple
auditorium and three concerts by the Chicago
Orchestra Association in the same hall created
a big demand for records reproducing selections
by the association stars and McCormack. Seats
for all three concerts were sold out.
All of Cleveland's talking machine retailers
featured Easter with special window attractions
and displays of records appropriate for the sea-
Koom No. 321
n
C. M. GOLDSTEIN
Consulting Engineer
Room 1621
111 Broadway
New York
20 Years' European and U. S. Experience
5 Years with Columbia Graphophone Co.
Raw Materials
Recording
Record Manufacture
Talking Machines and Parts
Patent Information
Strictly confidential advice. A-l references.
son. Some of the window decorations were
unique. The Eclipse Musical Co. exhibited a
Victrola in a huge white egg shell, the machine
being exposed to view through a big crack in
the shell. Easter music, reproduced in records,
found an unusually big sale.
BUST OF TITO SCHIPA FINISHED BY BROOKLYN SCULPTOR
©A. B. Bogart
Miss Clara Fassano Modeling Bust of Tito Schipa
Miss Clara Fassano, the talented young
Brooklyn sculptor, has recently completed a
striking and life-like bust of Tito Schipa, the
famous lyric tenor of the Chicago Opera Com-
pany, and the artistic and faithful manner in
1 30 Fulton Street
which she has executed her work has won high
praise from both the critics and admiring public.
Tito Schipa, whose triumphs as an opera star
created such a sensation in musical circles and
whose marvelous voice is duplicated exclusively
on the Pathe phonograph records, has had
a most interesting career. Before his American
debut, when he took the public by storm, he
was for several years the most popular and
fascinating young tenor in Italy's leading opera
houses and ere his beautiful voice had fully
matured he won high honors as a musician and
composer, so that he is equipped with the most
valued attributes of his art, matched with youth
and a charming personality.
1 Clifford A. Wolf I
MANUFACTURER. OF
| Diamond and Sapphire
Phonograph Points |
NUUIIIUI
New York City
Phooe, 28l2Cortlandl
1 INTRODUCING NEW SPECIALTIES
HI Brown-McManus & Co.. the well-known job-
JH bers of the "Crippen Interpretone," recently for-
Hi warded to over a hundred of their dealers
HI samples of the above machines, closely follow-
=1 ing which their representatives called in con-
1E nection with the initial demonstrations.
Hi Brown-McManus & Co., who also have a Bos-
M ton office at 41 West street, that city, are car-
BJ rying on their sales and advertising campaigns
IS from both centers. They recently took over
9 for distribution the "Portrola" a new portable
=§ phonograph of much merit. They are shipping
1 Operaphone records to the trade in quantities,
and in this they are not confining their activities
HI lo any given territory. In addition they are
K giving much of their attention to their new
IH "Trimpoint" steel needle.
The National Furniture Co., Washington,
§H D. C, has established a large talking machine
lip department and has added the Pathephone.
April -15, 1920
THE TALKING MACHINE WORLD
227
LOESER & CO. FEATURES THE SONORA GOOD PATHE TRADE IN NASHVILLE
TRI=SALES CO. EXPANSION
Brooklyn Department Store Presents That Line
in Full Page Advertisements
Gray-Dudley Hardware Co. Finds Pathe De-
partment an Important Business Feature
Details About New Patented Product of In-
terest to the Trade May Soon Be Announced
In the daily papers last week Frederick
Loeser & Co., the prominent department store
of Brooklyn, N. Y., carried most attractive full
page advertisements setting forth the fact that
beginning April 8 they would have for display
and sale a complete line of Sonora talking ma-
chines. Four of the leading styles of Sonoras
were illustrated in the advertisement, which
was of distinctly high-class character in every
particular and made the appeal on quality rather
than price. The definite statement was made
"You cannot buy a Sonora for $5 cash and $5
monthly. It is not that kind of an instru-
ment." There was then offered a complete de-
scription of the various features of the Sonora
line.
Nashville, Tenn., April 6. — The Gray-Dudley
Hardware Co. of this city, one of the biggest
wholesale concerns in the South, and whose
slogan is "The Big House in the Heart of
Dixie," distributes the Pathe on a very exten-
sive scale. The company has something like
thirty-five general salesmen, besides quite a few
specialty men and the sales are rapidly increas-
ing from month to month. The Pathe depart-
ment is a hobby with W. C. Pollard, one of the
principals in the house, and W. T. Crockett is
the manager of the department. He has the
close co-operation of H. D. Bozeman, who con-
ducts the mail order department (to the dealer
only). The Pathe business is considered one of
the important departments of this house.
AN IMPORTANT ACCESSORY HOUSE BECOME PARAMOUNT DISTRIBUTORS
Valentine Kusnitz, of St. Louis, Is Building Up
an Excellent Repair Trade, Not Only in That
Territory but Throughout State
St. Louis, Mo., April 8.— The Val Accessory
House, of 1002 Pine street, this city, is a large
development of the activities of Valentine Kus-
nitz, a man of long and practical experience in
the talking machine business. Mr. Kusnitz is
now handling in a wholesale way orders from
dealers for repair parts of all machines, even
the old ones not now on the market. He also
has a line of motors, tone arms and sound boxes
and other supplies. Mr. Kusnitz is to be con-
gratulated on his keen perceptions which have
brought him to a realization of the needs of
the dealers in this section of the country.
The Northwest Phonograph Jobbers, Inc.,
Spokane, Wash., have been appointed distribu-
tors for the products of the Paramount Talking
Machine Co. in the States of Washington, north-
ern Oregon, northern Idaho and western Mon-
tana. H. C. Kent, the head of this company,
is well known in commercial circles in the
Northwest. Lance E. Hull has been placed in
this territory by the Paramount Talking Ma-
chine Co., as factory representative, for the
purpose of co-operating with the new jobbers
in rendering the dealers efficient service.
St. Louis, Mo., April 8.. — J. H. Phelps, general
manager of the Tri-Sales Co., of this city, an-
nounces that they will soon be able to tell the
trade about a new patented product which will
be of vital interest to talking machine dealers
and owners everywhere. Mr. Phelps returned
from a trip to Chicago last week in order to
complete arrangements for some additions to
their line of supplies and accessories.
This company, under the presidency of H. T.
Mayer, has built up a really remarkable busi-
ness on the Portophone, a small but very ef-
ficient portable phonograph, which folds up into
grip form to be carried around without your
knowing you are doing it. Under the energetic
efforts of the Tri-Sales Co. it has proved a big
seller among the dealers in the fourteen States
in which the company work. They have eleven
salesmen covering this territory.
EDISON ARTISTS IN ST. LOUIS
D. E. WHEELER JOINS EDISON CO.
St. Louis, Mo., April 8. — Another Edison tone
test was given Saturday night, April 3, at Shel-
don Auditorium by Claire Lillian Peteler, so-
prano, and Miss Sybil Sanderson Fagan,
whistler, under the direction of Mark Silver-
stone, president of the Silverstone Music Co.
In spite of adverse weather conditions there
was a large attendance. Unstinted approval
was given to artists and instrument. Willard
Osborne played with two selections on the vio-
lin to demonstrate the perfect re-creation of
the true violin tones.
Guy — What do records cost nowadays?
Mabel — Well, sir, for fifty cents you can have
"Smiles"; for a dollar, "Kisses"; and for a dol-
lar and a half "You'd Be Surprised."— Tiger.
Daniel Edwin Wheeler, formerly associate
editor of the Popular Magazine, has been ap-
pointed editorial director in the advertising de-
partment of Thomas A. Edison, Inc. He brings
to his new position a wide experience in the
literary world, as well as professional musical
knowledge.
Albert Sichel, who for many years has con-
ducted a retail store at 219 West 125th street,
New York, is arranging to move to new and
larger quarters a few doors from Seventh avenue
on the same street. This establishment is now
being fitted up very handsomely.
The Cabinet-ivood Superlative. ' '
A WALNUT PHONOGRAPH CABINET
For Phonograph Cabinets
The qualities that make American Walnut
supreme among the world's cabinet-woods
are not debatable. They need no argument.
Everybody knows. And everybody has known
— back to the earliest name in your own
family record.
DOES YOUR LINE MEET THE
DEMAND created by our big national
advertising campaign for high-grade furniture
of American Walnut?
Interesting data for manufacturers and
dealers on request. Write us for a copy of the
New Book on American Walnut. {Valuable.)
American Walnut Manufacturers' Association
Room 1022, 616 So. Michigan Boulevard, Chicago
228
THE TALKING MACHINE WORLD
April l'S, 1920
You Ought to Know
In case you are contemplating
expanding the sphere of your
business to include departments
devoted to Pianos, Player-Pianos,
Musical Merchandise or Sheet
Music, that you'll find news and
comments about them all in
RENEW
ESTABLISHED 1876
The oldest and leading music trade weekly, which
covers every branch of the industry.
It Contains
instructive and educational articles. Hints on salesmanship
and advertising. Editorials that are timely and authoritative.
Facts about the new things in the trade. Trade happenings
in all parts of the United States.
Review the Music Trade With Us"
Send your $2 now tor a full year's subscription to
THE MUSIC TRADE REVIEW
373 FOURTH AVENUE NEW YORK
April 15, 1920
THE TALKING MACHINE WORLD
229
DISCUSS SHORT TIME VS. LONG TIME SALES IN PORTLAND
With Increased Supplies of Talking Machines, Sales Methods Are Now Up for Discussion —
Leading Dealers in Portland and Vicinity Well Pleased With Business Prospects
Portland, Ore., April 5. — A "Merry War" or a
good-natured rivalry, as some choose to call
it, is going on among the talking machine deal-
ers this month. Some of them have been hav-
ing special price sales, offering machines for
small first payments and very small monthly
payments. Other dealers protest against this
method of securing trade — insisting upon regu-
lar methods — good first payments and large
monthly payments which they declare were
agreed upon by dealers at the meetings of the
Portland Talking Machine Dealers' Association,
which, however, is apparently defunct, as no
meetings have been held for about a year. Some
of the conservative dealers insist that special
sales are detrimental to the business; that good
first payments and good monthly payments as-
sure a class of trade worth while. On the other
hand, many of the most reliable dealers in the
city are advertising machines, offering them for
$5 down and $5 a month and some of them
offering them for $1 down and $1 a month.
There is no doubt that this has temporarily in-
creased the sales of those houses pursuing this
method, but whether final results will be satis-
factory remains to be seen. Hyatts, Bush &
Lane, Reed-French Co. and Eilers all approve
of these special inducements, considering them
good business.
The Reed-French Co. believes that special
sales whereby instruments can be bought for
$1 down and $1 a week payments are profitable,
as by this manner a large number of small ma-
chines have been disposed of and the buyers
are purchasing records so fast that it is hard
to supply them. A big business in the talking
machine department has been the result of the
experiment and not alone low-priced machines
have been purchased. The month has been a
remarkable one all through. The record rooms
did a business that has not been equaled for
some time. The percentage of cash sales is as
Francisco to Los Angeles, and on the return
trip motored from Los Angeles to San
Francisco by the coast road, stopping at Santa
Barbara and other interesting points on their
way. Mr. Case reports excellent business in
the Portland house.
The Columbia Graphophone Co. is never be-
hind when it comes to demonstrating modern
ideas. It is showing a "Model Store" in Seattle
which is attracting the attention as well as the
admiration of the dealers. This "Model Store"
is shown in the wholesale building and is a
marvel of efficiency, expediency and artistic
effort. Dealers are expected to study the ar-
rangement and as far as practicable arrange
their stores in a similar manner.
The new manager of the talking machine de-
partment of the Meier & Frank Co., Lester S.
Shroeder, is already planning great improve-
ments for his department. The Vocalion line
has been added to the department now handling
the Victor, Columbia and Edison machines. Mr.
Shroeder has some splendid plans prepared for
improving and remodeling the department. No
expense is to be spared and after the elaborate
plans have been carried out there will be no
handsomer department in the West.
Records which may be borrowed by schools
for educational purposes will be added to the
central public library if certain plans discussed
by the directors mature. A request from the
State music teachers brought the matter to the
attention of the directors. The music teachers
are working on a plan to have each public
school supplied with a talking machine. It
will be of great advantage to the schools if
the plan suggested is carried out.
The Pacific & Accessory Supply Co., which
was considered by the investors a rather small
affair, has grown to such an extent during the
last few months that it has been recapitalized,
BIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII1M
and it is now double what it was originally.
The new manager, C. D. Wood, has returned
from a recent visit to the East, where he made
some valuable connections in accessory lines.
In addition to the present stock of phonograph
supplies, it is the intention of the company to
add band instruments and all kinds of small
goods. Emerson records are so much in de-
mand that to fill the orders is an impossibility.
The Bush & Lane Piano Co. has appointed
H. T. Campbell manager of the local branch of
the company. Thomas Wilkinson, who has
been manager for about eight years, has severed
his connection with the company. Mr. Camp-
bell comes from the Seattle branch, where he
was sales manager; H. A. Smith, who has been
sales manager of the Portland branch, will take
Mr. Campbell's place in Seattle. H. T. Camp-
bell was presented by the employes of the
Seattle house with a handsome Masonic emblem
before leaving that city.
The big trade in talking machines continues
at G. F. Johnson's. In a single day twelve ma-
chines were sold, the aggregate sales for the
department that day being in excess of $2,500.
The Cheney Phonograph Co. has been in-
corporated under the laws of Oregon. The
concern will have a capital of $60,000, with
main offices in Portland. It will handle in a
wholesale way the Cheney phonograph in
Oregon, Washington, Idaho and Montana.
Miss Jessie A. Meighen, now with the Reed-
French Co., has sent out cards to her many
friends and patrons announcing her connection
with that company.
M. Seller & Co., the Northwest distributors
of the Pathe, report a steadily increasing de-
mand for Pathe records and phonographs, but
on account of scarcity of stock are having diffi-
culty in keeping up with orders, due to the
universal shortage.
M. W. Davis, manager of the Brunswick Co.,
who recently visited Eastern cities, has just
recovered from a severe illness and is now in
eastern Oregon establishing Brunswick agencies
and visiting dealers.
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIH
large as ever
E. W. Barlow, manager of the Pacific Phono- J
graph Mfg. Co., which manufactures the g
Stradivara phonographs, has just returned from g
a visit to New York, Chicago and Grand Rapids. g
He visited factories in Chicago and Grand g
Rapids, being particularly interested in motors jg
and tone arms. While enormous strides have g
been made in the talking machine business since g
his last visit to the East, he found the situation g
very acute in the manufacturing end, and he g
believes that there will be a great shortage g
during the Fall and Winter and necessarily an g
increase in prices. The price of shellac has in- g
creased so much that manufacturers of records g
have found it absolutely necessary to increase g
their prices. A striking feature, said Mr. Bar- g
low, is the great improvement in motors.
In the Stradivara factory many innovations g
have been introduced tending toward the im- g
provement of the plant and the happiness and g
well being of those connected with it. A social g
organization, known as the "Stradivarians," is g
one of the new features. Various interesting g
details of the business are discussed at the g
monthly meetings and a general good time in- g
dulged in. It is planned by the company to g
provide a library for the benefit of the em- g
ployes. A paper called the "Stradivara Record" g
is another special feature. Items of interest g
pertaining to personal affairs as well as factory g
matters will be printed. The employes appre- g
ciate the efforts made by the Stradivara people g
to make their work enjoyable as well as pro- |
ductive and the "Stradivarians," which include g
officers, clerks, workmen and their families, is g
a lively and popular organization.
Frank M. Case, manager of the Wiley B. g
Allen Co., has had a two weeks' vacation which g
he spent in California. He, in company with j
Frank Anrys, general manager of the Wiley B. g
Allen Co.; Mrs. Anrys, James Black, treasurer J
of the company, and Miss Mae Shintaffer, of g
the mail order department, went from San |"
"LIBROL A"
A Library Table PHONOGRAPH at a Reasonable Price
Two thirds of top is stationary, no — mitfg
need to move anything when playing
phonograph.
Fully equipped to play all disc records,
satisfaction guaranteed.
62% re-orders to date.
Write for prices and exclusive terri-
tory.
SEABURG MANUFACTURING COMPANY
JAMESTOWN, NEW YORK
IlllllllllllllllliP^
mm
230
THE TALKING MACHINE WORLD
April 15, 1920
The Romance of
Adora
A New Phonograph with a
Remarkable Sales Record
Slightly over a year ago the first
ADORA phonograph was offered
for sale in Detroit.
It was marketed with an en-
tirely new idea, namely, of selling
the finest phonograph that could
be produced at a price within the
reach of the average buyer.
The ADORA embodies certain
new and patented improvements in
tone chamber and tone arm con-
struction which give it a decided
advantage over any other phono-
graph in quality, clearness and vol-
ume of tone.
When these tone qualities were
officially tested before musical
critics and experts, in comparison
with nationally famous and much
higher priced phonographs, the
ADORA created a sensation.
The critics were unanimous in
the opinion and declaration that
the ADORA was the finest, clear-
est, fullest toned phonograph they
had ever heard — bar none.
And the Detroit public was
equally quick to recognize this im-
portant fact. So quickly did the
fame of this remarkable instru-
ment spread that the factory was
kept busy filling local orders.
From a beginning of practically
nothing, within one year's time,
more than four thousand ADORA
phonographs have been manufac-
tured and sold to the Detroit
public.
By more than doubling our
manufacturing facilities, we will
be in a position shortly to offer
these instruments for sale through
reputable dealers throughout the
United States.
Judging by the response to its
appearance in Detroit, the ADORA
will enjoy an equally successful
sale when it is marketed nationally.
Because the ADORA is un-
questionably a step forward in
phonograph progress, and a revolu-
tionary improvement over any
other phonograph offered for sale.
Adora Phonograph Co.
242 Jefferson Ave., East
Detroit, Michigan
PERRY B. WHITSIT CO.'S NEW WHOLESALE VICTOR HOME
Through the courtesy of the architects, Edwin E. Pruitt & Co., of Columbus, O., we are able to present an il-
lustration of the building now under construction for the Perry B. Whitsit Co., Victor distributors in that city.
JUNE 6 FOR AD CLUBS' CONVENTION EXTENSIVE PARAMOUNT TERRITORY
No matter how successful the advertising
system employed by any business house may be,
it never is perfect. Constantly changing con-
ditions among consumers demand correspond-
ing changes and modifications in producing and
selling methods, according to Charles H. Mack-
intosh of Chicago, who is chairman of the na-
tional exhibits committee for the sixteenth an-
nual convention of the Associated Advertising
Clubs of the World at Indianapolis, June 6 to 10.
Recognizing the fact that the small advertiser
— who cannot afford to experiment extensively
— can learn much from the national advertiser's
time, money and labor-saving devices, and that
the big advertiser can get new glimpses of hu-
man nature from his little brother who comes
in closer personal contact with his customer,
the exhibit committee is arranging for an ex-
tensive displaj-.
HARQER & BLISH NOW WHOLESALE
Harger & Blish, Inc., Edison jobbers of Des
Moines, la., have found their Edison whole-
sale business growing so rapidly that they have
decided to relinquish the retail end of their
establishment. The Massey Piano Co. will be-
come the Edison retailers.
It was announced this week that the Peck &
Hills Furniture Co., New York, which was re-
cently appointed distributor for the products
of the Paramount Talking Machine Co., will
cover as its territory from its New York head-
quarters the States of New York, New Jersey,
eastern Pennsylvania, Delaware and Maryland.
The company has four other stores, which are
located in Chicago, Denver, San Francisco and
Los Angeles, and from its San Francisco store
it will cover the States of California and south-
ern Oregon.
P. H. McCulloch, Paramount factory repre-
sentative, will co-operate with Peck & Hills
by rendering service to the dealers in New York
and southern New Jersey. C. F. Adams, Par-
amount factory representative, will co-operate
with the trade and the jobber in eastern Penn-
sylvania, southern New Jersey, Delaware and
Maryland. E. E. Graham, Paramount factory
representative, will occupy a similar capacity in
the territor}r handled from the Peck & Hills'
San Francisco store.
Edward Caldwell, a Victor dealer of Stone-
ham, Mass., has increased the equipment or
his store by adding three Unico booths together
with Unico record racks.
AN ORIGINAL WINDOW DISPLAY
DeForeest Store in Warren, O., Makes St. Pat-
rick's Day Display Sell Records
An unusual and very attractive St. Patrick's
Day window display recently appeared in the
Cormack appeared in the central display and
his records were grouped about him. Around
the picture was a large frame of green, which,
when illuminated at night, brought forth a
large number of shamrocks. All of the records
that were featured were appropriate songs,
such as "Tumble Down Shack," ''Song of
Window Display at DeForeest Store Featuring Victor Records
DeForeest Pioneer Music House, Warren, O. Songs," and like numbers. These records were
This window was prepared by R. N. Markley, mounted with a green border. Small Victor
manager of the store. As the accompanying dogs with chains of green and white ribbon
photograph shows, a large picture of John Mc- stood in front of the picture.
April 15, 1920
THE TALKING MACHINE WORLD
231
STRIKING BRUNSWICK POSTER FOR USE IN STREET CARS
The Brunswick-Balke-Collender Co. have pre- right is shown one of the popular types of
pared for- the use of their distributors and deal- Brunswick phonographs. The name Brunswick
ers a most attractive street car card that is phonographs and records appears prominently
also adaptable for showroom and window dis- in the center of the card under the slogan,
play. The card features both the Brunswick "Hear — then compare." Room is left for the
increasing trade of this progressive house.
They have recently established an accessory de-
partment and are now in position to supply
their dealers with every phonograph want.
Mrs. Myra Treadwell has recently returned
from Jacksonville to resume her duties with the
Cable-Shelby-Burton Piano Co.
Mrs. Mattie Wright, saleslady for Bromberg
& Co., recently underwent a serious operation
and her many friends in and out of Birming-
ham will be glad to know she is improving.
R. P. McDavid, secretary of Clark & Jones
Piano Co., Victor dealers, has recently returned
from a visit to Atlanta in an effort to secure
some goods. Mr. McDavid states that he is
very well satisfied with the development of
Birmingham after looking over the Georgia
metropolis.
All Victor dealers are very jubilant over the'
apparent increase in the production of Vic-
trolas. The cry still seems to center over the
record situation, but all are living in hopes that
the Victor Co. will soon be in position to supply
greater quantities of the more salable records.
Reproduction in Black and
phonograph and the Brunswick record. On the
left is a half-tone picture of the Brunswick girl
standing entranced over the music of the phono-
graph, while immediately underneath appears a
reproduction of the Brunswick record. On the
White of Brunswick Poster
name and address of the distributor or dealer.
The illustrations are in sepia and the printing
in black over a lavender tint block. The accom-
panying illustration gives some idea of the at-
tractive appearance of the card.
KEMENY VS. VICTOR SUIT
Treble Damages Asked in Suit Under Clayton
Act Results in Verdict for $2,000
TRADE NEWS FROM BIRMINGHAM
Preparing for Convention of Victor Dealers in
May — Bromberg Expansion — Banquet of Vic-
tor Association — Emerald Booms Vocalion
Birmingham, Ala., April 7. — Dealers in this
vicinity are now preparing for their second an-
nual convention, which convenes here on May
6 and 7. This convention is to be held under
the auspices of the Southern Victor Dealers'
Association, which Association now covers nine
Southern States. Several Victor officials will
be in attendance as well as representatives of
trade journals and many accessory manufactur-
ers. The Birmingham Victor Association has
planned many entertaining features for the
visitors and a pleasant and profitable visit is
promised all those dealers who will attend.
Owingi to the extremely congested condition
which exists throughout the country as regards
hotel accommodations, the local committee are
very much concerned as to whether or not the
hotels here will be in position to accommodate
all the guests. They point out that reservations
should be made at once, otherwise there will be
disappointment. According to present plans
the principal addresses will be made by F. A.
Delano, in charge of the Victor salesmanship
courses, and Mrs. Frances Elliott Clark, head
of the educational department.
The Birmingham Victor Association held its
second banquet at the Hillman Hotel on March
30. Every Victor dealer in the vicinity was
present and with the exception of two or three
every member of the Association was seated
around the horseshoe table which held forty-
two. A. R. Boone, president of the Birming-
ham Victor Association, acted as toastmaster.
During the evening Abe Williams entertained
the diners with several vocal selections and sev-
eral selections on the ukulele. John M. Goude-
lock recited in a very interesting way many of
the incidents of his recent course in salesman-
ship at the Victor factory, which he thought
would be of interest to the members. Ben
Hammond told the dealers of what he had
learned at the Victor factory on his recent trip
there regarding production. The Association
voted to meet each week from now until after
the convention of the Southern Victor Dealers'
Association.
Reid Lawson, distributor for Playerphone
talking machines and Okeh records, reports a
very brisk business for this season. Mr. Law-
son also conducts a retail establishment in his
jewelry rooms on the fifth floor of the First
National Bank Building. He has several trucks
that scour the district around Birmingham and
few sales get by this live and energetic dealer.
Bromberg & Co., Aeolian and Columbia deal-
ers, report a 100 per cent increase in record sales
since the installation of Earl Silliman as man-
ager of their phonograph store. Mr. Silliman
has had a wide experience, having been con-
nected with the Columbia Graphophone Co., in
its stores in Boston for a number of years.
The Emerald Co., Vocalion distributors, now
have several men on the road looking after the
A verdict has just been handed down by the
jury in the United States District Court for the
District of New Jersey in the suit of Louis
Kemeny vs. The Victor Talking Machine Co.
The plaintiff was formerly a dealer in Victor
goods at Perth Amboy and sued for $300,000
as treble damages under the Clayton Act, al-
leging that his supply of Victor merchandise
had been cut off.
After a trial extending over almost two
weeks, the plaintiff was awarded as treble dam-
ages the sum of $2,000. It is understood that
the Victor Co., while it won a substantial vic-
tory in the amount of the verdict, will never-
theless appeal the case to test the legal ques-
tions involved.
Improve Your 1920 Production
WITH
PARR PRODUCTS
The Solution
of True
Reproduction
of Tone
Qualities
Factories
New York City.
Latrobe, Pa.
Newark, N. J.
OUR MAGNETIC REPRODUCER : Produces pure tone quali-
ties and wonderful volume. The method of constructing the
reproducer and the pivotal arrangement of the stylus bar allow
the vibrations to pass without interruption from the needle to
the diaphragm. The magnetic attraction of the needle arm gives
an outward strain on the diaphragm, making it more sensitive
to vibration influences.
THE UNIVERSAL TONE ARM : The only arm on the mar-
ket with an automatic change of weight. The weight to play
either vertical or lateral cut records is automatically and ac-
curately changed. It centers in either position. Our new and
improved arm is made entirely of brass, producing a rich, mellow
tone and presenting a neater and more beautiful appearance.
Can be furnished in any length desired.
OUR VIBRATONE DIAPHRAGM : Eliminates the troubles
encountered with mica; is light, elastic and flexible; will not
crack, blister or develop inequalities. Produces a more beautiful
tone and greater volume. Not affected by atmospheric changes.
Parr Manufacturing Corporation
MAIN OFFICES:
100-108 WEST 23rd STREET NEW YORK CITY
232
THE TALKING MACHINE WORLD
April IS, 1920
IMPORTANT NOTICE
TO THE
AMERICAN TRADE
The Sterno Manufacturing Company
19 CITY ROAD - - - LONDON, E. G. ENGLAND
Manufacturers of the world known GOMPAGTOPHONE— the most
complete portable gramophone extant — beg to announce the conclusion
of arrangements for the EXCLUSIVE SELLING RIGHTS IN
THE UNITED STATES OF THE
High Grade Motors Manu£yctured Mermod Freres si&£±,
WONDERFUL MECHANISM
These motors represent
the acme of workman-
ship and quality. Each
part is made to the finest
gauge limits and as-
sembled to run with the
precision of a watch —
silent and true. Messrs.
Mermod Freres is an
old established Swiss
manufacturer. Back of
their motors are years
of hard practical experi-
ence. The experimental
stage was left behind a
decade or more ago. Re-
liability and quality are
therefore assured.
DIFFERENT MODELS
Mermod Freres motors
comprise several types —
single and double spring
worm and pinion-geared
drive, the very latest and
scientific method of con-
struction.
CONSULT US
Before placing your
orders elsewhere consult
us as to prices and terms
of trading. We are out
for quick shipments
and prompt delivery
direct from the factory
to the buyer.
SPECIAL TERMS TO JOBBERS
Within the near future it is proposed to establish
A CENTRAL DISTRIBUTING DEPOT IN NEW YORK
Meanwhile trade inquiries should be directed to
THE STERNO MANUFACTURING CO.
19 CITY ROAD
LONDON, E. C, ENGLAND
April IS, 1920
THE TALKING MACHINE WORLD
233
Snare Drum and
Trap Gases
Made of vulcanized fibre, with tray
and partition, fibre corners, cowhide
handle, heavy brass trimmings. Any
size. This case will last a lifetime
and the price will surprise you.
We are manufacturers of all kinds
of Musical Instruments, Cases and
Covers. Write for Catalogue and
Prices.
HARD FIBRE RECORD CARRY-
ING CASES A SPECIALTY
No. 1078-A
J. D. HUVT MANUFACTURING CO., Indianapolis, Ind.
"A SAMPLE WILL CONVINCE YOU"
MARCH PROVED AN EXCEPTIONAL MONTH IN BALTIMORE
Increased Business Registered Despite Stock Shortage — Contract Let for Portion of New
Columbia Co. Plant — Victor and Columbia Dealers Hold Interesting Meeting — General News
Baltimore, Md., April 8. — March proved to be
an exceptional month for business with the
talking machine dealers in the Baltimore ter-
ritory, and all of them report fine business and
increases over the same month of a year ago.
These increases came about despite the short-
age of product, for few dealers were able to
obtain all the records they desired in their lines
and although the shipments improved they did
not meet the demand. Dealers are looking for-
ward to a big business in April, for they feel
that the increase in record shipments will con-
tinue to grow.
From a local standpoint, one of the biggest
events to local dealers was the awarding of
the first portion of the contract by the Colum-
bia Graphophone Co. for construction of its
factory here. This contract is for the first units
of the factory, which will eventually occupy 110
acres at Orangeville, in the eastern section of
the city.
Both the Victor and Columbia dealers planned
interesting and instructive meetings during the
month. The Victor meeting for this month,
which will be held at the Emerson Hotel
Wednesday, April 21, will have as its chief at-
traction E. J. Dingley, of the Victor factory.
Already more than 100 persons have signified
their intentions of attending the gathering. The
Columbia meeting will be held at the Southern
Hotel, April 13, the program for the occasion
not being announced as yet.
The March meeting of the Victor Talking
Machine Dealers' Association of Baltimore was
an enthusiastic one. Many interesting things
were discussed and an elaborate plan of bring-
ing to this city the leading Victor stars was
decided upon. This program will be put into
effect in the early Fall and a committee is
already at work on the project. Another plan
which will be undertaken in the Fall will be
a co-operative scheme of advertising, which wlill
have for its keynote "Victor service" and all
that it means. These ads will bear only the.
name of the association and an insignia of the
association. The ad will set forth that the
insignia on the show windows and on the
literature of all kinds will be a mark to iden-
tify these Victor firms. It is also planned
to invite the various nearby dealers of the
State to join the association and eventually
the association may become a State-wide or- '
ganization.
"March was a wonderful month with us,"
said W. S. Parks, the local Columbia manager,
"and it has only been exceeded by one month's
business and that was last December." Colum-
bia product came in better, especially the rec-
ords, and many dealers were able to have some
of their back orders filled. Many dealers at-
tended the Columbia gathering last week and
were able to hear the new records and also
listened to some very instructive sales talks.
During the month Mr. Parks visited New York
and a number of points in Virginia and reports
business booming through those sections. Mr.
Parks left for New York City to-night. He
is still hard at work seeking to obtain a better
local headquarters with more room.
Sales Promotion Swartz, of the Columbia
service department, says that many dealers were
able to get their back orders cleared up to a
large extent, and while all of the back orders
could not be filled he believes most of the
dealers were satisfied. "Venetian Moon" and
Bert Williams' "Moonshine on the Moonshine"
were among the big sellers during the month.
E. C. Daniels, of Debulon, N. C, and Mr.
Zeiler, of Berkley Springs, Va., were among
the visitors to Columbia headquarters during
the month. W. T. Sibbetts, formerly of the
Columbia sales staff, has the first two of his
chain of stores in operation at Cambridge and
Salisbury, Md., and reports very good results.
Elmer J. Walz, sales manager for Cohen &
Hughes, Victor distributors, reports good busi-
ness for March with a slight improvement in
the receipt of records. A very interesting re-
cital was held by the firm at its headquarters
at which the various dealers attended and new
records were demonstrated. Among those who
attended was Miss Morgan, of M. Nathan, Cam-
bridge. Mr. Walz says the monthly recitals
for the Cohen & Hughes customers, which are
always preceded by a luncheon and followed
by a dance, while the dance records are being
demonstrated, are becoming more and more
popular each month. Mr. Walz, together with
I. Son Cohen, attended the meeting of the
National Association of Talking Machine Job-
bers which was held in New York recently.
W. C. Roberts, manager E. F. Droop & Sons
Co., Victor distributors, says business held its
own for March, but expects to receive more
goods for April. He says the business is to be
had and it is only a question of obtaining goods.
William A. Eisenbrandt, of H. R. Eisenbrandt
& Son Co., Victor distributors, says business
is showing improvement and he believes it will
continue to improve. He attended the jobbers'
meeting in New York last week and also visited
the Victory factory and says that, while he
has no official information on the subject, more
goods will very likely be coming through from
now on.
The Clarke Music Co., distributor for Emer-
son records, reports a great business in March
and expects to see April show even to bigger
advantage. Eddie Cantor and Scanlan, two of
the Emerson artists, will be in Baltimore the
week of April 19 and will very likely spend a
little time at some of the houses handling the
Emerson line.
The National Piano Co., Pathe distributor,
reports big business during the month with an
increase of receipts. Jesse Rosenstein, of the
company, has just returned from a visit to Chi-
cago and Detroit.
Many attractive Easter windows were noted
among the trade. The G. Fred Kranz Music Co.
had one of the most attractive. A vernis mar-
tin model Victrola was the center of the dis-
play, with a profuse decoration of Easter flow-
ers tastefully arranged. The Rosenstein Piano
Co., Columbia dealer, used a large rabbit on top
of a Grafonola with streamers to other models
and Easter flowers distributed about. Robert
Ansell, Inc., had a special record display with
an abundance of Easter flowers entwined about
the record easels.
Hammann-Levin Co. filled an extraordinarily
large show window with Victrolas IV and VI
with the result that a great deal of business was
developed for this type of machine.
The New England Piano & Phonograph Co.
has opened a branch store in Manchester, N. H.,
under the name of the Manchester Music Co.
Phonograph Hardware
— -of Ultra Quality —
DISTINCTIVELY DESIGNED
including: —
—FOR IMMEDIATE DELIVER Y—
Needle Gups and 3,000 Double Spring Motors capable of
playing three 12-inch records.
Also—
Lid Supports, Automatic Stops, Tone Rods, Knobs,
Escutcheons, Sockets, etc.
Delivered with reasonable promptness.
Hardware
for Furniture and Refrigerators
Smartly, durably and practically built.
Samples promptly furnished on request.
—Grand Rapids Brass Company—*
Grand Rapids New York, 7 East 42d Street Michigan
234
THE TALKING MACHINE WORLD
April 15, 1920
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
CABINETS
Genuine mahogany %" sides and back 5 ply 50"x23"
x25", $46. Prompt deliveries. 45"xl9"x35". Send
for sample. Address The Meritone Phonograph Co.,
Newark, N. J.
WANTED — An experienced talking machine
salesman, with executive ability; good oppor-
tunity to the right party. Address Saul Birns,
111 Second Ave., New York City.
WANTED — Experienced and competent Vic-
tor record salesman or saleswoman. Apply in
own writing, stating with whom formerly em-
ployed, how long and in what capacity. Also
give age, nationality, salary required and refer-
ences. Address Baumer Piano Co., New
Rochelle, N. Y.
WANTED — Several competent phonograph
salesmen to sell Edison Disc Amberola and
Sonoras. Furnish auto to responsible men.
Also experienced repair man wanted. Wonder-
ful field to work. Fine proposition to five
wires. Address Levy's, 316 Second St.. Macon,
Ga.
RECORDING laboratory expert, 9 years' ex-
perience, conversant with processes of Victor
and leading manufacturers, will completely or
partially equip to produce lateral-cut records
equal to best in quality and surface. Consulta-
tions for improvement of product. Address
E. A. Pancoast, Oak Lane, Philadelphia, Pa.
Phone Melrose 1376W.
EXPERT REPAIRMAN, 15 years' experi-
ence on all makes, desires position with a re-
liable concern. Address "Box 777," care The
Talking Machine World, 373 Fourth Ave., New
York City.
WANTED— Salesmen in each State to sell a
high-class reproducer that fits all types of talk-
ing machines. Commission basis only. Address
"Box 778," care The Talking Machine World,
373 Fourth Ave., New York City.
SUPERINTENDENT WANTED in factory
making high-grade phonograph motors, tone
arms and finished machines; located with-
in fifty miles of Chicago. Only high-grade men
who can show a clean record need apply. Must
be a worker and fully competent on all manu-
facturing operations, automatic screw machines,
tools, dies, punch and drill presses, assembling,
cost and production: If you are looking for a
real opportunity to become permanently con-
nected with and interested in a small growing
concern this is your chance. If you are only
looking for a job, do not reply. State age,
nationality, religion, your experience in detail
for the past five years and wages expected to
start. Address "Box 779," care The Talking
Machine World, 373 Fourth Ave., New York.
SALES MANAGER WANTED— Prominent
manufacturer of high-grade line of talking ma-
chines has an opening for a high-class man to
assume charge of their sales. Applicant must
be well experienced in the trade and must be
able to show a record of past accomplishments.
Address "Box 785," care The Talking Machine
World, 373 Fourth Ave., New York City.
WANTED — Salesman on commission to sell
phonographs. Address The Oscar Onken Co.,
Cincinnati, O.
WANTED— Salesmen in each State to sell
popular-priced phonographs as side line, on
commission basis only. See our page advertise-
ment in this issue. Address Charmaphone Co.,
39 West 32nd St., New York City.
WANTED — An executive, also a sales man-
ager by a well-known New York distributor.
One who is willing to take an interest in the
firm preferred. An excellent opportunity for the
right man. Box 788, care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
RETAIL
DEPARTMENT MANAGERS
WANTED
Manufacturers of one of the world's
leading lines can place a number of men
as department managers with its dealers.
These men must have a good knowl-
edge of retail merchandising as applied to
phonographs and records.
They must know how to make ordinary
motor and cabinet repairs.
Positions open are in cities of medium
size. Married men wishing to locate per-
manently will consider this an unusual
opportunity, as a minimum income of
$3,000 per annum is practically assured,
with conditions such that considerably
more may be earned.
When applying give following informa-
tion: Experience, age, nationality, mar-
ried or single.
Address "Excellent Future," care Talk-
ing Machine World, 373 Fourth Avenue,
New York City.
The Tone that keeps Milwaukee famous!
Grace, beauty, elegance, wonderful tone,
acoustic and mechanical perfection. BUILD
PHONOGRAPHS ! Sell Outingphones!
Plans Knockdowns, guaranteed accessories.
Records. Catalog 10c stamps. Riviera, Inc.,
Dealers, Milwaukee.
WANTED
We want to hear from firms who are in a position
to make a large quantity of phonograph cabinet
legs with simple carving at top and bottom. Ad-
dress Box 784, care The Talking Machine World,
373 Fourth Ave., New York City.
The Woolworth Phonograph and Record Exchange,
wholesale and retail, is for sale on account of old
age. Stands full investigation. A gold mine all
year round. Stock $16,000; Good Will, $5,000.
Write for appointment, 1065 Second Ave. (56th St.)
afternoon and evening 1 to 11 P. M. B. Bearwald.
RECORD EXPERIENCE
I am prepared to supply assistance to any company
desiring knowledge of the latest methods of record-
ing matrix making or pressing. Have had years
of experience. Would make masters under contract
in my own laboratory. Address Box 787, care
The Talking Machine World, 373 Fourth Ave., New
York City.
POSITION WANTED — Salesman 28, have covered
Pennsylvania, Ohio, Philadelphia, Baltimore and Washing-
ton. For five years was with well-known record company
and understand all branches of the business. Salary or
drawing account. Excellent reference. Address Box 789,
care The Talking Machine World, 373 Fourth Ave., New
York City.
POSITION WANTED— Managership of retail store by
experienced salesman-manager, with ten years' experience
in field, six years' retail managing experience. Desires
opening because of retirement from business of previous
connection. Pleasing personality. Best references can be
furnished. Address Box 780, care The Talking Machine
World, 373 Fourth Ave., New York City.
MAN with twelve years' talking machine selling experience
would like to connect with some wholesale house as travel-
ing salesman or department manager. I know Victor,
Columbia, Sonora, Brunswick and Vocalion lines. Address
Box 781, care The Talking Machine World, 373 Fourth
Ave., New York City.
TURN-TABLE
CASTINGS
Have on hand about 4,000 10" iron turntable castings.
30c each, F.O.B., New York. Address Foster-
Merriam & Co., 225 Canal St., New York City.
WANTED
Victor, Columbia, Gennett and Emerson records. We
will buy from 100 to 10,000 for spot cash. Let us
know what you have. Address Candioto Piano Co.,
155 So. Limestone St., Lexington, Ky.
Main Springs
2 in. x 0.22 1 16 ft., Meisselbaeh Each $1.25
1% in. x 0.22 x 17 ft. reg. Victor Each 0.75
1% in. x 0.22 x 17 ft., Victor new style . .Bach 0.75
1 in. x 0.28 x 10 ft., for Columbia .Each 0.50
1 in. x 0.20 x 13 ft., Victor Each 0.50
1 in. x 0.20 x 13 ft., Victor new style ..Bach OJJO
% in. x 0.23 x 10 ft., for Blick mtr Each 0.38
% in. x 0.23 x 10 ft., oval hole Each 0.35
% in. x 0.22 x 8ft., for Swiss mtr Each 0.27
% in. x 0.25 x 11 ft., for Edison Each 0.27
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade, Each 0.15
1% in., new Victor No. 2, very best.. Each 0.18
1 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 9/16 in., for Pathe or Brunswick ...Each 0.45
SAPPHIRES
Pathe, very best lond tone, genuine, Each 0.27
Pathe, soft tone .....Each 0.27
Edison, very best, medium tone Each 0.27
Edison, very best, loud tone Each 0.27
Edison, genuine diamond Each 2.50
STEEL NEEDLES
AMERICAN MADE extra lond, loud, medium
and soft needles Per 1,000 0.60
ATTACHMENTS
Kent attachments for Victor Arm Each 0.25
Kent attachments for Columbia Arm.. Each 0.25
Edison attachments with C box Each 2.50
Kent attachments for Edison Each 1.60
MOTORS
Distributors for Heineman and Meisselbaeh Mo-
tors. Best Prices. Immediate Deliveries.
TONE ARMS
No. K with sound box Each $8.25
No. E with sound box, very loud and clear,
Each $6.00
LID SUPPORTS
Automatic Each O.S0
NEEDLE CUPS
Highly nickel plated Per 100 $2.00
Covers for cups Per 100 $1.00
REPAIR PARTS
Columbia driving shaft, No. 1177S Each 0.70
Columbia bevel pinion, No. 12333 Each 0.90
Columbia cranks Each 0.45
Columbia governor weights Each 0.08
Columbia governor shaft, No. 3004 Each 0.40
Columbia gov'r bearing, No. 11923 Each 0.25
Columbia governor springs Per 100 1.00
Columbia governor screws Each 0.01
Columbia barrel screws. No. 2621, Per 100 1.00
Columbia so'dbox thumb screws Per 100 1.50
Victor cranks, short or long Each 0.45
Victor soundbox thumb screws Per 100 1.00
Victor Stylus bar (needle arm) Each 0.35
Victor governor springs Per 100 1.00
Victor governor screws Each 0.01
Turn-table felts, 10 In., round Each 0.15
Turn-table felts, 12 in., round Each 0.20
Victor governor balls, new style Each 0.10
FAVORITE MFG. CO.
1506 DeKalb Ave, Brooklyn, N. Y.
April 15, 1920
THE TALKING MACHINE WORLD
235
STATE REPRESENTATIVES
WANTED
in every State in the Union except Ohio, New
York and Western Pa. This is a big money
proposition and only men who can show a suc-
cessful record will be considered. Kindly answer
the following questions in your application. All
replies will be treated as strictly confidential.
1. .Territory desired.
2. What territory have you been covering?
3. Experience, if any, in the talking machine bus-
iness. (Experience is desirable, but not es-
sential.)
4. Give summary of your experience for the
past five years.
5. Are you employed at present?
6. By whom?
7. In what capacity?
8. Why do you wish to make a change?
9. Have you sufficient financial strength to em-
ploy sub-salesmen for the purpose of thor-
oughly covering your territory?
10. Give reference.
Excel Cabinet Company
136 West 23rd St. New York City
EXCEPTIONAL OFFER OF
MAGNEDO NEEDLES
Carton of 60 bags. Regular price, $3.90.
Special, $3.30, in lots of 6 cartons; $3.10
in lots of 25 cartons. Also a limited quan-
tity of Repeat-O-Graphs at a real bargain
price. Send for catalog. Address Phono-
graph Supply Co. of New England, Court
Square, Boston, Mass.
WANTED
Victor and Columbia records. Job
lots any quantity. Spot cash paid for
them. Address
DENINGER CYCLE CO.,
Rochester, N. Y.
FOR SALE
Well established music store in good terri-
tory in the Middle West, handling old es-
tablished lines of pianos, phonographs and
small instruments, population over 7,000, can
do from $3,000 to $5,000 a month. Stock in-
cluding fixtures and delivery car in all in-
voice from $7,000 to $8,000. Reason for sell-
ing, other business demanding all of my at-
tention. Full particulars to interested party.
Address Box 765, care The Talking Machine
World, 373 Fourth Ave., New York City.
FOR SALE
Phonograph records, Victor, Columbia,
Emerson (brand new). A very fine as-
sortment of vocal and instrumental selec-
tions. Particulars given upon request.
I. DECKINGER
3064 Albany-Crescent Ave.
New York, N. Y.
WANTED
100,000 Edison Blue Amberol records, also Vic-
tor, Columbia, Edison Disc, Emerson, Pathe, or any
make, new or second hand. Give details. Pay cash.
Address Benjamin Weil, 20 South Second St.,
Philadelphia, Pa.
Record Expert
Wanted
The president of a very large Jap-
anese talking machine concern is de-
sirous of securing the services of a
first-class man for making vocal
records. He wants none of mediocre
ability, only the best. To the right
man who can come to the Orient, his
company can pay a very good salary
and, of course, his traveling expenses.
If you are a recording expert, it will
pay you to consider this very care-
fully, as the domestic and export
possibilities which lie before this Jap-
anese manufacturer are decidedly
great. Address "Record Manufac-
turer," c/o The Talking Machine
World, 373 Fourth Ave., New York
City.
PHONOGRAPH CABINETS
We own and operate three factories
producing phonographs and cabinets.
For shipment this year we will accept
contracts for a limited number of cabi-
nets. Our designs with modifications for
adaption to your trade. We will make
prompt shipments. Address E. H. Staf-
ford Mfg. Co., McClurg Building, Chi-
cago, 111.
WANTED
Victor and Columbia records. Job
lots any quantity. Spot cash paid for
them. Address
STANDARD PHONOGRAPH HOUSE
1414 Franklin Ave. St. Eouis, Mo.
WANTED
Victor and Columbia records. Job lots,
any quantity. Spot cash paid for them.
Address Lemke Music Co., 204 South
Fourth St., Minneapolis, Minn.
VICTOR AGENCY WANTED
By large furniture store in town of 5,000. Address
Box 782, care The Talking Machine World, 373
Fourth Ave., New York City.
VICTOR AUXETOPHONE
WANTED
In reply give full particulars as to condition and
price wanted. Address Box 783, care The Talking
Machine World, 373 Fourth Ave., New York City.
CABINETS
At Prices That Are Right
STYLE 200
48x21x23
Our best seller. Fin-
ished in mahogany,
walnut or oak, ready
for installation of mo-
tor and tone arm.
Prompt deliveries.
Send $37.50 for
sample.
BADGER STATE CABINET CO.
MILWAUKEE, WIS.
MANUFACTURERS' AGENTS
having extensive acquaintance with
hardware, jobbers, furniture and de-
partment stores in territory from Den-
ver West, are interested in becoming
exclusive agents for one or two rep-
utable manufacturers appealing to this
trade. Address Dobb & Dunjill, Manu-
facturers'. Representatives, California-
Pacific Bldg., San Francisco, Cal.
Wanted several good salesmen to carry our high
grade line of Stein-Burn machines for the follow-
ing territory: Metropolitan District, New York State,
Virginia, North Carolina and New England. Liberal
commissions and advances on sales. Only first
class men need apply. A. M. Druckman, 140
West 23rd St., New York City.
WAX BLANKS
I am prepared to accept orders for a limited
quantity of master wax on monthly delivery basis.
Address Box 786, care The Talking Machine World,
373 Fourth Ave., New York City.
We
manufacture all
kinds of phonograph material,
such
as legs, grills,
mouldings, etc. Let us know
. your
requirements.
Address Everett Hunter Mfg.
Co.,
Mctlenry, 111.
FOR QUICK SALE
AT A SACRIFICE
A Positive Saving of
50% Guaranteed
500 Phonographs Complete
In Genuine Mahogany and Oak
STAND 52 Inches High
Equipped with Heineman No. 77
Motors and No. 11 Tone Arms.
Prices and illustrations on application.
Write or Wire
The H. Victor Phonograph Co.
6129 Page Avenue, St. Louis Mo.
236
THE TALKING MACHINE WORLD
April 15, 1920
EUROPEAN HEADQUARTER
LUIV^^ Ih All 2GR.ESHAM BLDG..BASINGHALL ST.. E.C.LONDON *
W. LIONEL STURDY, MANAGER
Indications That Business Lull Is Coming in
British Gramophone Trade, But Interests Are
Working to Counteract Depression — Good
Work of Federated Board of Music — New
Concern to Manufacture Clocks and Gramo-
phones— Retail Gramophone Dealers' Associa-
tion Formed — General Trade Conventions to
Be Held at Scarborough — What the New
Record Lists Have to Offer— Trade Well
Represented at Recent Expositions — German
Manufacturers Increase Prices — Other News
London, England, April 2. — Reports to hand
from various centers of gramophone trade ac-
tivity rather indicate that the quiet period is
approaching. The real live dealer is, of course,
able to make a respectable turnover, and it is
therefore not surprising to find upon analyzing
the situation that the loudest complaints of dull
trade emanate from quarters not overblessed
with imaginative, pushful retailers. People used
to buy gramophones and records. Most dealers
now find, especially at this time of year, that
their goods need to be sold if business is to be
maintained. Trade stimulus depends a good
deal upon the men who by reason of their posi-
tion are in direct touch with the public. Manu-
facturers and wholesalers may advertise, and
do, but half the value of their expenditures may
easily be lost unless dealers energetically co-
operate. The big companies are specializing
publicity on dance records at the moment, and
presently the portable outdoor gramophone will
come into prominence. Intelligent retailers fol-
low the theme of these advertisements by suit-
able window displays, local publicity and spe-
cial communications to their known clientele.
Intelligence is an expanding force in British
gramophone retail circles. Thus is the present
trade slump not so bad as it might be. Busi-
ness generally is quiet and labor unrest cannot
be ruled out as a factor responsible in part for
the present trade depression. Let us recognize
that, broadly, the gramophone business has its
"seasons"; that we are out of that season now,
and that, economic influences considered, we
must therefore appreciate that machines and
record sales to-day are not unsatisfactory.
Spring is generally a slack period for every-
one concerned in the gramophone business.
From July onward certain sections of the trade
get busy in preparation for the active Autumn
and Winter months when retail sales are at
their best. The next few months will be devoted
to the sales development of the portable type
of instrument. It has immense possibilities.
We have only touched the fringe of this class
of trade and I believe that a steady effort on
the part of dealers will do much the next few
months to counterbalance depression in the
sale of other models. Manufacturers are to fea-
ture portable instruments very strongly dur-
ing the Summer and dealers should find their
business respond accordingly.
The Federated Board of Music
The recent movement inaugurated under the
title of the Federated Board of Music is bound
to exert a beneficial influence on the develop-
ment of the gramophone trade in this country.
Its main object is to create among the masses
a higher appreciation of music. One of the
directions in which the objects will be attained
is co-operation with municipal and other local
bodies throughout the country. It means, of
course, much propaganda work of an educa-
tional nature, to the furtherance of which an
organizing director has already been appointed
at a very good salary. He is a man of educa-
tion, ability and good presence. His recent ad-
dress to the committee of the board created a
most favorable impression and he is generally
regarded as the right man for what must be a
rather difficult position.
The gramophone industry is probably the
largest disseminator of music among the people
and it is therefore more closely concerned with
the scheme of the Federated Board than any
other section of the trade or profession. To
promote a healthy love of good music is to
promote the sale of gramophones and records.
Because, as Sir George Croydon Marks said at
the recent association dinner, reported else-
where, "The employment of mechanical devices
(of present-day perfection) was no parody of
music." Hence, the extensive love of music de-
veloped among the people by the efforts of the
Federated Board should result in enormously
stimulating the demand for machines and rec-
ords. Every dealer is closely associated with
this enterprising movement — its success means
additional sales. That is one reason why the
retail trade must co-operate financially and in
all other ways energetically.
To Exploit Clocks and Gramophones
Under the title of English Clocks & Gramo-
phones, Ltd., has been formed a new company
with a capital of £250,000 in £1 shares. Object:
To manufacture clocks and gramophones. For
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
Branches
Agencies
"His Master's Voice"
Copyright
This intensely human pic-
ture stands for all that is
best in music
— it is the " His Master's Voice "
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands — all enshrined
in the unequalled " His
Master's Voice "
records
DENMARK : Skandlnarlik Grammoptaon-Aktl-
eielskab, Frihavne<i, Copenhagen.
FRANCE: Cie. Franchise da Gramophone, 116
Boulerard Richard Lenoir, Place de la Repub-
liqne, Paris.
SPAIN: Compafiia del Gramofono, 56-58 Balmea,
Barcelona,
SWEDEN: Skandlnaviska Grammophon-Aktle-
bolaget, Drottolng Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nevsky
Proapect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; V, Golorlnsky
Prospect, Tifflls; Nowy-Swlat 80, Warsaw; 11
Michailovskaya Ulltea, Bakn.
INDIA i The Gramophone Co., Ltd., 189. Bal-
llaghatta Road, Calcutta ; 7. Bell Lane, Fort,
Bombay.
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 168, Pitt Street, Sydney.
NEW ZEALAND: Gramophonium, Ltd., 118- ISO
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown; Mackay Bros., Post Box 201, Johannes-
burg; Mackay Bros. & McMahon, Post Box 41ft,
Durban ; Ivan H. Haarbnrger, Post Box 106,
Bloemfonteln ; Franz Moeller, Post Box 108, Bast
London; B. J. Ewlns & Co., Post Box 86, Queens-
town; Eandel House, Klmberley; Laurence &
Cope, Post Box 132, Buluwayo; The Argus Co.,
Salisbury.
Bayley & Co., Lonrenio
Great Britain :
EAST AFRICA:
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hagne.
ITALY: A. Bossl A Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and tht
Ottoman Empire) : K. Fr. Vogel, Post Box 414,
Alexandria.
The Gramophone Company, Ltd.
HAYES
MIDDLESEX
ENGLAND
April 15, 1920
237
EDISON BELL
CABLE
"PHONOKINO.
LONDON"
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietors and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS— (Continued from page 236)
this purpose the company has entered into an
agreement to acquire from the Portholine Air-
craft Co. its recently erected and equipped fac-
tory at Huntingdon, known as the Precision
Engineering Works. The inventions, patents,
etc., of the Bellaphone Co., Ltd., makers of the
Diaphone instruments and sound boxes, pass to
the new company. Manufacture at the new
works should commence as soon as the company
formation arrangements have been settled. We
notice that one of the directors is Henry Bill-
inghurst, managing director of John Brinsmead
& Sons, Ltd., the well-known piano makers.
The registered office of the company is at
Eldon House, Eldon street, London, E. C, 2.
Meeting of the Federated Board of Music
Under the chairmanship of Alexander Dow,
president of the Federated Board of Music In-
dustries, a general meeting of the various com-
mittees was held at the Midland Grand Hotel,
London. Among those present were Sir F.
Dyson, Sir Harry Foster, G. A. Wales Beard,
P. Booth, H. Billinghurst, Keith Davies, H. J.
Fletcher, Dr. A. G. Hill, H. A. Marshall, C.
Bruce-Miller, J. A. Murdoch, R. W. Pentland,
W. Saville, L. Shenstone, W. Rushworth, Louis
Sterling, W. Thomson.
After a favorable report on the financial posi-
tion .of the board was given by the honorary
treasurer, A. Dow stated that the finance com-
mittee had approved a scheme for the deriva-
tion of revenue by means of stamps to be af-
fixed on the instruments or invoices. The
stamps will be of the denomination of 2s. 6d.
per piano and 3d. per gramophones. The Sup-
pliers' Association scheme, as approved, is at
the rate of Is. 8d. per £100 value of goods.
A small contribution will also be made by the
Organ Builders' Association. By this means
a goodly income is anticipated. The hope was
expressed that the Publishers' Association
would join up later.
The board are appointing an organizing direc-
tor and one of the selected candidates, upon
being invited to address the meeting, expounded
a plan of campaign which demonstrated that he
possessed an excellent appreciation of the great
possibilities that exist for the British music
industries.
Retail Gramophone Dealers' Association Formed
The proposal to form a Gramophone Retail
Dealers' Association, first put forward at a
dinner given to M. G. Ricketts, has now taken
definite shape. E. Rasin Jones, of Manchester,
was proposed as first president; J. H. Riley, of
Birmingham, as vice-president. The following
as committee: E. J. Marshall, of Sir Herbert
Marshall & Sons, of Regent street; E. J. Price,
of Messrs. Scotchers, of Birmingham; Gerald
Forty, of Messrs. Dale, Forty & Co., of Chek-
enham; M. H. Baden, of Messrs. H. Evans &
Co., of Sheatham; F. T. Stokes, of Messrs.
Keith, Prowse & Co., of London; and W. S. N.
Shand, of Rockley's Musical Service, Ltd.,
agreed to act as secretary pro tern.
Subsequently a meeting was held at 233 Re-
gent street, London, on March 8, at which the
above firms were represented. The urgent
necessity of joining an association of retail
gramophone dealers was unanimously agreed
upon. The principal advantages and objects of
the association are:
(1) To organize the retail trade and appoint
representatives to interview manufacturers and
factors from time to time in order to secure all
possible benefits for the retail trade.
(2) To discuss any question arising in respect
to wages, hours and conditions of employes.
(3) To confer with the Board of Trade rela-
tive to tariffs, imports and export conditions,
transit facilities, etc.
(4) To consider suggestions for advertising
schemes that would benefit the retail trade.
(5) To promote, protect and secure the in-
terests of retail dealers in gramophones, records
and accessories.
(6) To consider, and, if thought advisable,
assist members with legal advice and assistance
on any matters which members might not be in
a position to carry through themselves.
(7) To arrange for addresses to be given to
members from time to time in various provin-
cial centers by prominent business men on mat-
ters likely to be helpful to members in the con-
duct and expansion of their businesses.
(8) To arrange propaganda for the further
use of gramophones in public institutions.
(9) For the further establishment of a griev-
ance committee, who shall always be in a posi-
tion to act.
The experience of the last few years must
have demonstrated to all observers the vital im-
portance of unity and it is strongly felt that
retail gramophone dealers in Great Britain,
numbering upwards of 8,000, would be in a very
much stronger position if banded together in an
association of this kind.
First Annual Dinner of the Association
Alike in the social as in the commercial sense,
the first annual dinner of the Association of
Gramophone and Musical Instrument Manu-
facturers and Wholesale Dealers which took
place on March 8 at the Restaurant Frascati,
London, must be regarded as of the greatest
importance. The speeches were of high order,
of real knowledgeable intent, and reflected a note
of optimism which bodes well for the further
expansion of this really trade-useful association.
About 150 manufacturers, wholesalers, dealers
and other members of the trade were present,
the more prominent being: Sir G. Croydon
Marks, C. B. E, M. P.; Herbert Marshall; Alex.
Dow, president of the Federated Board; Sir
Harry Foster, president Pianoforte Manufactur-
ers' Association; A. H. Hughes, president Piano-
(Continued on page 238)
PER0PH0NE— PERFECTION— PRODUCTS
PEROPHONES
SELL -
and carry with
them a reputa-
tion of sound
business for the
Agent. -
THE whole output of Perophone Machines is practically booked
up month by month.
Watch the New Models we are introducing to the gramophone
public during the present season. They will be found to be incom-
parable for quality, value, beautiful design and finish.
PEROPHONE LTD. <L„ckw.od's Branch) 76 & 78 City Road,
Cable Address — Perowood, London. Immediate Shipments. LONDON, E. C, ENGLAND.
A. B. C. Codes.
238
THE TALKING MACHINE WORLD
April 15, 1<>20
FROM OUR LONDON HEADQUARTERS— (Continued from page 237)
forte Supplies Association; A. Bosworth, late
president of the Music Publishers' Association;
G. A. Wales Beard, secretary of the Organ
Builders' Association; Dr. C. Maynard Owen;
Rasin Jones, president of the Gramophone Deal-
ers' Association; Nelson Samuel; M. E. Rick-
etts; A. E. Cubinson, association's solicitor, and
Howard Button, association's accountant.
The dinner menu was generally conceded to be
one of the best experienced at such functions
and all seemed heartily to appreciate the Fras-
cati service. This over, the toastmaster got
busy. H. M. the King. Then the toast of
the Association, coupled with the president, pro-
posed by Herbert Marshall; response by Frank
Samuel, the president, in the chair. Mr. Mar-
shall reminded his audience that though they
could claim the honor of having the youngest
president of any musical association, Mr. Samuel
was a man of far-seeing, good, sound judg-
ment and real ability. The very valuable work
of C. E. Timms, the secretary of the associa-
tion, was mentioned, especially in regard to
the useful information imparted to members
through the monthly news letter.
Upon rising to respond the president was re-
ceived with cheers, very hearty and prolonged.
He made a fine speech, brimful of interesting
facts. They could look back, said Mr. Samuel,
with much satisfaction to the work accom-
plished. The membership of the Association
now totaled 122, composed of forty-five gramo-
phone, parts and accessories manufacturers,
thirty-two manufacturers of other classes of
musical instruments, the balance being made
up of wholesale dealers. The proportion of
manufacturers to dealers, he thought, was satis-
factory. The spirit of co-operation was preva-
lent— that aspect was reflected by the gathering
together that night of all shades of opinions
and interests. Every attention would be given
to the separate branches; their interests being
dealt with in sections. In future news letters
issued by the Association, the Board of Trade
export figures of musical instruments would be
available. The president next acknowledged the
valuable assistance of Mr. Timms — to him their
thanks were due — he had been largely instru-
mental in making the Association what it is.
Here, the late (and first) president of the
Association, Mr. Ricketts was asked to accept a
nice gold wrist watch, suitably inscribed, as a
small recognition of what Mr. Samuel described
as his inestimable service to the trade. Though
very easy to forget, we cannot overlook it, said
the president. (Cheers.)
Next on the toast list was the Federated
Board of Music Industries, coupled with Alex-
ander Dow, proposed by Sir George Croydon
Marks, C. B. E., M. P. Sir George is a parlia-
mentarian of no mean repute. He at one time
represented the legal interests of Thomas A.
Edison on this side. Now, even more closely
associated with our industry, it was no wonder
that his audience anticipated a speech of some
importance. They were not disappointed. In
the course of a most rousing speech. Sir George
pleaded the cause of British music. Music,
said he, was the expression of the feeling of
the people. The Federated Board combined all
the associations, embraced all instruments. The
gathering that night was a kind of a rally. The
employment of the mechanical devices of to-
day was no parody of music. Their one su-
preme idea was the Federated Board of Music,
and they were only concerned with co-opera-
tion to make more extensive the love of music
in their country. (Applause.)
To this, of course, Alexander Dow was down
to respond. He received an ovation upon rising,
for it is generally appreciated that the whole
conception of the Federated Board idea and
its success is due to his zest and ability. Mr.
Dow said that the Gramophone Association was
part and parcel of the Federated Board; it sub-
scribed some £2,500 towards the initial ex-
penses of the board, and had promised a further
contribution of £2,000 per annum. The Fed-
erated Board was a big task to carry out, and
it was difficult to appreciate the magnitude of
the work involved — to get into good working
order. Propaganda was of the utmost impor-
tance. Their influence with the "authorities"
must be such that when the Federated Board
wanted a thing done, they had only to ask to
get it done. Referring to the great value of the
Federated Board and its work in behalf of Brit-
ish music industries, Mr. Dow emphasized the
necessity for continuous support from all' sec-
tions of the trade.
There was only one association — -the Music
Publishers — outside the scope of their union,
but he was glad to say that the words of Sir
George Croyden Marks that evening had been
instrumental in carrying conviction to the late
president of the Music Publishers' Association,
A. Bosworth, who would doubtless throw his
weight successfully into the councils of that
association. Winding up with a reference to
the high motive of the board, and to his audi-
ence to consider themselves missionaries for
the development and advancement of music,
Mr. Dow sat down to the accompaniment of
much congratulatory applause — an appreciation
of his fine work for the association.
The next toast was the Allied Association of
Music Industries, proposed by M.' E. Ricketts,
who here took advantage of the opportunity of
returning thanks in a few graceful sentences for
their very acceptable gift to him that evening.
Continuing, Mr. Ricketts referred to the claim
made regarding Frank Samuel, and humorously
observed that he (Mr. R.) claimed to represent
GRAMOPHONES
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27 Jamaica St.
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LONDON, W. 1, ENGLAND
April 15, 1920
THE TALKING MACHINE WORLD
239
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FROM OUR LONDON HEADQUARTERS— (Continued from page 238)
the youngest Association in the music trade —
British Associated Pianomakers. Briefly cover-
ing ground of the many difficulties dealt with
by the Gramophone Association during the war,
he thought that the foundation was now laid
to erect an edifice stronger, he believed, than
had ever been erected before. (Cheers.) In re-
sponse, Sir Harry Foster, president of the
Pianoforte Manufacturers' Association, made a
speech of considerable interest to those present.
He hoped the Federated Board would eventually
embrace every branch of the trade, notably the
Music Publishers' Association, and he was cer-
tain of the long continued prosperity of the
Gramophone Association.
H. G. Cullum was next called upon to pro-
pose the visitors. He read letters of regret
from those unavoidably absent, notably Sir
Frederick Dyson, J. P. (president, Music Trades
Association), and one from Alfred Clarke (man-
aging director of the Gramophone Co., Ltd.),
who had unfortunately met with a motor acci-
dent. We are glad to learn that it is not serious.
G. A. Wales Beard and Mr. Bosworth made suit-
able response. In the course of his remarks
Mr. Bosworth mentioned that gramophone rec-
ord royalties to publishers and composers
amounted to something like £100,000!
The toast of the president was proposed in
felicitous terms by W. Manson, the vice-presi-
dent, to which Frank Samuel responded.
During the evening selections were played by
Van Zier's orchestra, and songs contributed by
leading vocalists.
Visits General Phonograph Corp.
Reports received from A. J. Balcombe at the
London branch of the General Phonograph
Corp. indicate that his recent trip to the com-
pany's New York headquarters has resulted in
the consummation of satisfactory business ar-
rangements for increased deliveries of the
"Motor of Quality." It was thought at one time
that the adverse exchange rates between the
two countries would seriously jeopardize future
consignments. Mr. Balcombe's trip was largely
in connection with this matter, and it will be
very satisfactory to the trade here that there is
now little possibility of motor consignments
from your side failing.
At the time of writing Mr. Balcombe is aboard
the S. S. Baltic in mid-Atlantic on the home-
ward journey. His itinerary was somewhat
varied, for I learn upon inquiry of his son, who
makes a good second-in-charge here, that Mr.
Balcombe visited some of the different factories
and branches of the General Phonograph Corp.,
notably at Elyria, Chicago, and Kitchener,
Ontario.
The company have handled a large trade for
the "Motor of Quality" in Great Britain and
from all I hear, sales will move even more
quickly upon Mr. Balcombe's return.
British Trade Press to Insert German Ads
At a recent gathering of the British Asso-
ciation of Trade and Technical Journals, Sir
Auckland Geddes, president of the Board of
Trade, was asked for advice on the question of
acceptance of advertisements from late enemy
firms. In reply he said that many people might
say "no," but he was not afraid to say "yes."
That would annoy a few people who could not
see beyond their noses-, and those who wished
never again to have anything to do with Ger-
many. The latter looked at the matter purely
from a sentimental point of view, but he took
the business point of view.
Notwithstanding, British trade journals gen-
erally favor the protection of British manu-
facturers by excluding advertisements from late
enemy firms, though, be it noted that some of
the great dailies are not so particular.
Music Convention at Scarborough
The annual Music Trades Convention will
this year take place at the coast town of Scar-
borough, from June 9 to 14 inclusive. Detailed
arrangements as to trade discussions, subjects,
and papers, also as to the social side, are now in
course of preparation. It is known that the
mayor and corporation of Scarborough will
hold a reception at the Town Hall, and the Fed-
erated Board of Music are giving a banquet. A
particularly good attendance of traders from all
parts of the country is anticipated and arrange-
ments will be made accordingly.
Ebonitis, Ltd., Wound Up
Announcement has been made in the press
calling a meeting of the creditors of the above
company. The liquidator is Edward Moore, 3
Crosby Square, London, E. C.
Amberols in Australasia
Edison phonographs and Blue Amberol rec-
ords are apparently in considerable favor
throughout Australia and New Zealand. A copy
of the Phonogram — chattily written-up and
itemizing quite a big list of Amberols— has
reached me from the Sydney branch of Thomas
A. Edison, Ltd.
Where Do the Flies Go in Winter Time?
The above is the title of a song which firstly
came into vogue at the Dick Whittington panto
and subsequently in the music halls. If I re-
member rightly the answer to the question is
Xmas puddings. Anyhow, it's one of those silly
numbers that sell, and of course has been fur-
ther popularized on most of the records. The
winner record issue is by Ernie Mayne, the
original singer, and exclusive to this company.
It is coupled with another terror called "Thtop
Your Thtuttering, Thammy." The record is a
good presentation of these two numbers, and
being by Ernie Mayne is in great demand.
Opera in English on "His Master's Voice"
The call for opera in English has been heard
to an increasing extent of late, and it is a meas-
ure of the higher appreciation of good under-
(Continued on page 240)
The Sound Box That Has Beaten the Band
An All British Production of the Highest Grade; Marketed at Popular Prices
4 — Models Only — 4
Vernon Lockwood
Manufacturing Co., Ltd.
76-78 CITY ROAD
LONDON, E. C. I.
Export Quotations for Quantities at
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LARGEST OUTPUT IN UNITED KINGDOM
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MODELS B.C.E.F.(one onIy)TO ANY RECOGNIZED JOBBER ON RECEIPT DRAFT, $5 (DOLLARS)
240
THE TALKING MACHINE WORLD
April 15, 1920
FROM OUR LONDON HEADQUARTERS
(Continued from page 239)
standable music on the part of the public that
the "His Master's Voice" Company have been
encouraged to meet the call by increased pro-
duction and new issues. A complete list of
about one hundred of these records has been
issued. It includes excerpts from most of the
leading grand operas, all rendered in English
by (for the most part) native artists of inter-
national renown. Truly a program to conjure
with. It should mean, with the wide publicity
the company give to it, magnificent sales for the
dealers, who are thereby enabled to cater a class
of public which hitherto has remained aloof
from the gramophone.
Trade Represented at Two Exhibitions
During February advantage was taken of two
big Fairs — the first, a public one, the Ideal
Homes Exhibition at Olympia — the second, the
British Industries Fair for the trade only at the
Crystal Palace, at both of which some good
grarhophone booths were in evidence. As stated
in my last report, there can be little question
that those few musical instrument houses repre-
sented at the Ideal Homes reaped good results.
From the trade viewpoint, perhaps, the Brit-
ish Industries Fair, proved the more important.
Here exhibitors were brought into personal
touch with United Kingdom buyers in plenty,
and quite a goodly number from the colonies
and oversea markets. Though some firms ex-
pressed • disappointment at the actual results, I
think, on the whole, it may be regarded as an '
out and out success for most of the exhibitors.
The gramophone section was proportionately
much larger than any other musical instrument
branch. Indeed, the British pianoforte trade
was very poorly represented. This, doubtless,
will be remedied at the next official Fair. Of
the Gramophone displays the highest praise is
due. The exhibits comprised extensive ranges
of all types of complete gramophones, British-
made motors, sound boxes, tone-arms, and other
parts and accessories of endless variety.
Large Music House Enters Gramophone Field
What with piano manufacturers and now
music publishers venturing upon the domain of
the talking machine, it looks as though things
will go "some" by next season, if not before.
The more the merrier; it is good for the whole
trade and will help considerably to widen the
sales field in this country.
The great music publishing house of Herman
Darewski, Ltd., have recently introduced two
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
Please State Your Requirements
REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
Cable Adores* "Lyrecodisc. London"
u
"PERFECT
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BRITAIN'S BEST
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(Guaranteed made from High Carbon Sleel)
IS MADE BY
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W. R. STEEL, of REDDITCH,
Head Office and Works — QUEEN ST.
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RESULT:
A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality
INQUIRIES SOLICITED
Special Quotations for Quantities
Manufacturer of all Kinds of Sewing Needles
novelties — the "Tonofone" needle, and talking
dolls, animals, etc., both of which emanate from
the States.
Interviewed by your representative, Herman
Darewski expressed the utmost enthusiasm over
the utility, and the great sales-possibilities, of
the Tonofone needle, which is good for at least
fifty playings. It has been taken up with
avidity by the trade and, of course, makes a
particular appeal to a large circle of gramo-
phonists on the score of quality and elimination
of constant needle changing every time a few
records are played.
Through the columns of this trade news-
paper my readers are doubtless familiar with
the pleasing series of talking animals and dolls
which so faithfully portray the stories young-
sters delight in. This line has caught on here,
and big sales have already been registered.
For both these novelties Messrs. Darewski
have the sole selling rights for Great Britain.
Record Musical Art Portrayed by Columbia
The high standard of Columbia recordings
this month is typical of that real musical art
which we have come to associate so closely with
the record achievements of this house. In every
list there is usually something especially good.
Recent issues include the great Tom Burke,
who, eschewing all traditions, gives himself over
to a delightful rendering of "Donna nou vidi
mai" from "Manon Lescaut." The present list,
too, itemizes first and exclusive records by two
artists whose name and work promise to rank
as high in gramophone work in this country as
any in their class. One is Toscha Seidel, the
Russian boy violinist, described as "the magician
of the bow," and the other Rosa Ponselle, the
dramatic soprano, who stepped on a stage un-
known and left it a few minutes later the lead-
ing soprano of the Metropolitan Opera House,
New York.
German Record Prices Increase
It is well known that gramophone and record
production in Germany has suffered more
acutely than in other countries from the many
trading difficulties incidental to the war. But,
according to the Deutsche Instrumentenbau
Zeitung, the German manufacturers report that
these difficulties are being successfully over-
come. There is still a shortage of materials,
but supplies are easier. Good allowances offered
for the return of old records will, it is thought,
help to make good the shortage of shellac. In-
strument sales are said to be exceptionally good
notwithstanding the fact that prices have in-
creased anything from four to eight hundred
per cent. Two or three agents in England have
already been fixed up for the sale of German
gramophone parts, accessories and records, and
I learn that negotiations are proceeding by other
German manufacturers for the marketing of
their goods here. These negotiations, however,
seem to have for their object the keeping alive
of communication, for there is little prospect
yet awhile of German goods reaching here in
bulk. Certainly, little has come through so far.
AUSTRALIA.
Herbert G. Polyblank,
SYDNEY,
N.S.W.
BELGIUM.
P. Carton,
Rue Karel Ooms, II,
AN VERS.
ITALY.
G. Menaboni,
Via S. Sebastiano 2,
LIVORNO.
SPAIN.
Ernesto Verdu,
ALICANTE.
ENGLAND.
A. Waite ft Co., Ltd.,
15-17 Figtrce Lane,
SHEFFIELD.
April 15, 1920
THE TALKING MACHINE WORLD
241
LATEST PATENTS
RELATING
Phonograph Resonator. Wm. C. Beckwith,
Urbana, 111. Patent No. 1,328,412.
This invention relates to improvements in
phonograph resonators through which repro-
duced recorded musical and other sound waves
are transmitted to an audience. The form, ma-
terial and construction of one or more of these
things have heretofore been productive of un-
recorded roaring tones, echoes, scratching and
other seriously discordant sounds destructive of
the purity and harmony of the recorded sounds
and accordingly irritating to the listener.
The prime object of this invention, broadly
stated, is to provide a phonograph with a res-
onator, the form, material and- construction of
which is such that in operation it produces the
best effects obtainable from a combination of
the human throat, a violin and the tube of a
horn for unrestrictedly delivering to an audience
every sound wave reproduced from a record, to
the entire exclusion of unrecorded sounds of
every kind and character.
A further object of the invention is to provide
a phonograph with a resonator, the character
and range of the vibratiofls of which are such
that all recorded overtones, however delicate
and soft any of them may be, are so perfectly
transmitted in their entirety to an audience
that it is possible and practical for the ear of
the listener to separate at will the reproduced
recorded sounds of any individual voice or in-
strument from a chorus or other ensemble, and
follow it as a solo part however loud and heavy
may be the sound waves produced by other
individual voices and instruments, or both.
In said drawings Figure 1 is a vertical longi-
tudinal section through a resonator in which
the invention finds embodiment. Fig. 2 is a
top plan view thereof. Fig. 3 is a detail section
of the laminated materials of which the reso-
nator is partly constructed. Fig. 4 is a front
end elevation of the resonator. Fig. 5 is a
transverse section taken on the line 5 — 5 of
Fig 2, and Fig. 6 is a section through the tone
separator or throat of the resonator, with a
portion of the upper part of the throat broken
away.
Stylus for Sound Reproducing Machines.
Charles H. Gill, Chicago, 111. Patent No.
1,329,832.
This invention relates to improvements in
styli or needles which are used in contact with
sound records to convey the recorded vibra-
tions to the sound reproducer for reproduction,
and the objects of the improvement are, first,
to provide a stylus having a multiplicity of
points so that new points may be brought into
operative position as required, without the need
of inserting a new stylus or needle so frequently;
second, to provide supporting and attaching
means for said stylus so as to make it available
for use on sound-reproducing machines of types
now in use; third, to provide means for readily
moving a new point into operative position at
will and for indicating to the touch and hearing
that such new point has been so moved to opera-
tive position, and, fourth, to provide means
whereby further changes in the operative point
are prevented after all the points on the stylus
have been in use.
In the accompanying drawing Figure 1 is an
enlarged front elevation showing the complete
device assembled; Fig. 2 is an enlarged side
elevation of the complete device, with the needle
wheel shown in cross section; Fig. 3 is an
enlarged side elevation, with the needle wheel
shown in cross section, similar to Fig. 2, but
with the needle wheel and clamping nut in
removed position, and Fig. 4 is an enlarged
front elevation of the needle wheel only.
Convertible Sound Box for Talking Machines.
Walter W. Jackson, Sewaren, and Christian
Paulsen, Railway, N. J., assignors to the Regina
Co., Rahway, N. J. Patent No. 1,329,906.
This invention relates to talking machines and
particularly to improvements in the sound box
of such instruments.
It is one purpose of this invention to provide
a very simple form of sound box capable of
being attached to a very simple form of tone
arm and requiring but a slight angular move-
ment about an axis perpendicular to the dia-
phragm in order to adapt it for reproduction
with one type of record or the other. No spe-
cial elbows or connections between sound box
and tone arm are required for changing from
one record to the other and, in fact, elbows are
completely eliminated for either form of record,
while the sound box itself, as well as the tone
arm to which it attaches, may be of the simplest
possible design and construction. The herein
described train of mechanism that transmits the
vibration from the stylus to the diaphragm may
obviously be used in a sound box adapted to
play records of one kind only.
This invention will be better understood by
referring to the accompanying drawings, in
which Figure 1 represents a side elevation of a
talking machine of conventional type, having a
preferred form of improved sound box attached
and arranged to reproduce records of the verti-
cally undulating type, parts of the machine not
necessary to an understanding of the invention
being cut away; Fig. 2 represents a central
vertical section, twice enlarged, taken through
the sound box and end of the tone arm as
shown in Fig. 1; Fig. 3 represents a side eleva-
tion, on the same scale as Fig. 2, showing the
sound box rotated about its central axis through
90°, thus arranged to play records of the later-
ally undulating type; Fig. 4 is a plan view from
the front of the sound box on the same- scale
as Figs. 2 and 3; and Fig. 5 is a central section,
taken on a scale twice that of Figs. 2, 3 and 4,
along the line of 5 — 5 of Fig. 2.
Tone Modifier for Talking Machines. Samuel
Hough, Atco, N. J. Patent No. 1,330,469.
This invention relates to a new and useful
improvement in tone modifiers for talking ma-
chines, and has for its object to provide an
exceedingly simple and effective method of con-
trolling the sound waves in their passage from
the sound box through the swinging arm to the
amplifier of a talking machine, whereby the tone
of the reproduced sounds may be modified to
make them more acceptable and pleasing to the
ear. A further object of the invention is to pro-
vide mechanism for modifying the sound in
its passage to the amplifier, having sections
or wings capable of adjustment in unison.
A further object of the invention is to pro-
vide means for actuating sections of the modi-
fier from the outside of the "throat," and so
housing such means as to prevent the escape
of the sound waves through the openings in
the throat, such housing being dustproof for
the protection of the mechanism.
In order that those skilled in the art to which
this invention appertains may understand how
to make and use the same, reference is made
to the accompanying drawings:
Figure 1 is a section of the casing of a talk-
ing machine, showing the swinging arm ampli-
fier and connections there-between in elevation;
Fig. 2 is an enlarged plan view of the improved
tone-modifying throat mechanism therefor; Fig.
3 is a side elevation of the throat partly broken
away and sectioned to show the sectional modi-
fier and mechanism for operating the same,
the modifier being in its closed position; Fig. 4
is a view similar to Fig 1, showing the sectional
modifier in its open position; Fig. 5 is a still
further enlarged detail section, showing one of
the sections of the modifier and the manner
of connecting it to the throat; Fig. 6 is a detail
end view of one of the stems to which the
sections of the modifier are secured; Fig. 7 is a
plan view of Fig. 6; Fig. 8 is a side elevation of
a portion of the throat, showing the rack bar
and pinion for operating the modifier, the posi-
tion of the indicating dial being illustrated in
dotted lines, and Fig. 9 is a detail view of a
portion of the casing, showing the thumb knob,
pointer and dial for setting and indicating the
positions of the sections of the modifier.
Repeating Attachment for Phonographs. Hu-
bert A. Myers, Toledo, Ohio. Patent No.
1,330,603.
This invention relates to an attachment for
phonographs, and particularly to means auto-
matically operable at a predetermined point in
an inward movement of the tone arm to return
it to initial playing position.
The object of the invention is the provision
of a simple and efficient mechanism of the
class described, which is automatically oper-
able, at a predetermined point in an inward
movement of the associated tone arm, to raise
the stylus from engagement with the record,
quickly return the arm and attached mechanism
to initial playing position and then lower the
stylus to engage the record to repeat the play-
ing of the piece, such repeating action being
successively continued until the machine runs
down or is stopped.
A further object is the provision of means
for retarding the downward-swinging or record-
engaging movement of the customary stylus
of machines of the class described, when ad-
(Continued on page 242)
242
THE TALKING MACHINE WORLD
April IS, 1920
LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 241)
jacent to the record, whereby the stylus is
caused to lightly engage the record even though
the sound box or part by which it is carried
may be dropped, thus preventing injury to the
record which so frequently occurs by reason
of the accidental or careless dropping of the
sound box and stylus thereon.
Figure 1 is a plan view of a portion of a
phonograph embodying the invention and in
playing position. Fig. 2 is an enlarged sec-
tional detail taken on the line 2 — 2 in Fig. 1
of a portion of the means employed to check
the downward or record-engaging movement
of the stylus arm. Fig. 3 is an enlarged side
elevation of the rotary escapement-controlled
member of the attachment, with such member
in stylus-raising engagement with a record.
Fig. 4 is a similar view, with the member out
of engagement with the record, or in playing
position. Fig. 5 is a perspective view of the
mechanism embodying the invention, with the
tone arm to which it is secured partly broken
away and with the rotary member in record-
engaging or stylus-lifting position. Figs. 6 and
7 are enlarged fragmentary top plan views of
the attachment-, with parts broken away and
with the rotary member in record-engaging
position in one and released position in the
other, and Fig. 8 is a side elevation of the outer
escapement-operating trip means in operative
relation to the rotary record-carrying table of
the machine.
Phonograph. Henry K. Sandell, Chicago, 111.,
assignor to Herbert S. Mills, same place. Pat-
ent No. 1,331,214.
This invention relates to improvements in
phonographs, and more particularly to a motor
control mechanism for the same. The principal
objects are to provide electrically operated
means for moving the reproducer arm to cause
a record to be repeated one or more times and
means for automatically stopping the motor.
Figure 1 is a plan view of a phonograph con-
structed in accordance with the invention; Fig.
2 is a side elevation, partly in section, and
showing the operating solenoid for the repro-
ducer arm; Fig. 3 is an enlarged sectional view
through the solenoid; Fig. 4 is an enlarged hori-
zonal section through the base of the reproducer
arm, showing in plan view the repeat adjust-
ment mechanism; Fig. 5 is a section on the line
5 of Fig. 4; Fig. 6 is a bottom plan view of the
REPAIRS
All Makes of Talking Machines
Repaired Promptly and Efficiently
ANDREW H. DODIN
28 Sixth Avenue New York
TELEPHONE, CHELSEA 8437
adjustment dial of the repeat mechanism; Fig.
7 is an enlarged section of the repeat switch
taken on the line 7 of Fig. 4; Figs. 8, 10, 11 and
12 are top plan views of the reproducer arm
switch; Fig. 9 is a bottom plan view of the same;
Fig. 13 is a perspective view of the movable
ring of the reproducer arm switch; and Fig.
14 is a diagram of the electrical connections of
the phonograph.
Apparatus for Raising the Tone Arms of
Sound Reproducing Devices. Henry K. Sandell,
Chicago, 111., assignor to Herbert S. Mills, same
place. Patent No. 1,331,215.
This invention relates to devices for raising
the tone arm of a phonograph or sound repro-
ducing device, and more particularly to a device
which operates automatically to raise such a
tone arm when the latter reaches a determined
point in its movement.
Figure 1 is a side elevation of the tone arm il-
lustrating the relative arrangement of the tone
arm and the parts of the lifting device just prior
to the operation of the latter. Fig. 2 is a side
elevation of a portion of the tone arm, illustrat-
ing the relative positions of the tone arm and
lifting device after the latter has been caused to
operate. Fig. 3 is a section through the pivotal
portion of the tone arm support, the tone arm
proper being removed from the portion of the
support to which it is connected in normal use
of the device.
Cover Support. Burr B. Blood, Chicago, 111.,
assignor February 24 of one-half to Geo. Heine-
man and one-half to Norman A. Street, same
place. Patent No. 1,331,556.
This invention relates more especially to a
support for the lid or cover of a phonograph
cabinet which is usually pivotally secured or
hinged at one side thereof so as to swing ver-
tically, the object of the invention being to pro-
vide a construction wherein the supporting posi-
tion will be automatically assumed when the lid
or cover has been raised or lifted into a tilted
position.
Figure 1 is a vertical sectional view of a por-
tion of a cover or lid and the upper part of a
phonograph cabinet, illustrating the cover sup-
port in side elevation; the positioning of the sup-
port when the cover or lid is down or closed
being shown in full lines, while the supporting
position of the device, with the cover or lid
tilted or raised, is shown in dotted lines. Fig.
2 is a cross sectional view taken on the line 2 —
2 of Fig. 1, looking in the direction of the
arrows.
Record Repeating Device for Talking Ma-
chines. William H. Fink, Diagonal, la. Pat-
ent No. 1,331,702.
This invention relates to an improved record
repeating device, and one of the objects is to
provide an improved mechanism of this kind
having tone arm shifting means, and a device
actuated by the tone arm for releasing said
means, whereby said means may be actuated by
a member engaging the center portion of the
record, to move said means so that it may lift
and return the tone arm to its initial position.
Other objects of the invention are to provide
means for stopping the turntable at the com-
pletion of a plurality of repetitions of the rec-
ord; the provision of means adapted to be ad-
justed and to be actuated by the tone arm be-
tween different predetermined points of move-
ments of the tone arm, whereby records of dif-
ferent diameters with pieces thereon of differ-
ent lengths may be played and consecutively
repeated; means for adjusting the member
which engages the turntable so as to permit
said member to engage the record at the proper
time, in order that it may actuate said tone arm
shifting means, whereby said means may return
the tone arm to an initial position on the record.
In the drawings Figure 1 is a plan view of
a conventional form of cabinet talking machine,
showing the record-supporting table, the tone
arm with its sound box, and the automatic re-
peating device as applied. Fig. 2 is an enlarged
detail view of the means carried by the repeating
device for limiting the repetition of the record.
Fig. 3 is an enlarged detail perspective view of
the repeating apparatus detached. Fig. 4 is a
view in side elevation of said apparatus, show-
ing a revolvable member just in the act of en-
gaging the record on the turntable. Fig. 5 is a
view in side elevation of the repeating appara-
tus, showing the revolvable member as having
been rotated almost a complete revolution. Fig
6 is a detail view of a portion of the supporting
beam for the revolvable member, showing the
support for said beam. Fig. 7 is a detail view
of the mounting of the brake-shoe for the turn-
table. Fig. 8 is a longitudinal sectional view
through the tubular beam for the support of the
shaft of the revolvable member which engages
the record. Fig. 9 shows a detail sectional view
of part of the pivot mechanism.
Phonograph. Gilbert M. Scherer, New York.
Patent No. 1,331,788.
This invention relates in its broader aspect
to several features of novelty, one of which
comprises mechanism for raising and lowering
a phonograph record of the disc type from the
rotating disc or table upon which the record is
mounted. This mechanism enables the record
to be raised for the purpose of removal and also
facilitates the replacement or the placing of an-
other record thereon.
Figure 1 is a front view, partly in section, il-
lustrating one application of the invention. Fig.
2 is a side view of the mechanism employed in
raising a record from and lowering the same
„ T . ■
upon the disc. Fig. 3 is a top plan view of the
mechanism illustrated in Fig. 2 with the recip-
rocating support of Fig. 4 omitted therefrom.
Fig. 4 is a plan view of the member, for holding
the record in elevated position.
The National Association of Music Merchants
has decided to ask any religious denomination
discountenancing dancing to withdraw its op-
position to the custom.
LESLEY'S
PATCHING VARNISH
Dries in 10 seconds, flows without showing the lap. With
it damaged varnish can be repaired invisibly. Price now
1 pint $1; 1 quart $1.90. Complete repair outfit, $3.50.
F. O. B. Indianapolis, Ind.
LESLEY'S CHEMICAL COMPANY
Indianapolis, Indiana
April 15, 1920
THE TALKING MACHINE WORLD
243
^RECORD
May, 1920
VICTOR TALKING MACHINE CO.
POPULAR SONGS
18656 Daddy, You've Been a Mother to Me. Henry Burr
Just Like the Rose Charles Harrison
18657 How Sorry You'll Be (Wait'll You See)
Esther Walker
He Went in Like a Lion and Came Out Like
a Lamb Billy Murray
18658 Hand in Hand Again,
Albert Campbell-Henry Burr
All That I Want Is You Charles Hart
18660 Hiawatha's Melody of Love Sterling Trio
I'm Always Falling in Love with the Other
Fellow's Girl Elliott Shaw
DANCE RECORDS
18661 Left All Alone Again Blues— Medley Fox-trot,
Joseph C. Smith s Orchestra
Whose Baby Are You?— Medley One-step,
Joseph C. Smith's Orchestra
18662 Karavan— Fox-trot. Joseph C. Smith's Orchestra
When You're Alone— Fox-trot
Paul Biese and His Novelty Orchestra
18663 I'll See You in C-U-B-A— Medley Fox-trot, _
Palace Irio
The Crocodile — Fox-trot,
Wiedoeft-Wadsworth Quartet
18655 (1) How Lovely are the Messengers (from "St.
Paul") (Mendelssohn) (Violin and Cello duet).
(2) See, the Conqu'ring Hero Comes (from
"Judas Maccabaeus") (Handel) (Cornet duet)
Victor Orchestra
(1) If With all Your Hearts (from "Elijah")
(Mendelssohn) (Viola Solo). (2) Pastoral
Symphony (from "Messiah") (Handel) (Eng-
lish Horn solo) ^X^tor 0rchestra
RED SEAL RECORDS
Gabriella Besanzoni, Contralto— In Italian
74613 Carmen — Habanera ... ..-Bizet
Emilio Gogoeza, Baritone— In French
64862 Chanson de la Touraine (from ' Panurge ) (Song
of Tou raine) • • • ■ • : Massenet
Mischa Elman, Violinist
(Pianoforte by Josef Bomme)
74607 Song Without Words ("Cradle San^^^
Amelita Galli-Curci, Soprano
(Flute obbligato by Manuel Berenguer)
74608 Lo, Here the Gentle Lark. . Shakespeare-Bishop
Mabel Garrison, Soprano
74612 Call Me Thine Own (from "I/Eclair )..Halevy
Edward Johnson, Tenor
64864 Sunrise and You . Arthur A. Penn
Hans Kindler, Violoncellist
64861 Fond Recollections •■ David Popper
° Philadelphia Orchestra
(Leopold Stokowski, Conductor)
74609 Symphony in G Minor-Menuettq .... -Mozart
64863 Duna ■■•■••^ • ^ll-McGil,
columbFa GRAPHOPHONE CO.
49735 La Gioconda-Suicidio! In Questi Fieri Mo-
ment! (Suicide, My One Resource),
49612 Barbiere Di Siviglia-Dunqi. lOJon^ (What!
49694 'Cauie "of' You".::'.: ..Riccardo Straccian
7i929 IVd Build a World in the Heart of g*™^^
A2889 Golden Crown (A Negro SP!ritual>jscar Seagle
SfD"rl?ual)In De Need.°:..P^eOsc(aAr
A2886 f'^hinfof YYorWhe°nr E^Sf f >
-Tenor Solo ,;w^fpeorge Meader
NOVELTY RECORD
E4520 Fast Polka,^ Tambouritza 0rchestra
Grandmother's Waltz, . nut.*
Royal Serbian Tambouritza Orchestra
A2891 First Waltz-Accordion Buet,^^
Selections From "Faust"— Accordion Duet,
Marconi Brothers
A2S90 Uncle Zed and His Fiddle— Descriptive Mono-
logue ....Rendered by Chas. Ross Taggart
Uncle Zed Buys a Graphophone— Descriptive
Monologue. . .Rendered by Chas. Ross Taggart
FAVORITE REVIVAL HYMNS
A2881 My Mother's Songs — Tenor Solo,
' William McEwan
One By One We're Passing Over— Tenor Solo,
William McEwan
POPULAR HITS
A2892 Christ in Flanders Chas. Harrison
In Flanders Fields Chas. Harrison
A2888 Goodnight Angeline Peerless Quartet
We Must Have a Song to Remember,
Peerless Quartet
A9894 When My Baby Smiles Henry Burr
Daddy, You've Been a Mother to Me,
Lewis James
A2893 Beautiful Hawaiian Love Campbell and Burr
Hawaiian Hours With You. .Campbell and Burr
DANCE RECORDS
A2879 Ah! There. (Flirtation Fox-trot),
Columbia Orchestra
Just Another Kiss. Waltz. Saxophone, Banjo
and Piano. Intro. Valse Inspiration,
Paul Biese Trio
A2895 Venetian Moon. Fox-trot. Intro. In Your
Arms Kentucky Serenaders
Bo-La-Bo. Egyptian Fox-trot,
Ted Lewis Jazz Band
A6144 If You Could Care. From "As You Were."
Medley Waltz. Intro. Hand in Hand Again.
Incidental Chorus by Henry Burr.
Prince's Orchestra
On Miami Shore. Medley Waltz. Intro. Waltz
of Mine Prince's Dance Orchestra
A2884 Swanee Al Jolson, Comedian
My Gal Frank Crumit, Tenor
A2877 I'm Sorry I Ain't Got It You Could Have It
If I Had It Blues.. Bert Williams, Comedian
Checkers (It's Your Move Now),
Bert Williams. Comedian
A2885 Peggy Chas. Harrison, Tenor
Say It With Flowers. . .Chas. Harrison, Tenor
A6143 La Boheme Selections. (Part 1)
Metropolitan Opera House Orchestra
La Boheme Selections. Part 2)
Metropolitan O'pera House Orchestra
JO DANCE RECORDS
A2876 Buddha-Dardanella. Fox-trot,
Columbia Saxophone Sextet
j0 Limehouse Nights. One-step. Intro. Poppyland
from "Midnight Whirl."
Columbia Saxophone Sextet
A2880 Dancing Honeymoon. Fox-trot,
J0 Art Hickman's Orchestra
Fee Fi Fo Fum. One-step.
10 Art Hickman's Orchestra
A2883 Afghanistan. Fox-trot,
Prince's Dance Orchestra
Mohammed. Fox-trot. Prince's Dance Orchestra
Special May Mid-Month List
A2898 That Wonderful Kid From Madrid,
Al Jolson, Comedian
I'll See You in C-U-B-A Jack Kaufman
A2909 Lazy Mississippi — Tenor duet. .. Campbell-Burr
Rose of Virginia — Tenor solo Henry Burr
A2907 Abe Kabibble at the Ball Game (Abie the
Agent Series) — Recitation. . .Harry Hershfield
Abe Kabibble Dictates a Letter (Abie the
Agent Series) — Recitation. . .Harry Hershfield
A2908 When My Baby Smiles at Me — Fox-trot
Ted Lewis Jazz Band
Rose of Washington Square (Intro. Jazz Babies'
Ball) — Medley fox-trot. .Kentucky Serenaders
10 A2910 Who Wants a Baby (Intro.: I. I'm Waiting
for Ships That Never Come In. II. A Little
Bunch of Sweetness) — Medley fox-trot,
Columbia Saxophone Sextette
The Crocodile — Fox-trot,
Columbia Saxophone Sextette
A61 47— Delilah (Intro. I'd Build a World in the
I2 Heart of a Rose) — Medley waltz,
Columbia Orchestra
In Shadowland — Waltz Prince's Orchestra
lu A6146 Mikado Medley — Overture,
Philharmonic Orchestra of New York
Mile. Modiste Medley — Overture,
Philharmonic Orchestra of New York
10
10
10
12
12
12
10'
10
12
10
12
2
2
0
0
0
0
0
0
45001
24004
24005
14048
14049
14050
14051
14052
14053
AEOLIAN CO.
OPERATIC SELECTIONS
Pagliacci — Prologue (Leoncavallo). Baritone. Vo-
calion Orch. accomp Giacomo Rimini
STANDARD SELECTIONS
I'll Take You Home Again, Kathleen (Westen-
dorff). Vocalion Orch. accomp.,
Colin O'More and Male Trio
Mary (Richardson). Tenor, Vocalion Orch. ac-
comp Colin O'More
POPULAR SELECTIONS
Pretty Little Cinderella (Vincent). Soprano. Vo-
calion Orch. accomp. .. .Nellie and Sara Kouns
Out of a Clear Sky (Rubini-Santrello). Soprano,
Vocalion Orch. accomp Sara Kouns
Gypsy Land (Spencer). Orch. accomp.. Sam Ash
Smile Dear (Gebel). Orch. accomp.,
Henry Burr
The Hen and the Cow (Meyer). Orch. accomp.,
Billy Murray
At the Moving Picture Ball (Johnson-Santley).
Orch. accomp Billy Murray
Throw Out that Mason and Dixon Line (John-
son-Hess). Orch. accomp. .. .Peerless Quartet
Melodious Jazz (Jerome). Orch. accomp., -
Peerless Quartet
On Your Next Birthday (Drever). Orch. ac-
comp Sterling Trio
Bye Lo (Perkins). Orch. accomp.,
Sterling Trio
DANCE SELECTIONS
La Veeda (John Alden) — Fox-trot,
Harry A. Yerkes' -Dance Orchestra
The Crocodile (Motzah-Akst) — Fox-trot,
Harry A. Yerkes' Dance Orchestra
Unlucky Blues (Robinson) — Fox-trot,
Palace Trio
Missy, introd. : "Rainbow of my Dreams" (Stan-
ton)— Fox-trot Palace Trio
12
12
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
12
12
12
12
12
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
29050
29051
3967
3968
3969
3970
3971
3972
3973
3974
3975
3976
3977
3978
3979
3980
3981
3982
3983
EDISON AMBEROL RECORDS
ROYAL PURPLE RECORDS
Tramerei (Schumann) — Violin Albert Spalding
Life's Dream Is O'er (Adopted to "Alice Where
Art Thou". Soprano and Contralto,
- Marie Rappold and Carolina Lazzari
REGULAR LIST
He Went in Like a Lion and Came Out Like a
Lamb (H. Von Tilzer) Al Bernard
Triplets (G. H. Green) — Fox-trot. Xylophone.
George Hamilton Green
Flanagan's Troubles in a Restaurant — Vaudeville
Specialty Steve Porter
Snoops, the Lawyer (Kalmar-Ruby) ,
Maurice Burkhart
Was There Ever a Pal Like You (Berlin). Tenor
George Wilton Ballard
Old Fashioned Garden ("Hitchy-Koo 1919")
(Porter). Contralto Helen Clark and Chorus
Buddha — Medley Fox-trot, for Dancing.
Lenzberg's Riverside Orchestra
There's Not a Song that Trembles, Cantilena
(Rogers). Soprano and Contralto,
Betsy L. Shepherd. Helen Clark and Mixed Chorus
You Are Free ("Apple Blossoms" (Jacobi).
Soprano and Tenor,
Betsy Lane Shepherd and Lewis James
When Honey Sings an Old-Time Sonc (Carey).
Tenor... George Wilton Ballard
Love's Rosary (Innella). Tenor .Charles Hart
Hippity Hop (Donaldson. Male Voices,
Premier Quartet
Roll on Silver Moon (Ernest) — Yodel song,
Frank M. Kamplain
I Come from Get-It-Land (Bernard),
Al Bernard and Ernest Hare
Once Upon a Time ("Magic Melody") (Rom-
berg). Tenor Lewis James
You're a Million Miles from Nowhere (When
You're One Little Mile from Home) (Don-
aldson). Tenor William Bonner
Karavan (Wiedoeft)— Fox-trot, for Dancing,
Lenzberg's Riverside Orchestra
3984 Aloha Sunset Land (Kawelo). 1st Soprano, 2d
Soprano and Alto .Homestead Trio
3985 Oh, Gee! — Medley of Irish Reels, Accordion,
John T. Kimmel
3986 For You (S. Smith). Contralto Helen Clark
3987 Cruiskeen Lawn — Lily of Killarney (Benedict).
Soprano Leola Lucey and Mixed Quartet
NORWEGIAN RECORDS
9244 Ja vi elsker dette Landet (Yes, We Love with
Fond Devotion) (Nordraa'k). Tenor. .Carsten Woll
9245 Astri! Mi Astri (Astri! My Astri!) (Old Folk-
Song). Tenor Carston Woll
EDISON DISC RE-CREATIONS
82164 A May Morning (Denza) and At Parting
(Rogers). Soprano., Julia Heinrich
I Dreamt That I Dwell in Marble Halls-
Bohemian Girl (Balfe). Soprano. . .Julia Heinrich
82186 On Wings of Music (Mendelssohn). Soprano,
Marie Sundelius
Vallat and Fjorton ar. Soprano, in Swedish,
Marie Sundelius
80401 Charmant Oiseau (Thou Brilliant Bird) — La
Perle du Bresil (David). Soprano, in French,
Stella Power
Spring (Henschel). Soprano Stella Power
80847 By an' By. Arr. by Burleigh. Tenor,
Reed Miller and Chorus
Go Down, Moses (Let My People Go!). Arr.
by Burleigh. Tenor Reed Miller and Chorus
80488 Divertimento — II Convegno (Ponchielli) . Clar-
inets Anthony Giammatteo-Fred. J. Brissett
Our Own Make Polka (Levy). Cornet,
Jules Levy, Jr.
80499 Cruiskeen Lawn— Lily of Killarney (Benedict).
Soprano and mixed voices,
Leola Lucey and Quartet
We Parted (Glover). Soprano and contralto,
Gladys Rice- Elizabeth Lennox
80500 Love's Adieu (Old Folk Song). Tenor and
baritone Lewis James- Vernon Archibald
There's Not a Song That Trembles, Cantilena
(Rogers). Soprano, contralto and mixed
voices. .Betsy L. Sheperd, Helen Clark and Chorus
80502 In a Bird Store — Descriptive Fantasia (Lake),
American Symphony Orchestra
Wooing Hour — Serenade (Zamecnik),
Peerless Orchestra
80519 Annie Laurie (Geibel Arrangement). Male
voices Criterion Ouartet
We Strongly Now Will Try Together— La Fille
de Madame Angot (Lecocq). Soprano and
tenor Gladys Rice- Vernon Dalhart
80520 In the Garden (Miles). Male voices,
Apollo Quartet of Boston
List! The Cherubic Host— Holy City (Gaul),
Thomas Chalmers and Chorus of Women's Voices
50635 Aloha Land (Hawaiian Waltz) (Herzer),
Waikiki Hawaiian Orchestra (With Louise-Ferera)
Wait Until the Roses Bloom (Morgan). Saxo-
phone Wheeler Wadsworth
50636 At a Georgia Camp Meeting (Mills),
New York Military Band
Liberty Bell March (Sousa).
New York Military Band
NOUVELLES RE-CREATIONS FRANCAISES
74004 Ah! leve-toi, soleil! — Romeo et Juilette (Gounod).
Tenor P. A. Asselin
Anges du paradis — Mireille (Gounod). Tenor,
P. A. Asselin
74004 Anges du paradis — Mireille (Gounod). Tenor,
P. A. Asselin
Ah! leve-toi, soleil! — Romeo et Juliette (Gounod).
Tenor P. A. Asselin
74005 Arioso (O mer, ouvre-toi) (Delibes). Tenor,
P. A. Asselin
O souverain, 6 juge, 6 pere — Le Cid (Massenet).
Tenor P. A. Asselin
58001 Baiser (Le) (Jette). Baritone Hector Pellerin
C'est Rosalie (Jack-Brill). Baritone. .Hector Pellerin
58004 Belle au Bois Dormant (La) (Vieu). Bari-
tone .Hector Pellerin
Presque vertueuse (Gabaroche). Baritone,
Hector Pellerin
74002 Cantique de Noel (Adam). Tenor P. A. Asselin
O Salutaris (Salome). Tenor P. A. Asselin
58005 C'est pour vousl (Berlin). Baritone,
Hector Pellerin
Demain qui n'est jamais venu (Popy et Pic-
colini). Baritone Hector Pellerin
58001 C'est Rosalie (Jack-Brill). Baritone. .Hector Pellerin
Le Baiser (Jette). Baritone Hector Pellerin
58003 Cocarde de Mimi Pinson (La) (Marinier et
Heintz). Baritone Hector Pellerin
La Mimosa (Brarirolli). Baritone. .Hector Pellerin
58006 Credo du Paysan (Le) (Goublier). Baritone,
Orphee Langevin
O Candal mon apys, mes amours! (Mercier).
Baritone Orphee Langevin
58005 Demain qui n'est jamais venu (Popy et Pic-
colini. Baritone Hector Pellerin
C'est pour vous! (Berlin). Baritone. .Hector Pellerin
58002 Elle etait vendeuse (Serpieri). Baritone,
Hector Pellerin
J'aime une brune (Christine). Baritone,
Hector Pellerin
74003 Elle ne croyait pas — Mignon (Thomas). Tenor,
P. A. Asselin
Le Reve — Manon (Massenet). Tenor. .P. A. Asselin
58002 T'aime une Brune (Christine. Baritone,
Hector Pellerin
Elle etait vendeuse (Serpieri). Baritone,
Hector Pellerin
74001 L'Adieu du Matin (Pessard) — Priez. aimez,
chantez (Gregb). Tenor P. A. Asselin
Madrigal (Chaminade) — Tu me dirais (Cham-
inade). Tenor '. P. A. Asselin
74001 Madrigal (Chaminade) — Tu me dirais (Cham-
inade). Tenor P. A. Asselin
L'Adieu du Matin (Pessard) — Priez. aimez,
chantez (Gregb). Tenor P. A. Asselin
58007 Marseillaise (La) (Rouget De Lisle). Baritone,
Orphee Langevin
Le Saint-Laurent (Mercier). Baritone,
Orphee Langevin
58003 Mimosa (La) (Barrirolli). Baritone. .Hector Pellerin
La Cocarde de Mimi Pinson (Marinier et
Heintz). Baritone Hector Pellerin
58006 O Canada! mon pays, mes amours! (Mercier).
Baritone Orphee Langevin
Le Credo du Paysan (Goublier). Baritone,
Orphee Langevin
(Continued on page 244)
244
THE TALKING MACHINE WORLD
April IS, 1920
ADVANCE RECORD BULLETINS FOR MAY— (Continued from page 243) 10152 Pre«y Little Rainbow (Vincent c Pi^ett)-
^ . " Waltz, saxophone and xylophone duet, orch.
PATHE FRERES PHONOGRAPH CO. o&kbhW ®£$Z*&$Jg^ 10 ^^^^fe,0^^^
Green Bros. Xylophone Orchestra 10 xylophone duet, orch. accomp.,
POPULAR SUPPLEMENT NO. 32 4624 All That I Want Is You (Monaco-Goodwin* 10144 Th. ui i- ^Trg£ *J,amilton Green-Rudy Wiedoeft
VOCAL Tenor' with orch Fred Whitehoue 10 = a Bird— Medley of Irish horn pipes,
22331 My Golden Girl (Krumraer-Herbert). Tenor, Oh How I Laugh (When I Think How I Cried La^e^ of "KMare^MpdlVv ' «V ' i'; i," 'i°^n Kimmel
Sam Ash 10 • About You) (White). Tenor, with orch., rm-H" iSuaare— Medley of Irish jigs, ac-
Beautiful Hawaiian Love (Terriss-Bridges). M,0 „ w , . r ., r. ,„ Billy Jones 10 101S3 Afehanistan— fW^tLr^n^" " " " V John Kimmel
Tenor duet Campbell and Burr 10 9029 He y?ent in Llke a Llon (Von Tilzer). Tenor, J AtSnan'stan— Oriental ballad, orch. accomp.,
22332 Mystery! (Johnson-Cirina). Soprano. . Patricola 10 rno 1°% r'r'T .Billy Murray 10 Xh r „ , T , -Premier-American Quartet
All the Boys Love Mary (Sterling- Van Schenck). C-U-B-A (Berlin). Tenor, with orch., accomn 6 Blues— Blues> °rch.
Soprano Patricola »V ■ - ..Billy Murray 10 10114 wu fv " Vt ,V Bert Harvey
22333 Daddy, You've Been a Mother to Me (Fisher) 9030 Afghanistan (Wilander-Donnelly). Tenor, with 10154 W,h?n the. Harvest Moon Is Shiniing— Male
Tenor Henry Burr 10 T orch Arthur Hall 10 i'i,r'w°v a?comP- Sterling Trio
Underneath the Southern Skies (Behim-Ruby- If You re Only Fooling Round Me (Bennett). 1 m . Waiting for To-morrow to Come— Tenor
Jerome). Tenor and Baritone, Tenor, with orch Arthur Hall 10 T,,f °% l*-accomp. . Reed Miller
Henry Burr and John Myers 1U"8 1 11 bee You ,n Cuba— Male trio, orch. accomp.,
22334 Buddha (Rose-Pollack) Peerless Quartet 10 OKEH RECORDS Karavan-Tenor = d K : The Jhree Kaufields
I'm Always Falling in Love with the Other " 'VW° accomn baritone duet, orch.
Fellow's Girl (Caesar-Meyer). Tenor, (Ten-inch records) 101 59 Daddv You've ' Been' k ' M^/™/"1 ™k Kaufman
22335 It, Hard to Settle Down to Civilian & f One ^ * . . ^ly^rray Vi^^^^^^^^
More (Weston-Lee). Baritone, piano accomp., Dardanella. Tenor, with Rega orch.. . Billy Mur™y ^'ckamnny Blues-Male trio, orch. accomp,
. .. „ a _ Jack Norworth 10 4081 See Old Man Moon Smile. Baritone duet, 10155 Mysterv— Fox-trot c^t^j, r- Sterling Trio
Argentines, Portuguese and Greeks (Swanstrum- Al. Bernard-Ernest Hare Far East-Wa hz ' ' W„.d' v™™ RanC/ £rch-
„„. TfM°rgan). Baritone... . Jack Ndrworth Chasin' the Blues. Baritone Al. Bernard 10156 Oriental Stars^FoV rrnt S am°US Da^e Orch.
22337 If You Could Care (from "As You Were") 4082 All I Want Is You. Tenor, with orch. .Henry Burr cental bt"^°x^ot,
(Wimpens-Darewski) Tenor .... Lewis James 10 When My Baby Smiles. Baritone, with orch., Missv MedW %„ ♦ ™. °" GJ?en s N°velty Orch.
Venetian Dreams (Garrett- Klickman. Tenor Bert Franklin saMnhone ' accordlon. Piano and
9^18 r,d.uet-y:"--- -Lewis James and Charles Hunt 10 4083 Old Fashioned Garden. Tenor, with orch., 10157 Railroad Blue's— FoiVr^ -The Palace Trio
22338 Ching-a-Ling's Jazz Bazaar (Johnson-Bridges), Sam Ash Ch ng-l %Jn%TT£Z R?'- ' - ' v.PIanta"on Jazz Orch.
T,„ „ Shannon Four 10 Venetian Moon. Baritone, with orch., a Ling s Jazz Bazaar— Fox-trot,
111 Always Keep a Corner in My Heart for ToseDh PhilliDS 10160 B™» nt i,- . c- Plantation Jazz Orch.
Tennessee (Clarke-Donaldson). Baritone, 4084 Melodious Jazz. Vocal quartet, with Regal orch , P °SC °f Wa^'"gton Square-Fox-trot,
Turner Roe Peerless Quartet Toreador (— \„ „ Murray s Melody Men
_, ' HAWAIIAN He Went in Like a Lion and Came Out Like a oreador One-step Continental Military Band
22324 Sweet and Low (Royce- Johnson), Lamb. Tenor, with orch Billy Murray _
^ ,- o Royal Waikiki Hawaiian Orchestra 10 4080 My Isle of Golden Dreams— Waltz, FIMPR^flM IMTCD1W A TI/MVT i i wht/t
Carolina Sunshine (Hirsch-Schmidt), Joe Thornas' Sax-o-tette EiHEK3UN |J> 1 fcKINA 1 IONAL INC.
Royal Waikiki Hawaiian Orchestra*, ~* In and Out — One-step . Joe Thomas' Sax-o-tette .
o-m, ™ ,n DANCE RECORDS 4085 See-Saw (Intro. "When Two Hearts Discover," PRFMTPP TWTi?Dw«TTm,.,
22321 Please (Roberts-Callahan)— Medley Fox-trot, from Musical Comedy, "See-Saw")— Fox-trot, 13053 Fun Fn^;c^ ?4T?°^AL AND FOREIGN
Intro.: "Patches" Wiedoeft's Palace Trio 10 Green Brothers' Xylophone Orch. *Un ^llenish Kumt Kern Guts Arous. Tenor,
Desert Dreams (Lewin)— Fox-trot, Korinthia— One-step, Gnf r;. . , , _ .. , „, Abe Rosenstein
omo r- j-, >■„ „, Wledoeft's Palace Trio Joseph Knecht's Waldorf Astoria Dance Orchestra 13054 Um,W; S §eldel; Tenor. .Abe Rosenstein
22339 Crocodile (Motzan-Akst)— Fox-trot, 4086 Lone Star (Intro.: "Just Say the Word")— Fox- M^ Umipnei Chatoemu— Part 1. Tenor,
„ . . . ,_. , Nicholas Orlando's Orchestra 10 trot Rudy Wiedoeft's Palace Trio TTm;™„; nu » • -r, Rev- Wm- Alperovitz
Somebody (Little-Stanley-Dellon)— One-step, Desert Dreams— Fox-trot. . Selvin's Novelty Orchestra umipnei Chatoemu— Part 2. Tenor,
„ ,_ . n Nicholas Orlando's Orchestra 4087 Afghanistan — Fox-trot Selvin's Novelty Orchestra nnc, p • r> u < c j „ Rev- Wm- Alperovitz
22340 Happy (Frey)— One-step, Buddha (My Own)— Fox-trot Van Eps Ouartet K*esSeudes.- . Ab. Schwartz's Yiddisher Orch
c j tt Jacob's Dance Orchestra 10 4088 Waiting Under Western Skies— Waltz, nnsfi vlr,t„ iT . . ' -T>Ab- Schwartz's Yiddisher Orch'
Syncopated Heart (Stothart)— Medley Fox-trot, Green Brothers Xylophone Orchestra Yente FreSl Die 4 Kashes. Duet,
ooi,, lntf°:. ' ^""'ng''- •• Jacobs' Dance Orchestra Somebody— Novelty One-step, m^h»i p i,. o , Gus Goldstein-Clara Gold
22341 Bound in Morocco (Herscher)— Fox-trot, Rega Dance Orchestra Mendel Recht Dem Seder. Duet,
T, T _ „ , _ „ All Star Trio 10 nn57 P,Am„„ Gus Goldstein-Clara Gold
^^2mL^l^^^2, EMERSON PHONOGRAPH CO. o f ^oM^ir-i^:::^^^
"The Sky-Rocket" All Star Trio 1^060 Mornelh Amari. Orch. accomp .. Narciso Tie Ch,™
22346 Left All Alone Again Blues ( from "The Night STANDARD 10-INCH GOLD SEAL Tammurriata Napulitana. Orch accomp ™y
Boat" (Kern)— Medley Fox-trot, Intro.: "Good- TIMELY SONG HITS „ , . •. „ Narciso Guida
When th^Wrdkl*;- ™«y?n Eps-Banta Trio 10 10136 The Bells of St. Mary's (Furber-Adams)- LUW Cn, N^i^TV Narciso-Ietti
•'AnJl . TO^f^S? Se \?r\A\DgK (from Tenor solo, orch. accomp... Walter Scanlan *apule e SemPe NaP«'e. Orch. accomp.,
mAt?op!f ^srs^g-fe^ Fox:°;- TX SsrJZz In 12059 :g 0?c^a accomP. . . .P ^1. ^
22343 Just Another Kiss CH^^^ 10M0 Venetian Moon (Kahn-GoMberg-Maginel-ila/e ^ ^ Fenesta e ^ ^°
Venetian Moon (Cdb^^!!^" „ ^^On ™Lg' ^Round Me,' wlffc^ ' 'A > ^iar0. Orc^ST
22347 Rose of Washington Square (Ha'nleyJ-Fo" '° Xou /ut Me ^i^e? (Geo J. Bennett)- 20044 The Last Rose of Summer (Moore5?"3'0"0"0"3™'3
trot Delia Rohhia n^l (M.» Tr.nt . fv i. \ Comedy song, orch. accomp. .Irving-Jack Kaufman u vimoure^,
Ori^t'al ItarsR°(Moana°o -Oneastep ',S' D'reCt°r) 10 lO1^ You're I Million Mile, Fr/m Nowhere When The Swan_Le cigne ^ s^»»^-al Quartet
De..a Robbia Orchestra (Max ?e..s, Director) ^nT^ld^¥ieorFiT. SKeSST 20045 The Rosary ^national Quartet
Regular May Pathe List Walter Scanlan Deep River M nV i vJn
^WA^W^"^ 10,47 fegcgym(Williams-Moret)-Baritone -^rch..^ 20047 wlll^arn Telf ' Ov'eriu^Pari ' i' •(Ros^'ni)^06"^
60084 La Boheme (Puccini) "In Poverte^mit Hetl" ** Whe," My .BaDy SmileS ^rVi"g BerTlin?-T|.norf William Tell Overture-Part II (Rossm.) V'U'S Ba"d
(In Pnvertv T i ! ln_^»verta mia heta solo, orch. accomp Irving Kaufman "1L A1 (.Kossmu, ,
un roverty 1 Live). Tenor, m Italian, 10148 When My Baby Smiles at Me (Sterling-Lewis- PTF<?NT wntruMP Thaviu s Band
Voce e' Notte (Neapolitan Fo ™SoS° (dT&? 12 Jf»nr»)-B»rito„e »lo, orch accomp.Arthur Fields 11050 Marsz Strzelcow.^ Orch. Lcomp T Wronski
60088 A T(eBenini) ' ^| « ^ Grzmia, Pod Stoczkiem Armat,P Orch.
i,«reS0S)i«;-^ 12 ^ ^ K§ l^e..0^,^:::::! IS
(Love, Fly on Rosy Pinions). Soprano 1„ est Rose of All (Ruby-Cantor-Ponce)— C^ornedy 11052 Ostatni Mazurek T Wronsk
Italian b„„ 3 • sonS' orch- accomp Eddie Cantor Mazurek Trzeciesro Maia t' w i ■
STANDARD SONGS' SUNG IN ENGLISH " You Ain't Heard Nothing Yet (Kahn-DeSylva- 11053 Waleczynch Tysiac Orch. accomp . '. . '. . .T Wronlki
22313 The Pilot (Noyes-Protheroe). Piano accomp. 1n,„ w Jois0^ )_fonlHe dyA S°"g' %ch' a«omp. Eddie Cantor Marsz Sokolow. Orch. accomp.. T Wronsk
m Haydn Glee Club of Utica N Y 10 '»"5 Hand in Hand Again (Egan-Whiting)-Tenor v .... i. wronsk.
The Jolly Blacksmith's Lay (Geibel). Piano' ao and baritone duet, orch. accomp
22294 AS ( Bi^hSMeT. ^on^' N' Y' Once Upon a Time (Kun,^oSmbery)-Te"orShaW PARAMOUNT RECORDS
Elliott Shaw 10 so'0' orc'3- accornp Lewis James
Mollie Darling (Hays). Tenor.. Charles Hart 10150 Was There Ever a Pal Like You? (Irving Ber- njNrF pprrvpnc
22296 Oh! That We Two Were Maying (Nevin).5 c£ All TwTwt^V ' " 'Mi,Hain. R°byn 20007 Afg"a";^n (Wilander-Donnd ^-Fox-trot
tralto and Baritone A" Xhat 1 Want Is You (Goodwin-Monaco) — . cli - » w iVI 'n
r„n r Virginia Thatcher and Turner Roe 10 ,nn7 Jenorwlo orch acmmp . .. Sam Ash Venetian Moon (Kahn^^.»ffl_3S?S,r'
Gypsy Love Song (Slumber On My Little Gvdsv 10137 Sunny Weather Friends (Kendis-Brockman)— trot . Selvin'VNnvelVv n°l.,
Sweetheart) (Smith-Herbert). Baritone^ r Baritone . solo orch accomp . ...Arthur Fields 20008 Irene Medley (Iniro. ' ''''SkyTocket'-J-Fox t rot ™
Fllintt CI,,,,, Lucy Dancing Around the Cabin Door (Farrell- 5.i.;Xh. i* A I' .
25039 Her Danny (Byers-Schonberg). Tenor, Robinson) Tenor and baritone duet, orch. Desert Dreams (Leonard Lewin) Fox-trot "
Down Limerick Way (Gartlan). Te?ot °aViS 10 ]01^ OJO$ (Gay'-johAioAPComeZy'"^ o^hf™"" 20009 I'll See You in C-U-B-A (SBeriin)-Frx'rro'?rCheStra
22314 The Trumpeter (Barron-Dix). Tenor'""' DaViS 10 Th^tJ^nderfui Kid "From j^rid '(MacDonaw""37 When My Baby Smiles at Me (Louis^eHin^ Tri°
. „ „ . William Rubinoff 10 Osborne)— Character song, orch. accomp., Munro)— Fox-trot All Star Trio
I Hear a Thrush at Eve (Eberhart-Cadman). ,n, 10 w, v - a, „.r c Billy Murray „ VOCAL RECORDS
T^«V-TXTe^T-T\V™^;V-'W«liam Rubinoff 10149 When You're Alone (West-Spencer)— Tenor 20010 Oh! Gay-Johnson), Tenor solo. .. .Billy Murray
ofnin t NEW INSTRUMENTAL RECORDS soI°. orch. accomp Irving Kaufman Saxaphone Blues. Vocal solo, with Saxaphone
27027 To Sprmg(Gneg). Piano solo Rudolph Ganz 10 Sunny Florida (Bianco-Schmidt)— Tenor solo, solo by Rudy Weidoeft. . Al Bernard
Perpetual Motion (Weber). Piano solo, orch. accomp Walter Scanlan 20011 Pickaninny Blue (Frost-Klickrnan)" ' Tenor solo
,-„.. r. . ,. , ,„ . . . Rudolph Ganz 10143 I Know What It Means to Be Lonesome (Ken- orch accomp Henrv Burr
5^049 Liebshed (Kreisler). Violin solo, dis-Brockman-Vincent) — Tenor solo, orch. I'm Waiting for My Tomorrow to Come (Davis-
T .. T Alexander Debruille 12 accomp William Robyn . Hawelka-Prival). Vocal solo, orch accomp
Indian Lament (Dvorak-Kreisler). Violin solo, °nly (Caesar-Akst) — Tenor solo, orch. accomp., Marion Evelyn Cox
.„,„, „ . ._ „ Alexander Debruille Walter Scanlan 50030 Lassie O'Mine. Tenor solo Earnest Davis
40197 Extase (Ganne). Violin, 'Cello, Piano, LATEST DANCE HITS Bring Back the Golden Days. Tenor solo
c , The Tollesfen Trio 12 ,01^6 Venetian Moon (Goldberg-Magine)— Fox-trot, Earnest Davis
Serenade (Widor). Violin, 'Cello, Piano, Plantation Tazz Orch INSTRUMENTAL RECORDS
™„, t3 a xtt\ a.,t^ r^T. x- TheTollesfen Trio 12 Rose of the Orient (Gerald Arthur)— Fox-trot, 30061 I Might Be Your Once-in-a-While (Herbert-
„.,.NpfW BAND AND ORCHESTRA RECORDS Plantation Jazz Orch. Smith) (Intro.: "Wild Oats")— Medley Fox-
22315 Blaze of Glory (Holzman). March, 10133 Yellow Dog Blues. Medley (Intro. "A Good trot American Marimba Players
n v ,t> ImPer'aJ Infantry Band of England 10 Man Is Hard to Find") (Handy-Green)— °n Miami Shore (LeBaron-Jacobi)— Waltz,
Cocneco (Reeves) An Alaskan Serenade," Fox-trot Selvin's Novelty Orch , .,, , American Marimba Players
00,., „ , Imperial Infantry Band of England 10 In Shadowland (J. S. Brothers. Jr.)— Waltz 30060 A'»ha Land (Hawaiian Guitars, Flute Obligato),
22311 Sambre et Meuse (Defile I. March Selvin's Novelty Orch ~ Louise, Ferera and Rose
„ , Garde Republicaine Band of France 10 10139 Bo-La-Bo (George Fairman)— Fox-trot F,rst Love. AccordSan swlo Delroy
I he Cadets (Sousa). March, Fmerson X 1 PIT d '
22298 r,.ian„. «<£?rK RfPubli<;fine Band of Fra"<:e Sweet and Low (Charles L. Johnson)— Waltz,
22298 Castanets, Spanish Dance," Sanford's Famous Dance Orch OPPRADHOMPm IMr
o. - ., c . Native Brazilian Orchestra 10 10142 Please (Callahan-Roberts)— Fox-trot, UPEKAPnUI>E LU., IINC.
bhepherd s Song, Old Melody," MT, D ,
Native Brazilian Orchestra 10 My Baby's Arms (Harry TierSy)-Fox-troty „,5fiB , POPULAR VOCAL .
Fmerson Militar'v Bmd 6 B^""^' Hawaiian Love (Terries-Bridges).
fiPNMPTT I A TPD A I DCrnnnp 10141 O (Oh I) (Gay-Johnson)— Fox-trot, 7 T ^"w ^v' f aceomP Campbell and Burr
Utl>I>IEl 1 LAltKAL RECORDS Plantation Tazz Orch I Am Waiting for Tomorrow to Come (Davis-
Song of Omar (Leo Edwards)-Fox tr°" J °rCh' Hawelka-Pr.val). Baritone, Orch. accomp.,
2504 Missouri Waltz (Logan), ,„„.,„..,„ ,. _ . „MP,antntion Jazz Orch. 21157 Alice Blue Gown (from "Irene"! (McTaVthv
n J' ^•,SXire'?i^4e i0^"'" of Londo" I* ^rf)-Foex.Tr°otr °nce,na-Wh"e (Victor Her- . Tierney). ConVrTo. Orch! JSSJ/.. .^uisf^ither
Beaut.fu, Oh.o .Mat^t -^ ^ W^f * (^se-Pol.ack). Orch. accomp
9024 Who Wants a BabyP ( YeHen-Olman)^ Fisher-Leo EdwTrds)— Fox trot .. a." All^Lan-' Trio " "» ^or^Z .*?. ^B^Z
April IS, 1920
THE TALKING MACHINE WORLD
245
Some Leading Jobbers ol Talking Machines in America
WE H. REYNALDS
DISTRIBUTORS OF
Victrolas and Victor Records
MOBILE, ALA.
RECORD BULLETINS FOR MAY
(Continued from page 244)
If You Could Care (from "As You Were")
(Wimperis-Darewski). Tenor, Orch. accomp.,
Lewis James
21159 Ching-a- Ling's Jazz Bazaar (Johnson-Bridges).
Orch. accomp Shannon Four
So Long Go Long (Kalmar-Ruby). Tenor, Orch.
accomp Russell Paige
21160 Jazz Babies' Ball (Bayha-Pinkard). Tenor,
Orch. accomp Wilbur Fairbanks
Ohl By Jingo! Oh! By Gee! (Brown-Von Tilzer)
Tenor, Orch. accomp Douglas Scott
DANCE
31138 Crocodile (Motzan-Akst) — Fox trot,
Elite Dance Orchestra
Just Another Kiss (Hilbert)— Waltz,
Elite Dance Orchestra
31139 Somebody (Little-Stanley-Dellon) — One-step,
Elite Dance Orchestra
Venetian Moon (Goldberg-Magino) — Fox-trot,
Elite Dance Orchestra
31140 When You're Alone (Spencer- West) — Fox-trot,
Elite Dance Orchestra
Bound in Morocco (Herscher) — Fox-trot,
Tones' Novelty Dance Orchestra
31141 Blue Diamonds (Caddigan-Story) — Fox-trot,
Elite Dance Orchestra
Bow Wow (Wadsworth) — One-step,
Southern Saxaphone Band
STANDARD VOCAL
41109 Love's Old Sweet Song (Bingham-Holly). Con-
tralto, Orch. accomp Madeline Gilroy
Ohl That We Two Were Maying (Nevin).
Contralto and Baritone, Orch accomp.,
Maude Gordon and Victor Churchill
INSTRUMENTAL
51131 Mighty Lak' a Rose (Nevin). Violin, Flute _
Pian0 Mendelssohn Ino
Melodie, Op. 42 (Tschaikowsky). Violin solo,
Piano accomp Albert Faber
51132 Woodland Dreams (Vargas),
Operaphone Concert Orchestra
Iris (Friml) Operaphone Concert Orchestra
EMPIRE TALKING MACHINE RECORDS
UNIVERSAL CUT RECORDS
POPULAR SO'NGS
415 Venetian Moon (Kahn-Goldberg-Margini) . Male
Trio, Orch. accomp Sterling Trio
You're a Million Miles From Nowhere (Lewis-
Young-Donaldson). Tenor, Orch. accomp.,
Sam Ash
416 When the Harvest Moon Is Shining (Sterling-
Von Tilzer). Quartet, Orch. accomp.,
Shannon Four
Was There Ever a Pal Like You (Berlin).
Orch. accomp Henry Burr
417 Pickaninny Blues (Frost-Klickman) . Tenor,
Orch. accomp Lewis James
Everyone Is Meant for Someone (Kalmar-
Ruby-Rubini Santaella). Tenor Duet, Orch.
accomp Campbell and Burr
418 When You're Alone (West-Spencer). Male
Quartet, Orch. accomp Shannon Four
How Sorry You'll Be (Wait'll You See) (Kal-
mar-Ruby). Tenor, Orch. accomp. .. .Billy Murray
419 Mystery ( Johnson-Cirina) . Contralto, Orch.
accomp Jane O'Day
I'm Always Falling in Love With the Other
Fellow's Girl (Caesar-Meyer). Tenor, Orch.
accomp Sam Ash
STANDARD SONGS
420 Sleep, Baby, Sleep (Hadley). Tenor, Orch.
accomp., Yodling Song William McDonnell
0 Sole Mio! (Capurro-DiCapua) . Te^ior, Neapol-
itan Orch. accomp Marion Costello
HUMOROUS SONGS
421 I'll See You in C-U-B-A (Berlin). Tenor, Orch.
accomp Billy Murray
Oh. Mother, I'm Wild (Jotonson-Pease-Nelson).
Tenor, Orch. accomp Bertram Smith
INSTRUMENTAL SELECTIONS
803 Cavaleria Rusticana (Intermezzo) (Mascagni).
Violin Solo, Piano accomp Alice Raymond
Somewhere a Voice Is Calling (Tate). Violin,
flute and piano Mendelssohn Trio
804 Star Spangled Banner (Key). With Army Bugle
Calls Empire Military Band
Flags of Freedom (Sousa). March.
Empire Military Band
DANCE SELECTIONS
507 Ole Miss Blues (Handy). Fox-trot,
Janes' Novelty Dance Orchestra
Little Girls, Good-Bye (Jacobi). From "Apple
Blossoms." One-step Empire Dance Band
508 I Left My Door Open and My Daddy Walked
Out (Berlin). Intro. "Nobody Knows and
Nobody Cares." Medley Fox-trot,
Brown's Dance Orchestra
1 Might Be Your Once in a While (Herbert).
From "Angel Face." Intro. "Call It a Day."
Novelty Dance Orchestra
509 Faust Waltz (Gounod). Accordion Duet,
Delenti Brothers
Golden Sunset (Hall) — Waltz, Accordion Duet,
Delenti Brothers
W. W. O'Hara, Montreal, will remove on May
1 to 737 St. Catherine street west, where he
will have four times the amount of space at his
disposal. He will feature the Columbia line
stronger than ever and put into force innova-
tions previously impossible through lack of
space.
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it.
E. F. DROOP & SONS CO.
1300 G. STREET. WASHINGTON, D. C.
231 N. HOWARD STREET, BALTIMORE. MD
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stock*, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga., Columbia Graphopbone Co., 63 N.
Pryor St.
Baltimore, Md., Columbia Graphopbone Co., 16
South Howard St.
Boston, Colombia Graphophone Co., 137 Federal
St.
Buffalo, N. Y., Columbia Graphophone Co., 733-
35-37 Main St.
Chicago, 111., Columbia Graphophone Co., 14 N.
Michigan Are.
Cincinnati, O., Columbia Graphopbone Co., 427-
429 W. Fourth Are.
Cleveland, O., Columbia Graphopbone Co., 137*
Euclid Ave.
Dallas, Tex., Columbia Graphophone Co., 1011
Elm St.
Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Place.
Detroit, Mich., Columbia Graphopbone Co., 401
Woodward Ave.
Indianapolis, Ind., Columbia Graphophone Co..
207-217 W. Washington St.
Kansas City, Mo., Columbia Graphophone Co..
1017 McGee St.
Los Angeles, Cal., Columbia Graphopbone Co..
745 S. Broadway.
Minneapolis, Minn., Columbia Graphopbone Co.,
412-414 Nicollet Ave.
New Haven, Conn., Columbia Graphophone Co.,
206 Meadow St.
New Orleans, La., Columbia Graphopbone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 55
Warren St.
Omaha, Neb., Schmoller & Mueller Piano Co.,
1311 Farnum St.
Philadelphia, Pa., Columbia Graphophone Co.,
210 N. Broad St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way.
Portland, Me., Columbia Graphophone Co., 43
Exchange St.
Salt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.
San Francisco, Cal., Columbia Graphophone Co.
130-150 Sutter St.
Seattle, Wash., Columbia Graphophone Co.. 811
Western Ave.
Spokane, Wash., Columbia Stores Co., 161 South
St.
St. Louis, Mo., Columbia Graphopbone Co., 1127
Pine St.
Tampa, Fla., Tampa Hardware Co.
Headquarters for Canada:
Columbia Graphophone Co., 54-66 Wellington
St., West, Toronto Ont.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Woolworth Building New York
Standard Talking Machine Co. ,
ITTSBURGH
W. J. DYER & BRO.
DYERIB'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
Sherman Jllay& Co.
San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
The PERRY B. WHITSIT CO.
Distributors of
Victrolas and Victor Records
COLUMBUS, OHIO
William Volker & Co.,fcc^™ev^r'
DISTRIBUTORS
Complete Pathephone and Pathe Record Stocks.
The best proposition for the progressive dealer.
Victor Exclusively
EASTERN TALKING MACHINE CO.
177 Tremont Street, Boston
VICTOR DISTRIBUTORS
246
THE TALKING MACHINE WORLD
April 15, 1920
Acme Die Casting Corp 125
Acme Engineering & Mfg. Co 147
Acme Mica Co 220
Acme Phono. Corp 192
Adora Phono Co 230
Aeolian Co 100, 101
Aeolian Co., Chicago 144
Aeolian Co., Cincinnati 41
Amalgamated Phonograph Accessories Corp 213
American Felt Co 127
American Mica Works
American Phonograph Co.
67
208
American Walnut Mfrs. Assn 227
Andrews, W. D., & C. N 56
Ansonia Needle Co 43
Armstrong Furn. Co 54
Arrow Phono. Corp 115
Astoria Mahogany Co 42
Automatic Container Co 67
Automatic Cover Support & Mfg. Co 35
B
B & H Fibre Mfg. Co 22
Badger State Cab. Co 235
Badger Talking Machine Co 118
Bagshaw Co., W. H 84,85
Earnhardt Bros. & Spindler 35, 93,145,223
Beacon Phono. Co 124
Beecroft, Clement 209
Belwin, Inc. 201
Blackman Talking Machine Co 198
Bluebird T. M. Co., Insert following page ,~. 26
Bond's Graphophone Shop 215
Booth Felt Co., Inc 82
Boston Book Co 220
Brilliantone Steel Needle Co 37
British Polyphon Co .-. 238
Brooks Mfg. Co 195
Brown, McManus & Co 219
Brunswick-Balke-Collender Co., Insert following page 10
Buehn Co., Louis 97
Buffalo T. M. Co... 71
Bush & Lane Piano Co 67
Cabinet & Accessories Sales Co 193
Cardinal Phonograph Co 57
Carpenter Paper Co 127
Chappell's , 202
Charmaphone Co 33, 181
Cheney Talking Machine Co 55
Cherington Mfg. Co 145
Chicago Ferrotype Co 156
Chicago Hinged Cover Support & Balance Co 141
Chicago Metal Products Co 204
Chicago Talking Machine Co 134
Chorister Phono. Co 161
Cirola Distr. Co 197
Clark Co., John Elliott 35
Classified Want Ads. 234, 235
Cleveland T. M. Co.. 15
Cole & Dunas 154
Columbia Graphophone Co 12, 13, 18, 27,
34, 43, 50, 54, 74, 81, 103, 113, 173, 196
Columbia Mantel Co 183
Compton-Price Co., Insert following page 82
Condon & Co., Inc 16, 17
Consolidated Music Co 177
Consolidated Talking Machine Co 143
Cox, Geo. Clay 224
Crafts Piano Co, A. 1 190
Cressey & Allen 90
Crippen Co., Inc 52,53
Crosley Phono. Co 212
Curry, Frank B 90
Delpheon Co 118
DeMoll & Co., O. J 120
Deterling Mfg. Co 217
Ditson Co., Oliver 81
Doctorow, D. R 216
Dodin, Andrew H 242
Doehler Die-Casting Co 79
Droop & Sons Co., E. F 245
Drying Systems, Inc 116
Dulcitone Phonograph Co 10
Duo-Tone Co 72
Dyer & Bro., W. J 245
Eastern Talking Machine Co 83, 245
Echo Music Pub. Co 201
Eclipse Musical Co 34
Edison, Inc., Thos. A Back Cover, 28, 106, 168
Efficiency Electric Co 174
Einson Litho., Inc 189
Eject-O-File Co., Inc 187
Emerson International, Inc 123
Emerson Philadelphia Co 96
Emerson Phonograph Co 112
69
24
205
Ill
140
223
98
Excel Cabinet Co 178
Emerson Record Sales Co.
Emerson Sales Co., Pittsburgh...
Empire Phono. Parts Co
Empire Talking Machine Co
Endless-Graph Mfg. Co
Esco Music & Accessories Co
Everybody's Talking Machine Co.
Glvnn, W. D., Distributing Co 47
Goldstein, C. M... 226
Gramophone Co., Ltd 236
Grand Rapids Brass Co 233
Grand Rapids. Phonograph Co 68
Grand T. M. Co., Inc.. 185
Gray Co., Walter S.. 93
Gray & Dudley Co , ... 45
Great Eastern Manufacturers Ass'n 143
Gretsch Mfg. Co., Fred 78
Grey Gull Records 182
Griffith Piano Co 47
H
Haag & Bissex 114
Hallet & Davis Piano Co 89
Handy Mfg. Co 147
Harponola Co « 65
Hartzell, Geo. W ■ 170
Herbert & Huesgen Co 82
Hessig-Ellis Drug Co 47
Hey wood Bros. & Wakefield Co 62
Hiawatha Phono. Co 20
Hillman & Son -Phonograph Co _ 47
Hinds, Hayden & Eldredge, Inc 201
Hobson Miller Mfg. Co 125
Hough, J. E., Ltd 237
Hough, L. W 89
Hunt, J. D.. Mfg. Co 233
Huss Bros. Phonograph & Piano Co 121
Ilsley, Doubleday & Co 72
Independent T. M. Co 172
International Mica Co 42
Iroquois Sales Co 126
Faultless Caster Co 26
Favorite Mfg. Co 234
Fisher, Co., Fred 199
Fletcher-Wickcs Co 155
Fox Pub. Co., Sam 200
Franklin Phonograph Co 99
Fulton Talking Machine Co 208
Gately-Haire Co., Inc 179
General Phonograph Corp.,
Inserts following pages 18, 34. 66
General Phonograph Mfg. Co 32, 216
Genera) Sales Corp 19
Gibson-Snow Co 47
Glenwood Cabinet Co 40
Globe Decalcomanie Co 50
J
Jewel Phonoparts Co...
Jones-Motrola, Inc
Jones Piano Co., E. H.
K
Kawin, Nat
Kennedy-Green Co
Kent Co., F. C •
Kesner & Jerlaw, Insert following page
Keystone Minerals Co
Kiefer-Stewart Co
Kirkman Engineering Corp
Kraft, Bates & Spencer. Inc v
Krasberg Engineering & Manufacturing Corp 25
142
29
51
143
169
11
42
26
47
18
88
113
Lakeside Supply Co:, Inc.- ;
Lansing Co
Lanski Co. i - . •-•
Lee-Cort-Andreesen Co
Lesley's ............. — ... - -
Lockwood, Vernon
Long Cabinet Co., Geo
Lorentzen, H. K '-Viz-
Lucky 13 Phonograph Co ' 7r '
Lu-Franc Sales Service 45,
Lundstrom Mfg. Co., C. J
Lyon & Healy s 136,
Lyons, J. I
Lyraphone Co. of America
M
Magnavox Co *47,
Magnola Talking Machine Co 32, 67, 74, 130,
Mandel Mfg. Co., Inc
Manhattan Phono. Parts Co
Marshall & Co., C. L
Marvelon Co
Mastertone Phono Co
Mellor's •
Melodia Co
Melodia Phonograph Co
Mercantile Finance Co
Mermod & Co....
Meyercord Co
Mickel Bros. Co
Minneapolis Drug Co
Modernola Co
Moeller-Waters Co 117, 148,
Moir, C. C -
Montagues, I., & Co. .
Music Table Co
Musical Products Co
Musical Supply & Equipment Co
Mutual T. M. Co....
Myers Replayer Co
N
National Decalcomania Co 98
National Publishing Co °
National Vitaphone Corp 167
Natural Voice Phonograph Co 130
Neu & Co., H. G 181
New England Piano & Phono. Co 91
New England Talking Machine Co 90
Newman Bros. Co 138
Newton-Elting Distr. Corp 79
New York Talking Machine Co 134
Northwest Phonograph Jobbers, Inc 110
Nye, William F 21
Ogden Sectional Cabinet Co., Inc 159
Ohio Sales Co 47
Onken Co.. Oscar 169
Opcrollo Co 180
Ormes, Inc 9
Oro-Tone Co 149
Owen Co., Jr., Dennis B 200
Pacific Phonograph Mfg. Co 104.105
Paramount Talking Machine Co Inside Rack Cover
Parks & Parks 212
Parr Mfg. Co 231
Pathe Frcres Phonograph Co 164, 165
157
91
158
47
242
239
166
60
77
79
92
157
147
40
211
137
146
70
47
58
219
163
218
149
63
202
138
245
47
80
204
86
47
210
87
47
70
203
Peabody. Henry W.. & Co.
Pearsall Co.. Silas E.
Peckham Mfg. Co
Peerless Album Co «
Peerless Record Makers 173
Pcnn Phonograph Co 95
Perephone Co., Ltd 237
perfect Automatic Brake Co 155
Period Tone Arm Co 211, 215, 225
Philadelphia Show Case Co 48, 94
Phillips, Wm 70
Phonograph Appliance Co 130
Phonograph Supply Co. of New England 90
Player Phone T. M. Co 151
Playertone T. M. Co 114
Pleasing Sound Phono. Co 74
Plywood Corporation 209
Portable Phono. Co 186
Precision Castings Co 42
Prescott. F. M 193
Presto Phono. Parts Corp i... 66
Progressive Phonographic Supply Co 217
Putnam-Page Co 39
R
Reed Co 121
Reflexo Products Co 171
Regina Co 18
Reilly Co., W. J 194
Rene Manufacturing Co 191,208
Repeater Stop Co 109
Repeat-O-Graph Co 129
Rex Gramaphone Co 240
Reynalds, Wm. H 245
Robinson, The Plater 141
Robinson-Compton Co 128
Robinson-Pettit Co 47
s
Schloss Bros 215
Schmelzer Arms Co 23
Seaburg Mfg. Co 228
Seeburg, J. P., Piano Co 151
Sharmat & Son, S. W 86
Sherman, Clay & Co 245
Singer T. M. Co '. 91
Smith Drug Co., C. D 47
Smith, Kline & French Co 47
Smith Laboratories, H. J 218
Smith-Schifflin Co 211
Solotone Mfg. Co 98
Sona-Tone Phonograph, Inc 110
Sonora Phonograph Sales Co., Inc.,
Inside Front Cover, 39, 46, 47
Soss Mfg. Co 223
Sound Recording Co., Ltd 239
Southern Drug Co 47
Southern Sonora 47
Southwestern Drug Co 47
Sphinx Gramaphone Motors, Insert following page.. 50
Standard Accessory Corp 119
Standard Paper Co 188
Standard Talking Machine Co 241
Starr Piano Co 44
Stead & Co., J 238,240
Steel, W. R — 240
Steger & Sons Piano Mfg. Co 139
Stein-Burn Corp 131
Steinert, M., & Sons Co 83
Steinola Co 60
Stephenson, Inc 214
Stern & Co., Jos. W 202
Sterno Manufacturing Co 232
Stewart Phonograph Corp 184
Stewart T. M. Co 189
Stodard Phono. Co 175
Staffer & Stackhouse 30
Stone Piano Co 222
Strevell-Paterson Hardware Co '. 47
Superior Phonograph Co 147
Supertone Needle Wks., Insert following page 98
Supreme Phono. Parts Co 70
Swiss Jewel Co 36
T
Talking Machine World Dealer Service 206, 207
Thomas & Proetz Lumber Co...... 218
Toledo Talking Machine Co 63
Triangle Phono. Parts Co 176
Tri-Sales Co 103, 161
U
Udell Works 51
Unit Construction Co 38
United Mfrs. & Dist. Co 64
United Music Stores 99
United Phonograph Corp 160
Universal Fixtures Corp 122
Universal Stamping & Mfg. Co 152
V
Vacuum Record Lifter, Ltd 61
Val Accessory House 99
Van Houten, C. J., & Zoon 47, 153
Van Veen & Co., Arthur L 197
Venus Co 74
Vicsonia Mfg. Co., Inc 27
Victor Talking Machine Co Front Cover, 5, 7
Vitanola Distributors Co -96
Vitanola Talking Machine Co 73
Vit Talking Machine Co 150
Volker & Co., W 245
W
Wade Co., R. C 59
Wade & Wade 135
Wade Talking Machine Co 102
Wagner Phono. Co 163
Walters & Barry Corp 49
Ward Co., C. E 50
Wathall Music Co 47
Watson Bros. & Co 89
Wcber-Knapp Co 107
Webster Novelty Mfg. Co 108
Werlein. Ltd., Philip 196
Wescr Bros 225
Weymann & Son, H. A 98
Whitsit Co., Perry B 245
Widdicomb Furniture Co 162
Windsor Furniture Co 31
Wolf, Clifford A 226
Wonder T. M. Co 66
Y
Yahr & Lange Drug Co 47
Yates, Chas. H •. 209
z
Ziegler, Baker & Johnson 78
THE TALKING MACHINE WORLD
Sign Up for Paramount
Co-Ordinated Products
IMMEDIATE DELIVERY ASSURED
Take advantage of the co-operation which the great Paramount Organization
is equipped to give you. Build up your sales and profits with Paramount Talking
Machines, Records, Needles and other accessories under one Trade Mark and
Guarantee.
Sell one and you sell all by linking all together under the same. name,
tive dealer's proposition now ready. Apply to your nearest distributor.
Attr
ac-
REG. U.S. PAT. OFF. -
Paramount
talking Machines & Records'
Advance List of May Releases
Two Hits to Every Record. All Records Lateral Cut.
20007 f
$1.00 |
20008 j
$1.00 1
20009 J
$1.00 I
200
$1
10 10 J
.00 I
Afghanistan Selvin
Venetian Moon Selvin
Irene Medley Selvin
Desert Dreams Selvin
I Will Meet You in Cuba All Star Trio
When My Baby Smiles at Me All Star Trio
Oh! Billy Mi/rray
Saxophone Blues Al Bernard and Rudy Weidoeft
20011 J Pickaninny Blues Henry Burr
$1.00 1 I Am Waiting for To-morrow to Come. ... Marion Evelyn Cox
50030 [Lassie O'Mine Earnest Davis
$1.25 | Bring Back the Golden Days Earnest Davis
33060 f Aloha Land — Hawaiian Guitars Louise- Ferera- Rose
$1.00 | First Love — Accordion Solo.., Delroy
33061 J I Might Be Your Once in a While. .American Marimba Band
$1.00 j On Miami Shore American Marimba Band
DISTRIBUTORS
CO.,
S H I PLE Y - M ASSI N G H AM
Pittsburgh. Pa.
For Western Penna. and West Virginia.
THE OHIO PARAMOUNT CO.,
6101 Euclid Ave.. Cleveland, 0.
For Ohio.
E. R.- GODFREY & SONS CO..
Milwaukee, Wis.
For Iowa, Illinois, Michigan, Indiana and
INC.,
Wisconsin.
C. E. WHITCOMB,
315 Tyler St., Minneapolis, Minn.
For Minnesota, North Dakota and South Dakota.
NORTH WEST PHONOGRAPH JOBBERS,
915 Riverside Ave., Spokane, Wash.
For Washington, North Oregon, North Idaho and West Montana.
PECK & HILLS FURNITURE CO.,
San Francisco, Cal.
For California.
Style XV
Retails at SI40
Mahogany and
oak
PECK & HILLS FURNITURE CO..
141 Madison Ave., New York City.
For East New York, East Penna. and New Jersey.
Six Models of the Paramount. Immediate Delivery. Write to us or to your distributor
Mail the coupon now
The Paramount Talking Machine Co,
Port Washington, Wis.
Paramount Records are specially
recorded in our fully-equippdd
laboratories in New York City.
ORDER BLANK
For May Lateral Cut Paramount Records
Quantity
Record
Number
Quantity
Record
Number
Quantity
Record
Number
Advertising
20007
20010
33060
Hangers
20008
20011
33061
Envelope Circulars
20009
50030
Window Announcement
□ Check here
Write us about available territory for Paramount Co-Ordinated Products
Date
Order No.
Ship to
City & State.
t
TojEdison Dealers:
Watch For Your Jobbers Salesman!
He has with him a copy of the Portfolio
shown here — the 1920 Sales Promotion Plans.
These plans were devised
by the most able adver-
tising men and sales
authorities in the profes-
sion. They are made ex-
pressly for you— to enable
you to make more sales.
Dealers who have signed
up for various proposi-
tions are already getting
results. You, too, will get
results.
Watch for your Jobber s
Salesman !
THOMAS A. EDISON, Inc.
Orange, New Jersey
JOBBERS OF THE NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS
CALIFORNIA
Los Angeles — 'Edison Phonographs,
Ltd. » .
San Francisco — Edison Phonographs,
Ltd.
COLORADO
Denver— Denver Dry Goods Co.
CONNECTICUT
New Haven — Pardee-Ellenberger
Co., Inc.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph Co.
James I. Lyons (Amberola only).
INDIANA
In li.mapolis— Kipp Phonograph Co.
IOWA
Des Mnines — Harger & Blish.
Sioux City — Harg.r & Blish.
LOUISIANA
New Orleans— Diamond Music Co..
Inc. " . . , < !
MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Gaods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of
Detroit if ■ » -• , ■»
MINNESOTA
Minneapolis — Laurence II.
Lucker ,.\ : : /■'••j^, .
MISSOURI
Kansas City — The Phonsgraph Co.
of Kansas City.
St. Louis — Silverstone Music
Co.
MONTANA
. Helena — Montana Phonograph
Co.
NEBRASKA
Omaha — Schultx Bros.
NEW YORK
Albany — American Phonograph
Co.
New York — The Phonograph
Corp. of Manhattan.
Syracuse — Frank E. Bolway ft Son,
Inc. W. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland — The Phonograph Co.
OREGON
Portland — Edison Phonograph
Ltd. X^tfj
PENNSYLVANIA
Philadelphia— Girard Phono-
graph Co.
Pittsburgh — Buehn Phonograph
Co.
Witliamsport — W. A. Myers, 't • ,
RHODE ISLAND
Providence— J. A. Foster Co.
(Amberola only).
TEXAS
Dallas — Texas-Okkhoma Phono-
graph Co. -
UTAH
Ogden — Proudfit Sporting Goods
Co.
VIRGINIA
Richmond — The C. B. Haynes
Co., Inc.
WISCONSIN
Milwaukee — The Phonograph Co.
of Milwaukee.
CANADA
Montreal — R. S. Williams &
Sons Co., Ltd.
St. John— W. H. Thome & Co.,
Ltd.
Torontor-R. S. Williams k Sons
Co., Ltd.
Vancouver— Kent Piano Co., Ltd.
Winnipeg — R. S. William* 4 Sons
Co.. Ltd.
Babson Bros. (Amberola only).
Calgary — R. S. Williams fit Sons
Co.. Ltd.
VOL. XVL NO. 5
SINGLE COPIES. 25 CENTS
.PER YEAR, TWO DOLLARS
makers jy
sellers of
macfynes
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, May 15, 1920
£IINIIIII1IIIHIIIIIIII«
The instrument by which
the value of all musical
instruments is measured
This trademark and the trademarked word
" Victrola " identify all our products. Look
under the lid 1 Look on the label !
VICTOR TALKING MACHINE CO.
Camden, N. J.
Victrola XVI
^DtiiuiLiMrrniiiiiii JiiDDtiiiDiiiiirittttiJiiitiiiiiiiririiiiitriii niiiuiiMiii^iiiiuifii iii;iiiMtiii)tiinrtMirt]iiiiiji)iiiiiiiiiiiijiiiitriiiiiitiiiitiutii*riHiim«tuiififti]]iiiRtii(iiiriiiiiiifiii ji riidiiiiiiritJiiiiriiitTiii^jiiiiiiijTfi- iii'NJiiiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiwiiiliiiiiiiiiiiiNitiii.iiiiw
■ Entered as second-class matter May 2, 1905, at the post office at New York,.N. Y., under the act of Congress ofMarch 3, 1879.
THE TALKING MACHINE WORLD
Here are quotations from letters
written bv dealers who handle
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
JOBBER
"The day before Christmas
we had only one Sonora phono-
graph in our entire establish-
ment. Dealers gobbled up
everything regardless of finish
or model so great was their
anxiety to get anything with
the Sonora name on it."
DEALER
"We got 23 Nocturnes and
Minuets the Saturday before
Christmas by express and the
evening of the 24th they were
all sold.
"Our business in December
far exceeded that of last
December. Our business has
shown a substantial increase
every year from the begin-
ning."
JOBBER
"Owing to the demand we
have been unable to establish
new agencies. Rather than
take on some available line
many prospective dealers are
patiently waiting for the in-
creased supply of Sonoras
which they know will soon be
available.
"A number of our agencies
are in towns of less than 2,000
population and the volume of
their business would make
many a city dealer sit up and
take notice.
"Almost incredible small
town business has been built
up by the Eagle Drug Store of
Ingersoll, Oklahoma, whose
proprietor, Ivan Morgan, has
been making sales beyond any-
one's greatest expectations."
The Sonora is in tremendous aemand, sells easily, keeps bank
balances high and is a big money-maker for all Sonora dealers.
Sonora $f)onograpf) Co., 3nc.
GEORGE E. BRIGHTSON, President
New York City 279 Broadway
Canadian Distributors :
I. MONTAGNES & CO., Toronto
Sonora is licensed and operates under BASIC
PATENTS ot the phonograph industry
The Talking Machine World
Vol. 16. No. 5
New York, May 15, 1920
Price Twenty-five Cents
OPENS HANDSOME ESTABLISHMENT UNITED TAKES OVER HOUGHTON CO NEW VICTOR DISTRIBUTING HOUSE
Dreibelbis Music Shop Opens Attractive Store
in Butte — Handles Columbia Products and
Features Period Models With Great Success
Butte, Mont., May 5. — The recent opening of
the Dreibelbis Song Shop, at 77 West Park
street, marked the completion of one of the
handsomest retail establishments in this city.
Louis Dreibelbis, the owner of this emporium,
has been receiving the congratulations of music
lovers throughout the city, who are enthusiastic
regarding the attractiveness of every detail of
the furnishings.
In its talking machine department, the Drei-
belbis Music Shop handles Columbia products
Exterior View of Dreibelbis Song Shop
exclusively, and through the use of consistent
advertising, coupled with the efficiency of its
sales staff, it has built up an extensive Colum-
bia clientele. The new store features Columbia
Grafonolas to advantage, and a group of hand-
some period designs emphasizes the quality of
this product.
One of the features of the new home of the
Dreibelbis Music Shop is the perfection of the
sound-proof room equipment. There are ten
Interior View Showing Sound-proof Booths
sound-proof demonstration rooms for the sale
of Columbia Grafonolas and records, and in
addition there is a dancing parlor, children's
parlor, Nation's Forum room, reception parlor,
ladies' rest room and record alcoves. The sheet
music department also presents a very attractive
appearance, and this department is attaining
signal success.
THE BLUE AMBEROL IN IRELAND v
T. Edens Osborne, the enterprising merchant
of Belfast, Ireland, has been featuring very
largely in the local papers the arrival of large
shipments of Edison Blue Amberol phonograph
records, which are very popular in that city.
Mr. Osborne is the factor in Ulster for these
records, and he, as well as his customers, is
pleased that shipments of phonographs and rec-
ords from America are now becoming more fre-
quent. There was, naturally, quite an inter-
ference with shipments during the war.
The Airtone Corp., New York, has been or-
ganized to manufacture talking machines. The
capital of the new company is $300,000 and the
incorporators are C. H. Day, M. J. Finkelstein
and H. B. Mingle, 233 Broadway.
$1,250,000 Corporation Purchases Houghton Ohio Talking Machine Co. Will Open Up at
Mfg. Co. and Will Make the Cathedral Phon- 427-29 West Fourth Street, Cincinnati, June 1
ograph — Install New Equipment Throughout — Prominent Men With This Organization
Marjon, O., May S. — The plant of the Houghton
Mfg. Co. here has become the property of the
United Phonograph Corp., of Omaha, Neb.,
manufacturers of talking machines. The con-
sideration is not stated. M. L. Corey, president,
and R. W. Morrison, production manager of
the Omaha corporation, closed the deal, and
the Marion Chamber of Commerce was instru-
mental in promoting the transaction. The new
company takes immediate possession.
The new firm is a $1,250,000 corporation, or-
ganized last August and its stockholders are
business men and bankers of Iowa and
Nebraska. For some time the company has
been giving contracts for the manufacture of
its machines to the Houghton Co. The com-
pany at the time of the sale was working on a
contract for 1,000 machines. The directors,
however, decided to purchase the plant outright
and as a result it is to be enlarged and new
equipment installed. The new owners, accord-
ing to Mr. Corey, expect to make 30,000 cab-
inets this year and by late Summer hope to
increase the output to 100 cabinets a day. One
hundred men will be employed.
The new owners manufacture a phonograph
called the "Cathedral." R. W. Morrison will
be in charge of the local plant. The product of
the plant will be shipped to Omaha in carload
lots and distributed to the trade from there.
C. W. Van Eck, of Grand Rapids, Mich., will
move here and assume charge as resident man-
ager.
A SERVICE CARD THAT PAYS
Dunlap's Sporting Goods Co., Far Rockaway,
N. Y., Victor dealers, recently prepared a card
that it is using in order to be sure that every
Victrola shipped from the store is in perfect con-
dition and properly equipped before it is deliv-
ered to the customer.
This card is reproduced herewith, and Victor
dealers will undoubtedly be interested in the
careful attention that is> given to every detail
of Victor shipment. The card has been highly
praised by the customers of the Dunlap's Sport-
ing Goods Co., who appreciate the service ren-
dered and it is printed for this reason.'
Date Sold '...192.
Model Finish
Name
Address
Table True and Clear
Speed 78 Ind. 78...
Arm Free and O. K Screws Tight....
Diaph., Wax, Set Screw O. K
Corners and Groves Cleaned
Cab. Polished Arm Tied
Locked L. Key W. Key.:
S. Bx Need. Bx Tungstone. . . .
*F. Tone H. Tone Cat
Inst. Book How to Get, etc
All Parts Placed Where?
Doors Tied No
Entered in Book
Delivered by Date 192.
DUNLAP SPORTING GOODS CO.,
FAR ROCKAWAY, N. Y.
INCREASE CAPITAL TO $25,000
The Cabinet & Accessories Co., Inc., New
York City, Otto Goldsmith president, ljas in-
creased its capital stock to $25,000. This com-
pany, although in existence a little over a year,
has built up a remarkable business in dis-
tributing many of the best known accessories in
the talking machine trade. This increase of
capital will enable a still larger expansion of the
business.
Cincinnati, O., May 6. — The new Victor dis-
tributing organization to be located in this city
has been completed, under the name of the Ohio
Talking Machine Co., as was announced in last
month's World, with headquarters at 427-429
West Fourth street, and on or about June 1
the company will begin to supply Victor goods
to dealers in this section of the country. Of-
ficers of the new company have been elected
as follows: President, W. T. Haddon; vice-
president, A. H. Bates; secretary, C. H. North;
treasurer, C. A. Dougherty.
Mr. Dougherty has been for many years con-
nected with the accounting department of the
Victor Talking Machine Co. and in this new
connection as financial administrator in the
Cincinnati distributing organization, his knowl-
edge of modern accounting methods will be of
C A. Dougherty J. J. Conaty
great value, not only to his company, but to
Victor dealers in that section.
James J. Conaty, whose fourteen years' ex-
perience in the record ordering department of
the Victor Co. qualifies him as an expert on
records, will have charge of record ordering and
merchandising for the new organization.
The Ohio Talking Machine Co., in acquiring
the services of Mr. Conaty, has succeeded in
carrying out its policy of making available to
Victor dealers a man whose experience and
knowledge in the comparative selling value of
records is national, so that competent assistance
will at all times be at the service of the dealer
to enable him to intelligently buy and efficiently
sell Victor records. As has been stated before
in these columns, all of the officers connected
with the company have had an extensive Victor
training and it is their purpose to organize a
trade service department which will be qualified
unusually in that direction.
Mr. Bates, who has figured as a Victor
traveler and later as manager of Wanamaker's
talking machine department in Philadelphia, is
an expert in store management. Mr. Dougherty
contributes to the company his knowledge of
store accounting and retail financing as par-
ticularly applied to the talking machine business,
and Mr. Conaty, as record expert in record or-
dering, record filing systems, and record mer-
chandising, will give his services in that con-
nection.
The personnel of this new distributing organ-
ization is unusual in that all of the members
are men who have given practically all of their
business lives to the talking machine business,
which is another indication that there has been
rounded out a generation of men who have
specialized only in this industry.
The Denhard Co., Louisville, Ky., a large fur-
niture house handling talking machines, has in-
creased its capital from $75,000 to $150,000.
4
THE TALKING MACHINE WORLD
May 15, 1920
pillllllllllllllllllllillllllllllllllllllllllllllllW
I Some Pertinent Reflections on the Sins of |
1 Unscientific Cost Finding - - bv e. g. Banks |
ilMllllllIIIIIIIIIIIIUlllIllIIIIIIIIIIU^
Manufacturers and producers generally are
finding it more and more difficult to meet the
ruinous competition of their competitors who
do not know how to figure the costs of pro-
duction. These people show as little insight as
many retailers in various lines who never figure
the cost of rent, clerk-hire and lighting on the
turn-over of their goods. The science of cost-
finding has been revolutionized since the
marked increase in the cost of raw materials.
Manufacturers, producers and creators to-day
are actually figuring their cost of production
on raw materials which they bought on a de-
clining market in the past, but which to-day
would cost from 50 to 100 per cent, more to
replace for future production. Manufacturers
who base their cost-finding on the prices of
yesterday are inviting disaster.
Granted that they would receive for their
product a fair margin of profit, when the costs
of yesterday are computed, they are actually
losing money, for the simple reason that the
cost of replacement will often take more money
right out of the treasury than the selling price
will bring in.
In other words, for any manufacturer of any
product whatever to base his selling price on
the actual cost of the components entering
into his product is extreme shortsightedness.
The only rational way in which he can
safeguard his interests is by calculating
the cost of each raw material entering into his
compositions, creations or products on the basis
of the actual market prices of the very day on
which he books an order.
It is the replacement of raw materials which
must be the chief consideration in finding costs
these days.
As to the results of the mistaken policy of
computing selling prices on the basis of the
actual amount paid for raw materials pur-
chased long in advance one need but view the
sorry stare in which the industries of Germany
are to-day, because of the very error in judg-
ment on which we comment. After the signing
of the armistice which brought the world war
to a close, and after the re-entry of the Teutons
into the commercial arena with the nations,
they straightway sold thousands of tons of
material at prices which, they calculated, af-
forded them most substantial profits, their com-
putations being based on the pre-war cost of
the raw materials to them. After they had sold
such accumulation of commodities at prices
which they thought yielded an exorbitant profit,
they were brought to the sad realization that
two or three times the amount they received in
sales would1 be required to replace the merchan-
dise sold.
Those who adhere to the suicidal policy of
basing their selling price on the actual cost of
raw materials instead of at their market value
at the time of the sale of the finished product
are certain to be much disappointed when the
market pendulum swings the other way. Then
jg Everyone Should (
j| Grasp the Importance J
H of this Policy, Which
j Forms the Keystone
■ of Industrial Success
I
they will have on their hands high cost mate-
rials in a declining market and consumers cer-
tainly will not pay them on the basis of the
actual cost of the raw material, but rather on
the basis of its then market value. If the seller
pleads that the materials which go into his
finished product cost him considerably more
than the prevailing market quotations, the
negotiator will simply laugh and inform said
seller that he (the almost buyer) is not going
to pay for accesses due to the erroneous judg-
ment of the buyer, when he purchased raw
materials at the wrong time, or at the wrong
prices.
It is, therefore, obvious that the only equi-
table way in which manufacturers of commodi-
ties that are made up from raw materials subject
to price fluctuations can safeguard themselves
is by taking advantage of the law of average.
If they ace so fortunate as to have low cost raw
materials on hand at the present time, they are,
in justice to themselves, compelled to consider
whatever profits arise out of this fortuitous
circumstance as a reserve fund against the day
when they will have high cost raw materials on
hand in a market that is tending downward. In
the meantime those who have made a sufficient
study of the character of their business and
know that this principle is fundamental to suc-
cess, and who will, therefore, not deviate from
the steadfast adherence to it, are suffering from
the competition of those who are surely well
intentioned in their mercantile methods, but
who have never been able to grasp the vital
importance of this policy which forms the key-
stone of solidity in "nearly all industries.
To all lines of business, the example set in
the way of right cost finding by the brass roll-
ing mills may serve as an object lesson. The
executive heads of the brass mills adjust their
prices speedily following a rise or decline in
the copper market. The reserves of copper and
zinc which they carry are so large that very
often they work through a prolonged period of
high-priced copper on metal which they bought
in an abnormally low market. In doing this
they are enabled to lower their price consist-
ently when the copper market goes down, in
spite of the fact that they may have copper on
hand that cost them considerably more than
they will receive for their finished product.
It is to be hoped that those who have thus
far been blind to this immutable law of all
trades will soon see the light, and it is most
desirable that all trades as a whole shall carry
on a campaign of education toward that end.
DANGERS OF MUTUAL CRITICISM
When mutual criticism becomes a favorite
indoor sport between the different heads and
sub-heads of departments of an industrial in-
stitution there will soon be more trouble in evi-
dence than anything else. Mutual criticism and
mutual admiration are things of which a little
bit will go a long way. What we need for a
steady diet is an order of mutual co-operation
to make things go smoother and better. It is
time to cut out some of the blame-shifting and
fault-finding and put a little more of the spirit
of helpfulness in their places.
RES. U.S. PAT. OFF
To handle two lines at one time and do both lines
justice is well nigh impossible. We believe that all
any Victor dealer needs is Victor product, as specializa-
tion brings the best results.
ORMES, inc.
26 East 125th Street NEW YORK
Victor Wholesale Exclusively
May 15, 1920
THE TALKING MACHINE WORLD
5
tslHIiltiliaiElgl
gl^lLHel^lkl^l^llEHillglbltelfellglteltili«HillElteHgllElliHel
Victor
Supremacy
The supremacy of the Victrola is
as evident in the prosperity of Victor
retailers as in the great musical
accomplishments of the instrument
itself.
Victor supremacy means retailer
success.
**Victl*ola" is the Registered Trademark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Wholesalers
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Oa Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. ..Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y AmerK in Talking Mach. Co.
G. T. Williams.
Buffalo, N. Y W. D. & C. N. Andrews.
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt. ...American Phonograph Co.
Butte, Mont ...Orton Bros.
Chicago, 111 Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical ' Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmlra, N. Y Elmira Arms Co.
El Paso, Tex. W. G. Walz Co.
Honolulu, T. H. ...Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas.
Indianapolis, Ind. ..Stewart Talking Machine Co.
Jacksonville, Fla. ..Florida Talking Machine Co.
Kansas City, Mo. ..J. W. Jenkins Sons Music
Co.
Schmelzer Arms Co.
• Sherman, Clay & Co.
• O. K. Houck Piano Co.
• Badger Talking Machine Co.
Los Angeles, Cal.
Memphis, Tenn. . .
Milwaukee, Wis. .
Minneapolis, Minn
Mobile, Ala
Newark, N. J ,
New Haven, Conn,
New Orleans, La..,
New York, N. Y..
Omaha, Nebr.
Peoria, 111
Philadelphia, Fa. .
Pittsburgh, Pa.
Portland, Me
Portland, Ore. . . .
Richmond, Va.
Rochester, N. Y . .
Salt Lake City, V.
San Francisco, Cal
Seattle, Wash. .
Spokane, Wash.
St. Louis, Mo. . .
St. Paul, Minn.
Syracuse, N. Y. .
Toledo, O. . ....
Washington, D. C
.Beckwith, O'Neill Co.
,Wn. H. Reynalds.
.Collings & Co.
.The Horton-Gallo-Creamer
Co.
.Philip Werlein, Ltd.
.Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Landay Bros., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
.Ross P. Curtice Co.
Mickel Bros. Co.
.Putnam-Page Co., Inc.
.Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
.Cressey & Allen, Inc.
• Sherman, Clay & Co.
.The Corley Co., Inc.
,E. J. Chapman.
.The John Elliott Clark Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Sherman, Clay & Co.
.Koerber-Brenner Music Co.
.W. J. Dyer & Bro.
,W. D. Andrews Co.
.The Toledo Talking Machine
Co.
.Cohen & Hughes.
E. F. Droop & Sons Co.
Robt. C. Rogers Co.
Victrola VI, $35
Mahogany or oak
Victrola IX, $75
Mahogany or oak
Victrola XI, $150
Mahogany, oak or walnut
Victrola XVI, $275
Victrola XVI, electric, $337.50
Mahogany or oak
Victor Talking Machine Co
Camden, N. J., U. S. A.
fLierir ir-iMEir- inr ir iPiriFi^
6
THE TALKING MACHINE WORLD
May IS, 1920
ALL RECORD CUSTOMERS ARE ALBUM CUSTOMERS
A Place for Every Record and Every
Record in its Place
Albums are an Indispensable Requisite in the
talking machine business and wherever records are
sold. Practical and handy. Save time and records.
A profitable adjunct to the business.
We manufacture disc Record Albums to fit cabi-
nets of all sizes and styles. With the indexes they
are a complete system for filing all disc records.
We have unexcelled manufacturing facilities, and
considering quality our prices are the lowest. Write
us, giving quantity you may desire, and we will
quote prices.
OUR ALBUMS ARE MADE TO CONTAIN VICTOR,
COLUMBIA, EDISON, PATHE VOCALION AND
ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.
CHICAGO OFFICE: 508 S. Dearborn Street
MAKING THEIR SELECTION
THE PERFECT PLAN
KEEPING AFTER THE PROSPECT LIST
P. J. Ryan, of Windom, Minn., Develops Profit-
able Business by Using Aggressive Methods —
Attains Exceptional Sales Results
Windom, Minn., May 5. — P. J. Ryan, of this city,
has achieved signal success in the merchandis-
ing of the Serenado talking machine. Although
Windom has a population of only 1,700. Mr.
Ryan has sold practically $10,000 worth of ma-
machines in the homes for test and take orders.
As the first list of prospects was cleaned up,
he arranged a demonstration in the high school
building which sold two machines to the school
board and gave him another prospect list upon
which he could devote his attention and each
one of the prospects was followed up by per-
sonal calls, instruments being placed on the
back of an automobile and taken to the home.
The success of P. J. Ryan may be repeated
in the small towns if similar tactics are followed
and the dealer keeps everlastingly after the
piospects on his list.
ESTABLISHED DIRECT DELIVERY
Modernola Co. Mastered Shipping Difficulties
Owing to Railroad Troubles in Eastern Ter-
ritory Most Successfully — Production Grows
M'CONNELL HEADS OHIO COMPANY
Nelson-Schroeder-Dever Music Co. Elects Of-
ficers for Ensuing Year at Annual Meeting
A Corner of the Ryan Display Rooms
chines in his first three months •as a Serenado
dealer.
Mr. Ryan started in business just about the
time of the Jackson County Fair, so he secured
one corner of the main building, built a booth
decorated in ivory and gold, in which he
placed three machines, mailed out letters by the
hundred, and he was ready. He took the name
and address of each visitor to the fair who
stopped at his booth and immediately after the
fair began to follow up that prospect list, place
Steubenville, O., May 6. — At the second annual
meeting of the stockholders of the Nelson-
Schroeder-Dever Music Co. of this city, held at
the company's offices last month, the follow-
ing men were elected as officers of the com-
pany and also as directors: S. A. McConnell,
president; A. D. Simmons, vice-president; John
Eynon, secretary; Frank B. Dever, treasurer,
and M. A. Nelson, manager.
This company has grown rapidly during the
two years it has been in operation. It is now
incorporated for $15,000 and expects to increase
its capital in the near future. Believing that
best results are obtained by the co-operative
plan, thirty-six local men and women are stock-
holders in the company, which has the agency
for the Aeolian-Vocalion and the Sonora.
Johnstown, Pa., May 6.— The Modernola Co.
surmounted the shipping difficulties caused by
the recent outlaw strike on the railroads in an
admirable manner. In order that the many
Modernola dealers in the Eastern territory be
not disappointed, this enterprising firm estab-
lished a truck line to New York City to make
deliveries. On the return trips supplies were
carried for the factory, which was thus allowed
to continue to operate at full capacity. Produc-
tion at the Modernola factories in this city was
recently increased by 50 per cent. Notwith-
standing this increased output, the Modernola
Co. reports that it is still behind in its orders,
but is making every endeavor to catch up.
Large numbers of inquiries from new territory
for the Modernola have been received within
the last few months.
WHAT UNCLE SAM OWES
As the public debt now stands, it is made up
of $15,616,800,000, comprising the four issues of
Liberty bonds, $4,422,700,000 of Victory short
term notes, $2,667,220,000 in Treasury certificates,
$870,000,000 in War Savings certificates and ap-
proximately $1,000,000,000 in bonds issued prior
to the World War. The greatest single item
among those old bonds is the issue of consol of
1930, which aggregate $600,000,000.
PEERLESS
Metal Back Album
Does it »tand the atrain?
I'LL SAY IT DOES!
Why A lb urns:
|| Because the empty album is a constant reminder to the owner to fill
it with records
PEERLESS Albums emphatically do sell records!
\\ Because the average dealer is chiefly concerned with the sale of rec-
ords, it is good policy on the part of manufacturers to build their
talking machines with an ample record filing capacity in the form of
PEERLESS Albums.
]\ Because the most popular machines on the market are cabinet types
equipped with albums.
|j Because PEERLESS Albums, combining choice materials with skilled
workmanship, will make a good phonograph better, and a mighty fast
seller.
PEERLESS ALBUM COMPANY
PHIL RAVIS, President
43 49 Bleecker Street NEW YORK CITY
Representatives: BOSTON, L. W. Hough. 20 Sudbury Street;
CHICAGO, W. A.Carter, 57 E. Jackson Blvd.; SAN FRANCISCO. Walter S. Gray Co.. 942 Market St.
Our Standard Grade
Lowest-Priced Quality
Album on the Market
Write for
description
and prices
May 15, 1920
THE TALKING MACHINE WORLD
7
Victrola IV, $25
. Oak
Victrola VI, $35
Mahogany or oak
Victrola VIII, $50
Oak
Victrola IX, $75
Mahogany or oak
Victrola X, W $125
Mahogany, oak or walnut
Victor
Supremacy
Victor supremacy points the
way to success for every music
retailer.
It marks the "path of least
resistance."
"Victrola" is Registered Trade mark of the Victor Talking Machine Company designating
the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any other Talking
Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated and
synchronized in the processes of manufacture, and should be used
together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola XI, $150
Mahogany, oak or walnut
Victrola XIV, $225
Mahogany, oak or walnut
Victrola XVI, $275
Victrola XVI, electric, $337.50
Mahogany or oak
Victrola XVII, $350
Victrola XVII, electric, $415
Mahogany or oak
a
THE TALKING MACHINE WORLD
May IS, 1920
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
L. M. ROBINSON, Advertising Manager
Trade Representatives: Wilson D. Bush, C. Chace, Edward Lyman Bill. V. D. Walsh,
E. B. Munch, Chas. A. Leonard, Scott Kingwill, L. E. Bowers, A. J. Nicklin
Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,
Wabash 5774.
Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the
principal cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage) : United States, Mexico, $2.00 per Year;
Canada, $3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
tW NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address : "Elbill," New York.
NEW YORK, MAY 15, 1920
LABOR TROUBLES RETARD BUSINESS ADVANCE
ALL departments of the talking machine industry have been
seriously interrupted during the past month by reason of the
so-called "outlaw" strike at the leading railroad terminals of the
country. Again we have been brought face to face with the serious-
ness of the sporadic outbreaks on the part of certain elements in
organized labor which act with utter disregard for the rights of the
people and their needs. Manufacturers in this industry, and it is
to be presumed in others, have been increasing production as rapidly
as their forces would permit to the end that the requirements of the
purchasing public may be satisfied. But their efforts have gone for
naught because shipments of freight have been absolutely tied up
for a month and thousands of people have been forced out of
employment by reason of the inability of the railroads to supply
factories with coal and raw materials.
This periodical halting of industry, this loss of millions of dol-
lars in actual cash for wages and in potential business, has got to
come to an end some time, and the sooner the better. There is a
certain element of labor that makes the average profiteer appear in
the role of a gentleman and scholar. It would seem well for industry
and the Government to combine to promote fairness and to throttle
the species of radicalism that places the individual demand above
the welfare of the community.
THE POTENTIALITY OF SERVICE
DURING the past year or so, with stock shortage considerably in
evidence, more than one talking machine dealer has declared,
in effect : "I could do so much to develop my business in a big way
if I had something to sell." But a mere shortage of machines and
records does not place the active retailer in a position where he
cannot go to the public with something definite to offer, for what the
talking machine dealer has been selling and is selling just now is
chiefly service. The industry as a whole has been built up with the
service idea and the widespread national advertising of the leading
manufacturers has all been calculated to emphasize this point.
It is true that machines and records and the artists who make
them have all been featured strongly, but the dominant thought
presented to the public has always been that these machines and
records were immediately available at the nearest dealers — that the
retailer was kept well supplied for the convenience of the public and
was ready and willing to demonstrate, as well as to sell. With the
shortage of stock the dealer who is looking to the future finds a
distinct opportunity for putting over this service idea stronger than
ever with his clientele. He can even emphasize the shortage of
goods to bring the point home. If he has not the desired record or
machine in stock he can at least promise to try and get it and keep
the customer informed of the progress of his efforts, or he can pro-
vide some means whereby the customer may obtain a machine, or
record, that will serve the purpose temporarily even though it may
not be just the thing desired. Then, too, the dealer will find so much
more time for the cultivation of good will, of- a more general music
interest in his vicinity — of a definite and assured feeling among the
educational factors, such as the musical clubs and the organizations
and individuals upon whom he can depend for future patronagd
Selling service is an art that in a measure is more complex than
the sale 'of the actual goods. It can be done in a way to offend, or
to leave a favorable impression. It can make friends or "lose them.
If the retailer can develop a program that will result in the people
in his territory looking upon his store as a legitimate headquarters
for not only talking machines and records, but other musical instru-
ments, and the service associated therewith, then he has reached a
point where he can rest easy regarding what the future has in store.
When goods become more plentiful, when the free buying slackens
up perhaps, and actual selling again becomes a necessity, the retailer
who has the service idea thoroughly grounded in the mind of his
clientele is going to have that much less trouble in holding his own.
Building for the future, even at some expense, represents business
insurance and is just as essential as taking care of the day's business.
ADVERTISING PRIMARILY BUSINESS INSURANCE
THAT advertising in a large measure, and under many conditions,
is primarily business insurance — the making of suitable provision
for the future — has been demonstrated most emphatically during the
past couple of years when war and reconstruction problems inter-
fered with production and manufacturing plans generally.
Despite the fact that in few, if any, lines of industry were
manufacturers in a position to keep in sight of the demand for their
products, yet, with that optimistic spirit that never fails to win suc-
cess, they inaugurated and continued a plan of advertising that
has impressed the public mind to a very large degree. Far-seeing
manufacturers realized that it was a wise investment to sink a fair
proportion of their profits into business building for the future —
protecting themselves and their name against the time when pro-
duction fully caught up with the demand.
Manufacturers of musical instruments, particularly talking
machine manufacturers, have been strong believers in this policy of
business insurance. To-day, as during the war period, they have
kept trade and public interest aroused, and in this way are now in a
position to go after business on a big scale, because, thanks to their
advertising policy, business awaits them, and unlike the manufac-
turer who decided to cease advertising until the reconstruction period
is safely past, they are not compelled to reintroduce and readvertise
their products to the wholesale and retail markets.
There is nothing that is forgotten more quickly than adver-
tising. A company using hig space in all of the leading newspapers
of the country can stop for just one year and find itself entirely-
forgotten by the public. This is not theory but proven fact. Some
years ago, for instance, a concern manufactured a special soap
powder which had been advertised extensively for years. In view
of the fact that the business was to be closed out the company dis-
continued advertising almost entirely, and when the sale was finally
made to a competing house the value of the property had depreciated
nearly seventy-rive per cent., largely because the good will of the
company was worth just that much lc*s. After the advertising had
been stopped for a period dealers ceased handling the line. When
there was a choice between two products they naturally selected the
one that was kept before the public through advertising and clung
to that line in preference to the non-advertised product.
It must be remembered that a trade name is worth little if
simply used on a particular product. The value of a name lies in
its being advertised and exploited to such an extent that it is con-
stantly in the minds of those who are expected to buy or sell that
particular product. It is only by advertising persistently that name
value can be kept alive. Make a list of the best known and most
May 15, 1920
THE TALKING MACHINE WORLD
9
valuable trade names in any industry and you will find every one
of them representing a well-advertised product.
Advertising itself is not simply a matter of business building —
it constitutes as we have pointed out the best form of business insur-
ance-— the keeping of the market in a receptive mood for future
sales, and it is not governed by market conditions. Whether the
factory is undersold or oversold, advertising is always essential.
WORKING FOR TRADE ADVANCEMENT
MEMBERS of the talking machine trade as a whole might well
look into the present activities of the Music Industries Cham-
ber of Commerce and the plans for the future of that organization
that have already been outlined. The work of the Bureau is under
the direction of a general manager of wide and successful experience
in organization work, who has outlined a program that is of
as much interest and importance to talking machine men as to those
in any other branch of the music industry. No better evidence of
this is supplied than the quick action taken in the case of the pro-
posed abolishment of commodity rates on talking machines and
pianos to Pacific Coast points as set forth elsewhere in The World.
The music industry to-day is not so much a collection of sepa-
rate trades as it is a combination of a number of divisions, the
majority of them with interests directly interlocking. The talking
machine trade is naturally quite well acquainted with the excellent
work being done for the general advancement of music, but the trade
should be equally familiar with the industrial activities of the Cham-
ber, if they may be so called, and the work being done for the
advancemenjt of the music business as a business.
The National Association of Talking Machine Jobbers, together
with several individual talking machine manufacturers, have already
joined the ranks of the Chamber of Commerce, but the trade should
by rights be more generously represented. The more generous the
support the more definite the benefits derived.
A TRIBUTE TO THE TALKING MACHINE
THE new attitude of the public towards music reproduced by
mechanical means is most strongly emphasized through the char-
acter of the comments offered by the newspapers on music of that
type. It has not been so many years ago that newspaper writers
took great delight in making sarcastic or supposedly humorous com-
ments on so-called "canned" music. It was something to be ridi-
culed and not taken seriously, but "canned music," thanks to the
talking -machine, has kept right on making decided progress.
The new attitude of the newspapers has been strongly in evi-
dence on numerous occasions recently, but never more noticeable
than in a recent editorial printed in the New York Tribune, under
the caption "Are Americans Musical?" The whole question of
mechanical music and its influence in developing the musical inter-
ests of the nation is summed up in the following paragraph- — a
paragraph that in a few words tells a story that should prove gratify- :
ing to every talking machine man :
"The supercilious- folk who suspected 'canned' music of all
sorts of evil influences lacked faith in their art as a matter of fact.
There is only one way to develop taste in any art, and that is by
saturating one's self in it. To learn rules, or hear an occasional
concert, or memorize a few pieces on a piano after years of dis-
agreeable endeavor, is not to become musical. The beauty of the
player-piano and the talking machine, artistically speaking, was that
they laid down no rules whatever. They simply filled the American
home with music — good, bad, indifferent, as the taste of the owner
elected. Taste does not remain stationary, however. There would
be no progress in any art if it did. Music develops its oavii stand-
ards ; it improves ears, comprehension, taste, as it goes along. That
is the experience and testimony of every one who has watched the
progress of mechanical music."
There are still, however, instances where newspapers have ap-
parently failed to grasp the new status of mechanical music, and
where such ignorance is evident it is the duty of members of the
trade to set the newspaper men right. The quoting of the Tribune
editorial should aid greatly in the accomplishment of this object.
MAINTAIN CORRECT RETAIL SALES TERMS
THE insidious effect upon the public of any tendency to expand
the terms on which retail business has until recently been uni-
versally done need not be emphasized here. Every man who knows
the history of the music industries knows that the practice of granting
absurdly easy terms came very near to killing the piano business
altogether. The talking machine industry has been guarded against
this tendency to demoralization ; and we must not forget that it was
the wise policy of the pioneer manufacturers which provided the
safeguards and nursed the infant industry through its earliest
struggles. To permit it now to degenerate, now when it is beginning
to taste prosperity on a large scale, is surely the most insane of
policies. Yet the steps towards loosening are being taken. Some-
body will surely think that he must "meet the mail-order terms" ;
and how long will the industry maintain itself in so unequal a con-
test? It is time to wake up, friends. We need association action.
Can we not get it?
INVENTORS CONTINUE TO BE BUSY
IT is interesting to note the numerous lines along which various
experimenters are working in connection with the development
of new inventions for the talking machine. Its musical status, of
course, is now thoroughly established, but we find busy men endeav-
oring, and with some success, to adapt the talking machine to special
fire alarm systems, alarm clocks, and for other novel and commer-
cial purposes. It may be, however, that none of these inventions and
experiments will come to anything of practical value, but they all
serve to give increased publicity to the talking machine.
10
THE TALKING MACHINE WORLD
May 15, 1920
lllllllllllllli'
Sales That Oft Seem Hopelessly Lost Can Be 1
Closed Through Art of Suggestion by m. Davis |
Mgr. Brunswick Phonograph Dept., Portland, Ore. m
[iiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiH
Much has been said and written about per-
sonality and the study of human nature in sell-
ing, but the one big factor never mentioned is
the combination of the knowledge of human
nature and the use of one's personality.
I will call it the "Art of Suggestion," because
to make use of suggestions with the power and
force to create a lasting impression is an art
requiring much tact and judgment.
The art of suggestion is simply a close study
of human nature, and the trained use of one's
personality by being able to suggest at such
time and in such manner as to make a lasting
impression on the person with whom you are
talking.
We are taught scientific selling, told to use
methods so and so and talk this and that, but
the salesman who forges ahead and delivers the
goods is the one who uses the fundamentals of
scientific selling combined with the simple judg-
ment of suggestion.
Every step in any given transaction is a sug-
gestion. The manufacturer suggests his goods
with national advertising. The dealer backs
the manufacturer up locally by suggesting his
store as the place to buy the merchandise, and
the salesman is the force behind the manufac-
turer and the dealer to create that desire to have
the merchandise in one's immediate possession.
From the minute you come into contact with
the customer it is a continual suggestion. The
customer by calling has suggested to you the
interest in the merchandise you have for sale.
You grasp that suggestion and carry it out by
suggesting the merits of your merchandise, with
the idea of making a sale. You play a record
and suggest the beauty of tone and the clear-
Style A
Dulcitone Walnut, Rich Mahogany,
Red or Brown
ness in which your phonograph brings out the
full tones of the singer or instruments. You
suggest the beauty of cabinet and finish, the
running of the motor and the other good points,
so you see it is all suggestion.
There is no other line that requires a closer
stud.v of human nature than musical merchan-
dise, for music hath the charms to touch the
H Few Lines Require ■
( Closer Study of Hu- J
J man Nature When B
■ Selling Than That of |
U Talking Machines. J
illllllillllllllllllllillllllllll
heart strings of one's soul, bringing out the
sentimental, the jovial, or the hardness of char-
acter, and this is why the art of suggestion,
plays such an important part in your work.
A salesman may find many things to suggest
in bringing the customer to the desire of posses-
sion. Practice and study the art of suggestion,
study your prospect. Learn the art of form-
ing a quick conclusion, and this, with a few
words of preliminary talk with the customer,
will give you a working basis. Don't try to
do all the talking. Lead your customer into
the talk and in so doing you will know whether
or not he is following you, and is interested,
and your sale will not drag.
The eye is the light of one's thoughts, and the
salesman who can look the prospect directly in
the eye is going to read them correctly.
I could name many instances where the art of
suggestion has closed sales that seemed hope-
lessly lost. It is the salesman who ha.s the
nerve to stay with his judgment and keep a
firm hold on the situation at all times who can
deliver the goods. When I went to selling
phonographs I had had no experience, but after
a complete analysis of the problems attached,
together with the use of the fundamentals of
scientific selling and judgment, combined with
the suggestive powers in which I believe, I had
one of my assistants keep a complete record
of every prospect to whom I showed a machine,
charging me with every call and. crediting each
sale. During the four months that this record
was kept my sales averaged 78 per cent of my
calls. The salesman who can create that last-
ing impression by suggestion and sincere hon-
esty of purpose will find a beaten path to his
door.
DOEHLER'S INTERESTING DISPLAY
The Doehler Die-Casting Co. exhibited a very
interesting array of castings of talking machine
parts at the Brooklyn Industrial Exhibit held
in Brooklyn during the third week in April.
This company does a very large business in die-
casting of talking machine parts and was, there-
fore, able to display a very comprehensive line
of its products.
Dulcitone
Tone Appearance Superiority
The wonderful tone of the Dulcitone is not an accident, but the result of right
development of known principles governing tone production. The especially
constructed tone chamber, embodying proper dimensions, shape and quality
of material, is the medium by which tone once properly started in the repro-
ducer is amplified and brought out full, clear and rich.
Ve
Dulcitone appearance is one of the prime factors in its popularity
in beautifully matched genuine Walnut and Mahogany veneers, it appeals
instantly to the eye and commands admiration. DULCITONE WALNUT IS
THE MOST BEAUTIFULLY FIGURED AND PERFECTLY MATCHED
VENEER IN THE ENTIRE PHONOGRAPH INDUSTRY.
The combination of wonderful tone and incomparable beauty of finish places
the Dulcitone at the head of the list of all Phonographs and explains its un-
questioned popularity with both dealer and customer.
Write for prices and further interesting information.
PROMPT SHIPMENTS.
Dulcitone Phonograph Company
Chicago Office, 404 Republic Bldg. SOUTH HAVEN, MICHIGAN
d ■
The Talking Machine World, New York, May 15, 1920
BRANCH HOUSES IN PRINCIPAL CITIES OF UNITED STATES, CANADA, MEXICO AND FRANCE.
MANUFACTURERS OF
THE BRUNSWICK
PHONOGRAPHS
623-633 SOUTH WABASH AVENUE
MANUFACTURERS OF
BRUNSWICK
RECORDS
April 30th, 1920.
To Brunswick Dealers
Everywhere:
LOYALTY BECAUSE IT PAYS — that is the real business man's analysis
of modern merchandising. Not loyalty because of sentiment, nor forced "fairness*
because of fear.
We have watohed with great pride the genuine loyalty of Brunswick
Dealers. And we have been delighted with the way in whioh Brunswiok Dealers have
analyzed the situation.
You have recognized one basic faot — and that is, the merit of any
produot, and certainly a phonograph, must be decided by_ the people.
We want to send you willing buyers. People who are self-convinoed.
Just as we find our happiest and most profitable association with willing dealers,
self-convinoed dealers.
The phenomenal growth of the Brunswiok Phonograph has been based
on the instrument's superiorities. Every advertisement, every sales effort, every
demonstration has been to urge people to hear The Brunswiok, to make comparisons,
then to decide.
Any produot, any business, any service, anything that is sold and
traded in MUST in the end stand or fall on its merits. And those merits are
decided only by the PUBLIC. Foroed sales never gain lasting satisfactions.
All other considerations are secondary. And good business rebels against
them. Only broad, fundamental policies win permanence.
The public to whom we advertise constantly, has responded to our
arguments. At first their curiosity was aroused. Then hearing confirmed the beauty
of Brunswiok Tone and the numerous superiorities. Many ol aim we understate
Brunswiok advantages.
And, frankly, that is exaotly what we do. The whole truth would seem too
superlative. It would etretoh oredulity. Hence we leave much to the prospect's
imagination, so that when he comes to you, he will find more than we have told him*
And that, of oourse, establishes a kindly feeling toward you.
Brunswiok plans and policies keep you in mind constantly, and your
customers. We build not only for today, but for tomorrow*
I would like to have every Brunswiok Dealer read carefully the several
messages inoluded in our oolored insert in this issue. In it and subsequent messages,
we strive to tell what we are accomplishing for you and how we cooperate.
lours truly,
THE B
The Talking Machine World, New York, May 15, 1920
Above — Brunswick phonograph factory at Dubuque, Iowa
Other Brunswick phonograph factories — Muskegon, Mich.; Chicago, 111.; Rockford, 111.; Knoxville, Tenn.; Toronto, Canada
Record factories — Long Island City, N. Y.; Jersey City, N. J.
PHONOGRAPHS AND RECORDS
Brunswick Phonographs
built complete in six immense
Brunswick factories
The House of Brunswick has in-
vested an enormous sum in its pro-
duction division. And expansion is
constant.
Thus by building its instruments
complete it controls the method of
manufacture and the quality. No
profits go to outside parts makers.
But it goes into the product. This
accounts for the many betterments
and superiorities.
The Brunswick production policy
is but one of the many policies that
spell a good business and a perma-
nent business to Brunswick dealers.
• The House of Brunswick has al-
ways been progressive. But it has
been for 76 years a concern that built
firmly, always insuring the future by
producing a superfine product.
Such broad and constructive poli-
cies make a Brunswick franchise an
exceptionally valuable asset to a
Brunswick dealer. It means a steady,
growing, satisfied trade, a permanent
connection, and an agreeable business
relation.
The future has much in store for
Brunswick dealers. As the past will
evidence. The giant strides of the
Brunswick Phonograph will keep up.
And now come Brunswick Records,
which are bound to make a like
success.
THE BRUNSWICK-BALKE-COLLENDER COMPANY
General Offices: 623-63 3 South Wabash Avenue, Chicago
Branch Houses in Principal Cities of United Canadian Distributors: Musical Merchandise
States, Mexico and Canada
Sales Company, 819 Vonge Street, Toronto
The Talking Machine World, New York, May 15, 1920
produced at the fast-growing
Brunswick Record plant
Above is pictured one of the units for
the production of Brunswick Records.
This pressing plant is located at Jersey
City, N. J. The Brunswick Recording
Studios are in New York City. Both
are Brunswick institutions, managed by
Brunswick executives.
With Brunswick Records, as with
Brunswick Phonographs, this great or-
ganization has set the highest standards,
so as to insure a winning position in the
hearts of the people.
The Brunswick policy is 100 per cent
Brunswick Phonographs. 100 per cent
Brunswick Records. We are not depend-
ent upon others — we are not jobbers, but
old-time manufacturers with new-day
ideas.
You can rest assured that Brunswick
Records will win friends for you. No
finer records are produced. As hearers
are quick to agree.
Brunswick Records are having the me-
teoric rise of Brunswick Phonographs.
We are putting tremendous effort and a
great fortune behind them. The list is
growing rapidly. Other famous artists
are being added to our already notable
list.
Already Brunswick Records hold a
dominant place amongst music-lovers.
THE BRUNSWICK-BALKE-COLLENDER COMPANY
General Offices: 623-63 3 S. Wabash Avenue, Chicago
Branch Houses in Principal Cities of United Canadian Distributors: Musical Merchandise
States, Mexico and Canada Sales Company, 819 Yonge Street, Toronto
The Talking Machine World, Nezv York, May 15, 1920
The ULTONA
/Playing a Brunswick Record
Pi
T77w tone amplifier
With Grill Removed
Brunswick
The Brunswick proposition is one of the
greatest opportunities that a dealer in any
line ever faced.
Here is a super-phonograph, with a
dozen superiorities. Here is an instru-
ment that in a few years has won a com-
manding place by sheer merit alone. And
its fame is spreading. Every Brunswick
is winning friends.
Now come Brunswick Records, which
will duplicate the sensation created by the
Brunswick Phonograph.
Here is an ancient house, a strongly
financed institution, a progressive group
of executives, a nation-wide organization,
splendid factories, every element that
spells permanency.
Here is a great national advertising-
campaign, running constantly in the 56
foremost publications, with a combined
circulation of over 24.000,000 monthly.
A strong selling campaign, urging people
to come to your store to hear The Bruns-
wick.
And topping all these advantages of the
present are the Brunswick plans for the
future ; aggressive, constructive plans that
will be of still further importance to
Brunswick dealers.
Every Brunswick dealer will profit with
us in reaping the harvest of these plans.
The momentum is pushing us forward.
And added momentum will be evident as
time passes.
We were never more confident, never
more enthusiastic. And that is the way
the Brunswick dealer feels who analyzes
the situation. This will be a great Bruns-
wick year, but next will be greater. Each
succeeding year will be greater. A Bruns-
wick franchise is more valuable every day.
For Brunswick is marching on.
THE BRUNSW1CK-BAEKE-COLLENDER COMPANY
General Offices: 623-633 South Wabash Avenue, Chicago
Branch Houses in Principal Cities of
United Slates, Mexico and Canada
Canadian Distributor!: Musical Merchandise
Sales Co., 81V Yonce St., Toronto
May 15, 1920
THE TALKING MACHINE WORLD
11
mini!
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiui
Salesmen Can Progress Only by Meeting and |
Overcoming New Problems - - by j. b. Parsons |
^IIIIIIIIIIIIUIIIIIHIIIIIIIIIIIUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII^
A small boy in school used to complain that
he had a hard time learning to spell because his
teacher changed the words every day. But this
same boy managed to absorb enough of his in-
struction to become an excellent speller in due
time and the fact that he had to meet new
words and new conditions every day made his
mind develop. The same argument can be ap-
plied to the salesman. It is only by meeting and
overcoming new difficulties that he progresses
and becomes master of his art. If there is any-
thing that is detrimental to good salesmanship
it is getting in a rut. Some salesmen, some-
times due to short-sighted methods of their em-
ployers, bury themselves so deeply in the rut of
habit that they are in a fair way to digging for
themselves a business grave.
There was a dealer in a Middle Western
State — not that his habitat has anything to do
with the story — who proudly held up the fact
that he was making a special effort to move his
dead stock of records and had kept his sales-
men at this plan for five years. His plan was
to keep his salesmen well informed as to just
what records needed a little more attention in
order to make sales and he instructed his men
to bring these records into every demonstra-
tion possible. His plan was excellent, but the
fact that he had been doing it for five years
without a change shows his vital error. Can you
imagine how enthusiastic his salesmen must
have been in trying to sell the same old records
for five years? If the dealer had only used a
little careful and well-planned publicity or if
he had displayed lists of these records around
the store he would have made a field for sales
which would have required much less effort on
IIIIIIIIIIIIIIIIIIIIIIIIIIII1IIH
the part of the members of his sales force.
A field manager or jobber who has the in-
terests of his dealers at heart would do well to
make careful investigations concerning condi-
tions from time to time. It would be a good
plan to find out in a friendly chat with the
dealer just what his habits are and have been
in disposing of his stock for several years past.
■
j Salesmen Who Bury j
| Themselves in the J
| Rut of Habit Usual j
■ ly Find They Have j[
| DugTheirOwnGrave m
siiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii i mi iiiiiiniiiiitiii iiiiiiiiiiiiiiiiin iiiiiiiiiiiiiiii ilium
When all these memoranda have been gathered
and compared a little study will reveal a host
of ways in which these methods could be im-
proved and the dealer lifted from his rut.
There are so many ways in which talking ma-
chines and records can be sold that there is no
excuse for getting into a rut. Music plays a
part in every phase of life and this part is as
varied as the many moods of life itself. With
such a wealth of material always at the sales-
man's hands it is folly to repeat the old parrot-
like phrase "What can I do for you?" Current
events in the world of music, anecdotes about
the lives of famous singers, the recent recital or
concert, the latest dance number out on the
records following its great success as a song,
yes, and even the weather, for music can cheer
up the dullest of gloomy days.
Perhaps your customer may not know of all
these happenings in the world of music, but
will be interested in knowing about them and
possibly flattered by your inference that he does.
Or, indeed, he may form the habit of dropping
into your store to hear the news. You are a thou-
sand more times more interesting to him if you
have something different to say each time. It
shows that you at least are not in a rut but are
wide awake to what is going on around you. If
you have a store large enough to require a num-
ber of sales people, train them to follow your
example and make them see that their worst
enemy is themselves if they fall into a rut. It
may require some effort to make the initial
change and start anew but it will prove worth
while in the end. The story of the small boy in
school contains the key.
A DELAWARE INCORPORATION
The Jentone Mfg. Co., Wilmington, Del., has
been incorporated under the laws of that State
to manufacture talking machines. The capital
is $100,000 and the incorporators are William
F. O'Keefe, George G. Steigler and E. E.
Abberle, Wilmington.
K. C. Sexton, well-known Victor dealer of
Washington, D. C, has taken possession of the
remodeled building at 631 Pennsylvania avenue.
Mr. Talking Machine Manufacturer:
Did you ever hear of a Cornet Foundry?
Of course you didn't. Cast metal is poor music-metal. It is dull to
sound — unresonant.
But drawn brass? "That's the thing !" you'll say; and for that reason
you will welcome this new Kent Tone Arm.
Not a die-casting, but made of seamless brass tubing, with
excellent sound-qualities.
Only gentle curves. No sudden angles to create sound-re-
flections.
Ball-bearing base. No resistance to movement of needle across
the record.
Ball-and-socket joint allows perfectly free up-and-down move-
ment of sound-box.
Can be furnished with or without throw-back; and with or
without sound-box.
FURTHERMORE, we can manufacture a seamless brass
Tone Arm especially for you, according to your own
exclusive specifications.
Ask us ANY question
We will answer to your satisfaction
F. C. KENT COMPANY
<^ff§|^ Irvington, N. J.
KENT UNIVERSAL TONE ARM
(Kentone. Type 25 B; Patent Pending)
Fitted with Kent Type S Sound box
Plays hill-and-dale-cut and lateral-cut records
To the Talking Machine Dealer:
We specialize in the manufacture of Sound-Boxes,
Tone Arms, and other attachments for Victor and
Edison Machines. You ought to know about them
because they multiply your sales and your profits. Kent
Products, we say, "Win their way, by their play."
And do not forget that we specialize in steel,
sapphire and diamond points.
Registered in U. S. Pat. Office
(Note change of address to our
new and much larger factory)
12
THE TALKING MACHINE WORLD
May IS, 1920
Tie Up to This
Vacation Model
Our Great National Campaign
We are placing this graphic advertisement,
reproduced in all the following forms, in
more than double the number of mediums
that we used for Vacation Models last year.
An added feature, sure to in-
crease sales, is the Non Set
Automatic Stop.
This advertisement will
appear in the June issues of
many national magazines
with an aggregate circulation
of more than 15,000,000.
Furthermore, we are following through, right
out onto the farms, by placing this Vacation
Model advertisement in all of the leading
farm publications.
Your Chance to Tie
Up Close
Here are five ways in which
you can give prominence to
your portable model Colum-
bia Grafonolas, and a sixth
important way is suggested
on the opposite page.
Get out your June Record
Supplements the very
moment you receive them
to your whole list of customers. Their covers
carry this advertisement. Address your
envelopes in advance.
Follow this up with the special folders
featuring Vaca-
tion Models, which
we have prepared
for this great cam-
paign.Their covers
also carry this
advertisement.
Be sure to dis-
play in your hear-
ing-rooms and on
your sales floor
the new June hangers featuring Vacation
Models and showing this advertisement again.
Our Monthly Window Display Service,
which saves you all your window worries,
shows this advertisement still one more time,
and features all the latest records. If you are not
already a subscriber, get your name
in to your Branch Manager now.
Talk Vacation Models to your
customers every time they come
in. Point out to them the endless
pleasure a portable model will give
them this summer. Begin now.
COLUMBIA GRAPHOPHONE COMPANY
New York
May 15, 1920
THE TALKING MACHINE WORLD
13
Columbia
Grafonola Drive
"Now We Can Dance"
Send for this Gut
It's for your local news-
paper campaign, carrying
your own name and ad-
dress. It will make new
customers come in. Send
for this cut and use it
now. It ties up with many
thousands of dollars of
advertising in the mag-
azines. Follow it up with
the other advertisements
in our portfolio of Ad-
vertising for Columbia
Dealers. Do this, and
you'll reap a rich reward.
14
THE TALKING MACHINE WORLD
May IS, 1920
PATENTED DEC. II. 1917
Talking Machine CABINET
The proof of the high selling value of the Lund-
strom "Converto" has been established at the hands
of Victor dealers all over the country. At present
their demand for Convertos exceeds the supply.
Profits from Converto sales have been greatest
for those who were first to realize that the Con-
verto does sell readily to present owners of Portable
Victors, that it does arouse new interest in Records,
and that it does offer in connection with a Portable
Victor a more salable instrument to meet the com-
petition of low-priced cabinet machines.
The C. J. Lundstrom Mfg. Co.
LITTLE FALLS, N. Y.
Lundstrom "Converto" Cabinets are broadly
covered by patents. Infringements will be promptly
prosecuted.
Converto
Wholesale Distributors
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes, Inc.
E. P. Droop & Sons Co.
Birmingham, Ala. Talking Machine Co.
BoKton, Mass Eastern Talking Machine Co.
Buffalo, N. Y W. D. & C N. Andrews
Burlington, Vt American Phonograph Co.
Chicago, 111 Lyon & Healy
Cincinnati, Ohio. .Rudolph Wurlltzer Co.
Cleveland, Ohio. . .Cleveland Talking Mach. Co.
The Eclipse Musical Co.
Columbus, Ohio.. The Perry B. Whitslt Co.
Dallas, Texas Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la. .
Elmira, N. Y
El Paso, Texas . .
Houston, Texas..
Jacksonville, Fla.
Kansas City, Mo.
Memphis, Tenn..
Milwaukee. Wis.
Mobile, Ala
Newark, N. J. . . .
New Orleans, La
New York City. .
Omaha, Nebr.
. Micke.l Bros. Co.
.Elmira Arms Co.
. W. G. Walz Co.
.The Talk. Mach. Co. of Texas
. Florida Talking Machine Co.
. J. W. Jenkins' Sons Music Co.
Schmelzer Arms Co.
. O. K. Houck Piano Co.
. Badger Talking Machine Co.
.Win. H. Reynolds
.Collings & Company
.Philip Werlein. Ltd.
.Emanuel Blout
Cabinet & Accessories Co.
Knickerbocker Talking
chine Co.
.Mickel Bros. Co.
Inc.
Ma-
Peoria, 111
Philadelphia, Pa
Pittsburgh, Pa...
Portland, Me
Kiehmond, Va....
St. Paul, Minn...
San Francisco, Cal
Sioux Palls. S. O
Syracuse, N. Y. . ,
Toledo, Ohio
Washington. D. C
.Putnam-Page Co.
.C. J. Heppe & Son
The Geo. D. Ornstein Co.
Penn Phonograph Co.
H. A. Weymann & Son, Inc.
.W. F. Frederick Piano Co.
Standard Talking Machine Co.
.Cressey & Allen, Inc.
.The Corley Co.. Inc.
,W. J. Dyer & Bro.
Walter S. Gray Co.
Talking Machine Exchange
W. D, Andrews Co.
Toledo Talking Machine Co.
Cohen & Hughes, Inc.
E. F. Droop & Sons Co.
m
May IS, 1920
THE TALKING MACHINE WORLD
15
mm
Making the Repair Department Self-Support-
ing by Systematic and Careful Management
.; .I.,;:,.;:!.!.!.! i. .i.i.ij.,. i.i.,.,:; .; i.i.iii;.,,,.,
Piano merchants in various sections of the
country have for some months past been giving
considerable attention to the question of serv-
ice to the customer, in an endeavor to decide
upon some point of demarcation between serv-
ice to which the customer is entitled by right
and without charge and service — principally
tuning and repairing— for which a definite and
fixed charge should be made.
In the past it was no unusual thing for a
piano house to offer free to a customer an un-
limited number of tunings during the first year,
and an insistent customer could have the free
tuning period extended a month or two. There
was also included in the selling agreement at
times an offer to move the instrument once
during the year without charge. All this might
have been very well when labor costs and over-
head expenses were low, but recently, where
every dollar counted, this free service began
piling up quite a substantial total on the wrong
side of the ledger. Means to obtain relief were
quickly considered. The result has been in
most cases the elimination of all free tuning,
except perhaps one general tuning immediately
after the instrument is placed in the home, pro-
vided there is a necessity for it. Free moving
was long ago forgotten.
This question of free service to the customer
is naturally as interesting to the talking ma-
chine dealer as to the piano man, although the
evils in connection therewith have not been
quite so evident in the talking machine trade.
The dealer is wise who makes a charge for all
repair service, when the demand is not occa-
sioned by some evident imperfection in the
machine itself and who likewise has little to
i.i.i.i,,.:i.,;L, i.i /: i.i ::: 1 1.,. ,.n.i ; 1 1 1 1. i:, 1 1.
say about the question of repairs while mak-
ing the sale. It does not inspire confidence
in the wearing qualities of the instrument to
have the -dealer tell the customer that if this
or that breaks, or gets out of 'adjustment, it
will be fixed without charge. Also it is the
wise dealer who takes occasion to arrange a
definite fixed schedule of charges covering the
territory in which he does business so that the
customer has little room for argument when
he receives his bill for repair work.
Several concerns in the West have printed
up special repair charge sheets. These charges
cover the cost of new parts at list prices as
set forth in the repair parts catalog, and also
include a time charge for the repairman, as
well as his traveling expenses. In one instance
the dealer has zoned the city, and has estab-
lished a fixed travel charge for each zone, on
the assumption that the repairman will be car-
ried to the customer's house in the dealer's
automobile. The repair work is charged on a
time basis at the rate of $1.00 an hour for the
repairman's time.
The dealers in one city have had their re-
pair charge schedules arranged for them by a
local distributor, and depend upon the dis-
tributor for their repair service. The whole-
saler's repairman does the work on the deal-
er's order, and where a C.O.D. charge is made,
he collects a fee of five cents for the collection
service. The charge to the dealer and the charge
to the customer differ sufficiently to enable
the retailer to realize a small profit, about
twelve or fourteen per cent, for his trouble. In
the schedule, as arranged by the distributor,
the charge for the use of the automobile is
HIS MASTER'S VOICC
Do Your Address Labels
Advertise You?
EVERY package you mail, express, or deliver locally
affords an opportunity to impress someone favor-
ably. Many leading advertisers recognize this and use
a distinctive label for all shipments and mailings — one
that ties up with their name, their products or their
service.
A member of our staff has been collecting fine ad-
dress labels for the past year and has a number of sets
that he will send, with our compliments, to Victor deal-
ers as long as his supply lasts. These specimens will
enable you to print something that will afford good pub-
licity at low cost. Furthermore, our publicity expert
will advise you as to the design of your own label if you
want assistance.
. THE CLEVELAND TALKING MACHINE CO.
1125 Oregon Avenue, Bingham Building, Cleveland, O.
Illl
made to include the repairman's time going
from the store to the customer's home and
return, the time actually spent on the job be-
ing listed as a separate item. For the infor-
mation of the customer a chart has been pre-
pared setting forth the time required to make
some of the more common repairs and adjust-
ments, among the list on the chart being:
Replacing governor spring, replacing needle
arm spring, waxing sound box, timing motor
or oiling motor, are repair jobs that require
about 15 minutes.
Putting in new sound box diaphragm, putting
on two needle arm springs or a new rubber
diaphragm insulator, will require about 30
minutes.
Graphiting and oiling of spring barrel or put-
ting in a new main spring require about 45
minutes.
About one hour is required for putting in
two or three new main springs.
In cases where a customer demands rush
service to meet some special emergency, such
as putting the machine in shape after a recep-
tion or some other event, there is a double
charge made for the automobile service, this
double charge being fixed to cover the cost of
the special trip. The retailer is naturally up
against it to a certain extent when he has a
machine out on instalments, and the customer
demands that a broken spring be replaced with-
out charge, or that some other adjustment be
made. No matter how simple the job. it takes
a certain amount of the repairman's time, and
every five minutes costs money. The dealer
is between two fires, for if he refuses to fix
the machine the customer may demand that he
take it back and give as a reason that the in-
strument will not play properly and is unsatis-
factory. If he does make repairs without charge
to the customer he opens the way for similar
demands and takes just that much from the
profits of the sale.
One particular dealer delivered a machine
in mid-Winter and the customer started it run-
ning immediately it was placed in the home.
A broken spring resulted from the first wind-
ing, which was easily explained by the fact
that the metal was cold and therefore brittle.
The dealer realized that he was in error in not
advising the customer to let the machine stand
until it became thoroughly warm and, there-
fore, replaced the spring without charge or
comment. Hardly a week had elapsed, how
ever, before the customer made a demand for
another new spring to replace one broken by
overwinding and kicked up quite a rumpus
when a charge was made. It took considerable
explaining to get the money for the spring,
and the result was he had a considerably dis-
satisfied customer. One of the large retail
houses maintaining its own repair department
has solved the problem of repair charges quite
successfully by having a schedule printed up in
folder form. This schedule is sent to the pur-
chaser within a week or two after the machine
has been placed in the home, and with it a
letter suggesting that should any repairs to
the machine be necessary or desirable it
would be well to place the order with the
house that sold the instrument to insure proper
attention.
The main thing to remember is that repair
work costs the dealer money — cash — and that
he must get that cash from the customer if he
does not want to run up a sizable total against
his profits during the year.
The Cellotone Phonograph Mfg. Co., New
York, was organized last month with a capital
of $5,000 by R. Zellman, J. Kramer and I. Arndt,
90 Morningside drive.
16
THE TALKING MACHINE WORLD
May 15, 1920
OPPOSE FREIGHT RATE CHANGE
Music Industries Chamber of Commerce Com-
bats Move to Eliminate Commodity Rate on
Talking Machines and Pianos to Pacific Coast
— Committee Attends Hearings
supporters of this proposition prefer to sub-
stitute a higher class rate because the inter-
mountain cities now have a differential on the
class rates, but do not have a differential
on the commodity rates, and the demand for a
differential rate on these cities is one of the chief
underlying causes of the revision.
The Music Industries Chamber of Commerce
has received several strong protests, especially
from music merchants on the Pacific Coast,
against the proposed elimination of the com-
modity rate on carload shipments of pianos and
phonographs from Eastern points and Chicago
to the Pacific Coast, and the substitution for
them of the regular class rates, which are con-
siderably higher.
For instance, as a part of the general rate
revision, it is proposed to eliminate the com-
modity rate of $3.31^ (12,000 pounds minimum
carload) which is now in effect for pianos to
San Francisco, and $2.87^4 (24,000 pounds mini-
mum carload), which is now the rate for phono-
graphs and accessories, and substitute for these
commodity rates the regular class rates, which
at present are $4.00 for pianos and phonographs
and accessories.
The Interstate Commerce Commission, which
has the matter under advisement, held hearings
in New York on May 3rd and in Chicago during
the following week. President R. B. Aldcroftt
of the Chamber of Commerce; O. A. Card, of
Kohler & Chase; E. A. Dingle}-, of the Victor
Talking Machine Co., and W. E. Rammenkamp,
of Kohler & Campbell, Inc., New York, attended
the New York hearing and presented a strong
protest to the proposed change, citing an abun-
dance erf facts to prove that shipments of mu-
sical instruments from Eastern points to the Pa-
cific Coast are entitled to the commodity rate.
The proposal to eliminate the commodity
rates on musical instruments is merely a part
of a much larger rate revision. Involved in the
question also is the matter of the increase
in railroad revenue. The exact proposal is that
the commodity rate on musical instruments,
together with certain others, shall be abolished
and that such shipments shall pay the regular
class rates. Furthermore, it is proposed to
increase the regular class rates. The argument
of those opposing the continuance of the com-
modity rates on musical instruments is that on
account of previous water competition the rail
commodity rate has hitherto been placed at an
abnormally low figure. It also appears that
ROYALTIES ON CANADIAN RECORDS
Victor Co. Announces It Will Pay Royalties on
All Records Made in Canada for Which Amer-
ican Publishers Hold Copyrights
The Victor Talking Machine Co., Camden,
N. J., recently notified the music publishers that
commencing with April 1, 1920, a royalty would
be paid on all records manufactured by that firm
in their Canadian plant of which publishers in
the United States held copyrights and the mas-
ter records of which were made in the United
States. In return for the contract covering
this situation, the publishers in most instances
are waiving all claims for any past royalties
that might be due.
BRUNSWICK CO. DECLARES DIVIDEND
Stockholders at April Meeting Vote Stock Divi-
dend of 200 Per Cent
The stockholders of the Brunswick-Balke-Col-
lender Co., at the annual meeting last month
voted to create an issue of $44,000,000 Class
B common stock, out of which will be declared
a stock dividend of 200 per cent, or $12,000,000,
on the present $6,000,000 common stock, w-hich
will be designated Class A stock. The stock
dividend will be payable to stockholders of rec-
ord May 15.
The report for the year ended December 31
last shows net income after charges and Fed-
eral taxes $3,016,914, equivalent after preferred
dividends to 44.64 per cent on old common stock.
DEATH OF RUFUS L BERRY
Rufus L. Berr}', who for the past thirty-seven
years conducted the Berry Music House in
Springfield, 111., died in that city recently in
his sixty-fifth 3-ear. The business, which in-
cludes a substantial Victrola department, under
the management of Leslie Ford, will be con-
tinued bv Mr. Berrv's widow.
Window Pains
Dealers tell us it gives them a pain the way adver-
tisers send out window advertising that does not
"hook-up." Take more pains with this vital part
of your campaign by calling in the experts and
assure better dealer co-operation.
Look Into It!
El It/O N LITHO
INCORPORATED/
NEW YORK Originators of Window Advertising for CHICAGO
71 W 23rd St. Phonograph and Player Roll Manufacturers 332 S. Michigan Ave.
Made in Our
Watch Oil
DEPARTMENT
which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.
The Best Oil For Any Talking Machine
In refining, Nyoil is given tie same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it
Colorless, Odorless and Stainless.
Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, chill or become
rancid. Sportsmen find it best for guns because it
prevents rust.
NYOIL is put up in 1-oz., 3 .-oz. and 8-oz. Bottles
and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers
WILLIA F. NYE, New Bedford, Mass., U.S.A
PRODUCTION SPEEDED UP
Jones-Motrola, Inc., Making Prompt Deliveries
— Increase National Campaign of Publicity
Production at the factory of Jones-Motrola,
Inc., has been sped up materially so that this
company is now in a position to make prompt
deliveries. The production figure, at the pres-
ent date, has reached 100 Motrolas a day.
Jones-Motrola, Inc., is increasing its national
advertising campaign for the coming year.
Generous use of newspaper space throughout
the country will be made in addition to the list
of national magazines used last year. Among
the firms who have recently added the Jones-
Motrola to the lines which they wholesale are
the W. F. Frederick Piano Co. and the Stand-
ard Talking Machine Co., both of Pittsburgh,
Pa.
COLUMBIA MANTEL CO. DISPLAY
Full Line of Recordions Shown at Industrial
Exhibit Held" Recently in Brooklyn
The Columbia Mantel Co. exhibited a full
line of Recordion talking machines at the
Brooklyn Industrial Exhibit held last month, in
the Twenty-third Regiment Armory in that bor-
ough. The exhibit included console models and
several models with special finishes. A nursery
model was one that drew- much attention. The
saying that "A prophet is not without honor
save in his own country" is disproved in the
case of the Columbia Mantel Co., as products of
this company enjoy great popularity in Brook-
lyn. Publicity in the local papers has been en-
tered into heartily and it was a natural sequence
t!>at at the exhibit of Brooklyn industries the
Recordion be shown. One of the large models
of the Recordion was placed in one corner of
the dancing floor at the exhibition and proved
valuable in providing music for dancing.
IDEAL MUSIC CO. IN NEW LOCATION
Plaixfield, N. J., May 6. — The Ideal Music
Co. has opened for business in its new quarters
in the Linke Building at 227 West Front street.
The company deals in Victrolas and Victor
records and in the new warerooms will have
much greater space to display them. The
interior of the store is being redecorated and
all modern improvements which will facilitate
the display and sale of machines and records
have been installed.
It was announced last month that the Pan-
hellenion Phonograph Record Co., New York,
had increased its capital stock from $20,000 to
$100,000.
May 15, 1920
THE TALKING MACHINE WORLD
17
To Manufacturers
Every phonograph manu-
facturer zvho is sincerely
anxious to reduce his man-
ufacturing costs and yet not
reduce the quality of his
product will find areal mes-
sage in this announcement
— a message it will pay him
to consider.
How This New Copper Arm
Guts Down Manufacturing Costs
By means of a new secret process of fabricating copper into any shape
desired a new Copper Tone Arm has been produced which at last answers
with successful finality that big problem of the manufacturer — "How can
I cut down my selling costs and yet make improvements on my machine ?"
The new Copper Process Tone Arm not only
cuts down the manufacturer's production cost,
but production itself through this method can be
greatly increa'sed and improved. You are lim-
ited to no hackneyed design but can obtain tone
arms through this process in any design you de-
sire. Liability of breakage is totally eliminated
and there is no possibility of imperfection in
manufacture.
Plating Cannot Peel
The plating of Copper Process Tone Arms can-
not peel and can be brought to a higher and more
beautiful polish than other metals. Also impor-
tant to you are the facts that they are lighter in
weight, free from leakage, and their use will
also reduce your assembling costs. Besides these
manufacturing superiorities Copper Process Tone
Arms produce better tone (more natural, mellow
and full), and have other advertising and selling
strong points which will also be explained more
fully to interested manufacturers.
A6k More Information
To manufacturers wishing to learn more about
Copper Process Tone Arms full information will
be given upon request. If you are a manufac-
turer in search of a product which will cut down
your costs and yet improve both the performance
and appearance of your machine write promptly
for full information about Copper Process Tone
Arms.
CONDON & CO., Inc., Sole Agents
200 Fifth Avenue, New York
Let Us Send You Free
Samples of
The Only Ball-Pointed Steel Needle
Let us send to you free, and without
obligation, some packages of Torring-
ton Uniform Needles, the only ball-
pointed steel needle made. Let us prove
to you that these needles eliminate the
harsh scratching that costs dealers
thousands of dollars each year in lost
record sales.
Free Proof That Torrington Uniform*
Are Profit-Winners
The number of records you sell depends
a great deal upon , the kind of needles
you sell. We want to prove to you that
Torrington Uniform Needles prevent
that scratch which disgusts even the
most enthusiastic record buyer.
Mail Coupon for Samples
Learn how sharp, dagger-pointed nee-
dles kill a part of your rightful profits.
Learn how Torrington Uniforms, with
the ball point that fits snugly and rides
noiselessly around the grooves, in-
crease record sales and boost profits.
Mail coupon for free samples and our
Special Plan K.
The New Cabinet Polish That
Holds Its Lustre
The big point about GLISS, this new kind of
cabinet polish, is the fact that the lustre lasts.
Through a special and non-injurious com-
pound "Gliss" quickly and without hard rub-
bing produces a glistening lustre which does
not smear, catch dust, and then wear off.
"Gliss" holds its polish and the pleased face
of your customer will be reflected as she
gazes at the results it produces.
Made so that your customers are pleased with
their purchases — marketed so that you are
pleased with your profit. Mail coupon for
Special Proposition on Gliss.
To Dealers
Every dealer who zvishes to
avoid a little mistake which
he . may unknoiuingly be
making and which has cost
other dealers thousands of
dollars each year in direct
losses will be interested in
this Dealer-Message and the
Offer it makes.
Mail Coupon or
Letter to
Condon & Co., Inc.
Sole Agents
200 Fifth Avenue
NEW YORK
(Coupon)
CONDON & CO.. Inc.
200 Fifth Ave.. New York
Please send me — □ Free Samples
of Torrington Uniform Needles
and Special Plan K — □ Special
Proposition on Gliss. I under-
stand, of course, that this request
obligates me in no way.
(Check proposition (s) in which
you are interested.)
Name
Address
City or Town State
18
THE TALKING MACHINE WORLD
May 15, 1920
The Mikado and Mile. Modiste Medleys
played by the Philharmonic Orchestra are
the most popular English and American
light operas played by the best orchestra
of its kind. A-6146.
Columbia Graphophone Co.
NEW YORK
V. E. B. FULLER WITH AEOLIAN CO. "STENTORPHONE" RIVALS GREEKS
Becomes Head of New Sales Promotion De-
partment Created by That Company
Verdi E. B. ^Fuller, for a number of years
in charge of sales promotion work and tone
tests for Thos. A. Edison, Inc., resigned some
time ago to do similar work for the American
Piano Co., and has now become associated with
Machine With Voice of Thunder Plays Music
Which Can Be Heard Two Miles — Inventor's
Neighbors Beg for Mercy Without Avail
Verdi E. B. Fuller .
the Aeolian Co., New York, as director of the
new department of sales promotion just estab-
lished by that company for the benefit of the
retail dealers in the handling of the Aeolian
Co.'s Pianola and Duo-Art pianos and Vocalion
phonographs.
Mr. Fuller's success is largely attributed to
his wide knowledge of music and artists. It
is his claim that the merchandising of high
grade musical instruments involves the selling
of music itself and many of the innovations
which he has introduced successfully have been
based on that theory.
A new talking machine store has been opened
in Washington, Ind., by the Kiefer Music Co.
A London correspondent informs us that a
British engineer "with more application than
mercy" has invented a talking machine whose
volume of sound, it is- said, will equal that of
Sousa's orchestra the night the States went dry;
reproduce a lifelike impression of a modern
battle or make possible an Ulsterman's speech
at a Sinn Fein meeting.
This latest and loudest form of musical horror
is the invention of H. A. Gaydon, a member of
the staff of the Creed Cable Co. He recently
tried it out on his surprised and delighted
neighbors in a London suburb. The tune played
was recognized more than two miles away.
Complaints came showering in from the same
distance. The objectors begged to have Gaydon
removed from the neighborhood. So a well-
known theatrical manager decided to take the
machine for his vaudeville houses as a popular
form of amusement.
The instrument is known as the "Stentor-
phone" — after Stentor, the Greek herald, who
had a voice like thunder — and as the volume of
sound produced equals that of an ordinary or-
chestra it may quite possibly effect a mild revo-
lution in the average dancing hall and movie
show.
Compressed air and a patent sound-box are
the secrets of the new invention. The air is
supplied by an electric motor, and when it
passes through a small valve controlled by the
gramophone needle — ordinary records and
needles are used1 — it expands and creates a burst
of noise that in the case of vocal selections far
surpasses the original.
Standing about thirty yards from the instru-
ment the illusion of a band playing selections
at about an equal distance is almost complete,
but the most entertaining result is obtained
when a vocal record is turned on. The artist
was Sir Harry Lauder and the song "We Parted
n AUTOMATIC STOPS
The simplest and most efficient Auto-
matic Stop on the market.
They give excellent service,
are easily installed and are
absolutely guaranteed.
Send 50 cents for Sample Stop
Kirkman Engineering Corporation
484-490 Broome St., New York
on the Shore" — and it sounded like the monster
voice of the biggest giant who ever walked in
the fairy tales.
It is contended, indeed, that the machine can
be used as a drill sergeant, giving the words of
command before playing the marching accom-
paniment, or that if necessary it can deliver the
speeches of famous statesmen in a way that will
baffle the obstructive methods of the loudest
voiced heckler.
LARGER OUTPUT OF RECREATIONS
Production Being Increased and Quality of the
Discs Much Improved
The production of Re-creations is rapidly com-
ing to the point where the supply will more
nearly approach the demand, according to the
latest operating reports from the Edison manu-
facturing laboratories. At present there is no
dearth of materials and the manufacturing or-
ganization is operating 100 per cent strong.
Furthermore, a recently perfected disc has
been devised which promises a finer quality of
Re-creations than ever attained hitherto, which
will interest those already familiar with the high
grade of excellence maintained by the Edison
laboratories in their discs.
With the prospect of improved quality and
largely increased quantity of Re-creations the
Edison people feel that the biggest year of their
history is directly before them.
lilLfflLlLfflMLlLMLffl
PAT HE DEALERS
and JOBBERS
The SCOTF2RD Model I
REPRODUCER
Will be a great aid in developing the sale of Pathe
Records. Made to fit the Victor gooseneck exactly
— it is as quickly attached as the Victor Reproducer
isquicklyremovable. An Attachment also made lor
applying it to the Columbia Tonearm. Order a sample
and realize the profit foryou in the richness of its tone
— surpassing all in purity, sweetness and power.
MET PRICES OF SAMPLES PREPAID
nkkcl Plated Scolfsrd Model I Reproducer ■ $5.50
Gold Plated Scolfsrd Model I Reproducer • 6.50
nickel Plated Scolfsrd Attachment for Columbia .35
Gold Plated Scolfsrd Attachment for Columbia .50
Submitted on Approval, subject to return, in which
event the full price paid will be prompdy refunded.
Liberal Reduction on Quantify Orders
Profitable Arrangement for Jobbers
Barnhart Brothers £c Splndkr
Superior Specialties fsr Phonographs
Monroe and Throop Streets, CHICAGO
2>
The Talking Machine World, New York, May 15, 1920
IN every industry there are recognized standards of excel-
lence and quality. The talking machine industry has
established three prime requisites for any successful instru-
ment, namely :
Tone Quality
Motor
Tone Arm f Perfection
Sound Box j
Cabinet Artistry
The BEACON possesses all of these requisites. Its tone
quality has won the favor of musical critics everywhere,
who consider it superior to the leading lines now on the
market. BEACON cabinet designs are distinctive and
exceptionally attractive. BEACON motors, tone arms and
sound boxes embody the finest possible construction and
workmanship.
Beacon Phonograph Company, Inc.
19 Milk Street, Boston, Mass.
Factories at Somerville and Waltham, Mass.
Western Representatives
MOELLER -WATERS, Inc., Lyon & Healy Building
CHICAGO, ILL.
The Talking Machine World, New York, May 15, 1920
FOR progressive dealers the BEACON offers unlimited
sales possibilities. Its superb musical quality is a para-
mount sales argument, and successful dealers everywhere are
featuring the BEACON as their leader.
Th ere is a BEACON model to suit the requirements of every
prospective purchaser, and every instrument bearing the
BEACON name carries with it an iron-clad guarantee as to
workmanship and quality.
here are four mode Is, retailing from $90 to $250.
PERIOD MODELS from $375 to $1,500.
Investigate the BEACON sales plan today. We have an
attractive proposition for "live" dealers.
Beacon Phonograph Company, Inc.
19 Milk Street, Boston, Mass.
Factories at Somerville and Waltham, Mass.
Western Representatives
MOELLER -WATERS, Inc., Lyon & Healy Building
CHICAGO, ILL.
= 3 ■'') n> s
May 15, 1920
THE TALKING MACHINE WORLD
19
Each needle
PLAYS 10 RECORDS
ADVERTISERS TO DISCUSS DISPLAY
THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE
ASK YOUR JOBBER
Manufactured by
SUPERTONE NEEDLE WORKS
18 W. 20th St., New York
CONCENTRATE ON ONE MODEL
Cincinnati, O., May 5. — The Crosley Mfg. Co.
of this city is attaining pleasing success in the
marketing of the Crosley phonograph. Job-
bers and dealers have been established in the
leading trade centers, and according to present
plans the company's factory facilities will be
increased materially to meet the demands of
the trade.
The Crosley phonograph is manufactured, in
one style only, retailing for $75. The company
is concentrating all of its manufacturing sales
possibilities on this one model, and Powel Cros-
ley, president of the organization, is giving per-
sonal attention to the many important problems
incidental to dealer co-operation.
Convention of Associated Advertising Clubs of
the World Will Devote One Session to Mat-
ters of Interest to Retail Music Dealers
The second session of the Indianapolis con-
vention of the Associated Advertising Clubs of
the World, which will be held in that city on
June 6 to 10, promises to be of special interest
to talking machine and other music dealers. Ac-
cording to an announcement just made by the
program committee the Tuesday morning ses-
sion will be devoted to advertising in its rela-
tion to distribution. Among the topics sched-
uled for discussion under this head are:
(1) The Efficient Distribution of Agricultural
Products — The Part That Advertising Can Play,
by E. T. Meredith, Secretary of Agriculture.
(2) How to Fit the Display Window Into
Local and National Advertising.
(3) The Function of the Wholesaler as an
Independent Advertiser and Merchandiser, as
Well as a Distributor.
(4) How National Retail Distribution Can
Best Be Obtained — (A) by National Mediums,
(B) by Other Means.
(5) How Advertising Facilitates Economical
Distribution of Raw Materials and Manufac-
tured Articles From One Industry to Another.
(6) Advertising as a Modern Sales Machine
for Getting Distribution at Minimum Cost to
the Final Consumer.
A plan for a Federal Department of Adver-
tising, presented in the form of a proposed bill
creating it, will be offered at the convention,
the program committee announces. The bill,
which will be drawn by eminent authorities, will
be presented by a man of high position, who
will show briefly what advertising has done, and
still must do, for the Government.
HIGHER AUSTRALIAN TARIFFS
Material Increases in Duties on Musical Instru-
ments and Parts Provided for in New Meas-
ure That Has Just Gone Into Effect
Word has just been received here of recent
changes in the Australian tariff laws that will
prove of distinct interest to American manu-
facturers of musical instruments who have es-
tablished representatives in that country or who
contemplate entering the field. The new law
provides for a general increase in duties all
along the line, with Great Britain enjoying pref-
erential duties from 10 to 15 per cent lower than
other foreign countries.
The duty on pianos has been increased five per
cent, while the duty on talking machines of
all kinds has been increased from 20 to 45
per cent. Talking machine parts and records
are admitted tax free when from Great Britain
and are subjected to 10 per cent duty when
from other countries.
It is understood that the low duty on talking
machines and piano parts has been established
with a view to encouraging the development
of manufacturing industries in Australia.
The Fulton Music Shop, 84 Washington
street, Hoboken, N. J., has been incorporate^
with capital stock of $15,000 by Louis S. Cohen
A. J. Greenberg and Nat. Harris.
NEW COLUMBIA STOCK ISSUE
•The Columbia Graphophone Manufacturing
Co. is offering its common stockholders the
right to subscribe to 192,000 additional shares
of its stock at $27.50 a share in the ratio oi
a new share for five shares of common. The
new funds are needed by the company to meet
demand for its products.- Francis S. Whitten,
its president, states in a letter to its stock-
holders that "though the company's production
has been steadily increased to the highest point
so far attained the company has not yet been
able to meet the current demand for its prod-
ucts. Net earnings, after taxes, for the three
months ended March 31, 1920, were approxi-
mately 35 per cent in excess of the same months
last year."
We Build PHONOGRAPHS to an Ideal—
At a Price That Will Appeal!
We won't say we build the best as we do not deal in superlatives (there's too much competition in that line)
but when it comes to Phonographs, well — we will leave it to your judgement as a connoisseur and business man.
"WE DO CLAIM SUPERIORITY
WHEN IT COMES TO SERVICE"
Three big plants operating continuously give us an out'
put that enables us to supply some of America's biggest
jobbers promptly.
THREE LARGE
— ADDRESS —
GENERAL SALES
CORPORATION
1520 BufFum St
MILWAUKEE, WIS.
Retailers — We have a jobber in your terri'
tory who can supply you over night with
big value phonographs at a liberal discount.
6 Models— Retail Prices $85 to $200
FACTORIES
OWNING AND OPERATING
General Mfg. Corporation
Recordeon Phonograph Co.
Heaney'Schwab Billiard Mfg. Co
Makers of Billiard Tables Since 1882
20
THE TALKING MACHINE WORLD
May 15. 1920
Unico Installation of the Maison Blanche, New Orleans, Largest Talking Machine Department in the South.
T/rACATION days call for song and dance
music. Hence the increased demand
for new records and for small, easily trans-
ported talking machines in the beginning
of summer. To handle this increase of
business at a decrease of cost and confu-
sion, you want the maximum of sales effi-
ciency in your store.
Unico Installations have been conceived with
that single purpose in view. They are designed
to get the most out of your floor and wall space,
facilitating display of your stock and providing
easy access to your goods. Attractive in decora-
tive details and ensemble, they give tone and
atmosphere to your establishment — a valuable
asset in the eyes of your particular patrons and
a stimulation to their buying.
Unico demonstrating rooms, counters and record
racks are readily adaptable to any desired plans
and individual requirements. Their patented
flexible features make them re-adaptable to suit
changing conditions.
Prompt shipment from stock in ten designs en-
ables you to complete your improvements quickly,
because Unico Equipment reaches you com-
pletely finished, glazed and fitted, ready for
assembly and use.
May we send you our latest booklet,
" Musical Merchandising "? It gives
you full information about Unico In-
stallation and its vital advantages.
MAISON BLANCHE COMPANY
IMPORTERS.
WHOLESALERS X RETAILERS
szv, ORLEANS.
10/13/19
Unit Construction Co..
58th & Grays Ave. .
Philadelphia. Pa.
Gentlemen:
We are this day consenting to
the departure of your representative, Idr.
Uorrett. He has gone as far ar he can
towards the completion of the contract as
Is possible at the present moment.
we are pleased to snvise you
that l£r. Morrett has conducted hifaself
and executed his work in a satiaf actory
manner to ourselves.
Yours very truly,
UAISOH BLABCEE COliPAUY
LBK/LD
Send us today dimensions of
your floor space. Plans
and estimates rvill be sub-
mitted promptly witiwut cost.
UNIT CONSTRUCTION COMB^NY
NEW YORK
299 Madison Ave
Corner 41V St.
Ravjbum Clark Smith President
58 Stroot & Graijs Ave
PH I LADELPH IA
CH ICAGO
Willoughby
May 15, 1920
THE TALKING MACHINE WORLD
21
ROYALTY CASE FOR STATE COURTS
U. S. District Court Rules That Action of Leo
Feist, Inc., Against Columbia Graphophone
Co. Comes Und:r Jurisdiction of State Tri-
bunal— Progress of the Case Interesting
In the United States District Court of the
Southern District of New York, Judge Knox
in the suit of Leo Feist, Inc., against the Colum-
bia Graphophone Co., for royalties upon the sale
of phonograph records, made from masters
recorded in the United States and sold in Can-
ada, reversed a previous ruling and ordered three
cases removed to the State Courts, in which
Leo Feist, Inc., had in similar suits received a
favorable ruling.
The suit at law for the recovery of royalties
upon records sold in the Dominion of Canada
was originally brought in the Supreme Court.
It was tried before Judge Hotchkiss and re-
sulted in a verdict in favor of the Feist company.
Upon appeal the judgment granted by the lower
court was affirmed by the Appellate Division.
Thereafter the Feist Co. brought three new
suits, one in the Municipal Court, one in the
City Court and one in the Supreme Court.
These suits the Columbia Co. had removed to
the Federal Court, claiming that the actions
were under the copyright law, and therefore
within the exclusive jurisdiction of the Federal
Court. Some months ago Judge Knox decided
that the Columbia Co. was right in its conten-
tion and denied the application of the Feist
Co. to have the suits transferred to the State
Courts, where they originated. Aftet this de-
cision application for a rehearing was filed and
Judge Knox reversed his previous ruling. The
cases will now be tried in the State Courts,
where a ruling has already been obtained. These
actions, provided some settlement is not made,
are the forerunners of innumerable suits which
the Feist and other music publishing houses will
undoubtedly start, as there is involved a large
sum of money.
THE BASIS OF VARNISH GLOSS
The Use of Rosin in Varnish Gives a Gloss,
Though It Has a Tendency to Make the Mix-
ture Brittle on Account of Lack of Oil
How many foreman finishers know exactly
why rosin is used in a varnish? We presume
many know these sim'ple facts, but there may
be some who have not acquired the details.
Rosin gives gloss, and also may be used to cut
the cost or cheapen the mixture. Rosin also
tends to increase the hardness of the film, but
you must remember at the same time that it
contributes to brittleness, because a less amount
of oil is used.
Rosin is also used in japans, driers and prac-
tically always in gloss oil, and is practically the
only gum which contains just enough oil to keep
it from going' to pieces. Rosin is used in var-
nishes of practically all grades. Gloss oil is also
used in inexpensive enamels, house paints, etc.,
where speed is required and also a high gloss
desired in a short time.
If an excess of rosin is used in the varnish it
is easily detected by continuous rubbing of the
surface with the fingers. If this results in a sort
of a chalky white surface you may be practically
sr.re that it is a rosin varnish. This does not
mean, however, that it isn't satisfactory.
SOME ETERNAL TRUTHS
An Ounce of Loyalty Is Worth a Pound of
Cleverness — Stand by Your House
If you work for a man, in heaven's name
work for him. If he pays wages that supply
your bread and butter, work for him, speak
well >of him, think well of him, stand by him,
and stand by the institution he represents. I
think if I worked for a maji I would work for
him. I would not work for him a part of the
time, but all of the time. I would give him an
undivided service or none. If put to a pinch,
an ounce of loyalty is worth a pound of clever-
ness. If you must vilify, condemn and eternally
disparage, why, resign your position and when
you are outside damn to your heart's content.
But, I pray you, so long as you are a part of
an institution do not condemn it. Not that
you will injure the institution — not that — but
when you disparage the concern of which you
are a part you disparage yourself. These, the
views of Elbert Hubbard, are worth considering.
INCORPORATED
The Keen-O-Tone Talking Machine Co., New
York, has been incorporated with a capital of
$5,000. The incorporators are R. Kastonbaum,
W. Sweisfield and D. Keen, 508 West 134th
street.
B. M. Walthall, former Victor Co. traveler,
has taken charge of the new State distribution
office of the Robinson-Petit Co., Louisville, Ky.,
which has arranged to distribute the Sonora line
throughout the State.
rlotrola
will help to sell your phono-
graphs because it will supply their
owners with perpetual service
ONCE your customers discover
this electric self-winding at-
tachment, the old crank handle
will be discarded forever. Thus is
the last objection to mechanical
music overcome — the machine
won't " run down" at the wrong
time.
The MOTROLA will not only sell talk-
ing machines, but will renew the enthu-
siasm of those who already possess them
and will stimulate your sale of records.
For these reasons the largest jobbers of
Edison -Victor -Pathe-Columbia-Sonora
and other makes of phonographs are
acting as Motrola distributors.
A heavy consumer demand is being cre-
ated through the series of retail adver-
tisements now running in Life, Literary
Digest and other leading publications.
JONES -MOTROLA, Inc.
29 West 35th Street, New York
57 E. Jackson Boulevard
Chicago
315 South Broadway
Los Angeles
■
! V:'
m
891
mi
22
THE TALKING MACHINE WORLD
May IS, 1920
i
1
What Makes Phonograph Sales?
The natural hunger of human beings for music
Glorifying the instrument by encasing it beautifully — making it serve
as the means of producing music and as a furniture ornament of the
home. Seekers for the perfect gratification of their music hunger
realize their ideals in
I
I
Artiste
HE ARTIST IN REALITY
1
I
I
I
It produces music as originally rendered by the artists — full volumed —
without scratching or disturbing surface noises. It overcomes the ob-
jections of critics to "canned music." Its mechanical improvements
have made it a supreme instrument of musical reproduction.
This most human musical reproducer has been housed grandly. L'Artiste cabinets
are triumphant in conception, workmanship and refinement. The five uprights and
four consoles in various
woods of exquisite beauty
and treatment are all period
designs. Music lovers and
furniture enthusiasts find in
L Artiste phonographs the two
essentials that make them
want to possess this irstiurr er t.
* There is no sales resistance
when LA rtiste is demon-
strated. The sale is made if
the prospect wants to buy
a phonograph.
L'Artiste Phonographs make
friends and profits for the music
merchants who sell them. Send for
illustrated catalogue and prices.
GRAND RAPIDS PHONOGRAPH COMPANY
GRAND RAPIDS, MICHIGAN
THE PHILADELPHIA SHOW CASE COMPANY
DISTRIBUTORS
New York office, Philadelphia office, Pittsburgh office. New England distributors,
841-845 Buth Terminal Sales Bldg. I 2 7 North I 3th Street 2002 Jenkins Arcade C. C. Moir, Cambridge, Mass.
n
H
May 15, 1920
THE TALKING MACHINE WORLD
23
him
iiiiiiiiiiiiiiiiii
Outside Salesmen Should Follow Up Their
Talking Machine Customers
By W. Edgar Bates 1
ll!JMr!fl]|lll[|]iniM!iriJII!l|jfi[in[iJ|]lil!Mli!inMJ!II]|l|j!jrj;ill[|IIIIIIl|j!!jiMIIISJIJIJ!l!l[llllUlilllIllllhl
At one time I did not make a practice of call-
ing on people I had sold— but now I do. When
I look back to that time, I stop and wonder
how many sales were lost because I failed to
keep in touch with my customers. Through
satisfied, friendly talking machine purchasers I
am now getting much new business.
In these days of strong competition we hear
much of "service," and, after all, that is what
counts. Who is it that does not like attention?
People are pleased when we remember them —
when we go out of our way to do some little
kindness for them. Continued attention has an-
other good effect — it inspires confidence. A man
once said to me, "I know you gave me a square
deal, for you would not come to see me again
"if you hadn't!"
I make a practice of calling on each customer
at least twice a year. As a rule, I do not make
special trips out of my way to see them, but
drop in whenever I am in the . neighborhood.
If it is necessary, I oil the motor or make adj-
ustments, play a record or so, and ask if there
is not a friend or neighbor who is thinking of
buying a talking machine. It is best to put this
question early in the interview and perhaps
refer to it later on. This gives the customer
time to think of her acquaintances, their needs
or expressed desires.
Naturally, it is easier to sell a prospect ob-
tained in this way. When I can introduce my-
self as coming from Mrs. , to whom I sold
a talking machine, a much better opening is
made than if I simply ring the door-bell and
ask if there is an instrument in the house.
Understand, I have nothing to say against
. the good old method of a straight house-to-
house canvass. As a young fellow just out of
high school I was broken in on that method, and
have always stood by it, as it has stood by me.
In fact, my time is about equally divided between
it and my system of calling which I have just
outlined. One's list of bright prospects some-
times shrinks woefully, and then there is nothing
like ringing every door-bell in the block.
But getting new customers through satisfied
customers proves to be an endless chain. There
is one lady who has given me the names of six
subsequent customers, who, themselves, in their
turn, have brought me a lot more business.
Looking over my books, I find that fully 60
[lllllllllllllllllllllllllllllllllll
per cent of my sales come from this source, the
balance being picked up in a straight house-to-
house canva'ss. Of course, no matter how the
sale was picked up, I look upon that customer as
a potential prospect getter.
There is another point upon which I'd like to
touch, for I find that in just this respect many
salesmen at times lose out — and, as good old
Harry Lauder says, "This is that" —
I've heard of salesmen who never lost a sale,
but I've yet to meet one of these gentlemen!
No matter how hard we work a prospect, how
excellent our merchandise, how convincing our
iiiii
considerably over $300 — and this prospect I
gained through keeping the friendship of a man
who bought from the other fellow.
Never run down the machine that you did not
sell. Speak a good word for it if you can, but
if you can't — "keep mum!" No one likes to
have his good judgment questioned, and that is
just what you do when you give adverse criti-
cism on the talking machine of his choice. Con-
tinue to take a personal interest in the musical
needs and wants of the purchaser. The chances
are the other fellow will not and therein you
have the advantage. The reason for this is,
as I've said before, that people like attention!
Winning New Cus-
tomers Through Sat-
isfied Ones Proves
an Endless Chain
Leading to Success.
EMPHASIZES PERSONAL ELEMENT
m Will A. Watkin Co., Through Newspaper Ad-
U vertisements, Introduces the Public to the
Members of Its Talking Machine Staff
arguments, it sometimes happens that one day
we confidently call on a party only to be con-
fronted by a bright, new, shining talking ma-
chine— one that our efforts did not put there!
That's a jolt indeed, but I've turned such an
unpleasant surprise to good account more times
perhaps than I would care to mention.
Now, a salesman might treat such a situation
in either one of two ways. He might express
his chagrin and disappointment in a surly, dis-
courteous manner, or he might adopt the better
plan of taking defeat smiling, and show that,
while he is sorry to lose the sale, he hopes the
pleasant relationship will continue. I have made
good record customers for my house out of sales
that I have lost and a number of times worked
my system of follow-up calls to advantage. At
the present time I am taking care of a number
of machines which competitors sold, and have
drawn new business from doing so. Only the
other day I sold a bill of goods amounting to
The- Will A. Watkin Co., Dallas, Tex., has
adopted the idea recently set forth in The World
that the personality of the various individuals of
the sales force be put forward in the advertis-
ing for business in the belief that the personal
element had much to do with the successful sell-
ing of talking machines and records. In carry-
ing out the plan the Watkin Co. took liberal
space in the local papers and inserted therein
the portraits of W. R. Long, manager of the
company's talking machine department; Miss
Harriet de Freese, in charge of the record de-
partment, and J. Fred Butler, who recently
joined the Watkin Co. staff to take charge of
outside sales.
The Will A. Watkin Co. features Columbia
Grafonolas and records, and carries on an ex-
tensive publicity campaign in connection with
the conduct of that department of its business.
OPEN NEW STORE IN ILION, N. Y.
Bob Thompson, of Ilion, N. Y., has leased
the Munger store in the Graves block in Mo-
hawk and will open as an Edison dealer there.
He has other stores in Herkimer and Ilion
and will devote most of his personal time to
the Herkimer branch while Bertram Cady will
have charge of the Ilion store.
WE ARE MOVING— EVERY DAY
A DEALER doing $1000 a month can't pay $500 rent. The
landlord's boost may zvake a dealer to make more money (a
slight ad for the landlord).
But, regardless of rent, Pearsall Service of daily and hourly
moving Victrolas and Victor records helps you to pay it. We catch
all express and freight schedules.
Remember this feature of Pearsall Service in May — and don't
forget it in July, October, August, June, September, January, No-
vember, December, April, March and February.
-^3
SILAS E. PEARSALL COMPANY
WHOLESALE ONLY
Victrolas and Victor Records 10 East 39th Street, New York
24
THE TALKING MACHINE WORLD
May 15, 1920
W. F. G. STEELE TELLS OF AUSTRALIAN MUSIC TRADE
Manager of the Melbourne Branch of the Aeolian Co., Now Visiting This Country, Outlines
Conditions in the Musical Instrument Industry in the Antipodes — Some Export Suggestions
An interesting and at the same time inter-
ested visitor to New York just now is W. F.
G. Steele, manager of the Melbourne, Australia,
branch of the Aeolian Co., who came to New
York by way of London. This is Mr. Steele's
first visit to the United States, and he expressed
himself as being much impressed with American
methods of doing things, particularly as Aus-
tralian business men have been strongly inclined
to adopt American methods in their trade affairs.
Mr. Steele stated that the Australians were
quick to learn, had plenty of initiative, and
were not bound by tradition in the conduct of
industrial enterprises. Under such conditions
the American methods fit in most acceptably,
the ideas being carried out in the follow-up sys-
tems, in advertising, and in general business
practice. The fact that American musical in-
struments, accessories and supplies have gained
a strong hold in the Australian market makes
the adoption of the business systems of this
country that much easier.
The demand for musical instruments of all
kinds is very strong in Australia just now, and
the chief difficulty is in getting sufficient goods
from overseas to meet the demand. British
factories are barely getting back to a producing
basis in most cases, and with the manufacturers
in the United States overwhelmed with domestic
orders, the Australians are not getting the quan-
tities of goods they really need.
All Australian industries are very active just
now and are recovering rapidly from the ef-
fects of the war and the reconstruction period.
Wages as a rule are much lower than those at
present prevailing in the United States, but at
the same time the cost of living is estimated as
being about half of the scale existing in this
country, which enables the Australian worker
to have a sufficient amount of free money to buy
musical instruments and things of like nature.
Although there are several manufacturers of
musical instruments, including pianos and play-
ers, in Australia, they must depend chiefly upon
olher countries for supplies of raw materials and
parts, and are, therefore, able to produce only
comparatively limited quantities of goods. A
revision of the Australian tariff laws^ecently put
into effect will, it is believed, encourage manu-
W. F. G. Steele
facturing in that country, inasmuch as although
finished instruments from England must pay 30
per cent duty, and from other countries 45 per
cent, piano actions and parts may be brought
in from England tax free, and from other coun-
tries under a duty of 10 per cent.
The Aeolian Co. maintains four branches in
Australia — in Melbourne, Sydney, Adelaide and
Brisbane — and is credited with having set new
high standards for the conduct of the music
business in the cities where the branches are
located. Mr. Steele stated that with the coming
of the Vocalion the Aeolian Co. proved a pioneer
in presenting to the public the full cabinet
phonograph through the medium of display ad-
vertising, using quarter, third and even half
-pages in the daily newspapers. The result has
been that the Vocalion has gained a strong foot-
hold in the Australian market and faces a very
bright future as the supply increases.
Mr. Steele incidentally offered some sugges-
tions for exporters of musical instruments that
should be adopted instanter. If American manu-
facturers desire to build up a permanent export
trade they should see to it that a definite propor-
tion of their output is set aside for distribution
among their foreign representatives so that
these representatives will be kept supplied even
though in smaller quantities than they could
really use. As it is now, many of the so-called
exporters simply use the foreign market for the
unloading of excess stocks and appear to forget
all about it when the domestic demand develops
to a point to absorb the entire output.
Mr. Steele plans to leave New York about
May 15. He will first go to London to attend
to considerable work that awaits him there and
expects to reach Australia early in July.
WINS ATTENTION WITH DOG TEAM
The Tremont Talking Machine Co., Boston,
recently attracted much attention from the
crowds in the neighborhood of Tremont and
Boylston streets by sending out a team of
four Boston terriers, hitched to a little car
on which was a large Victor dog. The pro-
pensity of the terriers to sit down to rest at
the most congested points on Tremont street
gave the traffic police much extra work although
the spectators enjoyed it immensely.
The Hillcrest Phonograph Mfg. Co., New
York, has been incorporated with a capital of
$50,000, by J. N. Vandervall, A. B. Mason and
L. A. Lea-velle, 420 Lenox avenue.
Now Xylophoning for Emerson
Fmereon falar fbmpany
4018 JENKINS ARCADE BUILDING
THE Emerson Xylo-Phiends can make xylo-
phones do most everything but lie down and
roll over. They certainly make them speak a
language no toe is too proud to understand.
The Emerson Xylo-Phiends are playing for Emer-
son Standard 10-inch Gold Seal Records exclusively
and making the biggest kind of a hit.
Emerson records are going with a rush —because
they feature the new music while it IS new —
the sparkling new dance hits — the song hits that
you hear people whistling and humming wherever
you go.
Now's the time to get aboard the Emerson band-
wagon. We'll be glad to answer any questions.
PITTSBURGH, PA.
May 15, 1920
THE TALKING MACHINE WORLD
25
Haw Long Do You Expect
to Be In Business?
I
F you're in business for a permanent
profit — to handle and sell the type of
merchandise that makes customers and
an ever-increasing trade — then — Vitanola
spells opportunity for you.
A six figure fortune is going into newspapers and
magazines this year to put the name VITANOLA
before the buying public of the country.
And on top of the nation-wide demand we're
creating, the quality of the Vitanola is so high
from every standpoint that it is in a class by itself.
Cabinets — motor — mechanical construction — re-
sults— from every standpoint Vitanola represents
the best that money, skill and "know how" can put
together.
The Book "How to Make a Phono-
graph Department Pay" is free
to all dealers who Write for it.
VITANOLA TALKING MACHINE COMPANY, 508 West 35th Street, CHICAGO, U. S. A.
Metropolitan Salts Representatives: M. M. ROEMER SALES CORP.. 1 127 Broadway, New York. N. Y
26
THE TALKING MACHINE WORLD
May 15, 1920
graii™^
| What Is It That Makes the Talking Machine I
I Salesman of Real Value to His Employer? |
iilllllOllllllH
It is far easier to become a successful sales-
man than many holding such positions realize.
Why the majority fail to attain a higher place
in the industrial world in this capacity is di-
rectly traceable to their own lack of interest.
Many have the ability, but they fail to develop
their latent talents, and then marvel that they
remain only mediocre salesmen, while others of
their acquaintance reach higher planes and com-
mand salaries that are really worth while. The
reasons for failure to rise are few, but the im-
portance of these reasons as dependent upon
real achievement are vital and they must be
studied closely and adhered to with undeviating
purpose.
What is it that makes the salesman of value to
his employer — the ability to make customers for
the company? This may seem impossible in a
large house in cities where the number and
character of customers are so large and varied.
But it is possible and it has been accomplished
by a fair number of individuals. In some cases
there are certain salesmen who command large
salaries who are carried with the sole idea of
making sales. They are capable of making sales -
because they study their subject in the minutest
degree, *and the proprietors are aware of the
facts.
The man who sells talking machines, for in-
stance, can only make good by proving his -
ability to make sales that are creditable. It is
not a simple matter, but it can be done. First
the salesman makes a study of the instrument
he is offering for sale and its advantages over
other instruments. Thus, when he seeks a cus-
tomer, or when a customer comes to make a
purchase and asks to be shown an instrument
iiiiiiiiiiiiuiiiiiiiiiiiiiniiiiiiuiiiiiiiiiiiiinniiiiiii]
the salesman is capable of talking with intelli-
gence, so that he can offer arguments that will
be of sales force. His manner is cordial, but
not overbearing, and he is cheerful, considerate
and always polite. It matters not when a cus-
tomer becomes impolite and o'ut of humor, the
salesman is always unchanged. By this method
he has the customer at a disadvantage and the
11
■ Many Salesmen Fail m
U to Attain a Higher ■
■ Place in the Sales m
■ Domain Through g
■ Lack °f Interest m
battle will always be in his favor. He has op-
portunities to make a sales that would not be
possible otherwise.
The road to success is not easy but the goal
is worth fighting for. The reward will come
after efforts have proven the capability of the
man. Practical experience is a help and this
is very much needed by the salesman. He can-
not advance without a reason, and the reason
is plain to the thinking man.
Co-cperation and real live interest in the
wants of the customer are real essentials that
will make the salesman of profitable value to
his employer. Want of interest, simply because
one does not own the store, is the reason why
some people will never own anything. They are
lacking in the first principle _that will make suc-
cess possible.
The excuse offered by this class of people at
times is that their salaries do not justify any
more effort on their part. This is the very
reason why it is low and will never be higher.
It is the barrier that stands in the way of the
advance they desire. They hope to receive a
good salary for mediocre work. We see, now
and then, a salesman who rises to a position
of trust, and sometimes becomes a manager or
even a proprietor. This is accomplished by in-
tegrity, hard work, care, interest, politeness and
forbearance. Ask the head of any successful
organization the reason for -his success and the
answer will include a number of these funda-
mental principles for success.
Sometimes the hours are long, the position
irksome and the salary below what is desirable.
What is to be done to correct these conditions?
What value can you place on your services?
How can you estimate your worth other than
by the number of sales you make? This is the
onfy sure and safe way. If you hope to make
good there lies the avenue that leads to suc-
cess. Sales are the only thing that will count
for you. If you cannot sell every customer with-
in your power, the making of a friend will be
the next best thing for you to do. These friends
will be powerful enough later, perhaps, to help
your salesmanship, and it will always pay you
to keep in mind these facts.
Of the many thousands of salespeople who
m YAmer_/can
I
The Cabinet-wood Superlative. "
./ WALNUT PHONOGRAPH CABINET
For Phonograph Cabinets
The qualities that make American Walnut
supreme among the world's cabinet-woods
are not debatable. They need no argument.
Everybody knows. And everybody has known
— back to the earliest name in your own
family record.
DOES YOUR LINE MEET THE
DEMAND created by our big national
advertising campaign for high-grade furniture
of American Walnut?
Interesting data Jor manufacturers and
dealers on request. Write us jor a copy of the
New Book on American Walnut. {Valuable.)
American Walnut Manufacturers' Association
Room 1022, 616 So. Michigan Boulevard, Chicago
The Talking Machine World, New York, May 15, 1920
SPECIAL RELEASE
Records
TIMELY NUMBERS
On Sale as soon as received
4089
1 0-in.
$1.00
4090 f
I 0-in. \
$1.00 [
4091
1 0-in.
$1.00
4092
1 0-in.
$1.00
ALEXANDRIA — Fox Trot Harry Raderman's Jazz Orchestra
MAKE THAT TROMBONE LAUGH— Fox Trot
Harry Raderman's Jazz Orchestra
VENETIAN MOON— Fox Trot Rega Dance Orchestra
OH ! BY JINGO — One Step Rega Dance Orchestra
YOU'RE A MILLION MILES FROM NOWHERE— Tenor
Carroll Shannon
WHEN THE HARVEST MOON IS SHINING— Vocal Sterling Trio
ROSE OF WASHINGTON SQUARE— Fox Trot. Rega Dance Orchestra
SONG OF OMAR — Fox Trot .... Harry Raderman's Jazz Orchestra
DON'T WAIT— ORDER FROM YOUR JOBBER TODAY
You will at once recognize the demand for the selections listed
above. "Venetian Moon" is without a doubt the current instrumental
"hit" and "You're a Million Miles from Nowhere" is the favorite vocal
selection. "Alexandria," the fox trot sensation from "Aphrodite" and
"Rose of Washington Square," the leading success of "Ziegfeld's Mid-
night Frolic," are being extensively played, advertised and featured —
we pick them as numbers justifying special release.
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street, New York, N. Y.
Factories : Newark, N. J., Elyria, Ohio, Putnam, Conn., Springfield, Mass., Kitchener, Ont.
BRANCHES : CHICAGO SAN FRANCISCO TORONTO, CAN.
I
w
May IS, 1920
THE TALKING MACHINE WORLD
The Ted Lewis Jazz Band makes its first
laughing trombone record this month.
"When My Baby Smiles at Me" is a fox-trot
that will fill your till. A-2908.
Columbia Graphjplione Co.
NEW YORK
are daily making the effort to succeed, how
many of them are really in dead earnest? How
few ever attain to a more than ordinary height?
And why? Ask the proprietors of the com-
panies that employ them. Ask for the record
of sales that have been made by the failures.
The answer can be noted in a few minutes. The
sales fell short of the requirements and the
salesman was satisfied with the effort made.
To-day there is a manager of one store, who a
few years ago began the sale of talking ma-
chines, without very much, if any, knowledge
of the instrument itself. He made good, not
because it was any favor on the part of the
management, but just because he proved that he
had the ability to make sales, by making it his
business to learn all about his line and his busi-
ness. To-day he is mounting the ladder that
leads to larger success. In the past year he
made a new record for the company, and it is a
big company, too. But there was a determina-
tion to win and he is winning. Can you not
do as much? If not, look into your own self
and find the reason.
AEOLIAN CO. OPENS BRANCH IN FORDHAM SECTION
Elaborate Quarters Provided at 270 Fordham Road to Take Care of Growing Volume of Trade
in that Section of the City— Opening Marked by Elaborate Recitals
The new Fordham branch of the Aeolian Co.,
at 270 Fordham road, New York, was formally
opened on Wednesday, April 28, which import-
ant occasion was marked by elaborate recitals
on the opening day and on two days following.
Recitals were given both afternoon and evening.
The new Fordham branch, which is in the
heart of that fast-growing district, is only a
short block from the Grand Concourse and direct-
ly opposite two new theatres now in course of
construction. It is under the management
of M. P. Stein, who takes charge of the
Fordham store in addition to the Bronx branch
of the Aeolian Co. at 149th street, over which
he has presided as manager for some time.
The main floor of the store, which has a very
handsome plate-glass front, measures 25 x 100
feet. The second floor is 74 x 100 feet, and in
addition to housing several departments, con-
tains a commodious recital hall, seating 200.
The opening of the new Fordham branch pro-
vides the Aeolian Co. with added facilities for
covering the entire metropolitan district in a
thorough and direct manner. The Bronx branch
at 149th street, under the management of Mr.
Stein, has proven distinctly successful and the
service the company has thus rendered to its
patrons in that section of the city has been much
appreciated. The branch in Brooklyn has like-
wise proven successful, while Aeolian Hall
proper takes care of the retail business in Man-
hattan Borough.
MEMPHIS HOUSE WITH A HISTORY GRAFONOLA PRICES CHANGED
ANNUAL CONCERT A SUCCESS
Bridgeport, Conn., May 5. — The annual con-
cert and dance given recently by the fire de-
partment of the Columbia Graphophone Mfg.
Co. at the Casino attracted a big gathering of
friends of the members and proved a decided
artistic and financial success. The chief fea-
ture was the concert, which introduced to a
Bridgeport audience several artists making rec-
ords for the Columbia library. Among the ar-
tists on the program were the Murray Trio,
composed of Johnny Ruel, Ed. McGowan and
Pete Murray, who are all well known as en-
tertainers and song writers, having written
numerous selections' which have achieved coun-
try-wide success. Miss Margaret Calvert proved
not only an excellent violinist-, but a graceful
dancer. Other artists on the program were
"Bill" Steinke and Frank Kampline.
Memphis, Tenn., May 6. — The Armstrong Fur-
niture Co., one of the big wholesale furniture
houses of the South and of the country, for
that matter, has a history extending back eighty-
five years to 1835, when the great-grandfather
of Owen Armstrong, the manager of the com-
pany's wholesale Pathe department, started a
furniture factory at Rising Sun, Ind. Later the
business was at Lawrenceburg and afterwards
at Evansville. The first plant was the first steam
factory west of Ohio. The wholesale, branch
was opened in 1869 at Memphis, and this ulti-
mately became the headquarters of the busi-
ness. The company covers a very large section
of the South with general and special salesmen,
and they are all keenly enthusiastic regarding
the possibilities of the talking machine business.
The company established its Pathe department
about four years ago. Within the past year it
has been organized on an extensive basis, and
has actually increased 200 per cent.
Styles K-2 and L-2 to Be $225 and $275 After
the First of This Month
The general sales department of the Columbia
Graphophone Co. has announced a change in the
prices of the K-2 and L-2 Grafonolas, effective
on May 1, whereby the list price of the K-2
Grafonola will be $225 and the L-2 Grafonola
$275. The official announcement of these new
prices reads in part:
"Straight lines on Columbia Grafonolas make
it possible to sell them for use in every home,
regardless of the period furniture used in that
home. There are more straight lines in the
furnishing of a room than anything else, which
therefore enables the Columbia Grafonola to fit
in with decorations and furniture better than
any other type instrument on the market.
"We have the statement of experts in the
architecture of furniture for the above, and ex-
perience proves that our statement is correct."
FOUNDED 1835
ARMSTRONG'S
Distributors
There are certain desirable localities still open for wide-awake Pathe dealers in
the South.
Our Superior Service, co-operation and jobbing experience enable us to give all dealers
the right start. A good start is half the game. Write today for full information.
ARMSTRONG FURNITURE CO
59 and 61 North Main Street
Memphis, Tenn.
Edison Message No. 71
A prominent newspaper advertising manager
of the East recently had the following to say about
Edison Interlocking Advertising:
"Advertising of the nature shown me to-
day is of the highest class and type. All pub-
lishers will be glad to get this advertising, as
it is elevating and educational to the com-
munity, and a credit to the publication in
which it appears."
This is one of many endorsements Edison
Interlocking Advertising has received and justifies
the effort we apply to its preparation. The best
copy writers of our agency, whom we consider, by
the way, the ablest in the profession, and the fore-
most type and layout expert, co-operate in pre-
paring it.
We would be glad to have you use it. See
your jobber s salesman on his next trip.
THOMAS A. EDISON, Inc
ORANGE, N. J.
May 15, 1920
THE TALKING MACHINE WORLD
29
minimi
urn
How California Dealers are Increasing Talk-
ing Machine and Record Sales -
By W. B. Stoddard 1
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll II I
Much advertising "is done by a prominent
manufacturer to the effect that its records are
so natural that they cannot be distinguished
from the voice of the singer. People in the
smaller towns are apt to take such an announce-
ment with a grain of salt, so the Key Drug
Co., Riverside, Cal., determined to give actual
proof. It secured Miss Marie Morrisey, con-
tralto, who sings for Thos. A. Edison, Inc.,, and
billed her for a concert at one of the local mov-
ing picture theatres. The concert was adver-
tised in the daily papers and by cards in the
company's show window. Admission to this
concert was free, but in order to make it more
impressive, tickets were printed and given away
by the Key Drug Co., only those having tickets
being admitted. Miss Morrisey sang a number
of her most popular selections, and at the con-
clusion of each the record of that song was
rendered on an Edison phonograph placed on
the stage. So similar were the two that if one
closed his eyes he could not tell whether it was
the singer or the instrument. Needless to say
that this "showing the people" was more ef-
fective than reams of advertising. During the
concert a card at either side of the stage an-
nounced: "All of the songs rendered by Miss
Marie Morrisey can be secured in record form
at the Key Drug Co. Step in when you pass
that way and hear any of these, and other songs
rendered by this popular singer — as well as
hundreds of other popular and classical selec-
tions, both vocal and instrumental."
A side entrance to the store leads' directly to
the phonograph department. This is in charge
of a young woman who devotes her entire time
to demonstrating the instruments and taking
orders for records. Just inside the door stands
a phonograph which is kept in constant action,
the music floating out upon the air causing many
to stop and listen. On either side of the door
are long, narrow glass cases, in each of which
is a pole with a series of hooks, upon which are
hung a number of the late records. These rec-
ords catch the eye of the people who stop to
listen to the music, and frequently bring to
mind the one which they desire to buy.
Orchestra Concerts in a Store
An excellent manner of securing the trade
of the music loving people of San Diego, Cal.,
was recently adopted by The Bledsoe Co. Hav-
ing a large and beautifully furnished salesroom,
which was not in use in the evening, the com-
pany offered its use on every Monday evening
to the San Diego Conservatory Orchestra.
Neatly engraved cards of invitation to all its
patrons were then sent out as follows:
WE KNOW YOU ARE A LOVER OF MUSIC
Therefore, we cordially invite you to enjoy a re-
hearsal of the San Diego Conservatory Orchestra in
our large music room every Monday evening. This
orchestra is composed of talented young musicians
under the direction of the well-known local orches-
tra leader, Chesley Mills.
An evening of splendid entertainment is always
enjoyed by those who attend. No admission is
charged. Seats for all.
The Bledsoe Co.
Poetry Booms Sale of Phonograph Record
A merry little jingle sticks in the mind of the
reader long after a logical, sober prose ad has
slipped from memory, and it was doubtless with
this in view that the Grey-Maw Music Co., Inc.,
San Diego, ran for its newspaper announcement
a catchy verse surmounted with a cut of a Pathe
rooster. In the verse, which limps a little at
times, it must be confessed, not only popular but
classical music is advertised:
In order to encourage local talent, the com-
pany had several records made of selections
rendered by this orchestra, and after the con-
cert a number of these were rendered by the
Victrola. With the evening's entertainment
fresh in mind, and with a feeling of local pride,
a considerable number of these records were
sold. No attempt was made to urge people to
purchase either talking machines or records, but
several of the instruments were placed at con-
venient intervals and during the intermission
there were usually several demonstrations- made,
resulting in the sale of a number of the late rec-
ords. The Bledsoe Co. catered not only to the
established trade but to prospective customers
as well, its regular talking machine and record
ad bearing, in a small box, an announcement of
the orchestra rehearsals, and a cordial invita-
tion to all music lovers to attend them.
The Pathe rooster keeps on crowing,
So well he might, he's steadily growing.
Whenever you wish him to entertain
Just call upon him, 'tis not in vain.
Collins and Harlan, or Campbell and Burr
Can always be counted to serve you, sir!
Or Rudolph Ganz in Rachmaninoff's Prelude
Can help to fill in an interlude.
No needles to buy, no needles to change,
No damaged records to exchange.
If you buy a Pathe you'll make no mistake.
It plays any record no matter what make.
GRAY-MAW
Music Co., Inc.
This company also makes quite a specialty of
portable talking machines for camping trips,
showing in its window several in handsome
leather carrying cases, with a card:
MUSIC IN THE WOODS !
Never does music sound so sweet as in the silent
depths of the forest, or across the rippling waters of
the bay or stream. Take a phonograph with you on
that camping trip. Drop in and see our handsome
carrying cases; and look over pur stock of melodies,
old and new.
NEW MANAGER IN LEWISTON, ME.
Ira J. Nay, Jr., has been appointed manager
of the piano and talking machine department
operated by the Atherton Furniture Co., in
Lewiston, Me. Mr. Nay has had wide experi-
ence in the trade and was manager of branch
stores for M. Steinert & Sons Co., Boston.
The board of directors of the Columbia
Graphophone Mfg. Co., at a meeting held April
19, declared a quarterly dividend of $2 in cash
on each share of. the outstanding preferred
stock of the company, payable May 1 to stock-
holders of record on April 24.
THE PURITAN IN DIXON, ILL.
One of the progressive Puritan boosters of
the Middle West is W. L. Strong, of Dixon, 111..
Mr. Strong has been in the music business in
that section of the country for twenty years
and has built up a good reputation. He finds
that the long horn feature of the Puritan phono-
graph is proving very popular with the public
and the demand for Puritan records is growing.
The Crescent Talking Machine Co., registered
under the laws of Delaware, has been author-
ized to do business in New York, with J. L.
Horsfall, 109 Reade street, as representative.
Full Tone
Why Not the Best?
We are more concerned with making our business better than bigger
The E>e Luxe Stylus
THE BEST SEMI ■ PERMANENT NEEDLE MADE
Plays 100-200 Records Produces Rich, Clear Tone
3 for 30 cents
LET THE "DELUXE" SPEAK FOR ITSELF AND
SEND FOR FREE SAMPLES, DISCOUNTS, ETC.
DUO TONE COMPANY, Inc.
Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.
Medium Tone
30
THE TALKING MACHINE WORLD
May 15, 1920
HUMAN INTEREST NEW MOTIF IN RECORD SUPPLEMENTS
Fantastic Illustrations Give Way to Intimate Pictures of Record Stars — Underlying Idea Is to
Bring Public and Artist Together — Photographic Studies Best
The artistic appearance of the monthly record
supplements issued by the large record manu-
facturers and the evident care with which these
interesting booklets are prepared has marked an
important step in the progress of the talking
machine industry. The record supplement is
recognized as a vital link in the chain which
establishes the final contact between manufac-
turer and customer and its place in the store of
every dealer is assured. This handy little book-
let has been held up as a model which other
lines of industry might well follow. Advertising
authorities outside the talking machine industry
have paid their tribute to the enterprise and
judgment displayed in the compiling and use of
the record supplements and in the April issue of
Printers' Ink Monthly, S. G. Marden discusses
the subject as follows:
"It is necessary for the companies manufac-
turing records, to issue monthly booklets of
from twenty to forty pages, regulated by the
output of new numbers. These miniature cata-
logs have been found to be one of the very best
selling agents, and are kept in goodly number on
tables, where anyone entering the shops may
secure a copy for the asking. Although there is
also issued, each month, a wall-hanger, with the
new records listed, the public prefers the book,
taking it home and often keeping a file through-
out the year. These record bulletins, despite
the large number necessarily issued, are rather
handsome in their way and no expense is spared
in making them attractive. The covers are, as
a rule, from three and four-color process plates,
or color offset, from paintings inspired by
operatic music.
"Not so very long ago the record booklet was
illustrated with pen-and-ink on halftone running-
heads or comic cartoons, dependent upon the
numbers featured. If a popular jazz came to
the front, it was embellished in its presentation
by extravagant pictures, done in the spirit of the
funny sheets. For the most serious records,
artists drew sketchy scenes from operas or the
concert stage — and it seemed the very best thing
that could be done, under the circumstances.
"Now, however, the photographer, with a rov-
ing commission, is the artist who illustrates your
modern record catalog and' monthly bulletin,
and the instant popularity of the scheme forces
the conclusion that it should have been done
long ago.
" 'Bring the star and the public together,' is
the underlying idea; 'people who buy records
should know the human side of the clever folks
who are actually making the records. The better
they are acquainted, the more sales.'
"That disc, with its wonderful graven enter-
tainment, has been a somewhat cold thing, de-
spite the marvel of its transmitted genius. It
was merely something that had been manufac-
tured. To humanize the phonograph record,
that people might look upon it as a 'personality'
— a living representation — has always been the
larger aim of the manufacturer.
"They say, and justly: 'This record is practi-
cally equivalent to having the artist in your
home. . We sell you an animate piece of mer-
chandise. It is the next best thing to paying
ten dollars for an opera or a concert ticket.'
"Unusual photographic studies of those who
make the records now form the illustrative
theme for the revolutionized monthly bulletins,
and if the consumer studies them throughout
the year, he will have a fairly accurate idea of
the intimate personal, human side of these fa-
mous artists. Toscha Seidel is presented in
walking costume, out for a run with his favorite
wire-haired terrier. Adele Rowland has been
snapped while off on a summer vacation in the
big woods. Billy Murray, the internationally
famous, whose rollicking voice has echoed
around the world, is shown in a baseball .cos-
tume, for Billy is a Big League expert and can
toss a ball with the best of them. Irving Kauf-
man fell asleep on a lounge — with his mouth
open — and the shrewd photographer put proof
of it in negative form. The caption hints that
perhaps Kaufman sings in his sleep.
"One by one all of the stars are shown in
these bulletins and seldom conventionally.
Operatic genius and concert dignity ofttimes
climb down from the high-art pedestal and act
'like reg'lar folks,' and it is this atmosphere
that the record manufacturer wants to put over.
"One concern has hit upon a clever method
of illustrating the 'human' feature of the record.
Animated character studies of the artists break
through the opening in the center of the disc,
in the act of singing. Thus singer and record
merge into one. Some years ago a resourceful
artist conceived a plan whereby the circular
lines or grooves of the record, thickened or
lightened, as occasion demanded, formed the
features of the person who made that record.
It was a distinctive campaign and one that would
bear reviving.
"However, by turning their record books into
small photographic biographies of famous stars,
the phonograph record people have revived in-
terest in this form of advertising."
WANTED VICTROLA IN A HURRY
Springfield, Mass., Man Makes Appeal Through
Classified Advertising Columns
What might be accepted as proof of the fact
that Victrolas are really scarce in Springfield,
Mass., was a classified advertisement which ap-
peared in one of the local newspapers recently
reading: "Will pay spot cash for any kind of
Victrola in good condition. Must have one be-
fore April 1, so answer at once." The joke lay
in the fact that in the same column appeared
advertisements of a score of individuals and
music houses advertising Victrolas for sale.
Perhaps the advertiser did not believe the ads.
The Brooks Automatic Repeating Phonograph
DISTINCTIVE — SUPERIOR— MUSICALLY PERFECT
The BROOKS Automatic Repeating Phonograph is the wonder instrument
of the industry.
The Automatic Repeater
PLATS
jurr make
OF BtCOBD
jury Dismio
NUMBER. Of
TIMES • " »
t . . . THEM
STOPS
AUTOMATIC
WITH
TONE-ABM
SUSMHDM)
IN J
First Really Complete Phonograph
Write to our nearest Jobber for
dealer proposition
and stop device is an exclusive Brooks feature
and can be found on no other phonograph. It
is not an experiment, but is a proven success,
having been placed on the market over two
years ago. It combines extreme simplicity with
absolute accuracy.
This is only one of the many BROOKS features.
The cabinet work is superb. The mechanical
equipment is unexcelled, and the tone quality
satisfies the most critical music lovers. The
BROOKS phonograph will appeal to everyone
who appreciates quality and merit.
Send for our new illustrated catalog.
Showing all models.
Brooks Mfg. Co. Saginaw, Mich.
JOBBERS
Oakland
Atlanta
Chicago
Saginaw
CALIFORNIA
GEORGIA
Consolidated Phono.
A. Sohluotor & Co.
Co.. 307 Peachtree St.
ILLINOIS
Manufacturers Agency, 824 Republic Bldg.
MICHIGAN
Morley Brothers. Broods Mfg. Co.
Ognllala
Dayton
Cleveland
NEW YORK
The Walters 4 Barry Corp., 256 Main St. Pittsburgh
NEBRASKA _ ,
The Ropeatlng Phono. Co. Spokane
OHIO
Lawrence & Klemm, 1329 Alberta St.
Tiffany Phonograph Sales Co., 312 Raclno Bldg. Huntington
PENNSYLVANIA
Newton B. Helms. 3009 Jenkins Arcade
WASHINGTON
Northwest Phono. Jobbers, Inc .
911-915 Riverside Ave.
WEST VIRGINIA
Kenney Music Co., 331 9th St.
May 15, 1920
THE TALKING MACHINE WORLD
31
They All
Follow the Leader
Have you noticed how many makers who formerly consid-
ered themselves leaders in the phonograph industry are now fol-
lowing the leadership of the Windsor Console Phonograph?
The success of the Windsor Console Phonograph seems to
have inspired these makers to accord the Windsor the most sin-
cere form of flattery.
When we decided to make phonographs we did not try to
copy or imitate the cabinets of some other maker, but we origi-
nated a cabinet of our own, the Windsor Console Phonograph,
patented November 9, 1915, and September 24, 1918.
The acknowledged leader of all phonographs, "The Windsor,"
is sold direct from the factory to the dealer, no jobber's profit to
pay.
•
We invite progressive dealers to consider the Windsor when
making their plans for the coming year.
An attractive catalogue on request to dealers only.
'Si,
•'.ESTABLISHED 1S55>
fr/L^iIa°.FIfi^W,NDS0R PONOGRAPH CABINET PATENTS1
Vy SOW .1*79743. .50480. 50481. 50483.
49654' 50478"
50482 • 50484*
32
THE TALKING MACHINE WORLD
May IS, 1920
CHARGES WRONGFUL USE OF NAME
E. F. Barber Maintains that Sprinkle Piano Co.
Did Not Take Over Vocalion Sales Agency
in Winston-Salem, N. C.
The Sprinkle Piano Co., whose various ac-
tivities are already known to the trade, recently
entered the field in Winston-Salem, N. C, tak-
ing over the piano business of E. F. Barber in
that city in order to secure a location for their
enterprise.
Mr. Barber had operated for some time past
an exclusive agency in Winston-Salem for the
Aeolian-Vocalion, using the name Vocalion
Sales Agency. When he sold out his business
the Vocalion agency was turned over to J.
Frank Bland of Winston-Salem, together with
!he complete stock of machines.
In some of their first advertising the Sprinkle
Piano Co. announced themselves as "Successors
to the Aeolian Sales Agency," and took oc-
casion to advertise Vocalions, together with
other talking machines of prominent and stand-
ard makes at greatly reduced prices. The an-
nouncement by the Sprinkle Co. resulted in the
publication in the advertising columns of the
Winston-Salem papers of the following letter
to Mr. Bland, bearing the signature of E. F.
Barber, which letter serves to explain itself.
"It has been called to my attention that the
Sprinkle Piano Co. are advertising that they
are successors to the Vocalion Sales Agency,
and that they have a stock of Vocalion talking
machines, and are selling them at greatly re-
duced prices.
"Now I wish to state to you positively that
no concern on the globe has purchased the
right to use the name "Vocalion Sales Agency"
in any way. I wish also to say that no store
in Winston-Salem has in stock a single new
Aeolian-Vdcalion except p yourself. When the
Vocalion agency was transferred to you, ab-
solutely every Vocalion in my stock was turned
over to you.
"You can assure your customers that you are
the sole and exclusive representative for the
Aeolian-Vocalion in Winston-Salem, and that
no other concern can sell them a new Vocalion
at any price, let alone at cut prices.
The New Model "E
Garford Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
in
Price
in
Price
New Model "E" Garford Phonograph
The New Model "E" Garford Phonograph
has every desirable feature of the
high price phonograph
1 Plays all makes of records without an attachment.
2 Superior Tone Quality.
3 Standard Motor of Recognized Merit.
4 Artistic Appearance.
5 Guaranteed to Give Excellent Service.
Order Now for Immediate Delivery
SELLS LIKE "WILD-FIRE" THE YEAR ROUND
We have an Attractive Dealer Proposition
The General Phonograph Mfg. Co.
(FORMERLY NAMED THE GARFORD MFC CO.)
ELYRIA, OHIO
"When you have handled this great instru-
ment as long as I did, you will find that the
company making it is too square, and the ma-
chine is too good to have to be sold at a cut
price. When your customers buy Vocalions,
they may rest assured that they are getting
square treatment, and paying just the same
price for a quality instrument that their neigh-
bors and friends pay.
"Wishing you every success in your efforts
to sell the music lovers of this city the best, and
assuring you that I stand ready at all times to
help you in boosting what I honestly believe
to be the greatest phonograph on the market
to-day, and in giving your customers a square
deal."
The matter was first' called to the attention
of the Aeolian Co. by the Better Business Bu-
reau of the Music Industries Chamber of Com1
merce,. which has been investigating the matter
at some length.
WATKIN CO. ENTERTAINS STAFF
Gives Dinner to Sales Force — Interesting Talks
Among Features of the Evening
Dallas, Tex., May 8.— The Will A. Watkin
Co. gave one of its regular dinners to the sa;es
force at the Oriental Hotel recently, with
about fifteen employes attending. Will A. Wat-
kin, head of the company, discussed the .vork
of the various departments, D. E. Holbrook
spoke on "Pipe Organs," W. R. Long on '"Vol-
ume of Sales," J. Fred Barber on "Period Styles
of Grafonolas" and O. VV. Fuller on "Repro-
ducing Pianos " A Grafonola furnished the
music. J. Fred Barber, one of the speakers,
is the latest addition to the Watkin Co. staff
and is in charge' of the outside sales of the
Grafonola department.
HANDSOMEST MAN GETS VICTROLA
Members of the fire department of Farming-
dale, N. Y., not having enough fires in their
fair city to keep them sufficiently busy, decided
that they should determine upon the handsomest
man in town and upon this male citizen they
should bestow a mark of lasting distinction.
Being in the fire department gave them a dis-
like for ordinary medals so they decided that a
Victrola would be the proper gift. Just to
satisfy the feminine members of the trade we
might make the story complete and add the
man's name. It is Daniel Gutheil.
"The Music Without the Blur!"
This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola's Tone Deflector eliminates the scratch"
W&tchirNj 1ke Music Come Out
We want to show you how to make money with
MAGNOLA; and how MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ, Prosldonl
General Offices Southern Wholesale Branch
7II MILWAUKEE AVENUE
CHICAGO
I530 CANDLER BLDG.
ATLANTA. GA.
May 15, 1920
THE TALKING MACHINE WORLD
33
Should BeOn Every
Talking Machine
AT LAST
A new light that will apply to every make of talking machine in the world.
It is reliable, easily applied, and will give perfect satisfaction.
Beautifully finished in nickel and gold.
Both lights and batteries are fully guaranteed.
Low in price, within reach of every talking machine owner or buyer.
Big discounts to dealers. Write your jobber or direct to us for descriptive
circulars outlining our selling and advertising campaign.
RETAIL PRICES
Nickel Finish .... $2.25 Gold Finish . . . . $3.00 Battery .... 75 cents
ENTIRELY NEW PROPOSITION
355-357 East Water Street manufacturers Milwaukee Wisconsin U.S.A.
PATENTEES
34
THE TALKING MACHINE WORLD
May 15, 1920
Al Jolson sings to his Spanish sweetheart,
"That Wonderful Kid from Madrid.9' This
latest Sinbad hit gives everyone spasms of
delight. A-2898.
Columbia Graphophone Co.
NEW YORK
""532.
JAZZ LESSONS FOR STENOGRAPHERS
Syncopated Tunes Make Flying Fingers Speed
Over Keyboard and Add Life to Tiresome
Exercises — Classical Music Used at L. & H.'s
Chicago, III., May 5. — An observant traveler,
faring northward after his Winter vacation in
the South, noticed that foremen in factories were
able to get "much more and better service from
the negro laborers if they were permitted to
sing, or if one of them sang for the rest. In
cigar factories, a reader is employed to enter-
tain the workmen, and it is a generally accepted
fact that cows respond more liberally and hens
lay with greater liberality if music is provided
in their pens.
Now the experiment is to be tried on stenog-
raphers. They are to manipulate their machines
to the accompaniment of jazz music dealt from
a talking machine. Here is a sample of the
work turned out by a dainty stenog. while the
talking machine was grinding out the synco-
pated jazz:
Now is the time,
the time,
the time,
For all good men and true;
To come to the aid.
the schools to the accompaniment of music al-
ready has been tried with highly successful
results. William H. Bachrach, superintendent
of commercial education in the public schools,
says there is no reason why similar results
should not be obtained by business men. At
Lyon & Healy's, Victor distributors, it was said
the offices had been • equipped with the instru-
ments for many months, but classical music
instead of jazz is employed to speed up work.
change in price will be welcomed by Columbia
dealers throughout the country, as it will help
them solve the riddle as how to meet rising
costs of operating a retail store.
"This change in price includes the ten-inch
'E' and 'C class double-disc record and every
Columbia record now selling at 85 cents in the
United States."
RECORD PRICES INCREASED
POPULATION 792— SALES OVER 100
Canadian Dealer Builds Up Good Business in
Small Town by Advertising Consistently
Columbia Blue Label Double-disc Records to
Cost $1 After May 1
the aid.
the aid,
Of the party, P. D.
Q-
To learn the keyboard, A to Z,
In a record-breaking manner;
Just write to a soothing melody
On the office's new pianner.
The experiment of teaching typewriting in
The Columbia Graphophone Co. announced
this week an increase in the price of its ten-
inch blue label double-disc records from 85 cents
to $1, effective on all shipments of records made
beginning May 1, 1920. This change in price of
Columbia records makes a total increase during
the past three years of 33 1-3 per cent.
In a letter to the trade announcing this im-
portant change, George W. Hopkins, general
sales manager of the company, said:
"This emphasizes the attitude the Columbia
Graphophone Co. have taken in trying our best
to hold the price down. For many months we
have seen this dollar price in sight, but have
hoped against hope that it would not be neces-
sary to make it effective. Conditions which
have been emphasized to us, on the part of the
retailer, by requests from him for the dollar price
in order to assist him in meeting his obligations
more fairly, plus manufacturing costs, have made
it advisable to announce this change in price.
"The increased profit to the dealer on this
The story of the success of Bonthron & Drys-
dale, Victor and Brunswick dealers of Hensall,
Ont., furnishes a good example of how an
enterprising dealer can build up a large busi-
ness in two years by consistent and intelli-
gent effort in a limited territory. The village
of Hensall has a population of only 792. It
is noted for the growing of small onions, from
which industry the people derive a handsome in-
come. During the second year of business in
this territory Bonthron & Drysdale sold over
100 machines to farmers and people in the
surrounding townships.
James Bonthron, in talking with The World,
declared that his first step in building up his
business was good advertising. The results
of his first advertisements were immediate and
gratifying and he used space at regular intervals
thereafter. He finds that in his section of
the country it is often of great advantage
to send machines out on trial, and many a sale
has been clinched by placing in the customer's
home the machine which he expressed a liking
for when he visited the store.
^ Victor retailers are invited to take
advantage of the many unique fea-
tures introduced recently by our
service department.
^ We are equipped to co-operate with
you efficiently, in every branch of
your business.
WRITE FOR A COPY OF THE "TOTAL ECLIPSE"
THE ECLIPSE MUSICAL CO., Cleveland, Ohio
Victor Wholesale
"All That the Name Implies"
TONE QUALITY
The Real Selling Point of a Phonograph
Comparative tests of the New Supertone with the leading advertised Phonographs
and Records on the market, prove that its tone quality is absolutely supreme.
It will reproduce perfectly all makes of records with a natural and true tone that
is a revelation.
Model No. 1, illustrated above, is our leader. List Price $135.00 — wonderful value for the
consumer, and handsome profit for yourself. SUPERTONE models range in price up to
$300.00— a complete line.
SUPERT0NES are sold direct to the Dealer— there is no Jobber's or Middleman's Profit
Write Us To-day Regarding Our Dealer's Proposition — It's Interesting
SUPERTONE TALKING MACHINE GO.
18 WEST 20th STREET, NEW YORK, N. Y.
Philadelphia Show Room, 323 Real Estate Trust BIdg., C. L. Stephenson, Manager
The Talking Machine World, New York, May 15, 1920
66 All That the Name Implies"
SUPERTONE— A Super-Quality Machine at Sub-Standard Prices.
Featured by the most prominent and representative Phonograph Dealers,
Piano Stores, Furniture Houses and Department Stores.
SUPERTONE has been selected after exhaustive comparison tests with
the leading makes of talking machines.
r
\\\
V 1 ' •
The above illustrates our Model Xo. 5 — List Price $175.00. There are four more cabinet
models, each one as beautiful in design and substantial in construction, ranging in price from
$115.00 to $300.00. An elaborate line of PERIOD MODELS will soon be ready for delivery.
SUPERT0NES are sold direct to the Dealer— there is no Jobber's or Middleman's Profit
Write Us To-day Regarding Our Dealer's Proposition— It's Interesting
SUPERTONE TALKING MACHINE CO.
18 WEST 20th STREET, NEW YORK, N. Y.
Philadelphia Show Room, 323 Real Estate Trust Rldg., C. L. Stephenson, Manager
May 15, 1920
THE TALKING MACHINE WORLD
No. 100 Sound Box
unth tlo. 100 Tonearm.
Tension Sprinq unth
Exterior Adjustment
Assemble l]our Oum Equipment
jL£1s
H IP
E OIPN the Dies for producing the Die Cast parts C FECIAL Connections can be produced for adapting
of the aboue Sound Box and Tonearm designs, and L-' any make of Sound box to these Tonearms. Prices on
furnish Die Castings to large users at no expense for Dies 1 application. Samples sent prepaid upon deposit of $ 1.50
Barnhart Brothers & Spindler
Die Casting
Department
ITlonroe & Throop Streets
CH1CAQO
NEW COLUMBIA FAN READY
Dealer Service Department of Columbia Grapho-
phone Co. Prepares Useful Advertising Nov-
elty for Benefit of Retail Merchants
The Dealer Service department of the Co-
lumbia Graphophone Co. has prepared for the
use of Columbia dealers a series of valuable and
practical sales helps for Summer use. One of
the principal factors in this campaign is an ar-
The Columbia Co. Advertising Fan
tistic fan, an illustration of which appears here-
with.
A member of the staff of the Dealer Service
department of the Columbia Co. commented as
follows regarding the value of this fan as a
stimulant for Summer sales:
"A well-built and substantial fan has a definite
New Automatic
Cover Support
Practical— Inexpensive
Fool Proof
Made in two different styles
No. 1 Fit Cover at any angle
No. 2 Hinge Plate bent to
Fit Cover
Samples on Request
Quantity Discount
P&t Dec. 9 1919
AUTOMATIC COVER SUPPORT MFG. CO.
77-81 MILL STREET BLOOMFIELD. N. J.
and useful life when carefully distributed. The
better the fan the longer it will be kept and
used by the public. If attractive in colors and
interest-compelling in copy and illustration, the
fan will work continuously during the Summer.
In designing the Columbia fan for 1920, the
Dealer Service department has taken into con-
sideration all details that go to make a correct
fan and the carrier of a potential selling cam-
paign.
"Tie-up of the fan illustration to national ad-
vertising copy, in illustration and text, serves
to identify the distributing dealer whose name
appears on the fan as a part of the Columbia
organization and to emphasize in the mind of
the public the fact that that particular dealer's
establishment is the one market-place . in the
territory where Columbia Graphophones and
records are sold.
"Distribution was another element of serious
thought. The fan must be such as to warrant
its careful preservation in the hands of the pub-
lic. This point was covered by past experience,
good fortune in securing an exceptional quality
of cardboard stock, a strong wooden handle and
a perfected method of attaching the two. An
instructive folder accompanies each shipment
of fans to the dealer, offering valuable sugges-
tion as to how the dealer can place them ad-
vantageously at gatherings where musics and par-
ticularly music of the Grafonola and Columbia
records, would be welcome.'.'
SHIRLEY WALKER IN THE EAST
Advertising Manager Sherman, Clay & Co., San
Francisco, Tells of Progress in His Section
Shirley Walker, advertising manager of Sher-
man, Clay & Co., San Francisco, Cal., Victor
wholesalers, was recently a visitor to New York,
calling at The Talking Machine World offices,
and visiting some of his many friends in the
trade.
In a chat with The World, Mr. Walker spoke
enthusiastically on the outlook for Victor prog-
ress on the Pacific Coast. He stated that his
company is making important expansions in its
Victor wholesale plans throughout its territory
and that there is every reason to believe that
Victor dealers will close a record-breaking year.
Mr. Walker is devoting considerable time to
the Victor interests of Sherman, Clay & Co.
and a unique, co-operative campaign in behalf
of the company's Victor dealers was recently
introduced by Sherman, Clay & Co.'s advertis-
ing department.
GIVING SERIESJOF LECTURES
A number of experts from the various de-
partments of the Victor Talking Machine Co.
have, with representatives of other industries,
been engaged in giving a series of lectures to
the students of Drexel Institute, Philadelphia.
They have attracted much attention.
Announcing
THE JOHN ELLIOTT CLARK CO.
156 S. W. TEMPLE STREET
SALT LAKE CITY
UTAH
A NEW HOME FOR VICTOR SERVICE
This organization is equipped to give exceptional service
to Victor Dealers. It is a service directed along practical,
efficient lines, and is based on ideas and policies that
will interest and please the progressive Victor Merchant
36
THE TALKING MACHINE WORLD
May 15. 1920
TALKING MACHINE EXPORTS GROW GETTING BILLY MURRAY TO WORK JOIN A. T. EMERSON, INC., FORCES
Exports, Including Records, for Eight Months
Ending February 29, 1920, Total $5,005,692.
Tenor So Popular With Record Users Gets to
Work During Visit to Eclipse Musical Co.
Washington, D. C, May 10— In the timely
summary of exports and imports of the United
States for the month of February, 1920, (the
latest period for which it has been compiled),
which has just been issued, the following
figures on talking machines and records are
presented:
The dutiable imports of talking machines and
parts during February, 1920, amounted in value
to $50,558 as compared with $19,572 worth which
were imported during the same month of 1919.
The eight months' total ending February, 1920,
showed importations valued at $510,242 as com-
pared with $162,884 worth of talking machines
and parts imported during the same period
of 1919.
Talking machines to the number of 6,422,
valued at $259,945. were exported in February,
1920, as compared with 7,506 talking machines,
valued at $184,645, sent abroad in the same
period of 1919. The eight months' total showed
that we exported 51,329 talking machines, valued
at $2,422,271, as against 33.897 talking machines,
valued at $964.25i, in 1919, and 60,541 talking
machines, valued at $1,675,681, in 1918.
The total exports of records and supplies for
February, 1920, were valued at $305,076 as com-
pared with $296,966 in February, 1919. For the
eight months ending February, 1920, records and
accessories were exported, valued at $2,583.421 ;
in 1919. $1,837,753. and in 1918, $1,275,514.
A. T. Emerson, president of A. T. Emerson,
Inc., announced recently the acquisition to the
company's factory executive staff of J. L. Duck-
Cleveland, O., May 8. — Billy Murray, popular worth and Richard Hoodeman, both of whom
tenor, was a recent visitor to the offices of the were formerly connected with the Pathe Freres
Billy Murray, Popular Victor Record Star, Doing the Unusual in Eclipse Co.'s Stock Room
Grover W. Sims & Son, New Edison dealers
in Huntington, Ind., have purchased the music
business of J. E. Steinkamp at Jasper and will
enlarge their stock in the Huntington store.
The Talking Pictures Sales Corp., New York,
has been incorporated with a capital of $25,000
by P. Loff, C. J. Best, A. Weimann. 13 East
127th street.
Eclipse Musical Co., Victor wholesalers, Mr.
Murray demonstrated his versatility by tackling
a real job in the record department of this com-
pany. He filled orders, made up mail order
packages and in general demonstrated that he
was keenly interested in the service offered to
the company's dealers. Everyone with whom
Mr. Murray came in contact was inspired with
his optimism and good nature.
Phonograph Co. Mr. Duckworth will be pro-
duction manager of the company and Mr.
Hoodeman, who was formerly manager of all
the plants in the State of Indiana for the Pathe
Freres Phonograph Co., now occupies a simi-
lar position with A. T. Emerson, Inc. Both of
these men are thoroughly experienced in their
respective fields and form valuable additions to
Mr. Emerson's organization.
Of Vast Importance to Edison Disc Instrument Dealers
Showing No. 95-A
A Queen Anoe Creation. Designed
exuressly for use with the Chalet Model
Edison Instrument equipped with the
famous EJect-O-Flle Record Piling Sys-
tem. Produced Id natural figured Red
Gum and rouge Red. Dimensions: 20"
wide. 22" deep, 82" high.
"The Eject-O-File"
The Eject- O- File is manufac-
tured and owned exclusively
by the Eject-O-File Co. Manu-
factured under U. S. mechani-
cal and design patents.
The Eject-O-File is a most
simple and efficient method of
"Filing & Finding" disc Records
at the desired time. Mechanism
controlled entirely by gravity.
Has no springs to get out of
order and if you do not have an
Eject-O-File in your home you
do not realize what is best in
Record Filing efficiency.
Manufactured by
THE EJECT-O-FILE CO., Inc.
Showing No. 95
A straight line effect conforming with
the Chalet Model Edison Instrument
for which It Is designed and produced.
Equipped with the Eject-O-Pile Record
Piling System. Dimensions and Finish
same as No. 95-A.
FACTORY AND GENERAL OFFICES
HIGH POINT. NORTH CAROLINA
^ SUPFSIOR STEEL . f
RRlLUANTONt
NEEDLES
IF you are not selling
BRILLIANTONE
STEEL NEEDLES
ask any one of
20,000
BRILLIANTONE
Dealers who will tell
you of the customer
satisfaction that
.
they give because
of their
ualif
Write for samples and prices to your near est distributor.
If he cannot supply you, write direct to us.
BRILLIANTONE STEEL NEEDLE CO.
AT 34th STREET
OF AMERICA, INCORPORATED
347 Fifth Avenue
NEW YORK CITY
Canadian Distributors: The Musical Mdse. Sales Co., Toronto.
Foreign Expoit: Chipman, Ltd., 8-10 Bridge St., New York Cty.
SUITE 1003
38
THE TALKING MACHINE WORLD
May IS, 1920
The MODERNOLA
A Home Delight to Ear and Eye
r
IN conception, in construction and in
finish, here's a high grade musical
instrument and home ornament.
The Modernola is a circular instrument
— individual in type and refinement. It
is artistic to a maximum degree, its in-
describable beauty of line and finish
further enhanced by a rich, colorful
lamp shade, which is detachable.
The lamp shade feature and the unique
circular design have won universal ap-
proval. The Modernola carries into
any home an indescribable cheerfulness
— a refined home atmosphere.
The Modernola is famous for its even-
ness and richness of tone. It's a solid
wood instrument — not veneered. It's a
phonograph of quality — through and
through.
Sales rights are constantly be-
coming more valuable. Write
us regarding the marketing
of the Modernola in your
particular city or territory.
THE MODERNOLA COMPANY
JOHNSTOWN, PA.
Eastern Representative, Geo. Seiffert
Greeley 2978-2291 45 West 34th St., Monolith BIdg., New York
May 15, 1920
THE TALKING MACHINE WORLD
39
GREAT GATHERING OF EMERSON DEALERS IN BALTIMORE STEEL TAPE INSTEAD OF RECORDS
Clarke Musical Sales Co. Entertained Enthusiastic Army of Emersonians at Southern Hotel on
April 20 — Eddie Cantor and Walter Scanlan Among the Entertainers — An Event of Moment
Baltimore, Md., May 1. — The Clarke Musical
Sales Co., distributors of Emerson gold seal
records in Maryland, Delaware and Washing-
ton, D. C, entertained the Emerson dealers of
their territory Tuesday night, April 20, at the
Southern Hotel of Baltimore. An enthusiastic
crowd gathered to meet in person the guests
of the occasion, Eddie Cantor, the famous Emer-
son star, and Walter Scanlan, another brilliant
Emerson artist, who was the star of "Some-
body's Sweetheart" last season, and "Always
You" this season. Both of these gentlemen were
Emerson. Co. and its plans of expansion for
the future, dwelling particularly on the several
new record plants — some in course of erection
and others in process of negotiation — which will
give Emerson a tremendous added production,
and also on the introduction, in a big way, of
the high-grade Emerson phonographs, which
will, in a few months, be sold in practically
every city in the country. Mr. Carroll's re-
marks were received with distinct interest, and
created a stir of decidedly favorable comment.
The Clarke Musical Sales Co. deserves un-
Washington State Inventors Seeking to Perfect
Novel Development — Company Organized
Known as Washington Talking Machine Co.
Emerson Dealers Entertained at Southern Hotel by Clarke Musical Sales Co.
performing in Baltimore at the time — Eddie
Cantor as the chief comedian of the Ziegfeld
Follies, and Walter Scanlan in vaudeville at the
Maryland Theatre.
The beautiful main dining room of the
Southern Hotel was taxed to its capacity when
the principal guests arrived. They were greeted
with a spontaneous outburst of applause, long
continued, which was a decided tribute to the
great popularity of both Mr. Cantor and Mr.
Scanlan. During the service of a bountiful sup-
per an elaborate array of prominent entertainers
from the musical comedy and vaudeville stage
furnished the ladies and gentlemen present with
a varied program of humor and music.
The introduction of Mr. Cantor and Mr. Scan-
lan was greeted by a tremendous ovation. Eddie
Cantor responded with a little speech that threw
the crowd into convulsions of laughter, and
Walter Scanlan sang several songs that won
the hearty applause of the audience.
The evening closed with a serious message
from the executive offices of the Emerson Phon-
ograph Co. to its dealers, for Joseph I. Carroll,
manager of sales, had run down from New
York to tell them many welcome things. In a
brief talk he traced the rapid progress of the
limited praise for the thorough manner in which
it provided for the pleasure of those present,
and the occasion will always remain a happy
memory for their Emerson dealers.
THE TRADEMARK A SIGN OF QUALITY
The trademark may be taken as a sign of
quality and as leading to pride in one's product.
The man who thinks enough of his business and
the product turned out to want to brand it with
a trademark to identify it, naturally feels that
he is turning out a product of quality and build-
ing a reputation for which his trademark will
stand. Also, the fact that an institution makes
a practice of identifying its product with a.
trademark calls into action closer inspection and
supervision of work, to the end that the product
turned out may justify the trademark itself. The
trademark is, first of all, a stimulant' to quality
in product and pride in one's business reputation.
Tacoma, Wash., May 5. — Two enterprising Cali-
fornians with considerable technical skill and
organizing ability have selected this city as the
point wherein to construct and sell a new talk-
ing machine, which has original design and
wide possibilities to recommend it and withal
carries the germ of an idea which may revolu-
tionize record making in this country, granted
sufficient capital to place the perfected scheme
upon the market.
The firm is called the Washington Talking
Machine Co., and the incorporators are E. A.
Jewell and H. Kovell. An enterprise of the
same nature has been carried out and is in
operation at Berkeley, Cal., where the company
is known as the Kovell Talking Machine Co.
A factory site has been selected in a build-
ing near the Lincoln High School and offices are
being fitted up at 1126j^ Broadway.
A little conversation elicited the fact that the
manufacturers are hard at work on an altogether
new design, substituting a steel tape on which
is inscribed four complete operas. The in-
ventors are just now attempting the problem of
transferring to blank tapes just in the same way
as a blank record is inscribed from one that is
completed.
The new idea will permit the presentation of
a complete opera in the private home. The
expense will be considerable but it is planned
to meet this by establishing opera tape bureaus
over the whole country, much in the manner of
operation as the film exchanges.
STEPHENSON, INC., IN CHICAGO
Open Office Under Management of Leo. Brusch-
hauser — Interesting Issue of "Newts"
ENLARGE THEIR STORE
Spring Bros., talking machine dealers, of
Eaton, O., have just enlarged their store, taking
in the second floor and installing an elevator.
"Newts," a monthly magazine edited by Frank
Nutze, vice-president of Stephenson, Inc., New
York, recently arrived in its March dress. As
usual the contents are most interesting and con-
tain much constructive and homely philosophy.
Among other things, the issue contains the
announcement that Stephenson, Inc., have
opened up a Chicago office in The Consumers'
Building, 220 South State street, that city, under
the management of Leo Bruschhauser. The open-
ing of the Chicago office was made up for the
purpose of having a Stephenson representative
in close touch with the Western talking ma-
chine manufacturers, which is one of the primary
objects of the Stephenson policy.
Father Knickerbocker Says
The Victor products are the sole
foundation of our great business.
Victor retailers will find it profitable
to build their business alone on
this firm foundation.
Knickerbocker Talking Machine Co.
Metropolitan Victor Wholesalers
138-140 West 124th Street New York City
40
THE TALKING MACHINE WORLD
May 15, 1920
clone Arms that will add Sell-
ing Value to yourTalkingMachinesi
Put Quality Tone A rms on Y our
Machines — Yet Pay Less
TONE ARMS 5 SOUND BOXES
L
The new, improved Swivel
Joint, insulated Ball Joint
and patented Spring Lock
help to eliminate blasts
and vibrations.
You get a sure-fire talk-
ing point when you put
this beautiful wooden
tone arm on your ma-
chine.
Priced in Quantities Write at once for further information relative to sizes and prices. Let us Anou
$2.50 Up your requirements — we're equipped to solve your tone arm problems.
A TONE ARM SERVICE— NOT A TRUST!
We admit the claim that one or another of our tone arms is a standard part of many
representative talking machines. What of it? Does that prove anything more than
that quality tells? Does it not prove that this organization is actually the Tone
Aim Headquarters of America?
As manufacturers of the Mutual, Supreme and Manhattan
Tone Arms, we sell direct to talking machine manufacturers
I TONE. ARMS & SOUND BOXES]
Rugged and simple in
design, powerful and
appealing in tone — the
Supreme Tone Arm is all
that its name implies.
Phillips Service
145 Wesf 45th Street
New \brk City
Chicago Representative : H.Engel. Republic Building.
May IS, 1920
THE TALKING MACHINE WORLD
41
NOTABLE ARTISTS FEATURED
In Interesting Volume Just Issued, Which Tells
of Fifty Artists Who Record Exclusively for
Columbia Company — Beautifully Produced
COHEN BROS. IN JACKSONVILLE
"Fifty Artists Who Record Exclusively for
Columbia Records," is the title of a most inter-
esting' and valuable publication that has just
been introduced by the advertising department
of the Columbia Graphophone Co. This book-
let is now ready for distribution to the dealers,
and Columbia representatives in the metropol-
itan territory are enthusiastic regarding the
sales value of this new publication.
The booklet is printed in a convenient size,
artistically arranged^ and introduces fifty fa-
mous artists who make records for the Columbia
library exclusively. Each page is given over to
one artist and contains a recent photograph of
that artist with a complete "nut shell' biog-
raphy of the artist's musical career. The book
is one which every owner of Columbia records
will enjoy owning, and it affords Columbia deal-
ers and the members of their sales staff a series
of sales arguments of inestimable value.
The tremendous strides achieved by the Co-
lumbia recording department in recent years is
reflected in the fame and renown of the artists
listed in this new booklet. The majority of
these artists have won international success, and
the fact that they record for the Columbia
library exclusively indicates the high esteem in
which Columbia records are held by these ar-
tists.
The list includes artists and organizations
who are famous in the operatic, concert and
theatrical worlds, and their Columbia records
have attained signal success. The complete list
of artists featured in this new booklet is as fol-
lows: Art Hickman's Orchestra, Georges Bak-
lanoff, Maria Barrientos, Nora Bayes, Robert
Hood Bowers, Eddy Brown, Harry C. Browne,
Pablo Casals, Chicago Symphony Orchestra,
Cincinnati Symphony Orchestra, Columbia
Band, Columbia Orchestra, Columbia Saxo-
phone Sextet, Guido Diero, Fiske diversity
Quartet, Harry Fox, French Army Band, French
Symphony Orchestra, Mary Garden, Lucy
Gates, Jeanne Gordon, Percy Grainger, Louis
Graveure, Charles Hackett, Josef Hofmann,
Italian Grenadiers Band, Sascha Jacobsen, Al.
Jolson, Jose Lacalle, Hulda Lashanska, Hipo-
lito Lazaro, Florence Macbeth, Marconi Bros ,
Jose Mardones, Barbara Maurel, George Meader,
Alice Nielsen, Paulist Choristers, Philharmonic
Orchestra of New York, Rosa Ponselle, Charles
A. Prince, Prince's Band, Prince's Orchestra,
Prince's Symphony Orchestra, Margaret Ro-
maine, Romani Romano, Leon Rothier, Oscar
Seagle, Toscha Seidel, Riccardo Stracciari, Ted
Lewis Jazz Band, Van and Schenck, Bert
Williams and Eugene Ysaye.
MZI^NEDV
EACH NEEDLE
PLAYS 10 RECORDS
THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE
ASK YOUR JOBBER
Manufactured by
SUPERTONE NEEDLE WORKS
18 W. 20th St., New York
Prominent Victor Dealers Open Handsome New
Department — One of the Most Complete Vic-
tor Establishments in That Section of the
South — Plans to Carry a Large Stock
Jacksonville, Fla., May 6. — Cohen Bros.' new
Victrola department, which was designed by
Manager . Johnson after an extensive trip
through the leading trade centers of the East,
has recently been opened to the public. The
new Victrola parlors are situated on the bal-
cony on the mezzazine floor and are approached
by the main aisle stairs from the Duval street
entrance, also the Laura street side.
The firm first contemplated building this de-
partment on the main floor, but on account of
the fast growth of their Victrola and record
trade and also that the music-loving people like
more quiet and seclusion when they come to
hear records, they decided the balcony the best
place for it. This department was opened four
years ago, with only two demonstrating rooms.
Last year they added two more, and yet could
not seat the people, and now they have re-
modeled the whole department and added six
glass soundproof rooms, giving them ten rooms.
The decoration of the department is very
unique, although in keeping with the rest of
the store. The rooms are built of mahogany
and are finished inside with French grey, giv-
ing a very soft, homelike effect. The furniture
of every room is finished to match the wood-
work. The lighting effect is good.
Just in front of the main battery of rooms is
the new record rack and seven counters. These
also are of the latest design, the big record
rack holding over 10,000 records.
In speaking of his business, Mr. Johnson said
Victrolas have been very scarce for past three
years, but that he had just gotten back from a
visit to the Victor Talking Machine Co.'s fac-
tory at Camden, N. J., and things were looking
much better, shipments are coming much bigger
than in years. Cohen Bros, are very proud of
this new department and' the success it has
made, as for many years they did not carry
talking machines at all, as the policy of the firm
has always been the best or nothing.
QUALITY— SERVICE
CENTRALLY LOCATED "DISTRIBUTORS -PLACING ON YOUR SHELVES
THE LATEST HITS AND SUPPLYING YOU WITH BULLETINS
HANGERS, CUT-OUTS AND ADVERTISING MATERIAL IS ONE
FEATURE OF LYRIC SERVICE THAT CONTRIBUTES TO THE
ACKNOWLEDGED FACT THAT OURS IS A LIVE ORGANIZATION
Write At Once for Dealer's Terms, Etc.
Immediate Deliveries
Lyraphone Co. of America
117 Mechanic Street
Newark, N. J.
42
THE TALKING MACHINE WORLD
May 15, 1920
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS LAST LONGER
COST LESS
RENE MFG. CO. Montvale, N. J.
A COOPERATIVE ADVERTISING PLAN
Talking Machine Dealers in Various Sections of
New York Join in Running Full Page Adver-
tisements in Neighborhood Newspapers
A number of the progressive Victor dealers in
the Yorkville, Harlem, Washington Heights and
Bronx sections of New York City, have re-
cently been co-operating in carrying on a cam-
paign of advertising in the several editions of
the Home News, devoted to the interests of
the localities mentioned. Full page advertise-
ments are used, and the first of the series was
devoted particularly to the Victrola IV and its
particular fitness for the use of children and
for camping and traveling parties. Each of
the advertisements bore under it the names of
the several dealers — six or seven as a rule —
from that particular section who are operating
in the campaign. Inasmuch as the Home News
has a circulation -of several hundred thousand
copies divided into five or six local editions, and
is delivered right into the home where house-
wives read it religiously for the local gossip it
contains, the campaign should be beneficial.
REMOVE TO NEW QUARTERS
Smith-Schifnin Co., well-known manufactur-
ers of decalcomanie products, have moved from
126 Liberty street to 149 Church street, New
York City. The move was made for the pur-
pose of increasing the size of the quarters made
necessary by the increased business which is
being done by this company.
AGGRESSIVE CANTON, 0., CONCERN
J. W. Brown Piano Co. Has Won a Strong
Place in the Music Trade in That City
Canton, O., May 3. — Founded six years ago, the
J W. Brown Piano Co., then occupying four
rooms on the ground floor, has now grown to
be one of Canton's most enterprising music
houses and to-day occupies the whole building
in which it originated, at Walnut avenue S. E.
The J. W. Brown Co. Force
and Second street. The Brown Piano Co.,
headed by J. W. Brown, its founder, ranks high
with the leading music houses of eastern Ohio.
The accompanying photograph shows a part
of the main piano sales floor and the piano sales
force. Miss Hazel See, in charge of the record
department, is seen standing in the doorway.
J. W. Brown, president and general manager
of the company, is at the office window. S. P.
Bowers, salesman, at his left and at the extreme
left is J. E. Keefer, bookkeeper and assistant
secretary.
The Brown Co. now has four phonograph
rooms on the second floor, two Ampico piano
studios, a bench room and a store room. Other
rooms are devoted exclusively to the display
of phonographs and for record stocks. The
whole first floor is given over to the display of
pianos, office and repair department.
The Brown leaders are the Sonora phono-
graph and the Knabe and Ampico reproducing
pianos. Mr. Brown in establishing his business
has applied concrete business methods, catered
to the most particular trade, and that his cus-
tomers might have the opportunity at all times
of viewing the very latest in the musical line
he visits New York and Chicago at least twice
annually. He recently attended the National
Music Show at New York, together with sev-
eral other local musical dealers, and in the local
press was quoted as to the benefits derived from
visiting the national show and the impetus it
gave local music trade.
[PRECISION]
* j
PRECISION CASTINGS COMPANY. Inc.
M U'\U SI §na£S |M| \v lORK.
Manufacturers of Die Casting! In
Aluminum. Zinc. Tin. Lead Alloys.
Babbitt Bearings J
h g
Safe in the Cribs!
After thousands of miles from Africa or Mexico,
millions of feet of beautiful mahogany safely float in
our enormous cribs— ready for the trip through the
largest Mahogany and Veneer Mill on the Atlantic
and Gulf Seaboard.
Astoria Mahogany Company, Inc.
347 Madison Avenue, New York
Successors to
Huddleston-Marsh Mahogany Co.
Astoria Veneer Mills and Dock Co.
F. W. Kirch, Inc.
Mills and Yards, Long Island City, Ne<w York
BRANCH ES:
44 North Market Avenue, Grand Rapids. Mich.
2256 Lumber Street, Chicago, III.
m
The Talking Machine World, New York, May 15, 1920
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
ALL RECORD
NEEDLE EQUIPMENT
T^VERY phonograph owner wants to be able to play ALL
^ MAKES of records. To do this three needles are
necessary: 1 — Eor steel needle records. 2— ^For sapphire
records. 3 — For diamond records.
Sonora, recognizing this demand, offers
an extremely attractive all-record
needle equipment which is meeting
with an enthusiastic reception all over
the country. The sales of this all-record
needle equipment are large because it makes available, in convenient
form and at a moderate price, just the needles which the owner of
a phonograph wants.
•uA. RtCOQO
atxat? a.
This equipment consists of a Sonora Diamond needle in a
gold - plated holder and a Sonora Sapphire needle in an
ivory holder, both of the highest grade in material and work-
manship. These are each beautifully
polished with a needle point absolutely
accurate in size, fitting the record groove
exactly. In the upper part of the hand-
some case (furnished free) is a set of
Sonora Semi-Permanent Needles— two
loud, two medium and one soft.
I
\
'"O.Y KOI'1*
«P0RTAMT R£AD INSTRUCTIONS
Retail Price, $6.25 complete.
Here's a remarkably big seller and it's of typical Sonora quality
in every respect. Place your order now.
Sonora $f)onograpf) Company, 3nc.
George E. Brightson, President
Canadian Distributors :
I. MONTAGNES & CO., Toronto
New York: 279 Broadway
See list of Sonora Jobbers in double page advertisement in this issue
THE INSTRUMENT OF QUALITY
LEAR AS A BELL
NEEDLES
Have Points of Superiority!
This
nora
sides
and
is a new So-
needle. The
are parallel
as this needle
wears down its
diameter does not
increase and since
there is no wearing
away of the sides of
the grooves of the
records this results
in increased life for
the records.
This shows an ordi-
nary steel needle af-
ter playing one rec-
ord. The point has
been worn off and
the needle is useless
for further playing.
The ordinary steel
needle has tapered
sides and as it
wears down enlarges
at the point and
tends to wear and
damage the record,
thus spoiling the
purity and beauty
of the tone.
This is a Sonora
Semi - Permanent
needle which has
played many rec-
ords. The needle
is worn down but is
still in perfect play-
ing condition. This
needle is scientific-
ally constructed to
give the best possi-
ble tone quality
throughout its life
and is most econom-
ical ultimately.
T I 'HESE are the fastest selling, finest
A quality and best advertised phonograph
needles. They retail at 25c a package.
They bring you the largest profit per
individual sale and give the greatest satis-
faction to your customers.
Sonora Semi - Permanent Needles are
designed for use on ALL MAKES of
phonographs using any make of steel
needle records.
These needles are very popular, they are
being called for in ever-increasing quan-
tities and are extremely profitable for you
to handle. If you haven't ordered these
needles, do so now.
Attractive, trade - making leaflets and
counter cards will be sent free with your
order.
25c per card of 5 40c in Canada
Three Grades: Loud Medium, Soft
Sonora $f)onograpf) Company, 3 nc.
George E. Brightson, President
y -\r i ^ — ^ . , Canadian Distributors:
JNew York: 17y Broadway i. montagnes & co.. Toronto
CAUTION: Beware of similarly constructed needles of inferior quality
May 15, 1920
THE TALKING MACHINE WORLD
43
:: . ••
Louis Graveure sings two simple love-
songs, "The Want ot You" and "I Know a
Lovely Garden," which will sell as long as
lovers last. A-2897.
Columbia Graphophone Co
NEW YORK
RECORDING FOR THE VOCALION
NEW F. C. KENT CO. TONE ARM
Evelyn Scotney, Opera Soprano, Latest Addi-
tion to Exclusive Vocation Artists
One of the latest additions to the list of ex-
clusive Vocalion record artists is Evelyn Scot-
ney, the noted Australian coloratura-soprano,
who has won a wide reputation in musical cir-
cles in this country, first as a member of the
Evelyn Scotney
Boston Opera Co. and most recently with the
Metropolitan Opera Co. Miss Scotney's first
records will appear in the Vocalion list for
June, and from advance reports are of a caliber
that insure her being a most welcome addition
to the growing ranks of Vocalion artists.
THE VALUE OF SUGGESTIONS
It is a wise man who will take a suggestion.
The Doehler Die Casting Co., of Brooklyn, N.
Y., has found this maxim not only true, but
entirely profitable as well. For a long time past
this company has placed suggestion boxes in its
plants. Employes have co-operated heartily and
many suggestions have been made which have
materially reduced the cost of production and
increased the efficiency of the plant. The
Doehler Die. Casting Co. in turn, has rewarded
the originators of these various suggestions
with substantial checks, which has in turn fur-
ther stimulated their interest in suggesting ideas
for the benefit of the business as a whole.
D. M. Guthrie and C. L. Schwager of the
sales staff of the Kansas City, Mo., branch of
the Columbia Graphophone Co., were guests
at the executive offices a few days ago. These
visitors spent some time getting acquainted
with the Columbia executive personnel, and also
called at the factories in Bridgeport and the re-
cording laboratories in New York. They were
greatly impressed with the magnitude of the
manufacturing facilities, and left for home im-
bued with renewed enthusiasm and optimism.
New Jersey Manufacturer Installs Special Ma-
chinery for Turning Out Tone Arms of Drawn
Brass — Equipment Available for Others.
The F. C. Kent Co., well-known manufac-
turer of tone arms and attachments, who re-
cently moved into the new modern daylight
plant at 65-71 Grace street, Irvington, N. J., has
just announced a new tone arm made from
seamless brass tubing. This new product is
unique in many respects and carries many fea-
tures that will interest the trade. The Kent Co.
has been experimenting on this tone arm for
over two years and is now manufacturing a
product which it claims meets every test.
New machinery, tools, dies, etc., have all been
expressly made for the purpose of turning out
this new arm with speed and accuracy and the
product will be made in its entirety in the
F. C. Kent plant.
The tone arm proper is described as being
aiiiiiiiiiiiiiiniiiiiiiiiiii
made in one piece, and is so constructed as to
insure an unobstructed tone passage from the
time the sound waves leave the reproducer until
they reach the tone chamber, there being no
angles to catch and reflect the sound. By a
series of gentle curves the tone is scientifically
propelled and expanded without distortion. The
firm also claims that by the use of "live" brass
instead of die casting, both the tone value and
volume are noticeably increased, while the use
of brass also promotes a higher finish, thus
adding to the appearance of the instrument.
The F. C. Kent Co. is most enthusiastic over
this newest creation. Although the tone arm
will be manufactured as a stock proposition, in
several models, the firm's equipment is such as
to make it possible to build a tone arm of
seamless brass tubing according to blue prints
for such manufacturers as may desire an ex-
clusive product.
Summer is almost here. Have you made your
plans for an active warm weather campaign?
|llllllll!IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIM
"LIBROLA
A Library Table PHONOGRAPH at a Reasonable Price
Two thirds of top is stationary, no
need to move anything when playing
phonograph.
Fully equipped to play all disc records
satisfaction guaranteed.
62% re-orders to date.
Write for prices and exclusive terri-
tory.
SEABURG MANUFACTURING COMPANY
JAMESTOWN, NEW YORK
. :! ; i : .1 1 ■ r .1. .i.n1 ,i.i'.Niiiii:i;i:i;i:.'.!.i i.> j i.;
44
THE TALKING MACHINE WORLD
May 15, 1920
new
A
femttt!
May 15, 1920
THE TALKING MACHINE WORLD
45
MARION DORIAN'S GREETING AND FAREWELL TO TRADE
Chief Auditor of Columbia Co., Who Recently Resigned to Practice Law, Reviews Growth of
Industry, Showing How Conditions Have Changed and Improved During Recent Years
As mentioned in the April issue of The
Talking Machine World, Marion Dorian, chief
auditor of the Columbia Graphophone Co., and
one of the most popular and highly esteemed
members of the talking machine industry, has
resigned his position after twenty-three years
of service with the company, in order to prac-
tice law in Washington, D. C.
In a recent letter addressed to the editor of
The Talking Machine World, Mr. Dorian ex-
tends his hearty good wishes to the industry,
as follows:
"Editor The Talking Machine World:
"In extending me the courtesy of your col-
umns to say au revoir to my friends in the
industry you have conferred a highly valued
favor and1 given further evidence of that un-
failing friendship which has marked my inter-
course with your journal and its representa-
tives always.
"After nearly a quarter of a century of
association with the trade I cannot contemplate
with equanimity the severance of ties so inti-
mate, close and pleasant. I have miany warm,
true friends among the brotherhood of talking
machine dealers and salesmen and to all of them
I wish to say:
"I have been proud of your friendship and
your jovial companionship. Whenever fortune
favors me with opportunity to meet and greet
you again, I shall embrace it with fervor and
gladness. Whenever any of you visit Washing-
ton, D. C, where I propose to make my home,
be sure of a hearty welcome and a cordial
greeting.
"In returning to my first love, the practice of
law, I am providing against the calamity which
sometimes overtakes the man who, after years
of activity, ceases to be healthfully busy and
plans to take life easy, but finds, when too
late, he has tackled the hardest job of his career.
I have been a worker for so many years I
cannot be idle now and hence will resume the
law as a safeguard against dry rot and its
attendant evils.
"I have watched the growth of the industry
from its weakling period to its proportions of a
giant in modern industrial life. I have, in a
modest way, contributed something to its de-
velopment and growth and shall never cease
to feel for it and the company with which my
fortunes and my allegiance have been for so
many years inseparably woven, the profoundest
interest and attachment.
"What wonderful changes have been recorded
since, as a young man, I entered the industry!
What vast additions to the talking machine
army since those early days when the entire
industry did not muster more than a thousand.
What giant strides lie between the old nasal
cylinder phonograph record of those almost
forgotten years of yesterday and the sonorous
beauty of the double-disc record1 of today. And
who can fail to marvel at the mechanical and
artistic elegance of the modern cabinetted
instruments when comparing them with the
crude unattractive machines of the long ago.
"When I entered the service of the Columbia
the disc record was unknown as a commercial
product. It did not appear in any form until
many years after. The records of those days
were always of the wax-cylinder type. The
master record, as it was termed, was used for
duplicating purposes. A specially constructed
machine known as a duplicating machine was
used to produce copies or duplicates of the
master record, and that was the only known
method of production. Later a method was dis-
covered whereby a mould or matrix in copper
could be secured from the 'master' and copies
could be secured by pouring the melted wax
into these moulds. This was rightfully con-
sidered a tremendous advance in manufacturing
processes. This process was patented and was
much litigated.
"Before the moulding process was invented
the legitimate manufacturer was subjected to
great loss by the pirating of his record products.
Certain individuals or firms, known in the trade
as 'Dubbers,' would equip themselves with du-
plicating machines and would make copies of
any popular record which appeared, selling the
copies at much lower prices than the estab-
lished one, which they could well afford to do
as they had incurred no expense for artists or
other recording expenses. These pirates did
not survive because the courts confiscated their
machines and stocks and enjoined them from
continuing the practice.
"Many of the record makers of those earlier
times have passed off the stage. Some are still
making records today and are as popular
as ever.
"It is interesting to compare sales conditions
of today with those of that faraway yesterday.
Then every sale was cash in advance. No credits
were granted and no dealer ever thought of
having sound-proof booths and other modern
conveniences.
"Piano houses and dealers fought the talking
machine for many years, repudiating its claims
to recognition as a musical instrument. They
were finally forced to concede its popularity and
it is common knowledge that the talking ma-
chine has been one important factor in the
success of many of these houses.
"It was not an uncommon occurrence away
back yonder for a dealer to pay a premium over
list price for the privilege of securing the first
model of a new type of machine.
"One might multiply indefinitely interesting-
phases of the development of the industry
culled from the field of reminiscence, but know-
ing; as we all do how marvelous has been the
history and development of this great industry
and knowing also the great forces of intellect,
business ability and foresight dominating, di-
recting and controlling its destinies to-day, it is
no stretch of imagination to say that its future
will be even more marvelous and gratifying
than its past. Those who are identified with it
during the next ten years in any capacity will
have abundant reason to congratulate them-
selves upon their affiliation with an industry
destined unquestionably to be the greatest in
the world."
IMPORTANT EDISON CHANGES
Three Edison Territorial Supervisors to Assist
in Execution of 1920 Sales Promotion Plans
Announcement has just been made of several
interesting and important changes in the sales
organization of Edison laboratories. H. R.
Holes, M. M. Kuhn and L. R. Geissenhainer,
formerly territorial supervisors, will assist in
directing the execution of the 1920 sales promo-
tion plans from the laboratories at Orange.
Each will concentrate his efforts upon one of
three groups, into which the jobbing points in
the United States and Canada have been divided.
As territorial supervisors these men gained a
practical knowledge of the problems dealers
have to meet and the experience thus acquired
will be an exceedingly valuable asset in their
new positions.
$5,000,000 STRADIVARA CONTRACT
Blumauer-Frank Drug Co., of Portland, to Take
Output of Pacific Phonograph Mfg. Co. for a
Period of Five Years
Portland, Ore., May 5. — The Blumauer-Frank
Drug Co. has contracted for the output of the
Pacific Phonograph Mfg. Co., a Portland con-
cern, for a period of five years. This is the
largest merchandise contract ever recorded in
the Northwest, the company undertaking to
market $5,000,000 worth of Stradivara phono-
graphs during the five years of the contract.
Their territory includes Oregon, Washington,
Idaho and Alaska. George Mugge will be in
charge of the Stradivara department of the
Blumauer-Frank Drug Co. Officers of the Pa-
cific Phonograph Co. are: W. B. Wiggins,
president; E. W. Barlow, vice-president and gen-
eral manager: S. L. Eddy, treasurer; Ira F
Powers, F. A. Douty, George Broughton and
F. N. Clark, directors. The concern, which is
at East Thirty-third street and Broadway, has
been in operation about a year. The deal was
closed by F. N. Clark, representing the Pacific
Phonograph Co., and H. J. Frank, head of the
Blumauer-Frank Drug Co.
An entertainment was given by school-, chil-
dren in Mamaroneck, N. Y., on April 30 to
raise funds to buy a talking machine. It was
successful in every way.
66
LEADERSHIP
99
Victor Dealers: —
There is always one recognized leader in each
community in every line of merchandise.
Recognized leadership is assured an exclusive Victor dealer.
Think it over.
THE TOLEDO TALKING MACHINE CO.
EXCLUSIVELY WHOLESALE TOLEDO, OHIO
46
THE TALKING MACHINE WORLD
May 15, 1920
PLAN AN EXTENSIVE ROAD TRIP
Player-Tone Products to Be Brought to Atten-
tion of Trade Through Visit of M. S. Leven-
son, Sales Manager of Company, to Middle
West and Pacific Coast Points
Pittsburgh, Pa., May 5.---M. S. Levenson, sales
manager and secretary of the Player-Tone
Talking Machine Co. of this city, manufacturers
of the Player-Tone talking machine, will leave
very shortly for an extensive trip to the Pacific
Coast. Mr. Levenson is making this trip in order
M. S. Levenson
to give his personal attention to the many in-
quiries received for special agencies for his
company's products throughout the Middle
West and on the Pacific Coast.
During the past few weeks, I. Goldsmith,
president of the company, has been in receipt
of letters from well known talking machine
houses throughout the West, asking for de-
tails regarding the Player-Tone line. These
concerns have manifested a keen interest in
the sales possibilities of this product, and Mr.
Levenson's trip will undoubtedly result in the
closing of several agencies.
Notwithstanding the handicaps occasioned by
the recent railroad strike, the Player-Tone
Talking Machine Co. gave its dealers splendid
service in the delivery of instruments. The
company used large trucks for deliveries to
Akron, Columbus, Cleveland and other points
within 150 miles of Pittsburgh, and their efforts
in this direction were greatly appreciated.
STODART DEMAND INCREASES
Stodart Phonograph Co., New York, Discon-
tinued Making Cabinets for the Trade January
1 in Order to Devote Entire Plant to Manu-
facturing Its Own Machine
The Stodart Phonograph Co., 119 West Forty-
second street, New York, of which George H.
Beverly is general manager, is fast becoming
one of the factors of the talking machine in-
dustry. This company has been making phon-
ographs for many years, but primarily was en-
gaged in making cabinets for the trade. Last
year it produced approximately 40,000 cab-
inets, and it was just about a year ago that the
first Stodart phonograph was marketed. On
account of the success of this machine, the com-
pany discontinued on January 1 the manufac-
turing of cabinets for the trade. This has en-
abled it to concentrate on the production of
the five new models of the Stodart phonograph
which were recently placed upon the market. Not
only have these instruments become very pop-
ular throughout this country, but the company
is at present doing a splendid export business.
The factory maintained by the company is
one of the largest in the East, and is equipped
in a thorough up-to-date manner, while the
name of Stodart is one of the very oldest in
the music industry, being also that of t'he
Stodart piano, which was established 100 years
ago.
During the past sixty days, radical changes
have been made in the Stodart phonograph
which was manifested in the new models which
were announced in February, during the Na-
tional Music Show week, with the result that
the quality of these machines has been ma-
terially enhanced. Besides producing an instru-
ment of superior quality, the Stodart Phono-
graph Co. has facilities at its command
which guarantee service at all times. In speak-
ing of this this week to a representative of
The World, George M. Beverly said the
company is proud of its record of ship-
ments. "While we went into the new year,"
he said, "with a tremendous amount of or-
ders on hand, yet every machine that had been
promised for delivery previous to the twenty-
fifth of December, was delivered. We consider
this a phenomenal record, to say the least."
The company has issued a very attractive
Specially Designed
Record
Carrying Cases
It will not break the records
No. 205A 4x12^x12^ inches
Just the Case You Need
Made of .040 Never-Wear-Out
Vulcanized Fibre with a %-in.
grain leather strap. Strong
metal, keretol-covered handle,
lid telescopes. Studs on the
bottom provide ample protec-
tion from that source.
It will carry 35 of your best
records.
Comes in the high gloss finish
as shown. The price will sur-
prise you.
A sample will convince you
We are also Manufacturers of all kinds
Musical Instrument
Cases and Covers
Write for Catalogue and Prices
J.D. Hunt Mfg. Co.
Massachusetts Avenue and
Davidson Street
INDIANAPOLIS, IND., U. S. A.
folder, illustrating the five styles of Stodart
machines, which is now being sent to the trade.
TIMELY COMMENT ON "CRANKS"
The discussion in a musical journal of the
question as to why musicians are called
"cranks" reminds one of Lord Chesterfield's
advice to his son "never to attack whole bodies
or any kind." "Judge of individuals," wrote
Chesterfield, "from your knowledge of them, and
not from their sex, profession or denomination."
The advice is as sound nowadays as it was in
1746, and the writer in the musical journal goes
contrary to it when he says that "the fault lies
in the art of music itself, which is so exclusive
that it does not lead to the study of literature,
history or life in general." Scholars, historians,
writers and' philosophers have all been called
"cranks." People rather commonly indulge in
such generalizations, even when the exceptions
to the rule are so numerous that they not only
do not prove the rule, but prove that there is
none. — Christian Science Monitor.
YAZOO RIVER RED GUM
For high-grade cabinet work. Of soft texture and rich, dark color. Sawed
from mature, thrifty trees. Specially manufactured and air seasoned.
Adapted to a variety of finishes — Satin Walnut to Dark Mahogany. Can
furnish either in Plain or Quarter sawed stock.
10
cars
3"
No.
1
Common
and Better Qrtd.
Red
Gum.
10
cars
2Vi"
No.
1
Common
and Better Qrtd.
Red
Gum.
10
cars
2"
No.
1
Common
and Better Qrtd.
Red
Gum.
10
cars
VA"
No.
1
Common
and Better Qrtd.
Red
Gum.
2
cars
i"
No.
2
Common
Red Gum.
2
cars
VA"
No.
2
Common
Red Gum.
2
cars
2"
No.
2
Common
Red Gum.
2
cars
\"
No.
1
Common
and Better Qrtd.
Red
Gum.
5
cars
1"
1st
and 2nds Qrtd. Red Oak.
5
cars
1"
No.
1
Common
Qrtd. Red Oak.
5
cars
1"
No.
1
Common
Plain White Oak.
Send us your inquiries for all cabinet woods.
THOMAS & PR0ETZ LUMBER CO.
15 Angelrodt St., St. Louis, Mo.
May 15, 1920
THE TALKING MACHINE WORLD
47
"GRAFARET" IN SALT LAKh CITY
Novel Tune Shop Opens as Mecca for Dance
Enthusiasts — M. H. Kirk Is Manager
Salt Lak£ City, Utah, May 6. — The opening of
the Grafaret, 40 East Second South street, Salt
Lake's newest and most attractively appointed
music establishment, was a great success.
Throughout the opening day of the store, large
crowds of interested visitors attended the re-
ception given by M. H. Kirk, the manager.
A visit to the new store impresses the ob-
server with the smart interior decoration and
arrangement of the stock display. Several
booths outfitted as music rooms, each individ-
ually decorated and appointed, are provided for
the prospective purchaser of one of the musical
instruments or records to readily determine his
choice.
"It is our purpose to make the choosing of an
instrument, whether it be a Sonora or a Mandel
phonograph, or an Emerson record, a delight-
ful experience rather than a task," said Mr. Kirk.
To carry out this idea, a concert room has been
provided at the rear of the store. Half of the
hall is set off for the audience, while the other
half is cleared for dancing.
Concerts and dancing will be special features
every afternoon and evening at the Grafaret.
To attend the daily dancing parties will obligate
no one to purchase instruments or records.
NEW SONORA DISTRIBUTORS
The Sonora Phonograph Co. has just an-
nounced the appointment of Moore, Bird & Co.,
Denver, Colo., as distributors for Sonora phono-
graphs in the States of Colorado, New Mexico,
and Wyoming east of Rock Springs. This new
jobber has an efficient sales organization that
is already making excellent headway in the de-
velopment of Sonora business in that and ad-
jacent territory.
LAMBERTZ TO LEAVE WEILER BROS.
Arnold M. Lambertz, manager of the Victor
department of Weiler Brothers, 122 North Fifth
street, Quincy, 111., will sever his connection
with that firm on May 20 and will locate in the
West. At the present time Mr. Lambertz has
not made announcement of his future plans.
THE TRUTH AND NOT THE TRUTH
Carried away by his enthusiasm and in the
flush of joy over his great sales record during
a particularly profitable month one dealer pre-
pared the copy for his weekly advertisement,
using as his startling head, "Our Needles Break
All Records."
MZI^NEDV
EACH NEEDLE
PLAYS 10 RECORDS
THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE
ASK YOUR JOBBER
Manufactured by
SUPERTONE NEEDLE WORKS
18 W. 20th St., New York
A
Prophet
of Golden Profits
^TjT ET the phono-
^/ graph with the
golden voice
build up sales foryou.
It is so beautiful of
design, so rich and
mellow of tone, so
perfect mechanically,
that the first Harpo-
nola you sell builds
upagrowingdemand.
One impressive selling
point lies in the fact that
Harponola's greatest
beauty can not be seen
until the grille is re-
moved — and the eye
catches the golden glint
of the richly finished
horn of yellow spruce.
Cabinets are made by
the Mersman Brandts
Brothers in a separate
factory.
A good profit on every
machine. Repeat sales
built by our special pro-
position on OKEH rec-
ords. Write for' details.
THE HARP0N0LA CO.
101 MERCELINA PARK
CELINA, OHIO
EDMUND BRANDTS, President
A Restricted Amount of Terri-
tory Open for Jobbers
PflONOGfa\Pfl
the
48
THE TALKING MACHINE WORLD
May 15, 1920
P H O N O G RA P H
Thousands will prefer it
THE reed and wicker cabinets of the Hey-
wood-YVakefield mark a distinct innova-
tion in music reproduction. The vibratory
noises, so commonly caused by the confined air
pockets and sealed-up cavities of wood cabinets,
are eliminated. Through the open spaces of
the reed the music flows clear and strong.
The reproducer, invented and perfected by
an eminent throat specialist, parallels the hu-
man organs of sound. It is cushioned and non-
resonant. Every detail of a record is caught
and reproduced with a faithfulness matching
the sincerity of the artist. And there is no dis-
turbing "screech" or metallic taint to mar its
exquisite tone.
The Hey wood- Wakefield is equipped with
either spring or electric motor. The universal
electric motor is an exceptionally strong selling-
feature. It never heats, is absolutely silent in
operation and uniform in speed.
As a fitting background to its rare musical
value, the Heywood- Wakefield possesses an un-
usual decorative appeal. The cabinet can be
had in three hundred different shades of color.
It harmonizes with every style of wood furni-
ture, and enhances the effect of reed and wood
combinations, or reed alone.
No dealer can afford to overlook this phono-
graph.
The HeywoodW'akeficld is made under the
1 'erfek'tone patents.
Write today for details of models, prices and
specifications. Address the nearest office of
HEYWOOD BROTHERS & WAKEFIELD COMPANY
New York Philadelphia Boston Baltimore Buffalo Chicago Portland, Ore. San Francisco Los Angeles
Factories: Gardner, Mass.; Chicago; Wakefield, Mass.
When you visit Atlantic City see all models of the Hey woocl-Wakefield at the Perfek'tone Store, 517 Boardwalk
May IS, 1920
THE TALKING MACHINE WORLD
49
A SHOP WITH PERSONALITY
Peerless Phonograph Shop in Colorado Springs
Equipped in an Elaborate Manner
Even the bungalow idea lias been carried out
in the private office of F. G. Shultz, the man-
ager of the store. A ventilator pipe has been
painted brick red and touched here and there
NEED OF BETTER STORE LANGUAGE
Store Service Expert Gives Some Worth-while
Hints on Often-heard Expressions
Colorado Springs, Col., May 3. — The Peerless
Phonograph Shop, of this city, under the man-
agement of F. G. Schultz, is hailed as a store
with a personality, for in the arrangement of
the interior every effort has been made to have
the details individual as well as elaborate. The
shop at 11 South Tejon street is in reality a
branch of the Peerless Furniture Co. and was
opened to provide for the necessary expansion
of the company's phonograph department, in
which is featured Victor, Columbia and Bruns-
wick machines and records.
The store is particularly notable for the elab-
orate character of the furniture and interior
arrangements. Each room is as comfortable as
can be, and equipped with attractive wicker furn-
iture and lighted by the Brasco system. The big
French windows are artistically set off with rose
drapery.
The color scheme of the row of bungalows is
ivory and French gray. Over each door hangs
a bungalow light. Vines, real honest-to-good-
ness vines, are trailing up the sides of the bun-
galows, and about all is the atmosphere of
home.
At the end of the bungalows a garden wall
starts, and is complete in every detail, even to
the large square post at the end, and the creaky,
squeaky iron gate, with the old road and the
woods visible through the irons. Worked into
the grill of the gate is the crest of the Peerless
Phonograph Shop.
The reception room takes up practically the
entire front half of the store. It is finished in
ivory and mahogany wicker furniture, and the
color scheme is ivory and mahogany. Palms
and flowers, tastefully placed, set off the beauty
of the room. The partition at the end of the
reception room is of leaded art glass, and with
the glow of the electric lights behind a pleasing
effect is produced.
Reception Room in Ivory and Mahogany
with a dash of white, the whole having the
appearance of an old brick chimney.
Manager Schultz is thoroughly experienced
in the talking machine business, having started
with the Columbia Graphophone Co. in Bridge-
Sound-proof Rooms in Bungalow Effect
port, Conn., and for nine years having been
manager of the talking machine department of
the G. A. Crancer store in Lincoln, Nebr. He
is assisted by George Perry and A. E. Paulson
as salesmen. The new separate shop was opened
last December in time for the holiday trade.
Hampson, Mintie & Abbott, the prominent
merchants of Waterbury, Conn., have recently
taken the agency tor the Aeolian- Vocalion.
Every dealer who is interested in the develop-
ment of his sales force, and who is on the watch
for ways in which the efficiency of his retail
methods can be improved, should find the fol-
lowing hints worthy of his consideration.
"Good expressions make good impressions,"
says this expert in store service. He puts up
a plea to standardize store speech, believing
that certain modes of address would please the
public, command respect and establish prestige
for the establishment.
Certain expressions he would taboo. For in-
stance: "What'll you have?" "Waited on?" sub-
stituting, "Do you wish attention, sir?" or
"madam?" "Is there anything I can show you?"
or, during rush hours: "Getting service?"
On closing sales, never say: "l.s that all?"
or "Nothing else?" but, "Now, what else,
please?" or, "Anything else?" Do not say "lady"
in direct address, he admonishes, but "Madam,"
and instead of "Yes'um," "I'll say so," "You
bet," "It sure is"; say "Yes, indeed!"
Again, it is better to say "Less expensive"
rather than "Something cheaper." However,
he. advocates showing the article, rather than
asking the undiplomatic and unnecessary ques-
tion, "About what do you want to pay?"
Other "don'ts" are: not "Thanks," but
"Thank you"; not "Ain't," but "Are you" or
"Isn't"; not "Do you want something high
priced?" but "Do you wish something better?"
not "Dandy," "Great Stuff," but "Excellent" or
' Reliable."
Never use the words "Fake," "Junk," or
"Dope" in addressing a customer.
Words are the tools with which one builds
respect and good impressions. They are the
salesman's tools, especially, so he must use good
ones.
"Make your tongue your friend — not your
enemy."
Easier to sell
than any other
phonograph in the world"
That's the way salesmen talk about
The Aeolian-VOCALIQN
The new and greater phonograph
I ON cnst'nct sty'es OI records. A lateral cut
and a hill and dale. You can therefore sell
IV LL vJ IV J_J O Every phonograph owner in your community.
Ask for our Dealers' Proposition
We are Western Distributors, prepared to give you
the goods you want WHEN YOU WANT THEM.
13 to 19 East 1st, South
Salt Lake, Utah
I
50
THE TALKING MACHINE WORLD
May IS, 1920
Lucy Gates' two melodious lullabies, "Baby
Mine" and "Mammy's Song," are magnets
for all music lovers. Have you ordered a
big supply? A-2911.
Columbia Graphophone Co
NEW YORK
AEOLIAN EXPANSION IN EUROPE
A. J. Mason, General Manager of European
Interests of Aeolian Co., Now in New York,
Tells of Plant Being Erected to Make Vocal-
ion Records in England — Enlargement of
Plant in Paris to Meet Growing Trade
A. J. Mason, general manager of the Euro-
pean interests of the Aeolian Co., arrived in
New York recently from London in order to
confer with the officials of the Aeolian Co. here
regarding various matters connected with the
widespread development of the company's busi-
ness abroad. Mr. Mason will remain in the
United States until about the middle of May
before returning to Europe.
In an interview with The World, Mr. Mason
took occasion to tell of the elaborate plans for
expansion now being carried on in the various
Aeolian plants abroad, particularly in England
and France.
There is also being erected in Hayes a new
plant to be devoted to the manufacture of Vo-
calion records, for which there appears to be
a most substantial demand in Great Britain
This new plant will have a large capacity. The
Vocalion machines are manufactured in a plant
in London proper, and the output of these in-
struments is being increased steadily. The
progress of the Vocalion is particularly notable
in that the instrument was introduced in Eng-
land during the war and therefore under a handi-
cap, and it has only been since the armistice
that the Vocalion has had a fair chance to make
a place for itself in the British market. Its
success, however, has been most gratifying.
The French plant of the Aeolian Co., in Paris,
is also being enlarged materially, the plan of
the company being to have establishments in
both England and France capable of taking
care not only of the sales demands of those com-
panies themselves but to take care of a con-
siderable portion of the general export trade.
Mr. Mason stated that conditions in Great
Britain were slowly, but surely, returning to a
normal level, even though the progress was not
so great as some might wish. He said that
Ward's Khaki Moving Covers
Grade *'D" Cover with No. 3 Straps.
The C. E. Ward Co.
(Weil-Known Lodge Regalia House)
101 William St., New London, Ohio
Also Manufacturer* of Rubberized Covers
and Dust Covers for the Wereroom
Distributors
BRISTOL & BARBER, INC.
Ill E. 14th St., New York City
YAHR & LANGE DRUG CO.
207-215 E. Water St., Milwaukee, Wis.
COHEN & HUGHES, INC.
Washington, D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.
STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah
OHIO SALES CO.
Beckman Bldg., Cleveland, Ohio
THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.
S0N0RA DISTRIBUTING CO. OF TEXAS
Dallas, Texas.
CHAS. H. YATES
311 Laughlin Bldg., Los Angeles, Cal.
Wo D. & c!~n7 ANDREWS
Buffalo, N. Y.
SACHS~& CO.
425 So. Wabash Ave., Chicago.
SHERMAN, CLAY & CO.
741 Mission St., San Francisco, Cal.
JOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
1500 South Boulevard, Charlotte, N. C.
630 Washington St., Jacksonville, Fla.
0RT0N BROTHERS" MUSIC HOUSE
Butte, Mont.
conditions in England at the present time close-
ly approximated those in the United States.
Demands for musical instruments continue
at a high level, but it is the general opinion that
when factories are fully manned and begin pro-
ducing on the same basis as in 1914, demand
and supply will reach a common level.
A POPULAR TRADE MEMBER
L. M. Cole, General Sales Manager of the Iro-
quois Sales Corp., a Trade Developer
Buffalo, N. Y., May 5.— We take pleasure in
presenting herewith a "snap" of L. M. Cole,
general sales manager of the Iroquois Sales
L. M. Cole at His Desk
Corp., of this city. Mr. Cole, who is one of the
most popular members of the Buffalo talking
machine fraternity, numbers among his friends
talking machine dealers in all parts of the East-
ern trade, and his efforts to co-operate with his
clientele have met with pleasing success. The
Iroquois Sales Corp. is the wholesale distributor
for Mastertone talking machines and Okeh rec-
ords, and Mr. Cole, through the use of progres-
sive sales methods, has developed a splendid
business for these products in this territory.
JOS. WOLFF DUE FROM BERMUDAS
Joseph Wolff, secretary of the Sonora Phono-
graph Co., accompanied by Mrs. Wolff, is spend-
ing a few weeks in the Bermudas, and accord-
ing to present plans, will return to New York
the early part of next week.
Revenues from musical instruments imported
into England in 1919 were $706.1 73 — not a large
sum even for a free trade country.
SEND FOR ILLUSTRATED PRICE LIST
AND FREE SAMPLE
"GLOBE" TRANSFER NAME PLATES
DEALERS EVERYWHERE APPLY THEM
ON PHONOGRAPHS. PIANOS. ETC.
GLOBE DECALCOMANIE CO.
JERSEY CITY. N. J.
COTTON FLOCKS
. . FOR ..
Record Manufacturing
THE PECKBAM MFG. CO.,
The Talking Machine World, New York, May 15, 1920
The
^Heineman^,
Motor ^^^^
The Standard Motor For High- grade Phonographs
The unprecedented demand we have
had for this motor makes it plain
that it is an unusual motor.
HEINEMAN MOTOR No. 77
You Will Use This Motor Eventually —
Why Not Now?
Over 1,000,000 Heineman No. 77 Motors in Use the World Over
GENERAL PHONOGRAPH CORPORATION
25 West 45th Street New York City, N. Y.
OTTO HEINEMAN, Pres.
FACTORIES: Newark, N. J. Elyria, Ohio Putnam, Conn. Springfield, Mass. Kitch ener, Ont*
BRANCH OFFICES Chicago, 111. San Francisco, Cal. Toronto, Can.
May 15, 1920
THE TALKING MACHINE WORLD
51
JULES TARLOW GOES TO PITTSBURGH EDISON DEALERS MEET IN SYRACUSE 1
Becomes Buyer for the Talking Machine De-
partment of Kaufman-Baer & Co.
Dealers in Central and Western New York Are
the Guests of Frank E. Bolway & Son, Inc.
Jules Tarlow, for the past two and a half
years connected with the talking machine de-
partment of Gimbel Bros., New York, under
the management of M.
Max, has been appoint-
ed buyer for the talk-
ing machine depart-
ment of Kaufman-Baer
& Co., Pittsburgh, Pa.
Mr. Tarlow is well
known in the local talk-
ing machine field and
has been a successful
student of salesman-
ship and merchandis-
ing. He leaves for his
new position with the
best wishes of his co-
workers at Gimbel's,
who took occasion to
present him with a gold
watch as a mark of
their esteem. Mr. Max presented Mr. Tarlow
with a handsome traveling bag.
Syracuse, N. Y., May 3— Frank E. Bolway &
Son, Inc., Edison jobbers for Central and West-
ern New York, recently held a very interesting
meeting of their dealers at the Onondaga Hotel,
this city, for the purpose of discussing various
phases of the business, and particularly the
sales plans for the future. Practically every
dealer in the zone was present and also en-
thusiastic, and T. J. Leonard, general sales man-
ager of Thomas A. Edison, Inc., spent the day
with them discussing and explaining the com-
pany's sales plans for 1920.
In the evening following the meeting, the
dealers were entertained at an elaborate banquet
at the Onondaga Hotel, during the course of
which a number of artists, including Miss Rae
Samuels, the prominent vaudeville star, Ben
Bernie and others, carried out an interesting
program.
Jules Tarlow
"GLISS" POLISH WELL RECEIVED
New Condon & Co. Product Wins Approval of
Dealers and General Public
Condon & Co., New York, the sole agents
for "Gliss," a special polish for phonograph cab-
inets and fine furniture, and which has a number
of individual qualities, state that the sales of
the product have greatly increased during the
past two months. Of special gratification has
been the letters of commendation which Condon
eV Co. have received from dealers who not only
have used and tested its merits on their own
goods, but have found that their trade is well
pleased with the product. In advertising
"Gliss," special prominence is given the slogan,
"The Lustre Lasts." It is claimed for "Gliss"
that it "cleans, dries and polishes" in one op-
eration. Condon & Co. are also agents for "Uni-
form" steel needles and other products.
CONCENTRATE ON "TALKER" LINE
The Stoffer & Stackhouse Co., who for the
past thirteen years conducted a very successful
general store at Bourbon, Ind., are achieving
pleasing results with Okeh records and Dusonto
talking machines, which they added to their
lines about a year ago.
In fact, these records and talking machines
have been so well received by the company's
trade, that they recently decided to discontinue
their general store business and concentrate all
of their activities on Okeh records, Dusonto
talking machines and general talking machine
accessories. Their stock of store merchandise
is at present being closed out under the au-
spices of the T. K. Kelly Co., of Minneapolis.
The Period Cabinet Co., New Albany, Ind.,
which recently engaged in the manufacture of
talking machine cabinets, has taken over the
plant of the American Cabinet Co. of that city
and will have a capacity of 300 cabinets a day.
APRIL ISSUE OF "THE PURITAN"
The April number of "The Puritan," published
by the United Phonograph Corp., Sheboygan,
Wis., makers of the Puritan phonograph, con-
tains in addition to the usual amount of inter-
esting hints to salesmen several articles of in-
terest to all music dealers. The first article is
a short history of musical instruments, tracing
the development from early Egyptian days
down to the present time. The show window
cf the music store of C. W. Copp, South Bend,
Ind., is reproduced as an example of effective
window treatment.
IOWA DEALERS
LOOK US OVER
We are the Iowa Distributors of
Vitanola Phonographs
"THE PHONOGRAPH OF MARVELOUS TONE"
AND
Story & Clark Pianos
"MANUFACTURED SINCE 1857"
We Are Equipped To Give You Service
E. H. JONES PIANO CO.
DES MOINES
Shops Building
IOWA
When Small Machines Are
Plentiful As Now
Udell
M UDELL jt
TRADE-MARK
Cabinets
MAKE AND HOLD
THE SALES
The excellence of UDELL
Design, Finish, Work man-
ship and reputation add at-
tractiveness to the machine
itself.
UDELL CABINETS
represent the dealer s
opportunity
No, 404
[Vertical Interior]
For Victrolas IV-A and VI-A
For Columbia B or C
Height, 32 in. Width, 17 in. Depth, 17 in.
Quartered oak front. Mahogany front. Aver-
age weight, crated, 75 pounds. Holds 208
records.
[If horizontal shelving is desired, order No.
1 104.1
[When felt interior is wanted, order No.
404F.]
THE UDELL WORKS |
1204 28th Street
INDIANAPOLIS. - IND. j
52
THE TALKING MACHINE WORLD
May 15, 1920
All phonographs may look alike
Varnish and nickel-plating may cover a multitude of
sins. But the public is being educated
to investigate before buying
TOE ©F QUALOTY
LIAR AS A
LL
has solid substantial cabinets. Carefully
made of sturdy, high grade wood, Sonora
cabinets do not warp. They last a life-
time. It is significant that Sonora cabinets
are %" thick whereas nearly all other mak-
ers of phonograph cabinets use wood only
%" thick or thereabouts.
Sonora is not only unequalled in cabinet
construction but in beauty of cabinet ap-
pearance, in workmanship and in match-
less tone. Not "How cheap?" but "How
good!" has always been Sonora's motto.
Sonora has an ALL BRASS tone arm.
ALL BRASS in a tone arm produces a
superior tone. Cornets are made of brass
for this reason. Zinc-lead castings used
by nearly all other phonograph manufac-
turers for tone arms are brittle, cheap and
give an inferior tone. Sonora does not
use castings for tone arms. Sonora will
not.
Sonora is perfect in constructional de-
tails. That's why Sonora''s tone is unri-
valled. Sonora is a quality instrument
and contains no poor materials.
ABOUT % INCH % INCH
Examine the Sonora critically in comparison with other phonographs and
you will understand why Sonora is The Highest Glass Talking
Machine in the World and why it is easily sold
without offering "easy payments"
as a leading attraction
May IS, 1920
THE TALKING MACHINE WORLD
S3
V^E are adding new dealers. If you wish to
handle the wonderful Sonora write at once to the
distributor covering your territory:
Gibson-Snow Co.,
Syracuse, N. Y.
State of New York, with the ex-
ception of towns on Hudson River
below Poughkeepsie, and excepting
Greater New York.
W. B. Glynn Distributing
Co.
Saxtons River, Vermont
States of Maine, New Hampshire,
Vermont and part of Massachusetts.
Griffith Piano Co.
605 Broad St., Newark, N. J.
Northern New Jersey.
Hessig-Ellis Drug Co.,
Memphis, Term. *
Arkansas, Louisiana, Tennessee.
Mississippi.
Hillman Phonograph Co.
Wheeling, W. Va.
Virginia and West Virginia.
Kiefer- Stewart Co.
Indianapolis, Ind.
Entire State of Indiana.
The Magnavox Co.,
616 Mission St.,
San Francisco, Cal.
Washington, California, Oregon, Ari-
zona, Nevada, Hawaiian Islands,
Northern Idaho.
C. L. Marshall Co., Inc.
82 Griswold St., Detroit
409 Superior St., Cleveland
Michigan and Ohio.
Minneapolis Drug Co.,
Minneapolis, Minn.
States of Montana, North Dakota,
South Dakota, Minnesota.
I. Montagues & Co.,
Ryrie Building, Toronto, Can.
Canada.
M S & E,
221 Columbus Ave,
Boston, Mass.
Connecticut, Rhode Island and East-
ern Massachusetts.
Lee-Coit-Andreesen
Hardware Co.,
Omaha, Nebraska
State of Nebraska.
American Hdw. & Equip-
ment Co.,
Charlotte, N. C.
North Carolina and South Carolina.
C. D. Smith Drug Co.,
St. Joseph, Mo.
Missouri, Northern and Eastern part
of Kansas and five counties of North-
eastern Oklahoma.
Smith, Kline & French
Co.,
Philadelphia, Pa.
States of Pennsylvania, Maryland,
Delaware, District of Columbia and
New Jersey, south of and including
Trenton.
Sonora Phonograph Co.,
Inc.,
279 Broadway, New York
Distributors for Greater New York.
Southern Drug Co.,
Houston, Texas
Southeastern part of Texas.
Sonora Drug Co.,
Atlanta, Ga. .
Alabama, Georgia and Florida.
Southwestern Drug Co.,
Wichita, Kansas
Southern part of Kansas, Oklahoma
(except five Northeastern counties),
and Texas Panhandle.
Strevell-Paterson Hard-
ware Co.,
Salt Lake City, Utah
Entire States of Utah, Colorado,
Wyoming, New. Mexico and Southern
Idaho.
C. J. Van Houten & Zoon,
Marquette Building,
Chicago, 111.
Illinois and Iowa.
Sonora Distributing Co.,
of Texas,
Dallas, Texas
Western part of Texas.
Yahr & Lange Drug Co.,
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Robinson, Pettet Co., Inc.
Louisville, Ky.
State of Kentucky.
Sonora is licensed and operates under BASIC
PATENTS of the phonograph industry
54
THE TALKING MACHINE WORLD
May 15, 1920
The Columbia Novelty Record this month is
Khaki Boys March," a bully bell solo with
British Orchestra accompaniment. Order
big. E-4562.
Columbia Graphophone Co.
NEW YORK
OPENS NEW WHOLESALE QUARTERS
John Elliott Clark Co. Completes Model Estab-
lishment With Every Convenience to Give
Dealers Intelligent, Helpful Service.
Salt Lake City, Utah, May 5. — The John
Elliott Clark Co., Victor wholesaler, has just
give the dealers intelligent and helpful service.
The new offices include a model record booth
and a show window where special trims will be
made up and become available for dealers' use.
One of the principal features will be the educa-
tional department, in charge of a competent
and experienced music supervisor who has had
sales experience and who has attended the
special courses in salesmanship given by the
Victor Talking Machine Co. at Camden.
The department will conduct special salesman-
ship classes for local and nearby dealers and
their employes, give them special assistance
in community activities, conoerts, recitals, etc.,
and visit them regularly, giving advice on store
service, arrangements and methods.
BOSTON BOOK CO. IN NEW HOME
Brooklyn Factory Increases Output and Chicago
Branch Installs New Machinery — Demand for
Albums Shows Growth of Industry
Model Record Booth and Show Window
completed new wholesale quarters in the Simon
Building, 146 South West Temple street, of this
city. The new plant is devoted entirely to the
Educational Department
wholesaling of Victor products and accessories
and will be complete with all departments to
PUBLICITY THAT IS ATTRACTIVE
Sonora Advertising in Leading Newspapers of
the Country Wins High Praise for Excellence
The advertising department of the Sonora
Phonograph Co. is using in the leading news-
papers of the Middle West and in some of the
standard New York City newspapers a series
of attractive advertisements that is attracting
the general interest of the trade and public.
These advertisements call attention to two im-
portant features of the Sonora phonograph,
namely: The all brass tone arm and the fact
that the Sonora cabinet is made of wood three-
quarter inch thick.
The advertising is illustrated by the use of
very clear black and white cuts showing the
all brass Sonora tone arm, together with two
black and white drawings of cabinets. The
thickness of the wood used in the Sonora cab-
inet is emphasized in the drawing.
This campaign was inaugurated by the
Sonora advertising department in order to give
the public some idea of the distinctive features
of Sonora product. The company's jobbers
and dealers are enthusiastic regarding the prac-
tical value of this advertising.
The Boston Book Co., Inc., the well-known
manufacturer of record albums, which some
time ago moved its New York plant to 57-65
Hope street, Brooklyn, is now back to normal
in point of production and in a very short time
the capacity of the plant will be greatly in-
creased. The new quarters now house much ad-
ditional equipment which makes for speed and
efficiency. In addition to the occupancy of
larger quarters in its new Brooklyn home, which
demonstrates the growing business of this con-
cern, it might also be noted that the Chicago
plant of the company, located at 509 Plymouth
court, that city, has also been forced to install
much new machinery in order to care for the
business in Middle West territory. The fact of
the matter is that the Chicago plant almost
rivals the main factory, as far as general output
is concerned.
J. M. Alter, president of the Boston Book
Co., in a recent statement to a representative
of The World, said: 'With the installation of
the most modern machinery in all departments
of our business, we not only simplify the manu-
facturing of our album, but we increase the pro-
duction, without lowering the standard of our
product.
' While it is vefy true we have a tremendous
amount of orders on hand, we are not behind
in shipments, and as a matter of fact we are
even accepting new orders, all of which will be
taken care of at the promised time. When both
our Brooklyn and Chicago plants are working
at their new capacity, the outlook indicates that
our production will be much greater during
1920 over the 1919 period. The great demand
for albums, which is increasing, is another
demonstration of the greatness of the talking
machine industry."
VITANOLA DISTRIBUTING AGENCY OF TEXAS
THE TEXAS DISTRIBUTORS OF
THE VITANOLA
"The Phonograph of Marvelous Tone"
If you are in Texas territory, write for informa-
tion regarding an agency for this progressive line.
907 COMMERCE ST.
'Phone X-5511
DALLAS, TEXAS
May 15, 1920
THE TALKING MACHINE WORLD
55
Send for Literature
on KRASCO Open
and Enclosed Motors,
Sterling Reproducers
and Tone Arms.
The Phonograph Salesman
SAYS:
"Purchasers of the better Phonographs
of today are growing keener on the
subject of silent and dependable
motors. They demand to hear a
perfect reproduction of the voice or
instrument — original and nothing
else. ThesalesmansaystheKRASCO
is the one dependable motor, backed
by a "KRASCO" liberal guarantee."
And he knows he is right.
THE NEW
ENCLOSED
KRASCO MOTOR-
THE SENSATION OF THE NEW YORK SHOW
Krasberg Engineering &
Manufacturing Corporation,
536 Lake Shore Drive
Chicago Illinois U.S.A.
56
THE TALKING MACHINE WORLD
May 15, 1920
IOWA CONVENTION DATE AUGUST 3 DISPLAY CARD FOR UDELL DEALERS
VICTOR ARTISTS IN INDIANA
Mickel Bros., Victor Distributors, Will Enter-
tain Dealers' Association in Des Moines —
Chase & West Score Big Hit With Attractive
Float in Parade — Budget of Trade News
Attractive Piece of Publicity for Window and
Wareroom Use Just Prepared by the Udell
Works as Part of Their Dealer Service
Des Moines, Ia., May 6. — At a meeting in this
city on April 21, of the officers and executive
committee of the Iowa Victor Dealers' Associa-
tion, the definite date of the fourth annual con-
vention was set for August 3. An interesting
program has been arranged, which will take up
the entire day, and in the evening Mickel Bros.
Co. will tender the members and wives a ban-
quet and dance at Hotel Fort Des Moines.
A number of Victor dealers have called on
Mickel Bros. Co. recently in an effort to secure
more goods. Among them were: Jos. Britt,
of the Crary Hardware Co., Boone, la.; L. R.
Spencer, of Harmony Hall, Iowa City, la.; John
D. Vance, of Vance Music Co., Mason City, la.,
and L. A. Murray, Davenport, Ia.
Galli-Curci played to a $7,000 house recently
and stirred up some wonderful business for the
sale, of her records. Chase & West secured the
seat sale, together with the program, and their
record sale on the following day amounted to
$286.
T. F. Perkins, manager of the Haddorff Piano
Co., has resigned to accept the position of man-
ager of the piano department of the Ginsberg
Furniture Store.
H. B. Sixsmith; sales manager of Mickel
Bros. Co., has just returned from a trip through
the State, covering practically every one of the
larger Victor dealers.
Recently the Drake University conducted a
demonstration in an effort to raise funds. The
feature was a parade consisting of a number of
floats descriptive of the different branches of
study. The Liberal Arts float was given to
Chase & West, Victor dealers, on which they
constructed a mammoth Victrola measuring
eleven feet in height. Inside of the Victrola a
male quartet sang. Needless to say that ap-
plause greeted them all along the line.
As a part of their service to dealers, the Udell
Works, the prominent cabinet manufacturers of
Indianapolis, Ind., have just prepared and begun
the distribution of a most attractive display
card, twelve inches high and eighteen inches
wide, for use in show rooms and windows. The
cards are worked out in several rich colors,
with the Udell cabinets shown in natural shades.
The cards are made with an easel backing or
can be hung by a silken cord, and the dealers
■
BBS/"©' >}$M *"yflJur*e W
RECORD CABINETS
UD
DEPENDABLE
Udell Display Card
who have already received and used them are
very enthusiastic about the attractiveness of
the whole affair. This new piece of publicity
is in line with the policy of the Udell Works
in helping their dealers sell Udell cabinets after
they have been placed on the wareroom floor.
The manufacturers feel that the transaction is
not completed when the order is filled by the
factory, but that their interest lies in the deal
until the cabinet is placed in the home.
RECORD STARS IN WASHINGTON
Eddie Cantor and Van and Schenck Autograph
Records at Store of Lansburgh & Bro.
Paul Cushman, formerly manager of the Vic-
trola department of the Standard Furniture Co.,
Centerville, Ia., has resigned, to accept a similar
position with the Red Cross Decorating Co.,
also of Centerville. Mr. Cushman is well
known throughout the State in connection with
the Victor work.
The Radio Talking Machine Co., Dover, Del.,
has been incorporated with a capital of $500,000,
by W. I. N. Lofland, Frank Jackson and Mark
W. Cole.
Lansburgh & Bro., Washington, D. C, re-
cently attracted crowds of music lovers to their
store at 420-430 Seventh street, N. W., by ad-
vertising the fact that the celebrated record
stars, Eddie Cantor and Van and Schenck,
would personally autograph any of their records
purchased at the store during certain hours.
Eddie Cantor was the center of attraction on
Tuesday, April 27, and the popular Emerson ar-
tist had a busy hour at noon signing all the
records which were purchased. On Friday, the
30th, Van and Schenck were likewise busy
autographing their Columbia song hits, which
were in great demand.
Werrenrath and Braslau Achieve Great Success
in Crawfordsville, and Former Is Featured in
Concert in Lafayette — Concerts Help Trade
Crawfordsville, Ind., May 5. — The first joint
recital in which the Victor artists.^ Reinald Wer-
renrath, Metropolitan baritone, and Sophie '
Braslau, Metropolitan contralto, ever engaged
in was given in Crawfordsville April 29, under
the auspices of Schultz & Schultz, Victor deal-
ers of that city. A tremendous audience from
Crawfordsville and surrounding territory
thronged the new high school auditorium to
enjoy the most unusual recital. Although it
was necessary to bring chairs from all over the
State to furnish the auditorium, which was but
recently built, the Victor dealers spared no ef-
fort or expense in making the event a complete
success. Mr. Werrenrath is to appear in La-
fayette. Ind.. on May 12, under the auspices cf
the Smith College Alumnae Association of that
city, assisted by O. L. Foster, the local Victor
dealer. E. B. Knight and H. A. Diehl, of the
Stewart Talking Machine Co., have helped with
the arrangements for both concerts.
SONORA AIDS IN WELFARE WORK
Announcement Made by President Geo. E.
Brightson Pleases Saginaw Welfare League
The largest plant of the Sonora Phonograph
Co. is located at Saginaw, Mich., and when a
suggestion was made by the Welfare League of
Saginaw that Sonora aid them in their work the
proposition was favorably received, and the fol-
lowing article, which appeared in the Saginaw
News-Courier, thus reported this matter:
"Announcement was made recently by George
E. Brightson, president of the Sonora Phono-
graph Co., through the secretary of the com-
pany, Jos. Wolff, who has been in the city for
several days, that the company will accept its
Welfare League apportionment of $15,000, based
on a payroll of $1,000,000 for the Sonora and
Herzog plants.
"This is the last big concern to announce its
acceptance of the league's one and one-half per
cent assessment and follows closely that of
President W. C. Durant, of the General Motors
Corp., who, on his recent visit here, approved
his company's $32,000 assessment. The Sonora
assessment was the second largest in the city.
"Welfare League officials are highly elated
over this action of the Sonora Co., which prac-
tically cleans up the list of big subscribers to
the fund, their approval of the plan being taken
as a strong endorsement of the league."
The
Pendulum is Swinging
The Other Way
STOCK
SHORTAGE
ADEQUATE
SUPPLIES
CJ Victor goods are coming from the factory
more rapidly — production is catching up.
€jjlt is time for the dealer to arrange for the
sort of wholesale service that will enable
him to realize upon the new opportunity.
DITSON EXCLUSIVELY SERVICE
FULFILLS EVERY REQUIREMENT
THE OLIVER DITSON CO., BOSTON
CHAS. H. DITSON & CO., NEW YORK
May 15, 1920
THE TALKING MACHINE WORLD
57
The Crippen " 'Inter pretone"
Talking Machine is ten years ahead
of any other talking machine made,
and I am willing to send the
instrument ^out to he its own
salesman.
Specifications
The Crippen "Interpretone" has a
mahogany veneered case, 45 inches high,
20 inches wide, 22 inches deep. It has a
Revolving Record Cabinet (a remarkable
selling feature) equipped with eight
record albums, each holding four ten-
inch and four twelve-inch records. Plush
Turn Table that runs true. All metal
work gold plated. "Radio" Sound Box
of concert size entirely different from
anything hitherto placed on the market.
It is the only box which eliminates in-
terference of one tone with the succeed-
ing tone. System of "damping" has been
introduced. Machine guaranteed for one
year which includes spring breakages.
The Greatest Talking
Machine Proposition the
Trade Has Ever Seen
IN my opinion the Crippen proposition is the greatest thing
the talking machine world has seen since the advent of
the phonograph.
The Crippen ■ 'Interpretone" is ten years ahead of all other
machines in the matter of tone, — and I am willing to let -the
machine prove this statement.
I have spent years in the music trade as a retailer, manu-
facturer, inventor and tone expert, and I know tone and the
elusiveness of its character, and I tell you you can hear a
quality and character of tone in my talking machines you
cannot hear in any other talking machine made.
In my machine the tone comes out free and open. The tone is not
confused and smothered as if it were being produced in a box. For
the first time talking machine dealers will have a real stimulant to
the sale of records.
The Crippen "Interpretone" is just so far ahead of all other talking
machines in every respect that makes for salability, that I can make
this as my initial proposition:
I will send any reputable talking machine dealer one of these machines
for a ten-day trial. If after trying and testing it beside the machines
you are now selling it is not a good 25 dollars better than any talking
machine you have ever seen in size, finish and general character of
cabinet work, and if it hasn't a better tone than any you have heard
in any talking machine at any price, you may ship it back, at my
expense.
If it is as I say it is, the best talking machine proposition on the
market, barring none, and you believe you can handle it so that we
can both make some money, then we will quickly get together on the
minor details.
/ have a complete line
of fieriod models retail-
ing from $140 to $350
and will send illustra-
tions of these on request.
President
The Crippen Company, Inc., Fifth Avenue. , Nc^orL
58
THE TALKING MACHINE WORLD
May 15, 1920
NEW POST FOR H. E. MORRISON AN ATTRACTIVE WINDOW DISPLAY FOR USE OF DEALERS
Emerson Phonograph Co. Announces His Ap-
pointment as Assistant Sales Manager
The Emerson Phonograph Co. announced re-
cently the appointment of H. E. Morrison as
assistant manager of sales. Mr. Morrison as-
sumed his new duties a fortnight ago, making
his headquarters at the company's executive of-
fices, 206 Fifth avenue, New York.
Emerson dealers will welcome the news of
Mr. Morrison's appointment to this important
post, for he is well known in the talking ma-
chine trade and has concentrated his activities
on the development of dealer service. For three
years Mr. Morrison was in charge of the Pathe
business of Wright & Wilhelmy, Pathe jobbers,
at Omaha. Neb , having joined that company's
organization after being associated with the
Hallet & Davis Co. as chief assistant to H. T.
Leeming, who is now vice-president and gen-
eral manager of the Emerson Phonograph Co.
While in charge of the Wright & Wilhelmy
Pathe business Mr. Morrison attained signal
success and produced a sales volume far be-
yond the company's expectations. He paid par-
ticular attention to the rendition of practical
service to the dealers and Pathe representa-
tives'in the Omaha territory utilized1 Mr. Morri-
son's sales suggestions to excellent advantage.
He is planning to work in close co-operation
with Emerson dealers everywhere, and his thor-
ough experience well qualifies him for his new
post.
PERFECTING NEW TYPE MACHINE
F. D. A. Goold Makes a Number of Improve-
ments in His Original Talking Machine Model
F. D. A. Goold, who, as was announced in
The World some time ago, has been working
on a new type of talking machine at his labo-
ratory in New York, has recently made a num-
The Aeolian Co. has just had prepared for
the use of Vocalion dealers a most attractive
window display, heavily lithographed, and de-
signed to fit around the various styles of Vo-
calions and to hold at the extreme end two of
The accompanying photograph gives some
idea in black and white of the general appear-
ance of the display, but the richness of the color-
ing and the full details of the design can only
be appreciated by a study of the display itself.
Illustration Gives Idea of Attractiveness of Handsomely Prepared Aeolian-Vocalion Window
the latest Vocalion records. The display, which
is in two sections, one section to be placed
at each side of the machine, has been most care-
fully designed, and represents an allegorical
treatment of the various forms of music, operas,
sacred, concert and dance music, etc.
Photographs of the display in black and white
are being sent to Vocalion dealers for filing in
their dealers' service book, and the complete
displays will shortly be ready for delivery in
quantities. Dealers are eagerly awaiting ship-
ments of the new display.
ber of improvements in his original model and ing to the ideas back of the violin. He has
succeeded in reducing the size of the repro- succeeded in getting some excellent reproduc-
ducer, at the same time arranging it so that tions, especially of violin records, and records
it provides for the playing of both lateral and by female artists. Mr. Goold contemplates mak-
hill and dale records. ing arrangements with some manufacturing
Mr. Goold's reproducer is made entirely of company to take over his invention and market
special kinds of wood and is designed accord- machines built according to his ideas.
Records
at your command; and on hand on
your shelf, within 24 hours after
your order reaches us.
Our Shipping Location and
facilities are such that on orders
reaching us before 4 o'clock p. m.- —
We Guarantee to Ship Orders the Same Day
We have been able to give our dealers fully 85% delivery — that's service.
Try us on these specials:
4089
10 in.
$1.00
4090
10 in.
$1.00
f ALEXANDRIA— Fox-trot,
Harry Raderman's Jazz Orchestra
MAKE THAT TROMBONE LAUGH— Fox-trot,
Harry Raderman's Jazz Orchestra
VENETIAN MOON— Fox-trot. . .Rega Dance Orchestra
OH! BY JINGO— One-step Rega Dance Orchestra
4091
10 in. -
$1.00
4092
10 in.
$1.00
f YOU'RE A MILLION MILES FROM NOWHERE
— Tenor Carroll Shannon
WHEN THE HARVEST MOON IS SHINING—
Vocal : .• Sterling Trio
ROSE OF WASHINGTON SQUARE— Fox-trot,
Rega Dance Orchestra
SONG OF OMAR— Fox-trot,
Harry Raderman's Jazz Orchestra
Stoffer & Stackhouse Co., Inc., Bourbon, Ind.
May 15, 1920
THE TALKING MACHINE WORLD
59
Let it be known!
The awakening caused by our message in the April issue was
so pronounced, and the calls for extra copies so many, that it
is here repeated and it will be reproduced in circular form
for general distribution.
Send for yours !
Another
3vrwfon&
Message
At Last the Secret is Out! People Now Know That
the Weak Spot in Every Phonograph is the Needle !
The facsimile letters shown below are typical of hundreds of others — they come from music lovers everywhere :
Tonofone is positively the best
needle made. We don't think it —
we know it. We're not arguing
— we're telling You. But it isn't
what we think or You think — it's
what others think that counts,
and counts big. It's their trade
and their money that keeps busi-
ness going — if we don't, satisfy
them— Good Night !
OAKLAND, CALIFORNIA
Uaroh ZZt 1919.
R. C. Wade Oo,
Ohioago, Illinois*
Gentlemen :-
Kindly wall ma five paofcagea of "Tonofon*"
needlea, for nhioh I enoloee fifty oente In postage stamps.
I have tried out various makes of ao-oalled semi-
permanent needles, lnoludlng the muoh advertised CHUM
'WKM. Needlea", but have found nothing that in any imy
oan oompare with the "Tonofone" samples reoeived from you a
short time ago through your advertisement in the Talking
liaohine World, You simply oannot hooet the "Tonofone" needle
enough.
It takes only a trial to oonulnoc one of this.
Kindly advise me ty whom the Tonofone is oarried in atook
in either San Franoisoo or Oakland, Oalif , If you are not
represented hy a jobber in this looallty, may I take the
liberty to suggest your taking up the matter with Ltr, Walter
S. Gray, Jobber of Talking Maohino Aooessories, Ohronlols
Bld£.,San Franoisoo? I do not wish to appear presumptuous, but
would like to see your produot on aale in every phono-
graph store in the oountry.that is how muoh I think of it.
Tours truly,
Tonofone Satisfies where other
Needles disappoint — makes Music
where others just make a scratchy
somewhat musical noise.
Stock up on Tonofone — use its
Superior qualities for demonstrat-
ing. It sells records and machines.
Our Advertising is distinctive and
different — it is honest — it commands
attention — it gets business for you.
CHIEF'S OFFICE
OAK PARK, ILLINOIS.
DEPARTMENT OF POLICE
January 17,1920.
The R.C.tfade Co.,
110 S.Sabaeh ave. ,
Chicago, 111.
Gentlemen
Please accept my sincere appreciation for
the wonderful Phonograph needle you have produced, and
which is now 9elling on the market under name of
"TOBOFOIIE".
1 am the owner of a cabinet size Yictrola
and have close to 5oo records in my collection. I have
tried every needle on the market, and have had more or
leas satisfaction, acoording to length of time a certain
neddla was used. I recently noticed your Ad in one of
Chioago'e local news papers, and immediately purchased
a package of your needles, and to my great delight, I
had new bora music, yes music I never knew existed in
any phonograph reaord, and without the usual scratching.
Therefore, Gentlemen, allow me to congra-
tulate you, upon your wonderful achievement, in producing
this HEI7 BORH MISTER OP PHOHOGRAPH UEEDLES, for the
tnusio loving public.
Thure Llndhe
E10 Marlon St.
Oak Park, 111.
Very truly yours,
Sergt. , of Police
Our Wholesale Distributors Cover the Earth
They Reach Every City, Town and Hamlet All Over the World
EASTERN AND EXPORT REPRESENTATIVES
EMERSON INTERNATIONAL, INC.
1780 BROADWAY, at 57th STREET
NEW YORK CITY
PHONE, CIRCLE 3822
DON'T LOSE TIME
WRITE FOR FULL PARTICULARS
AND NAME OF NEAREST
DISTRIBUTOR
TODAY
INVENTORS AND SOLE MANUFACTURERS
R. C. WADE CO.
110 SOUTH WABASH AVENUE
CHICAGO
PHONE RANDOLPH 2045
60
THE TALKING MACHINE WORLD
May 15, 1920
IP
lorentzen
Manufacturer of
Exclusive Cabinet Hardware and Accessories
60 Grand Street New York City
CONDITIONS ACTIVE IN TEXAS
Interesting Report From W. C. Buschardt, of
Houston, on the General Trade Situation in
Southern Texas — Optimistic Over Prospects
W. C. Buschardt, of the Southern Drug Co.,
Houston, Texas, Sonora distributor, was a re-
cent visitor to the executive offices of the
Sonora Phonograph Co. Referring to condi-
tions in Texas, Mr. Buschardt gave the follow-
ing optimistic report:
"The Neches Phonograph Co. has been given
the exclusive Sonora agency for Beaumont and
the three boys who compose this firm are cer-
tainly live wires. They want all the high-priced
models we can get hold of for them, and when
we informed them that it would be ninety days
before we could get a $750 model they wanted
they stood pat and told us to place their order.
"To show the kind of business that the Neches
Phonograph Co. does, I'll say that it sold one
woman five baby grands two weeks before
Christmas. She ordered one for herself and
four for relatives as holiday presents. This
record of five baby grands to one customer is
something that it would be pretty hard for any
other dealer to come anywhere near equaling.
"Despite the fact that Southern Texas has
had a crop failure, due to a great extent to the
storm which made havoc at Corpus-Christi,
business in Texas is exceptionally good. Though
the cotton crop is only about 10 per cent, lum-
ber and oil developments are making up for
this.
"One section of Houston is known as the oil
district, and here are the residences of men in-
terested in oil, one after the other, splendid
houses ranging in value from $25,000 to $100,000
and even higher.
"Adams & Allcorn, with stores at Tyler and
Waco, Texas, have made extensive improve-
ments and have a very fine home for their
Sonora stock. When we first took over the
Sonora line," said Mr. Buschardt with a smile,
"I ordered quite a number of baby grands and
members of our firm, seeing all these baby
grands rolling in, were rather fearful that we
had overbought on these expensive instru-
ments. 'Let's wait and see,' said I.
"The Sonora 'bulge' lines as shown by the
baby grand were attractive to our dealers and
apparently not only induced them to put extra
sales effort on the baby grand, but appealed
strongly to their customers, so that in a very
short time, in going over our sales sheets, it
was apparent that instead of having to be afraid
that the baby grands would not move rapidly,
we were faced with an alarming shortage of this
model."
A PAIR OF USEFUL SOUVENIRS
American Talking Machine Co. Presents Friends
With Rulers and Letter Openers
The Christmas season is generally looked
upon as the time for presents, but the Amer-
ican Talking Machine Co. has gotten away
from the precedent long established and has
just presented to its dealers and friends a couple
of most convenient articles for desk use, one
a celluloid rule of the regulation twelve-inch
length, divided into inches and millimeters, and
the other a handsome letter opener finished in
bronze. Both articles bear the name of the
company and the Victor trade-mark.
MISSISSIPPI VITAN0LA AGENCIES
BAAS MUSIC SHOP'S NEW QUARTERS
R. S. Baas, proprietor of the Baas Music Shop,
Rock Island, 111., has just secured a new location
on the main thoroughfare for his exclusive Vic-
tor business and will have his opening Septem-
ber 1. The business was formerly known as the
Baxter Piano Co., of which Mr. Baas was man-
ager.
The Memphis Furniture Mfg. Co., Memphis,
Tenn., distributor for the Vitanola talking ma-
chine, has recently established a number of new
agencies around Memphis and in the Mississippi
Valley. The jobbing of this machine is a new
venture for this company and it is rapidly grow-
ing under the direction of R. G. Morrow, Jr.
OPENS REPAIR DEPARTMENT
The Memphis Talking Machine Co., Memphis,
Tenn., has recently been incorporated by Olen
H. Davis, Charles Gallini and C. A. Pinson.
A repair and service department has been
opened in Louisville, Ky., by Ben Lowenthal,
of the Grafonola Co., to handle repair work
for all makes of talking machines and phono-
graphs, including spare parts for Victor, Co-
lumbia, Edison, Pathe and1 Meteor instruments.
Two experienced factory men have been se-
cured to help in the work of the department.
Announcement
SONORA PHONOGRAPH PRODUCTS will be
distributed direct to the Dealers in Oregon, Washing-
ton, Idaho, and not through a Sub-distributor, as formerly.
Applications for Dealers' Agencies may be made direct
to this office.
THE MAGNA VOX CO.
2701-2765 East 14th Street
Oakland, Gal.
Phonograph Division:
616 MISSION STREET, SAN FRANCISCO, CAL.
Manufacturers of "The Magnavox," Loud Speaking Appa-
ratus, Anti - Noise Telephone and Wireless Amplifier
May 15, 1920
THE TALKING MACHINE WORLD
61
Phonograph Motors
This motor is practically trouble-proof. It will stand ship-
ping and handling without becoming noisy. It is enclosed,
which keeps out dust and dirt, and is automatically lubricated
at every bearing point, assuring its continuous quiet running.
It requires practically no adjusting after leaving our factory.
All bearings are ground to a mirror surface by a special
process, giving a minimum of friction. The result is a silent,
well-balanced motor, made entirely in our own factories.
We are in splendid position to take care of deliveries
promptly due to our material requirements having been ar-
ranged for months ago.
Detailed specifications and prices of different models
furnished on request.
Correspondence from interested manufacturers is invited.
SALES DEPARTMENT
United Manufacturing (^Distributing Co.
LAKE SHORE DRIVEand OHIO ST. CHICAGO, ILL.
62
THE TALKING MACHINE WORLD
May 15, 1920
r
THE SXTVRDAY EVENING
WALTER SCANLAN
mason's exclusive Irish Tenor
< £
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If •
WALT SCANLAN's « in*.
t".en "" '° *a;-'B*. lord love
S?"<fm K'/"'c/! **« 'A.'"*//.' on't Ac
•''.'"'V 'W » o- fee/in'
■n.o each an' '
whan to make ye
song, fie
to make ye laugh; he «,-„;
ee/j and when
igs noon th
t, an' for th phono-
#*""■ Hh Ms* tenor tak„
me hack to old KilUn,ey::.s o iu„ 2' j
sentient it to, a„> frtoh b
olarney:
jj His WU, ,
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Vro&ue an' \
n av aft Irish ;t.10]
3^in Victor Herfe-
He *taerevi ir.
• "W being ,1Mrt.
HIS y<M. '
reborly's Sweet.
V..„Ve 0 M,!|,„a Ma«(TO,
Small W„,i,i Aft.,
Nov* her. '
• ; . .Waitm. Scaii'roi
i
; .'Waiter Se- oi..;, j
, " - ■ Walter Sc-inSr,
>J Ihe .Ne.Mies I'.oce of ,1,. {jiuc Bl,
;"" SterimsTii
troori Niflit De„rie, T. -.,r S„„ w
Mess My Swanee Hirer Ho»«
A,
WW
When T»„ Mean, l)„,;uvc,
Mother Mael.ree, Tenor Si,fo «.. ,. „
U..leOrev ,.„„'. m wl!t ^
EMERSON PHONOGRAPH CO.. I,
Makers of
neW /c-,..,e;, GoW ^
1 *=
ill
' I VHE above full page advertisement, featur-
ing Emerson's exclusive Irish Tenor,
Walter Scanlan, will appear in the Saturday
Evening Post of May 1st.
Be thoroughly selfish Make the most of
this advertisement by featuring Scanlan
records, talking Scanlan records, advertising
Scanlan records. See if it doesn't pay, and
pay well.
May IS, 1920
THE TALKING MACHINE WORLD
63
HOLMES WITH THE REMINGTON CORP. WAR SONG RECORDS AS MEMENTOS
Jas. S. Holmes Becomes Vice-President and
General Manager of New Corporation
James Sidney Holmes, well known in the
music trade through his long connection with
various divisions of the industry, has secured
a substantial interest in the recently organ-
ized Remington Phonograph Corp., chartered
under the laws of Delaware, with capital stock
Indianapolis Talking Machine Co. Adopts Clever
Idea in Disposing of Records That Were
Popular During the War Period
James Sidney Holmes
of $1,000,000, and on May 1 became vice-presi-
dent and general manager of the corporation.
The Remington Corp. will have its main fac-
tory at Ilion, N. Y., where the plant of the
Remington Typewriter Co. is located, and wil.
have executive offices at 1662-1666 Broadway,
New York. The corporation plans to manufac-
ture a high-grade machine, using as a basis the
well-known Remington ball-bearing reproducer.
Mr. Holmes, during the twenty years he has
been connected with the music trade, has been
associated at various times with the Aeolian
Co., the late firm of Henry & S. G. Lindeman,
and the American Piano Co. He enjoys a wide
acquaintance among dealers throughout the
country.
When the armistice was declared and the war
spirit began to die out in the country, many
talking machine dealers found on their shelves
so-called war songs, the popularity of which
began to wane almost immediately. Some deal-
ers waited for the records to be listed in the
regular factory cut-out list, while the more ag-
gressive began to consider ways and means for
disposing of these records at the usual price
and thereby realize a profit thereon.
The Indianapolis Talking Machine Co., for
instance, has been carrying on a campaign urg-
ing the talking machine owners to add to their
record library the songs and instrumental num-
bers typical of the world war period, as most
suitable mementos of the exciting days. In its
first advertising the company said: "During the
Civil War our fathers thrilled to the strains of
'The Battle Hymn of the Republic' The pop-
ular song of '98 was 'There'll Be a Hot Time.'
But during the world war no less than a dozen
songs preserve the memories of those dark days.
There are Victor records of all these songs
Buy them to keep in your library for your
children."
It is stated that the campaign has succeeded
in bringing about the sale of a large quantity
of records of such songs as "Somewhere in
France Is a Lily," "Over There," etc., and it
would appear that the same idea might be
worked out to advantage in bringing about the
purchase of other records as mementos.
SECURE JEWELS FROM SWITZERLAND
The Arnold Jewelry & Music Co., of Ottumwa,
la., has just placed an order for a complete
Unico equipment, consisting of booths, racks
and counter. Carl Dalin is manager of the Vic-
tor department.
The Swiss Jewel Co., whose American office
is at 165 Broadway, New York, are, according
to M. Bonetti, the American manager, now re-
ceiving from Switzerland large quantities of
high quality diamond and sapphire phonograph
needles. The main offices and factory of the
concern are located at Locarno and Geneva,
Switzerland.
Among the recent visitors to the American
office of the company was L. Mojonny, the gen-
eral manager of the Swiss Jewel Co., whose
headquarters are at Locarno.
The Cabinet & Accessories Co., New York,
last month announced an increase in the capital
stock of the company from $10,000 to $25,000.
Victor Dealers
will find in our new whole-
sale store every facility for
the marketing of
VICTROLAS
and RECORDS
Our New Location ai
Penn Avenue and 12th Street
brings our wholesale department
to within one block of the
Pennsylvania Station.
Be Sure to visit the Model Victor
Sales Room on the first floor.
PITTSBURGH, PA.
Well Rated Dealers
Can Discount Their
PHONOGRAPH INSTALLMENT
CONTRACTS
WITH US
Thereby Turning Their Accounts
INTO WORKING CAPITAL
^ile fiance p
/commercial paper\ *U
k COLLATERAL LOANS j
pany
david neves bldc
SAN FRANCISCO
DOEHLER DIE=CASTING CO. EXPANDS
Brooklyn Concern Announces Stock Issue of
$1,000,000 to Finance New and Important Plans
The Doehler Die-Casting Co. of Brooklyn has
announced an issue of $1,000,000 in debenture
bonds to provide increased capital to care for
the company's expanding business. Starting in
1906 with a working force of twenty men, the
output for that year amounted to about $20,000.
To-day the employes number over 2,300, and
the net sales in 1919 are said to have mounted
to $6,466,193. The Doehler Die-Casting Co. has
three plants, one each in Brooklyn, Toledo and
Chicago. Control and direct management of
the company is in the hands of H. Doehler, of
Brooklyn, president, and the affairs of the com-
pany are directed from the executive offices in
that borough.
INSTALL MOTOR DELIVERY SERVICE
Harry R. Lamoreux, druggist and talking
machine dealer of Cherokee, la., has just put
into service a handsome automobile delivery
car, with a specially built enclosed body on a
Ford chassis. Mr. Lamoreux handles the Co-
lumbia line and, therefore, the sides of the auto-
mobile are decorated with the Columbia trade-
mark and a replica of one of the popular models
of Columbia machines.
H. I. SHERMAN ASSISTANT MANAGER
Bairn Bros. & Freiderberg, Columbia and
. Sonora dealers of Brooklyn, N. Y., have an-
nounced the appointment of Harold I. Sher-
man as assistant manager of the new store at
Utica avenue and St. Johns place.
MZTCNEDV
EACH NEEDLE
PLAYS 10 RECORDS
THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE
ASK YOUR JOBBER
Manufactured by
SUPERTONE NEEDLE WORKS
18 W. 20th St, New York
64
THE TALKING MACHINE WORLD
May 15, 1920
MAKE PLANS TO MOVE RECORDS FROM DEALERS' SHELVES
Stewart Talking Machine Co. Tells of Carefully Tabulated Census of Records in Its Territory, and
Arranges Advertising Material to Move Them — Success of Classes in Salesmanship
Indianapolis, Ind., May 3. — Taking an accurate
deater-by-dealer census of the stock of Victor
records of the -class to be taken from the 1920
catalog, the Stewart Talking Machine Co., of
this city, Victor jobber, has prepared some
elaborate advertising material to move these
records from dealers' shelves in its territory
before the time the record exchange is an-
nounced by the Victor factory.
The result of this census, carefully tabulated,
shows that scarcely more than a dozen records
out of the entire cut-out list are carried in any
quantity throughout the territory served by the
Stewart Co. To create proper appreciation of
these records, a series of newspaper advertise-
ments, illustrated, has been written, four-color
window and booth cards have been prepared by
special hand process, and hangers, listing quan-
tities of the records, and other means of bring-
ing the material to public attention are included
in this comprehensive plan.
Inquiries are coming in from distant points
regarding this material, and it is being sent to
Victor dealers everywhere at actual cost. This
is but one of the means taken by the Stewart
Talking Machine Co. to impress the Victor trade
at large of the fact that their house- is built upon
the service idea.
Classes in salesmanship are held every month
in the commodious lecture rooms in the Stewart
Building on Georgia street. While these classes
are intended mainly to create interest in the
Victor classes in salesmanship held at Camden,
N. J., careful thought is given to the material
introduced and the best speakers obtainable are
brought for the lecturers. Those attending these
classes find not the least interesting of the sub-
jects considered a visit to the model dealers'
A
RECORD CABINET
M AT C H I N G
VICTROLA NINE A
309%. — Mahogany, golden oak, fumed oak,
weathered oak, nickel plated trimmings, lock
and key, shelves interior, casters. Height, 33
inches. Top, l&AxlVA inches. Matches New
Victrola IX A. Patented rimmed moulding with
removable back piece, so machine can easily
slide in, giving a perfect "Cabinet-match" ap-
pearance. Average weight, crated, 70 pounds.
MANUFACTURED BY
SGHLOSS BROS.
637-645 West 55th Street
New York
Cabinets of all descriptions and finishes
Catalogue No. 20 Ready for Distribution
Have You One ?
store room on the second floor of the Stewart
Building. Store front and interior are there
presented, showing the different methods of
making Victor sales rooms attractive.
Assisted by Miss Caroline Hobson, head of
the Educational Department of the Stewart Co.,
Mrs. Frances E. Clark, of the Victor Talking
Machine Co., lectured before the public school
teachers of Indianapolis on April 22. Mrs.
Clark's visits to Indianapolis are welcomed by
the city school officers and teachers with the
warmest appreciation.
PATHE MACHINES AT EXPOSITION
Pathe Line Shown at Recent Industrial Ex-
hibition Held in Brooklyn
The Pathe Freres Phonograph Co. was well
represented at the Brooklyn Industrial Exhi-
bition held in the Twenty-third Regiment
Armory of that borough. This annual exhibition
was confined to Brooklyn's industries, of which
the Pathe plant is one of the foremost. The
Pathe booths were located directly at the en-
trance and were handsome in their appearance
and fittings. A full line of Pathe machines was
shown, including the Actuelle in conventional
and period designs. Recitals were held at reg-
ular intervals during the exhibition.
TURNS BUSINESS OVER TO SONS
J. W. Carter Presents Interest in Carter Music
Co. in Beaumont and Houston, Tex., to His
Sons, J. R. and W. H. Carter
Beaumont, Tex., May 3. — J. W. Carter, pres-
ident of the Carter Music Co., Inc., has just pre-
sented to his two sons, J. R.- and W. H. Carter,
of Houston, his interest in the company's busi-
ness, representing more than 51 per cent of the
stock. J. W. Carter will retain one share of stock
in both the Houston and Beaumont companies
and will continue as its president. He will also
continue as manager of the Beaumont store.
In turning over his business interests to his
sons Mr. Carter also presented to his daughter,
Miss Inez Carter, his handsome home in this
city.
The Carter Music Co. has just moved into its
handsome new store at the corner of Pearl
street and Broadway, and is making arrange-
ments for the formal opening in May.
AGAIN DENIES MERGER RUMORS
Officials of the Victor Talking Machine Co.
have again taken occasion to deny emphatically
the rumors, particularly in the stock market,
that the control of the Victor Co. had been
secured by other interests in the trade. Denials
have been published in many of the newspapers.
Under his signature the vice-president of the
Victor Co., Charles K. Haddon, says: "The own-
ership of this company remains where it has
always been and no affiliation with competitive
interests has been, or is being, considered."
NEW TALKING MACHINE MANAGER
San Francisco, Cal., April 16.— Paul H. Beck
has just been appointed manager of the talking
machine department of the Byron Mauzy store.
Mr. Beck is a Victor enthusiast and has had
much experience in the handling of that line
with both Birkel and Piatt in Los Angeles.
REPAIRING
AND
REPAIR PARTS
for all makes of
la/ king Machines
BOND'S GRAPHOPHONE SHOP
38 Arcade
Nashville, Tenn.
May 15, 1920
THE TALKING MACHINE WORLD
65
66
THE TALKING MACHINE WORLD
May 15, 1920
AESTHETICS AND THE WASHBOARD
Greek Dance and the Humble Board Related
Through Medium of Music and Thereby
Serve to Lighten Labors of the Housewife
How to make housework attractive to the
very modern girl is a problem over which we
have all pondered and for which we have sought
so earnestly for a solution that it is with a feel-
ing of considerable amazement and incredulity
that we listen to the words of the feminine op-
timist who declares to the universe that the
humble but necessary operation of washing
clothes is "a kind of Greek dance." The lady
who makes this unusual statement is a devoted
of Greek dancing and maintains that rhythmic
movements in the performance of every house-
hold duty not only lighten the labor involved,
but increase the efficiency of the work done.
As an example she points out that much energy
can be conserved in the lifting of a kettle from
the stove if one stoops with one's whole body
instead of simply leaning forward a little. She
neglects, however, in a moment of forgetfulness,
tc tell us how we can stoop with our whole
bodies. But this is a trifle which is of no con-
sequence in the final magnificent result. Music
is the key which enables everyone to solve
this problem, and, as the New York Tribune
points out, the theory is plausible enough to
deserve a careful working out:
"It is one of the principles of modern educa-
tion that study must be made play for the child.
How much more should work become one sweet
song for the housewife! Many might find the
combination of washboard and Greek dance
perplexing. Probably the ordinary household
worker might resent the interference with her
'ways,' no matter how much help she might
derive from it. But we have one resource un-
known to the ancient in canned music. Put in
the record and turn the crank, and the rhythmic
movement is easy.
"In this untrodden field of domestic art —
or shall we say science? — the first adventurers
will have to walk warily. Only long and care-
ful experiment can determine the exact kind of
music for each particular task. It would not
do to employ jazz if slow waltz time were re-
quired. If a bed were made up to jazz the
sheets would probably not be tucked in prop-
erly at the bottom. A little comic opera music
might suit a hasty luncheon, whereas for a de-
liberate and formal dinner an adagio from a
symphony might blend more harmoniously with
the occasion. Since the domestic problem is one
of the gravest the modern woman has to face,
it is obviously of the highest importance that
the connection between the family wash and
the Greek dance be carefully investigated and
further researches undertaken."
The Stewart Phonograph Co., incorporated
under the laws of Delaware, with a capital of
$7,000,000, has appointed G. N. Griffin Buffalo
representative.
VARNISH DRYROOMS
WE _ GUARANTEE EVERY INSTALLATION TO PRODUCE
A BETTER QUALITY FINISH
QUICKER RESULTS
SAVING IN WORKING CAPITAL
SAVING IN FLOOR SPACE
These are a few advantages derived from
equipment manufactured and designed by
DRYING SYSTEMS, Inc.
322 No. Michigan Ave. Chicago, Illinois
Address after May 1st, 11-17 So. Desplaines St.
Users of our system are licensed under and protected by the GROSVENOR process
patent — number 1,186,477
I
TRIBUTE TO GEO. E. BRIGHTSON
Living Example of Energy Directed by Steady,
Sturdy, Strenuous Mind, Says Interestingly
Written Editorial in "The Silent Partner"
In a recent issue of "The Silent Partner," a
well-known progressive magazine, there ap-
peared the following tribute to Geo. E. Bright-
son, president of the Sonora Phonograph Co.:
"Age either petrifies purpose or it puts pep
behind business. Old age in business is an in-
curable industrial disease, but, a young heart
beating beneath a clear brain, and you have the
alpha of achievement — you have the alchemy
which will lead the way to the chemistry of
commercial success.
"Youth has pushed purpose along, but age
and ability, accompanied by a young heart, and
you hold in your hand the magic wand of ma-
terial success.
"Show me the silver livery of advised age,
and I will point to a powerful factor in fi-
nance, science and business resource.
"Tried and. tested wisdom comes with the
length of days. Daring, courage and business
forethought are not always found in youth alone.
Older men for counsel and younger men for
carrying out this counsel. Sometimes we find
an older man who combines the qualities of
youth.
"George E. Brightson is a living example of
energy directed by a steady, sturdy, strenuous
mind. He is a splendid inspiration for all men.
"Years ago Mr. Brightson picked up the
tangled ends of failure and to-day he stands
before the world as a living example that age
has proved a tremendous asset in making and
marketing the highest-price talking machine in
the world.
"George E. Brightson has more than his years
to recommend his life of usefulness: he has the
whole world recognizing the worth of the
Sonora. His heritage of years is what all men
are striving for — distinguished success."
PRESTONIA MFG. CO. STARTS WORK
The Prestonia Mfg. Co., Louisville, Ky.,
which makes cabinets for the Pathe Freres
Phonograph Co., has begun operations and is
rapidly securing its full quota of men. It is
said that this company will complete a million
dollar contract for cabinets this season.
POLAND TO REGISTER U. S. FIRMS
The legation of Poland in Washington has
•received information from its Government that
courts in Poland have been instructed to register
American firms without hindrance.
Louisville, Ky., varnish plants are running at
full capacity, due to the heavy demand for all
kinds of varnishes.
Deliveries from Stock of High-Grade Low -Priced Table Machines
THE GREATEST VALUES ON THE MARKET
WONDER No. 15-AU metal ma-
chine, splendid tone quality, cast
iron cabinet and cast iron frame
motor. Universal tone-arm playing
all records.
WONDER No. 15
WONDER No. 23-Highly polished
mahogany finished cabinet, all cast
iron frame, Worm gear motor. High-
grade Universal tone-arm.
Priced from $4.20 up
Write for catalog and dealer's
proposition
WONDER No. 23
WONDER TALKING MACHINE CO., Inc., 109 East 12th St., New York
Putting an End to
"Motor Troubles"
Complaints about motors, repairs to motors, and supplying new parts of
motors are unnecessary evils of the phonograph business. They are due to
faulty designs and imperfect construction.
The Sphinx puts an end to motor troubles because it will run indefinitely
without the necessity of repairs, adjustments or the introduction of new parts.
The Sphinx is not the motor of yesterday but of today and tomorrow. It
is a new motor in principle and design — a motor which, by its obvious super-
iority, will sell the phonograph in which it is installed. Every phonograph
manufacturer should, in justice to himself and his business, see it, investigate it
and compare its appearance, design, construction and performance with anv and
all other phonograph motors in use.
Our catalog describing and illustrating the Sphinx in all its details will be
sent on application.
SPHINX GRAMOPHONE MOTORS, Inc.
512 Fifth Avenue -:• -:- -:- -:- New York
May IS, 1920
THE TALKING MACHINE WORLD
67
WIDMANN ON EUROPEAN CONDITIONS
President of Pathe Freres Phonograph Co.
Back From European Trip — Tells of Condi-
tions in the Trade Throughout the Continent
Eugene A. Widmann, president of the Pathe
Freres Phonograph Co., arrived home from his
trip abroad on Thursday, April 22, and received
a hearty and enthusiastic welcome from his
many co-workers. The Pathe plant in Brooklyn
was festively decorated with banners, stream-
ers and flags, and each department vied with
the other in its efforts to provide the most at-
tractive decorations and hearty welcome. Mr.
Widmann was greatly pleased with this hearty
expression of good will and evidenced much
Eugene A. Widmann
pleasure as he inspected the decorations pre-
pared in his honor. In speaking to The World,
Mr. Widmann said: ''We have a fine organ-
ization, everybody pulling together, and I might
best ' describe it as a large happy family."
In outlining conditions in England, France
and Germany, which countries Mr. Widmann
had the opportunity to visit, he said in part:
"1 find conditions abroad very encouraging.
Labor conditions are no more serious than in
this country. In fact, I might say that they are
better. Everybody is working and I look for
a steady improvement in the European situa-
tion. I do not believe there is any militarism
left in Germany. I noted a food and coal short-
age in that country, but general conditions were
good. Phonograph records, in Germany, are
selling at thirty-five marks. In Paris, I spent
quite a little time at the offices of Pathe Freres,
and am pleased to report that conditions there
are exceptionally fine. There is a heavy demand
and good business. I took this trip primarily
in the interest of our London office. Our busi-
ness in this country has increased to very large
proportions and continues to expand rapidly.
We are building a large plant in England to
A Buyer's Market
is coming, perhaps slowly, but surely, and you
Mr. Victor Dealer
backed by Victor Supremacy, will have many
advantages. Victor quality and the wonderful
Victor Record Catalog are great assets.
Be Prepared
See that you have sufficient equipment to handle
all the business you can get.
This is the time to do it
G. BRUNO & SON, Inc.
Victor Distributors to the Dealer Only
351-353 Fourth Ave., New York
W E
D O
NOT
RETAIL
take care of this steadily growing business."
Mr. Widmann touched momentarily on the
subject of the high price of shellac, and said: "I
attribute the high price of shellac entirely to
speculation, and believe that through concerted
action on the part of the record manufacturers
the price of this commodity could be brought
down to a reasonable price."
RECORD VOICE FORTY MILES AWAY
Message Transmitted by Wireless Is Recorded
on Wax Disc — Experiment Successful
VICTOR VS. WANAMAKER
Arguments to Be Heard in U. S. District Court
in New York on Monday, May 17
The hearing of the suit brought by the Victor
Talking Machine Co. against John Wanamaker
for alleged infringement of the Johnson patent
and on other claims is scheduled for a hearing
in the U. S. District Court before Judge Hand
on Monday, May 17. The hearing, after several
postponements, owing to illness of counsel, was
set for April 26, but was further postponed.
A dispatch from London states that experi-
ments which have been carried out there have
resulted in the making of a talking machine
record on wax of a voice transmitted by wire-
less telephone forty miles away.
While the voice was speaking at Chelmsford,
in the County of Essex, where there is a high-
power instrument capable of transmitting the
voice many hundreds of miles, the equipment
at the receiving plant in the Strand, London,
was attached to a recorder, which engraved the
messages in soft wax in the same way as an^
ordinary talking machine disc is manufactured.
The record when produced was perfectly
audible, though a trifle "patchy." With larger
amplifiers the result, it is said, would have been
louder, though rather hoarse in its effect.
Northwest Phonograph Jobbers, Inc.
PORTLAND
122 SOUTH MONROE STREET
SPOKANE, WASHINGTON
SEATTLE
Thoroughly Covering Washington, Northern Oregon, Northern Idaho and
Western Montana as Factory Distributors for
Emerson Records, Brooks and Paramount Phonographs
and a complete line of Phonograph Accessories, including
BRILLIANTONE AND WALL KANE NEEDLES, RECORD ALBUMS. RECORD BRUSHES, ETC.
As a $100,000 corporation officered by men thoroughly familiar with the musical instrument
business as a result of many years' experience, we can assure dealers in our territory at all times
ESPECIALLY DEPENDABLE SERVICE and EXCEPTIONALLY COMPLETE STOCKS
INQUIRIES SOLICITED FROM DEALERS ONLY
68
THE TALKING MACHINE WORLD
May 15, 1920
TUNE BULLETIN
Operatic Selections
Norma— Casta diva (Queen of Heaven), in Italian (Bellini)
Vocalion Orchestra Accompaniment
Rigoletto— Caro Nome (Dearest Name), in Italian (Verdi)
Vocalion Orchestra Accompaniment
Rosa Raisa
Soprano
Evelyn Scotney
Soprano
Carry Me Back to Old Virginny (Bland)
Vocalion Orchestra Accompaniment
L'Ultima Canzone (The Last Song), in Italian (Tosri)
Vocalion Orchestra Accompaniment
Standard Selections
May Peterson (Soprano) and Male Quartet
Giulio Crimi
Tenor
Sacred Selections
Holy Ghost with Light Divine (Thompson)
Vocalion Orchestra Accompaniment
Jesus Savior, Pilot Me (Gould)
Vocalion Orchestra Accompaniment
Instrumental Selections
Rondino (Kreisler)
Piano Accompaniment
Spanish Dance (Rehfeld)
Piano Accompaniment
Maximilian Pilzer
Violin
Maximilian Pilzer
Violin
Hawaiian Selections
Hawaiian Smiles (Mary Earle)
Wild Flower Waltz (Martens and Earle)
Ferrera and Kaile
Ferrera and Franchini
Popular Selections
Honor and Love (from "Monsieur Beaucaire" (Messager)
Orchestra Accompaniment
Love's Rosary (Innella)
Orchestra Accompaniment •
Never (Davis and Pollack)
Orchestra Accompaniment
Who'll Take the Place of Mary (Cunningham-Gaskill-Mayo)
Orchestra Accompaniment
Venetian Dreams (Klickman)
Orchestra Accompaniment
Cuddling Arms (M. K.. Jerome)
Orchestra Accompaniment
Sahara Rose (Donaldson)
Orchestra Accompaniment
Arthur Burns
Elliot Shaw
Burr and Meyers
Henry Burr
Charles Hart and Elliott Shaw '
Charles Hart and Elliott Shaw '
Peerless Quartet
I'd Like to Fall Asleep and Wake Up in My Mammy's Arms (Fred Ahlert)
Orchestra Accompaniment _ Peerless Quartet
Dance Selections
Rose of Washington Square— Fox Trot (J. E. Handley)
Played by Harry A. Yerkes' Dance Orchestra
Sunny Tennessee— Waltz (Fiorito) Played by Harry A. Yerkes' Dance Orchestra
Laughing Hyena— Fox Trot (Fiorito) Played>y Novelty Five
Barkin' Dog Blues — Fox Trot (Fiorito and Gorman) Played by Novelty Five
Sudan— Fox Trot (Pollack) Played by Harry A. Yerkes' Dance Orchestra
Just Like a Ray of Sunshine— Introducing "Who Wants a Baby"— Fox Trot (Fiorito)
PTayed by Harry A. Yerkes' Dance Orchestra
— —
55001
12
$2.00
55002
12
2.00
30102
10
1.25
55003
12
2.00
A-14054
10
.85
B-14054
10
.85
A-24006
10
1.00
B-24006
10
1.00
A-14055
10
.85
B-14055
10
.85
A-14056
A
10
.85
B-14056
10
.85
A-14057
10
.85
U- 14057
i n
.oD
A-14058
10
.85
B-14058
10
.85
A-14059
10
.85
B- 14059
10
.85
A- 14060
10
.85
B-14060
10
.85
A-14061
10
.85
B-14061
10
.85
A-14062
10
.85
B-14062
10
.85
0
May 15, 1920
THE TALKING MACHINE WORLD
69
f
Every oJ^tonth the "Value of
Vocalion Representation
is ^Becoming Qreater
7 t\E publish on the opposite page the June Bulletin of new "lateral
I 1 cut" Vocalion Records. A glance at this will be sufficient to
VL/ those acquainted with the phonograph field. No more compre-
hensive, well-balanced, up-to-date and popular bulletin of phonograph
records has ever been published. In the standing and character of artists
represented and the general appeal of the music it lists, it sets a new
standard of excellence.
The development of its own record by The Aeolian Company is in
keeping with this company's whole performance since entering - the
phonograph industry. To enter an industry already established, and to
be able to dominate it so completely from the quality standpoint in both
machine, record and service, in so short a time, is an extraordinary
achievement.
Vocalion representation will, in the near future, be at a premium.
The superiority of the Vocalion itself in musical quality, durability,
appearance and "selling" features, like the Graduola, etc., the supe-
riority of Vocalion Records, and the magnificent national advertising
being carried on in the Saturday Evening Post and other mediums,
is having a steady, strong, cumulative effect.
Progressive merchants who would appreciate the opportunity
to handle a product which will be not only exceedingly profit-
able, but will add measurably to the prestige of any establish-
ment, are invited to communicate with
THE AEOLIAN COMPANY
AEOLIAN HALL, 29 W. 42nd Street, NEW YORK
LONDON PARIS MELBOURNE • SYDNEY MADRID
DISTRIBUTORS
Nordheimer Piano & Music Co., Ltd.
Toronto, Canada
The Aeolian Co Chicago, 111.
The Aeolian Co. . . . Cincinnati, Ohio
The Aeolian Co St. Louis, Mo.
The Aeolian Co. . San Francisco, Cal.
Consolidated Music Co.
Salt Lake City, Utah
B. Dreher's Sons Co. . Cleveland, Ohio
Emerald Co. . Birmingham, Alabama
Guest Piano Co. . . Burlington, Iowa
D.H.Holmes Co., Ltd., New Orleans, La.
O. J. DeMoll & Co., Washington^ D. C.
Stone Piano Co.
Fargo, N. D., and Minneapolis, Minn.
R. W. Tyler Co. . Wheeling, W. Va.
Vocalion Co Boston, Mass.
D. L. Whittle Music Co., Dallas, Texas
4
70
THE TALKING MACHINE WORLD
May 15. 1920
Truly a Revolution in the
Record Business
Our invention of a record that plays about twice as long as the ordinary kind
is slowly, steadily, irresistibly working a REVOLUTION in the Talking
Machine Trade.
Giving twice as much music for the same price is a selling force that is OVER-
POWERING because it is so obvious. No arguing is required; every pur-
chaser sees the point at once.
Grey Gull Records, Two-in-One Style, play from 4^ to 5^ minutes in the ten
inch size. On the average they carry very close to twice the amount of music
that the ordinary record does. We usually put four complete musical selec-
tions on the two sides of each record.
For example, our No. H2004 has on one side "Was There Ever a Pal Like You" and "Nobody
Knows, and Nobody Seems to Care," and on the other side "You Never Can Tell" and Oh! By
Jingo," four popular song hits of the day — each song complete. Nearly eleven minutes of music
on one ten-inch record. Our No. H4004 has on one side "Washington Post March" and "Lib-
erty Bell March" and on the other side "Manhattan Beach March" and "King Cotton March."
Ordinarily you would have to buy two records to get these splendid Sousa marches, but we put
them all four on one record; retail price 85 cents. Use coupon below to send a trial order.
After getting used to rich, 5-minute Grey Gull Records, the ordinary 2Y2 or 3-minute kind really
seem hopelessly tame. You can easily satisfy yourself of this by ordering a few records and trying
them out for yourself.
The trade you build in Grey Gull Records, Two-In-One Style, is yours. There is no other record
anything like it anywhere. Everybody that wants "that long-playing record with two pieces on
each side " will have to come right to YOU for it. This is a feature that will appeal to every
dealer whether his business is large or small.
Every day we are establishing new dealers and distributors. We are taking them only as we increase
our production sufficiently to supply their needs. Reorders from our present dealers and distributors
are now so rapidly increasing in size that we will soon have to suspend adding to the list.
If you agree with us that the " two-in-one " feature of Grey Gull Records is a selling factor of im-
mense value, we advise you to investigate our proposition with the least possible delay. Use coupon
below if you wish.
INCORPORATED
295 HUNTINGTON AVE., BOSTON
(
FILL OUT COUPON AND MAIL
GREY GULL RECORDS, 295 Huntington Ave, Boston, Mass.
Please send to address below, an easy-selling assortment of eight Grey Gull Records, for which remittance of $5.00 is enclosed.
Privilege of returning these records within ten days, at your expense, and obtaining a refund of the remittance is reserved. Also send
your two leaflets, "Distributor Proposition " and "Dealer Proposition," and list of your records.
May 15, 1920
THE TALKING MACHINE WORLD
71
VICTOR ARTISTS VISIT TIFFIN, 0.
C. J. Schmidt Piano Co. Arranges for Concert
of Eight Popular Record Makers
Tiffin, O., May 6. — Through the co-operation of
the C. J. Schmidt Piano Co., Victor dealers of
this city, the eight Victor record artists gave a
concert at the Schmidt store on April 23. Billy
Murray, Henry Burr, Frank Croxton, Monroe
Silver, John A. Meyers, Fred Van Eps, Frank
Banta and Albert Campbell delighted their au-
dience with their numbers and their visit will
long be remembered here. The C. J. Schmidt
Piano Co. secured these artists as a part of its
Victor service to its clients. The policy of this
company has earned for it the reputation of
being Tiffin's musical center and music lovers
of this city have had many occasions to profit
by musical events of note held by this store.
Before the concert the public was well informed
through liberal advertising and on the day fol-
lowing the appearance of the eight Victor ar-
tists a full page in the local press announced
that although the artists themselves had left,
their songs could be brought into every home
by means of the Victor records.
PEERLESS MOTOR TRUCK DELIVERY
New York Album Manufacturer Establishes
Motor Delivery Within 200 Miles of New York
The Peerless Album Co., New York, manu-
facturer of "Peerless" record albums, recently
inaugurated a motor truck delivery service
within a radius of 200 miles of New York.
According to Phil Ravis, president of the
company, this move was made necessary
through the somewhat stagnant condition in the
railroad freight service. Recently the firm made
a number of deliveries as far away as Balti-
more and Washington, and quite frequently
their truck has made the trip to Philadelphia.
This delivery innovation has met with so much
favor that the company may continue it.
BRUNSWICK BOWLERS BANQUET
Celebrate Ending of First Tournament by Ban-
quet at Elks' Club, New York — Phonograph
Department Wins Key to Cellar Position
Employes of the Brunswick-Balke-Collender
Co., celebrated the successful termination of the
first bowling tournament staged by the various
departments, by holding a banquet Saturday
evening, April 24, at the Solarium Room of the
Elks' Club, New York City.
One hundred and fifty-two employes and their
friends participated at the dinner. President
of the league, Lee Johns, acted as toastmaster,
and after a bountiful repast, called on Secre-
tary Thomas A. Dwyer, who complimented the
organization on its successful tournament and
in bringing the employes in closer touch. In his
remarks he referred to the fact that the recrea-
tion feature for employes was most important,
giving the necessary relaxation after the day's
work, the best kind of recreation being bowling
and billiards. It gave him great pleasure to
see gathered at the table representatives from
each department of the company and, in closing,
he looked for a bigger and better organization
the coming season.
Edward Strauss, sales manager of the phono-
graph department, complimented his team on
winning the cellar position, maintaining that
this position in these days was the one to be
most desired. Now that they have the key to
the cellar he is planning to make his team as
successful in the league as his department is
in selling Brunswicks.
Through the courtesy of the Elks, participants
of the dinner were extended an invitation to
attend the reception then being held in the main
ball room, where the balance of the evening
was spent in dancing.
The Armstrong Furniture Co., Memphis,
Term., last month used a large Pathe record,
three feet in diameter, to advertise the new
Pathe hit, "Afghanistan."
MAKE LARGE GIFT FOR ORCHESTRA
Grinnell Bros. Start Endowment Fund of New
Toledo Symphony Orchestra With a Dona-
tion of $2,500 — Lewis H. Clement, Director
Toledo, O., May 3. — Grinnell Bros., of De-
troit, through their Toledo branch, have just
started the endowment fund for the new To-
ledo Symphony Orchestra with a gift of $2,500.
In making the donation Grinnell Bros, wrote
the committee that the value of the symphony
orchestra to a community was demonstrated
so fully by the Detroit Symphony Orchestra,
under Ossip Gabrilowitsch, that they were glad
to help Toledo secure the same advantages.
Several other large donations have been
made to the endowment fund, and it is ex-
pected that the orchestra will prove a strong
factor in the local musical world during the
coming season. Lewis H. Clement, formerly
connected with the piano trade in an important
capacity, and musician of recognized ability, is
director of the new orchestra.
TO MAKE KNOCK-DOWN CABINETS
The Master Cabinet Co., New York City,
v hich manufactures complete talking machines,
is now also making a specialty of knock-down,
raw and finished cabinets. According to the
officers of the company, there is at present quite
a demand for the product in these latter forms.
Under this method of manufacturing it is pos-
sible for factories specializing in this sort of
work to turn out a much larger quantity of
machines than would be possible if a finished
product were demanded.
A NEW YORK INCORPORATION
Delyons & Co., New York, have been incor-
porated to do business in talking machines and
motion pictures, with a capital of $15,000. The
incorporator's are E. Erichsen, L. Delyons and
S. W. Kapp, 15 Park Row.
*****
INSTRUCT Your
Customers How to
Save their Records
Advocate the use of the
Victrola Tungs-tone Stylus
It gives the best possible reproduction with the least wear on the record.
It is an exclusive Victor product, and in its sale VICTOR DEALERS have the
opportunity of supplying the public exclusively with this wonderful needle.
COLLINGS & COMPANY
Plum Building, Clinton and Beaver Streets, Newark, N. J.
VICTOR DISTRIBUTORS for Northern New Jersey"and North Eastern Pennsylvania
72
THE TALKING MACHINE WORLD
May 15, 1920
ARBITRATION MADE BINDING
Walton Bill Just Passed in New York State
Makes Contracts Between Employers and
Employes to Arbitrate Enforceable by Law
to which application is made must proceed at
once to trial to determine this question of fact.
Contracts between employers and employes
to arbitrate differences and between business
men in disputes are made enforceable by law in
New York State under Senate Bill No. 357, in-
troduced by Senator Walton, passed unanimous-
ly by both houses and signed by Governor
Smith. The new law is the outcome of a long
campaign by the Chamber of Commerce of the
State of New York.
Arbitration agreements hitherto have had only
moral force. Employer or employe could de-
cline to go through with the arbitration agree-
ment. Business men who had actually submitted
their dispute to arbitrators, in accordance with
their contract to do so, could withdraw even
after the other side had submitted its case, thus
giving an advantage in a future lawsuit to the
party revoking the agreement.
These agreements could not be enforced be-
cause of ancient English decisions that no man
could be deprived, or could deprive himself,
of his right to have his dispute passed on by a
court. The Bar Association of the State of New
York and many eminent lawyers were active,
however, in finally breaking down this barrier to
the easy adjustment of commercial disputes.
The Walton Act does not compel anyone,
either employer, business man, employe or
labor union, to enter into any arbitration agree-
ments. Having once entered such an agree-
ment, however, they are not at liberty to disre-
gard it, as in the past.
If one party refuses to arbitrate a question,
which he has agreed to arbitrate, the other party
may appeal to the Supreme Court. If the agree-
ment to arbitrate is admitted, it becomes the
duty of the court to direct an arbitration in ac-
cordance with the agreement. If there is a
dispute as to whether the question at issue is
covered by the arbitration agreement the court
FOREIGN LANGUAGE RECORDS LIKED
Columbia Co.'s International Record Depart-
ment Issues Attractive Series of New Cata-
logs Featuring Various Language Records
The international record department of the
Columbia Graphophone Co. has prepared for
the use of Columbia dealers an attractive series
of new catalogs featuring the various languages
which are represented in the Columbia library.
A standard color scheme has been adopted for
the front covers, and this design is well calcu-
lated to meet with the approval of the trade.
At the top of the front cover the word "Co-
lumbia" is presented in gold on a blue back-
ground. Underneath this heading is portrayed
an attractive scene pertinent to the particular
country whose records are featured, and below
this illustration are the words "Bohemian
Records" (or any other language) with the
famous Columbia trade-mark in gold on a blue
background.
All of the new catalogs, containing 150 selec-
tions or more, are alphabetically and numeric-
ally arranged, and the unique designs utilized
for the front cover will undoubtedly act as a
sales stimulant. The same color scheme will
be carried out in the hangers, supplements and
hearing room hangers issued by the Columbia
international record department.
In connection with these new catalogs this
department is also forwarding to Columbia
dealers the popular flag decalcomania which
was prepared some time ago. This decalco-
mania met with instant success, and Columbia
dealers state that it enables them to locate the
demand for the various language records in
their respective localities.
R. F. Bolton, sales manager of the Columbia
international record department, states that the
outlook for Summer business is very gratify-
ing, and that the Columbia factories are ship-
TT QI FV'C GRAPHITE PHONO
ILJLI<I J SPRING LUBRICANT
Haley's Lubricant makes the Motor make good
If prepared In the proper consistency, will not run oat, dry up, or
become sticky or rancid. Remains In Its original form Indefinitely.
Put up in 1.5, 1 0. 25 and 50-pound cans for dealers.
This lubricant is also put up in 4-oonce cans to retail at 25 cents
each under the trade name of
FUR FK A NOISELESS TALKING
ijuntinn machine lubricant
Write for special proposition to jobber*.
1LSLEY-D0UBLEDAY & CO., 229-231 Front St., New York
ping a greater quantity of foreign language
records than ever before. In fact, the produc-
tion situation is improving steadily, and Mr.
Bolton is leaving nothing undone to co-
operate with the dealers in developing an
active demand for foreign language records in
their territories.
CLOSES SEVERAL IMPORTANT DEALS
Leo H. Lowitz, secretary of the Repeater-Stop
Co., Chicago, 111., recently made a successful
trip through the Eastern territory and closed
several important wholesale deals whereby the
Repeater-Stop will be handled by well-known
houses. Mr. Lowitz also visited Canada, where
he appointed I. Montagnes & Co.. Toronto,
Can., as exclusive wholesale "distributors for
the Repeater-Stop in the Dominion of Canada.
In connection with his Eastern trip Mr. Lowitz
arranged for the opening of a New York ex-
port office, under the management of Robert
Mautner.
NEW $1,000,000 CORPORATION
A new record company entered the field re-
cently under the name of the United States
Record Mfg. Corp., which will do business under
the laws of New York State with a capital of
$1,000,000. The incorporators of the new com-
pany are B. D. Colen, J. C. Wright and W. C.
Low, 346 Broadway. Details regarding the
plans of the company have not been announced.
I
oh, by jingo, oh, by gee!
— will it be another Dardanella?
NOT LONG SINCE, when Dar-
danella " broke," everybody was
asking: "Have you got Dardanella?"
Every Emerson dealer to whom
that question was put was able to
answer "yes." There was no hem-
ming and hawing. He simply
reached for the record and played it
for the interested party.
Emerson fully recognizes the im-
portance of getting the big song hits
and dance hits into dealers' hands at
the earliest moment.
The result is that when a big hit
"breaks "Emerson is on the job. Such
Emerson Record Sales Company, Inc.
EXCLUSIVE METROPOLITAN DISTRIBUTORS
6 West 48th Street, New York City
a hit has the "right of way" and is put
through the works in "record" time.
When customers begin to ask :
"Have you got Oh, By Jingo, Oh,
By Gee," Emerson dealers will
simply reach for the record and play
it for the interested party. They will
make sales — not excuses.
Right now the following number
shows signs of becoming one of the
biggest hits of the year.
10177
Oh, By Jingo, Oh, By Gee
Comedy Song Billy Murray
Oh, By Jingo, Oh, By Gee
Fox-Trot George Hamilton Green's Novelty Orch.
Regfrds
May 15, 1920
THE TALKING MACHINE WORLD
73
74
THE TALKING MACHINE WORLD
May 15, 1920
You know "Dardanella" and you know
Sascha Jacobsen. So you also know that
you can sell many records of this great
violin solo. A-2912.
Columbia Grapbophone Co,
NEW YORK
EDISON'S NEW EDITORIAL DIRECTOR
D. E. Wheeler Is a Firm Believer in the Fact
That America Is Musical
Leaving magazine fiction for phonograph
music is not such a radical change for D. E.
Wheeler, the recently appointed editorial di-
rector of Thomas A. Edison, Inc., as the casual
observer might think. Though Mr. Wheeler has
moved and has had his being in the New
York literary world from boyhood the art of
music has exercised a dominant influence over
him.
For a long time Mr. Wheeler has contended
that America is musical and that the country
is developing its own particular musical cul-
ture, even as it has grown along native literary
•lines. Our music is not, nor will it be, neces-
sarily the classic European variety, but some-
thing more individual and expressive of the
American idea. It is his opinion that superior
persons may smile at our popular songs, at our
rag-time, at our jazz, but in doing so they fail
to see deeper than the surface. He points out
that if such critics would only stop to compare
the quality of our home-made music of twenty
years ago, and take into consideration the
astonishing multiplication of our orchestras and
musical organizations and performers, they
would not miss the obvious object lesson of
our swift cultural development.
"Everything begins with the home," says Mr.
Wheeler, "and the fact that even the humblest
and poorest may have its music in the form
of a phonograph is profoundly significant of the
future of America as a musical factor in the
world, for it is the constant hearing of music
which develops appreciation, discrimination and
creation.
"The truth is that we Americans have been
so thoroughly prejudiced against ourselves as
creators of music that it has been taken for
granted that it was beyond our powers, meekly
accepting the theory of Europe that a country
without folk song had not the foundation for
A
MODEL B, VENUS BELLE
Showing Record Compartment holding 70 records.
Height 35 inches. Width 2 feet 7 inches. Length 3 feet
Mahogany, Walnut, Oak and Ebony
THE
VENUS
BELLE
THE BABY GRAND SHAPE
provides ample room for a tone chamber
of unusual size, so large that it produces
the full, round, rich tones of any voice
or instrument in a manner impossible
with the necessarily small chamber of
ordinary upright phonographs. It also
permits plenty of convenient easy-to-
reach space for the filing of 70 or more
records.
VENUS BELLE phonograph is
unique and beautiful in design — a
beautiful piece of furniture in any home.
Plays all records perfectly and is equipped
with automatic stop and modulator.
Dealers who desire exclusive territory
should make application at once.
THE VENUS GO.
Also Makers of
The VENUS Phonograph Needle
Factory and General Offices:
Liberty and Western Avenues
Cincinnati, Ohio, V. S. A.
Chicago Sales Office:
Room 435, Fine Arts Bldg.
composition or even true appreciation, which is
nonsense. This ignores the fact that a score
of nationalities have brought their melodic
idioms to this land and that in the fusion of
common life a cosmopolitan music might evolve,
D. E. Wheeler
just as social or political customs can merge
into a composite that is veritably a new order."
In taking up his duties with the Edison Co. it
is Mr. Wheeler's intention to spread the gospel
of American music and stimulate appreciation
of the marvelous art in general through every
.channel of publicity that is possible to use.
MARKETS THREE NEW MODELS
Wonder Talking Machine Co. Adds Three
Floor Cabinet Styles to Its Line
The Wonder Talking Machine Co., 109 East
Twelfth street. New York, manufacturer of
small single spring motors and novelty and
table talking machines, recently placed three
new models on the market, all of which are
floor cabinet machines. The models are popu-
lar priced, being listed at retail from seventy-
five to one hundred and twenty-five dollars.
Recently the above firm has been manufac-
turing some small cabinets without equipment
on special order. While the new models men-
tioned above are not at present being turned
out in great quantities, the facilities for doing
so are constantly being increased, and the com-
pan\ feels that as the demand grows there will
be an ample supply of the product.
"WHAT ARE YOU SHORT?"
Get in touch with us. We hare everything in
the phonograph line— Needles, Tone Arms, Motors,
Cabinets, all kinds of accessories and repair parts.
We specialize on Main Springs, Bettertone Phono-
graphs. Let us do your repairs.
PLEASING SOUND PHONOGRAPH CO..
204-206 East 113th St., New York.
MODEL G
MODEL B
WITH
SHIPMENTS & SERVICE
MODEL C
MODEL E
MODEL D
SCIENTIFICALLY CONSTRUCTED
PIANO FINISHED
WHOLESOME NATURAL TONE
LOUDEST OF VOLUME
LATEST AND BEST MODIFIER
OUR OWN PATENTED HORN
IMPROVED PERFECT SOUND BOX
BALL-BEARING TONE ARM
LATEST TYPE OF GUARANTEED MOTOR
NEW BEVEL EDGE TURNTABLE
PLATS ALL MAKES OF RECORDS PERFECTLY
KESNER & JERLAW
PRODUCERS OF
Exclusive Phonographs
FOR THE
Jobbers & Large Distribuiers
Every Phonograph Is
GUARANTEED FOR ONE YEAR
Against All Manufacturer's Imperfections
Write For All
Information and Particulars to Either Address
M. L. KESNER
47 W. 34th Street
New York
Telephone Greeley 6251
N. JERLAW
316 So. Clark St.
Chicago
Telephone Wabash 2646
— —
GRAND RAPIDS EXHIBIT
FOURTH FLOOR KLINGMANN BUILDING
JUNE 28TH TO JULY 24TH
May 15, 1920
THE TALKING MACHINE WORLD
75
Doehler Die Castings
Compel Satisfaction
J_JO\VEVER intricate the part and
however exacting the specifica-
tions, your full satisfaction is assured
when you entrust the die casting to
Doehler. The products of the Com-
pany's plants are standard wherever
quality is the essential requisite. Years
of specialization have created an engi-
neering staff and a manufacturing organ-
ization which stand preeminent in their
field.
Put your die-casting problem up to Doehler
UtHE WORLD'S LARGEST MANUFACTURERS OF DIE CASTINGS
Doehler HB-Gttflira
Yum om« wo eumw plakt . cemtbaiplant " wi£ir*n flaht
^BROOKLYN, N.Y. TOLEDO.OHIO. CHICAGO, ILL.
SALES OFFICES IN ALL PRINCIPAL CITIES
ROBERT BURBICK MAKES CHANGE
Canton, O., April 27. — Robert Burbick, for sev-
eral years identified with the phonograph de-
partment of the Lewis Bros. Co., at East Liv-
erpool, O.. is now a salesman in the same de-
partment of the D. W. Learch Co., Market ave-
nue N., this city. He is one of the best-known
phonograph men in eastern Ohio, and has many
friends in the trade.
TO HOLD SERIES OF MEETINGS
Columbia Graphophone Co. Officials Start on
Tour of Branches in Various Parts of the
Country to Hold Trade Conferences
RECENTLY INCORPORATED
What More Can You Ask
All the features that go to make a talking
machine Profitably Salable you will find as
regular equipment of Magrtola: "Built by
Tone Specialists."
Wa.tckir%J the Music Come Out
Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
General Offleei Southern Wholesale Branch
711 MILWAUKEE AVENUE 1930 CANDLER BLDG.
CHICAOO ATLANTA. OA.
Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., accompanied by
W. A. Willson, manager of the company's edu-
cational department; H. L. Tuers, manager of
the Dealer Service department, and O. F. Benz,
of the general sales department, left Monday
for an extended trip to Columbia branches in
different parts of the country. According to
present plans, all four of these executives will
visit Philadelphia, Atlanta, Cincinnati, Detroit,
Chicago and Minneapolis. At the Columbia
branches in these cities dealer meetings will
be held, together with meetings of the branch
managers and the sales staffs of the branches
in nearby cities. A program similar to the one
adopted on previous trips will be followed at
these meetings.
Mr. Hopkins returns to New York from Min-
neapolis and the other three executives proceed
to a meeting in Winnipeg, Can. Mr. Tuers re-
turns to New York from Winnipeg, while Mr.
Benz proceeds to a meeting in New Orleans,
returning home from that branch. Mr. Willson,
who is making his first extensive tour to the
Western branches, will visit Spokane, Seattle,
Portland, San Francisco, Los Angeles, Salt Lake
City, Denver and Kansas City, Mo.
L. C. Ackley, who has just been appointed
manager of the Seattle branch, will accompany
the executives to the meetings in Philadelphia
and Cincinnati.
The Bronx Talking Machine Co., Bronx,
N. Y., has been incorporated with a capital of
$25,000, by G. A. Barron, A. Schochet and T.
Mendelowitz, 1557 Eastern parkway, Brooklyn.
The International Automatic Phonograph Co.
has been incorporated under the laws of Dela-
ware to do business, with a capital of $1,250,000.
The incorporators are T. L. Croteau, M. A.
Bruce and S. E. Dill, of Wilmington.
The Queen Automatic Phonograph Co. has
incorporated under the laws of Delaware, with
a capital of $1,000,000, by Frederick Seeber,
A. S. Meadoff and F. O. Wierth, New York.
MZTCINEDV
EACH NEEDLE
PLAYS 10 RECORDS
BOESCH CO.'S MONTHLY CONCERTS
The John Boesch Co., Burlington, la., is con-
ducting monthly concerts in connection with
each opening day for Victor records. Besides
a seven-piece orchestra to alternate with the
Victrola, a local singer for one or two numbers
was secured. Walter Stone is manager.
THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE
ASK YOUR JOBBER
Manufactured by
SUPERTONE NEEDLE WORKS
18 W. 20th St., New York
76
THE TALKING MACHINE WORLD
May IS, 1920
YIOLmPHOAE
PHONOGRAPH NEEDLES
EACH NEEDLE WILL PLAY 10 RECORDS
"• ' szfcs^? canECSg aniss^
EACH NEEOLEWILLPLAY lO RECORDS
The Best Talking Machine Needle on the Market
PACKED IN COUNTER SALESMEN
50 Needles to a box and they retail at 10 cents per box.
60 boxes to a package, $6.00. This package costs you $3.90 net.
Your profit is $2.10 and your customer gets a needle that will give satisfaction.
THE FRED. GRETSCH MANUFACTURING COMPANY
60 Broadway Manufacturers of Musical Instruments BROOKLYN, N. Y
Canadian Wholesale Agent, H. A. BEMISTER, 10 Victoria Street, Montreal, Can.
Weitern Distributor: WALTER S. GRAY, 530 Chronicle Building, San Francisco. Cal.
VICE=PRESIDENT OF CANTON ASSN.
R. W. Kincaid, Manager of Kenny Bros. Co.
Piano Department, Honored by Trade Asso-
ciates With Office in Organization
A VISITOR FROM LONDON
R. Gordon Willis, of British Polyphon Co.,
Studying Retail Trade in This Country
Canton, O., April 27. — R. W. Kincaid, manager
of the Kenny Bros. Co. piano and music de-
partment, has been elected vice-president of the
Canton Music Trades Association. He boasts
of being head of one of the most complete
piano and phonograph departments of any Can-
ton store. The leaders are the Brinkerhoff piano
and Brunswick phonograph. The piano depart-
ment is located on the fourth floor, adjacent
the main offices of the company. Mr. Kincaid
has four independent booths, one for pianos, one
for phonographs, another for music rolls and
the fourth for phonograph records. Almost 500
square feet of floor space on the fourth floor
is devoted to the display of pianos and player-
pianos.
L. A. Murray, exclusive Victor dealer, Daven-
port, Iowa, recently sold a Jap Lac Period Vic-
trola to one of the prominent officials of the
town. A photo was taken of the instrument
in the home and all of Mr. Murray's salesmen
carry a copy of it in their sales outfit.
An interesting visitor to the United States
just now is R. Gordon Willis, of the British
Polyphon Co. of London, who is touring the
country with a view to studying conditions in
the retail talking machine trade and particu-
larly the details of store arrangement and store
management with a view to the adoption of
many of those ideas in the conduct of the busi-
ness of his company.
Mr. Willis stated that the talking machine
business in England was making progress, al-
though under some handicaps, and that the full
cabinet machine, or "floor model," was just be-
ginning to come into its own with the British
buying public. He stated that record prices
had been increased recently and that business
generally was on a much higher level than
heretofore.
Before returning home early in August, Mr.
Willis plans to visit Detroit, Chicago, St. Louis,
Pittsburgh, and other cities in the_ Middle West.
H. N. Duff is now with the Wells Music Co.,
in Ottawa, Kan.
1 &
eon
T A4Lc if
incomparable
It is worth your while
to have a Delpheon,
in order to know its
surpassingly rich tone
and beautiful cabinet
Delpheon
Model C
THE DELPHEON COMPANY
Bay City, Michigan
New York Office, 25 Church Street
Rosen Phono. Sale* Co., 27-28 Court Street, Boston, Mais.
Delpheon Shop, Peachtree Arcade, Atlarta, Ga.
Walter Verhalen Co., 703 Butch Building, Dallas, Texas
Verbeck Musical Sales Co., Buffalo, N. Y.
LATEST MOVING PICTURE SLIDES
Prepared by Advertising Department of Sonora
Phonograph Co. of Interest to Dealers
A new set of moving picture slides has just
been prepared by the advertising department
of the Sonora Phonograph Co. for the use of
Some of New Set of Sonora Slides
its dealers. There are six slides in this set, and
the designs utilized in the preparation of these
slides emphasize the attractiveness of Sonora
cabinets. The use of moving picture slides by
progressive dealers is becoming more general
day by day, and many dealers have reported the
consummation of important sales as a direct re-
sult of this timely publicity.
MISS CARROLL RESIGNS
Miss Mary Carroll, for a number of years con-
nected with several of the prominent Victor
dealers, and lately of Baxter Piano Co., Daven-
port, la., has tendered her resignation, which
took effect May 1. Miss Carroll will go West
for her health.
ACME-DIE
■CASTINGS-
ALUMINUM- ZINC-TIN 8 LEAD ALLPYS
Acme Die-Cajstin$ Corp
Benton Bodmtn BroollynN.Y. Detroit Chicago
May IS, 1920
THE TALKING MACHINE WORLD
77
78
the Talking machine world
May 15, 1920
TO BEGIN BIG SUMMER CAMPAIGN
Columbia Graphophone Co. Completes Plans for
Extensive Publicity During the Summer
The advertising department of the Columbia
Graphophone Co. has completed plans for one
of the most extensive Summer advertising cam-
paigns that have ever been introduced in the in-
dustry. The campaign will be started next
month and will include every conceivable form
of advertising literature.
A two-page trade paper announcement will
•give the trade details regarding this campaign,
and this introductory advertising will be fol-
lowed by a full-page advertisement in the na-
tional magazines, the page being designed in
four colors and featuring vacation models of
Columbia Grafonolas. This type of instrument
is especially adapted to summertime use, and
its tonal qualities are emphasized in this adver-
tising.
Following the full page in the national maga-
zines there will be black and white pages in
the leading farm papers, and newspapers in all
parts of the country will carry a similar mes-
sage.
As a dealer tie-up to this mammoth cam-
paign, the same four color design that is used
in the national magazines forms the basis for
the cover of the June supplement. It is also
used on the supplement hanger and a similar
illustration in two colors is used on a booth
hanger. A special booklet in four colors, fea-
turing vacation models of Grafonolas, illus-
trates three popular Columbia Grafonolas of
the table type, and also calls attention to the
well-known Grafonola traveling kit. This
booklet is designed for envelope enclosure, and
is an important link in making the campaign
effective.
Columbia dealers ever)'where will undoubt-
edly be interested in this campaign, for it rep-
resents a co-operative service that will assist
them materially in making the coming Summer
the best in their history.
A PENNSYLVANIA INCORPORATION
The American Talking Machine Co., of
Bloomsburg, Pa., has been granted a charter to
do business under the laws of that State, with
a capital of $10,000. The business will include
both manufacturing and selling talking machines.
Al Waltamath, overseas for fourteen months
with Uncle Sam's fighting forces, has returned
to Canton, O., and is again identified with the
phonograph department of the J. W. Brown
Piano Co., of that city.
PRESERVE PHONOGRAPH RECORDS
WITH A
TONAR
99
TRADE MARK
RECORD BRUSH
Our special treatment not only removes the dust but lubricates the record so as to bring out the most
delicate tone qualities
It Not Only Cleans the Records But Preserves the Tone
RETAIL PRICE, FIFTY CENTS
PARKS & PARKS, Inc.
TROY, N. Y.
New York Office, C. E. Peabody & Co., 186 Greenwich St.
IMPROVED STEWART PHONOGRAPH
This Popular Little Instrument Back Again in
the American Market With Many Improve-
ments Incorporated — Made in Buffalo
About two years ago the talking machine
industry was advised of a new phonograph
known as the Stewart phonograph, which was
offered to the trade at a very moderate price.
This phonograph attained unusual success, but
restrictions on the use of raw materials dur-
ing the war forced the company to discontinue
marketing for a while. Now, however, the
Stewart phonograph is back on the market,
and, according to the officials of the company,
the production will be hundreds of thousands.
Many important improvements are embodied
in the present style of the machine. The finish
has been changed, and the new model is at-
tractively finished in rich, dark mahogany
enamel, with nickel trimmings. The motor has
also been improved and changes have been
made in the tone arm and the Stewart Uni-
versal reproducer.
The executive offices of the company are lo-
cated at Buffalo, N. Y., and orders are being re-
ceived from progressive dealers throughout this
country, in addition to representative houses in
England, France, Canada, India, China, Japan
and South Africa. Referring to the tone quality of
the instrument, a recent booklet issued by the
company states: "While price is the keystone
of the success of the Stewart (which retails at
$15.00), its quality is no small factor. The
circular construction of the sound chamber
gives the Stewart exceptional tone capacity.
The louvers through which the sound passes
completely encircle the instrument so that the
sound travels equally in all directions. As a
result the tone of the Stewart is noteworthy
for its volume as well as its quality."
INSTALL EIGHTJJNICO BOOTHS
New Castle, Pa., May 5. — Mather Bros., Vic-
tor dealers of this city, have increased their
business to such proportions that an enlarge-
ment of facilities has become an absolute ne-
cessity. Eight more Unico booths will be added
to take care of this business.
'FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for all Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify 8H" or W arm
FLETCHER-WICKES CO., 6 East Lake Street, Chicago, Illinois
THE GEORGE McLAGAN FURNITURE CO., STRATFORD, ONTARIO. EXCLUSIVE CANADIAN AGENTS
No. 100— $75
j
Model 175— Price $175
THE MOST WONDERFUL TALKING MACHINE OF THE PRESENT AGE
AT THE PRICE. AN INSTRUMENT OF SUPREME
VALUE, TONE AND QUALITY
The CLEARTONE has become very popular because of its quality, splendid value
and the advertising sales campaign that now stands in back of it. DEALERS'
Watch us grow — write for our agency and grow with us.
LATEST 84-PAGE CATALOG NOW READY
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
80
THE TALKING MACHINE WORLD
May 15, 1920
NEEDLES
SPEAKS FOR ITSELF
SAPPHIRES DIAMONDS
SPECIAL OPPORTUNITY
Sell Highest Grade Needles Packed in Envelopes.
We Are Getting 100 Million Per Month— All Live
Dealers Are with Us — Send for Samples and Particulars
Opera Needles
are made to our own specifications.
They are highly-polished, nickel-plated
needles.
A glance at a sample will convince you that they
are the finest finished needles on the market.
You can be assured of the quality by sending
for free samples.
Prices
10,000 lots, 45c. per M
1,000,000 lots, 35c. per M
We are the largest job-
bers of Steel Needles
in the world
Must sell one billion needles in 1920
2 customers 100 million each;
who's next ?
as follows:
100,000 lots, 40c. per M
5,000,000 lots, 32c. per M
We are the largest jobbers of Sapphires and
Diamonds in the world
We are the original headquarters for genuine
Cleartone Sapphires and Diamonds
All our genuine Diamond and Sapphire Points are absolutely uniform,
silver-plated and the highest quality jewels on the market
Sapphire Balls
Each
Dozen Lots 16c
Hundred Lots 1 3c
Thousand Lots 12c
5-Thousand Lots 11c
Prices subject to revision without notice
Sapphire Points
Each
Dozen Lots 18c
Hundred Lots 15c
Thousand Lots I33^c
5-Thousand Lots 12c
Genuine Diamonds
Each
Sample $1 .75
Dozen Lots 1.50
Hundred Lots 1.40
Thousand Lots 1.25
5-Thousand Lots 1.15
SPECIAL PRICES ON LARGER QUANTITIES
1920 Catalog Listing Everything a Phonograph Man Needs
LUCKY 13 PHONOGRAPH CO., 46 East 12th Street, New York
May 15, 1920
THE TALKING MACHINE WORLD
81
SPEAKS FOR ITSELF
Motors, Sundries and Supplies
STOP! LOOK! READ!
Something new for Lucky 13!
We are now manufacturing our
own motor, and can offer imme-
diate deliveries in any quantity.
Send for samples — you can't
go wrong.
This is the best buy on the
motor market to-day.
Half Dozen, $9.75 Each.
Dozen, $9.00 Each.
100 Lots, $8.50 Each.
1000 Lots, $8.00 Each.
Bevel-gear wind; plays seven
10-inch records without re- wind
ing. Complete with all parts in-
cluding 12-inch turn table.
CLEARTONE MOTOR NO. 11
SPECIALS FOR MOTOR, TONEARM, REPRODUCER AND CABINET MANUFACTURERS
Cast-iron Turn Tables in any quantity at the right Main springs and governor springs to fit any motor
price. Felts in Discs or Squares, 1 0 and 1 2-inch, all- Tone modifier rods,
wool. Continuous hinges.
Mica, first and second quality, clear, in any size. Cover Supports.
Your inquiries will have our best attention.
MOTORS
No. 1, double-spring, 10-lnch turntable,
plays 2 10-inch records $3.76
No. 2, double-spring, 10-inch turntable,
plays 3 10-inch records, $4.00, with
12-inch turntable 4.25
No. 8, double-spring, 12-inch turntable,
plays 3 10-lnch records, castiron frame 7.86
No. 3, double-spring, 12-lnch turntable,
plays 4 10-inch records, castiron frame 9.86
No. 11, double-spring, 12-inch turntable,
plays 7 10-inch records, castiron frame,
bevel gear wind 9.75
TONE ARMS AND
REPRODUCERS
( Play All Record* )
No. 2 Per set $1.76
No. 3 Per set 1.95
SUNDRY DEPARTMENT
No. 4 Per set 4.00
No. 6 Per set 3.76
No. 7 . . Per set 3.75
No. 9 Per set 2.95
MAIN SPRINGS
No. 00, % in., 9 ft. 29o
No. 01, % ln.v 8 ft 25c
No. 02, % in., .7 ft 25c
No. 1, % in., 10 ft. 89o
No. 01A, % In., 10 ft 49c
No. 2, 13-16 in., 10 ft 89c
No. 3, % in., 11 ft 49c
No. 4, 1 in., 10 ft 49c
No. 5, 1 in., 11 ft., heavy 69c
No. 6 Wi in., 11 ft 99c
No. 7, 1 in., 25 gauge, 15 ft 89c
We also carry other size main springs to fit
Victor, Columbia and all other motors.
Special prices on springs in large quantities.
RECORDS— COLUMBIA
10-inch double disc records, 42c each ; 12-iu.,
60c each.
We also manufacture special machine parts,
such as worm gears, stampings, or any screw
machine parts for motor; reproducer and part
manufacturers.
Special quotations given to quantity buyers
in Canada and other export points.
Write for our 84-page catalog, the only one
of its kind in America, Illustrating 33 different
styles of talking machines and over 500 differ-
ent phonographic parts.
LUCKY 13 PHONOGRAPH CO.
46 East Twelfth Street .... - New York
82
THE TALKING MACHINE WORLD
May 15, 1920
NEW PRIMA DONNA DISTRIBUTOR
Frederick P. Altschul Appointed for Eastern
Territory — Many Years in the Music Trade
Announcement was made recently of the
appointment of Frederick P. Altschul as general
Eastern distributor for the Prima Donna phono-
graph, manufactured by the General Sales Cor-
poration of Milwaukee, Wis. This company
operates three large factories and claims to have
a capacity of over one hundred machines per
day. On Saturda}', May 1, Mr. Altschul secured
The Booth Felt Company, Inc.
Mechanical Felt Products
Turntable Felts Motor Felt Washers
Motor Brake F*elts
Needle Rest Felts Cabinet Strip Felt
We carry a large stock of well assorted merchandise
which insures prompt deliveries.
If interested in Velour or Velveteen Discs
we can supply them.
FACTORIES
BROOKLYN, N. Y.
463-473 Nineteenth Street
CHICAGO, ILL.
732 Sherman Street
Frederick P. Altschul
quarters at 112 West Twenty-third street, New
York City, where he has on display a complete
line of Prima Donna machines, which includes
six models.
Mr. Altschul has been identified with the mu-
sic industry for many years, and was one of
the founders of the Schilling Piano Co., which
was Eastern distributor of the Stradivara. He
sold this business on January 1. Mr. Altschul
is at present formulating plans for an active
campaign in- promoting the sales for the Prima
Donna machine. At present he has five sales-
men traveling throughout the country, and in-
tends to give this line an active representation.
NEW POST FOR L. C. ACKLEY
Becomes Manager of Columbia Co.'s Seattle
Branch, Succeeding Frank Dorian
untarily resigns as manager of the Seattle
branch. Mr. Dorian, during his stay in Seattle,
accomplished excellent results and laid a strong
foundation for Mr. Ackley's future development.
The general sales department of the Colum-
bia Graphophone Co. announced recently the
appointment of L. C. Ackley as manager of the
company's Seattle branch. Mr. Ackley, who
was formerly a member of the sales organiza-
tion at the Los Angeles branch, has been in
the service quite some time and his successful
achievements in the Columbia organization well
warrant his present promotion to the post of
manager.
Mr. Ackley succeeds Frank Dorian, who vol-
CLEAN ADVERTISING IN CLEVELAND
Better Business Commission Issues Set of
Recommendations to All Advertisers Point-
ing Out Standards Which Should Be Followed
The "Hustylus"
THE little wonder-device that
makes Pathe records playable
on practically every instrument.
The greatest thing that has yet
lappened for the Pathe dealer.
Sweeps all clumsy "adapters"
into the discard. As simple to use
as any steel needle. It adds many
million instrument owners to the
'athe dealer's market.
Ask y°ur jobber
Herbert & Huesgen Co.
Sole Sales Agents
18 East 42nd Street
New York
The decidedly constructive character of the
work of the Better Business Bureaus (local
vigilance committees) of the Associated Adver-
tising Clubs of the World is strikingly illus-
trated by some recommendations to advertisers
issued by the Better Business Commission of
Cleveland, which is affiliated with the Associated
Advertising Clubs. This matter, which has been
sent to all advertisers in Cleveland, has been
prepared out of the experience of the best
stores in that city, it is announced, and is com-
posed of a set of recommendations offered as
a guide to advertisers to assist them in avoiding
advertising statements and practices that have
a tendency to reduce consumer's confidence.
While these recommendations apply to all
kinds of advertising there are special sections
which are particularly applicable to piano ad-
vertising and should be of interest to the trade.
First of all, it is recommended that care be
taken to substantiate definitely any statement
of fact made in the advertisement prior to the
time the advertisement appears. Unintentional
misrepresentation causes just as much harm as
intentional deceit, for the reader does not stop to
consider whether or not it has been planned or
is an accident. Through just such statements
he loses faith in all statements.
Particularly is it urged that the use of super-
latives be curtailed unless the advertiser can
submit proofs to the Better Business Bureau.
Their use is not advisable and their force has
been weakened through misuse.
A Period 'Tone Arm"
From those manufacturers who several months
hence will In- in a position to use a high-grade
lone arm and sou ml box of original design and of
superior features, \\'F. 1XYITK CORRESPOND-
hM.K, Visitors to New York are also cordially
invited to our New York- offices. Samples of this
new arm will lie forwarded to the trade shortly
.■iftcr May 15th, and deliveries in quantities will
follow in thirty days from that period.
PERIOD TONE ARM CORP.
55-61 W. 17lh Street, New York Chelsea 4744
The above are repro-
ductions of pages from
the new Q R S Story Roll
Booklet.
PLAYER ROLLS
The Q-R-S Music Co.
306 SouthWabashAve.
Chic ago. 111.
Dealers furnished a quantity
of these booklets upon request.
Their distribution among
your customers will create new
interest in player pianos.
May 15, 1920
THE TALKING MACHINE WORLD
83
JOHN H.WILSON.Manager
324VVASHINGTON ST., BOSTON, MASS.
lX_yjl^_/H ENGLAND
Boston, Mass., May 5. — Business for the time
being- has slackened up a bit in the local and
New England territory, though to a somewhat
lesser degree this should be looked for at this
period. With most of the concerns goods are
coming along better than for a long time, but
the freight embargo has not been altogether
lifted yet at some places, which naturally hinders
the shipment of machines and records. There
has been quite a call lately for small machines
suitable for cottage use during the Summer, and
many of the shops are making a liberal display
of this type.
One hears talk around town of a revival of
interest in a trade organization and your cor-
respondent has been urged to canvass the trade
and to even call a meeting to discuss the ad-
vantages— for there are no disadvantages — of
such an organization. Most of the trade who
follow this department know the views of your
correspondent on this subject and that on sev-
eral occasions in the past he has urged the
jobbers and dealers to get together and form
what ought to be a strong organization; but
it is a rather unpleasant commentary that sev-
eral of those who affected to take an interest
in forming such a body had a selfish interest
at heart; they had an eye to business, the social
side made no appeal; what the trade at large
was to get out of it was not of such concern
as to how they themselves were to benefit.
The more broadminded men in the local trade
seriously are convinced that a trade organiza-
tion should exist and they deplore that some-
thing of the sort had not been formed before.
Your correspondent will be glad to advance the
plans as far as possible and be of all general
assistance, but he scarcely feels like taking the
initiative. Finally, when one considers the
rapid growth of the talking machine business
here a trade organization becomes almost a
necessity. What live man will make a start?
Boston Ready for a Music Show
As a second chapter to the above the idea is
taking definite shape that Boston is nearly
ready for a music show, somewhat similar to
what was held in New York during the Winter,
this, of course, to make its appeal principally
to New England. Boston certainly is a music
Stcincrl Service Serves
M. STEINERT & SONS CO.
35 ARCH ST.
BOSTON
WHOLESALE HEADQUARTERS
The Summer months are approaching and with
them come additional uses for the Victrolas IV
and VI. These type machines are most suitable
for the camp, cottage, canoe, etc. We can supply
them now and caution our dealers not to lose sight
of their value to the Victor line.
center, quite that for New England, in fact,
and there is no valid reason why merchants
should not come to Boston to purchase goods,
this, perhaps, being more true of the piano
dealers, most of whom to-day carry talking
machines. This amounts to a double appeal to
the advantage of the city. Why would there
not be a general stimulus to business all along
the line? When it comes to purchasing talk-
ing machine parts and accessories Boston has
the men and the goods to meet all demands
and there is no reason why trade should not
be attracted this way not only from New Eng-
land but from Canada as well.
"New England Service for
New England Dealer?'
'T'O be known as
a big organiza-
tion is one thing, but
to be known as an
organization ren-
dering efficient Vic-
tor Service that is
constructive and
helpful is a laudable
achievement. Eas-
tern Service concen-
trates in New Eng-
land.
THE EASTERN TALKING MACHINE CO.
Victor Wholesalers
85 ESSEX STREET BOSTON
Interesting Letter on Margin of Profit
Secretary Merrill of the New England Music
Trades Association is in receipt of a communi-
cation from A. G. Farquharson, secretary of the
Music Trades Association of Southern Cali-
fornia, of which some official notice will be
taken at a special meeting of the local Associa-
tion, soon to be held. The letter recites the
adoption of a resolution by the California or-
ganization (which included the majority of the
dealers in Eos Angeles) and this resolution
reads as follows:
"Owing to the increased cost of overhead ex-
penses incurred by all dealers in operating talk-
ing machine departments in their stores, a
larger margin of profit becomes more and more
necessary in order that the dealers may continue
in business and at the same time keep up the
high state of efficiency of service demanded by
the public.
"Therefore, be it resolved, that a letter be pre-
pared by the secretary and mailed to the lead-
ing manufacturers, which shall bring to their
notice this state of affairs and respectfully re-
quest them to consider the urgency of the mat-
ter with a view to assuming that certain retail
prices on machines and records will be quoted
to the public that will permit a discount of 50
per cent being quoted by the jobber to the
dealers in lieu of the present discount."
Talk of a Surprising Proposition!
Information reaches the ear of The World's
New England correspondent that the talking
machine industry is shortly to receive details of
a new proposition that will surprise the trade,
for there is a new machine — name not yet ready
for announcement, but suggested by a Boston
dealer — that has some unusual features; in other
words this machine appears to possess all the
merits claimed individually by many others.
Considerable science has been involved in per-
fecting this machine, but much of the virtue
appears to be due to the records themselves,
for it is understood a new method of recording
has been evolved.
It is understood that the officials of a number
of the talking machine concerns have been
{Continued on page 86)
84
THE TALKING MACHINE WORLD
May 15, 1920
THIS is the largest single order on the face of the
earth for talking machine needles — and it is on
the Bagshaw books.
And- this is only ONE of our orders. Every
Bagshaw needle on ALL orders goes thru the same
identical process of perfected manufacturing, for
we know quality and quantity are twin brothers.
Opposite is a vivid idea of the magnitude of this
achievement.
1,150,000.000.
Bagshaw Needter
itv ^ .single order
May 15, 1920
THE TALKING MACHINE WORLD
85
^^^^
KM
NEW YORK is 250 miles
from Lowell. Chicago is
1,000 miles from Lowell. San
Francisco is 3,000 miles from
Lowell.
Lowell to Lowell — around the
world— is 24,000 miles.
This one order for Bagshaw
Needles, if placed end to end,
makes a belt nearly around the
world.
1,750,000,000 Needles make a
pile big enough to classify as a
great industrial monument.
W. H. BAGSHAW GO.
Lowell, Mass
86
THE TALKING MACHINE WORLD
May IS, 1920
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 83)
KRAFT-BATES-'SPENCER
NEWENGL-AND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
BRUNSWICKS ARE BUILT COMPLETE BY BRUNSWICK-Not Assembled
Maybe you do not realize it, for it has come about in the last three years, but Brunswick is now one of
the foremost builders of phonographs in the industry.
In fact, the Brunswick factory is one of the finest, one of the most complete,
Brunswick is now one of the very few builders making: its product complete. The general practice is
assemblage.
We know of only one other phonograph maker having as complete a plant as Brunswick.
This is not said boastfully, but to acquaint phonograph dealers with the phenomenal reception given
The Brunswick by the people.
We tell you also to show how sincerely the House of Brunswick goes into a proposition. The House
of Brunswick has built its immense factories for the future. Brunswick has won a commanding place,
and we intend to hold it.
They build their own motors, their own cabinets, their own I ltonas — every part, every feature. They are
not dependent upon parts makers.
Brunswick suceess is growing constantly. It hasn't reached our height yet. The momentum is carry-
ing Brunswick on.
Thus we insure an enviable place for the Brunswick dealer. His franchise is becoming more and more
valuable every day.
KRAFT-BATES & SPENCER, Inc., 156 Boylston St., BOSTON, MASS.
ALSO NEW ENGLAND DISTRIBUTORS FOR
TONOPHONE, VICTROLENE, MOTROLAS
Steel Needles Jewel Points Albums Record Brushes Khaki Covers
lately giving very serious attention to the new
proposition and overtures have been made to
control it. Apparently the proposition is not
for sale, although it is said that one manufac-
turer of records has a tentative arrangement
whereby the new method of recording is being
utilized for the present, but will soon' be brought
to an abrupt end, if information is correct.
The proposition is identified with the State
of Maine, where a company with a sound finan-
cial backing has been organized, and among
those who have become interested in the under-
taking are two prominent judges of that State
and several business men of high standing. A
chain of factory plants located at three different
centers has been acquired and manufacturing
is to be begun immediately.
One of the features of this new machine is
a sound chamber within a sound chamber, which,
it is understood, produces surprising results.
Every feature of the machine and records are
heavily covered by patents and great things are
expected when the machine and the records are
put on the market.
Gathering of Columbia Forces
On Wednesday evening, April 21, there was
a meeting of Columbia dealers in the Swiss room
of the Copley-Plaza, at which Manager Fred
E. Mann presided. Among the prominent Co-
lumbia men present were George W. Hopkins,
general sales manager; O. F. Benz, of the record
division of the general sales department, and
L. L. Leverich, of the advertising department.
There was an attendance of 125 dealers. Mr.
Hopkins talked about production and partic-
ularly addressed himself to those who handle
Columbia goods exclusively. Mr. Benz urged
the dealers to push the record business always
with special attention to the latest ones which
make a quick appeal to the public. Mr. Lev-
erich devoted his time to a consideration of the
advantages derived from co-operation between
the dealers and the company and gave some idea
of the advertising program which the company
has mapped out for the immediate future. The
June records were demonstrated. In the fore-
noon of that same day there was a managers'
conference and among those attending this were
H. A. Gardner, manager of the Columbia's New
Haven, Conn., branch; G. P. Donnelly, of Port-
land, Me.; C. L. Porter, the new field sales
manager; C. H. Johnson, of the George Batten
Co., the company's advertising agency, and
Manager Mann. Following luncheon there was
a meeting of the sales organization.
The Sonata in New Quarters
The Musical Products Co., of which E. B.
Shiddell is the hustling New England represent-
ative, moved a few days ago to its permanent
(Continued on page 88)
^Ae Phonograph o/Marvelous Tone
Vitanola
Phonographs
Lyric Records
Mysto Needles
S. W. SHARMAT & SON
Wholesale Distributors
5 Bromfield Street, Boston, Mass.
From Sharmat's Golden Treasury.
(with apologies to Rudyard Kipling)
You can keep your wits about you
When other dealers shriek their low-priced
wares,
And show that what you have to sell is value
While the fellow 'cross the street has only
cares.
When you know that every man you sell to
Becomes your friend the day you took his pay;
That's the kind of business to build up to,
That is the VITANOLA dealer's way.
Uprtc lateral IkcoriJg
Dealers Supplied at Short Notice
S. W. SHARMAT & SON
Wholesale Distributors
5 Bromfield Street, Boston, Mass.
May 15, 1920
THE TALKING MACHINE WORLD
87
FOR THE
BEST
QUALITY OF
TONE
CONSTRUCTION
FINISH AND
DESIGNS
100%
VALUES
GUARANTEED
AS TO
EQUIPMENT
AND
DELIVERIES
S-O-N-A-T-A
The Phonograph of Perfection
SPECIFICATIONS
Motor. Best type, with every known improvement —
double springs, bevel gears, heavy cast steel
frame — plays five 1 0-inch records with one wind-
ing; fully guaranteed for one year.
Tone Arm. Patented reproducer — only one known that
will reproduce exact quality of the human voice
and instruments, and give big volume; plays all
records.
Horn. Constructed of chemically treated wood, scienti-
fically designed on model of the human throat.
Cabinets. Made of best kiln dried woods, heavy and
durable — put together by skilled artisans.
Designs. Six machines in the line, graceful and attrac-
tive— harmonious with any period of furniture;
special period designs now under way.
Record Shelves. Large record chamber with heavy
shelves for record albums.
Price. Less than any standard phonograph of the best
quality.
Exclusive New England
Distributers
Musical Products Co.
142 Berkeley Street :: Boston, Mass.
S©9*TA
P
IHONOGRAPH
f OF
ERFECTION
Write or wire us today
Our representative will cal
88
THE TALKING MACHINE WORLD
May 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 86)
headquarters, at 142 Berkeley street, where it is
prepared to interest dealers through New Eng-
land in the Sonata machine. For a time Mr.
Shiddell had a room at the Parker House, where
six types of Sonatas were on exhibition and
they were carefully examined by a number of
dealers throughout the territory. Mr. Shiddell
has made two excellent appointments — E. Ben-
nett Fox, who will take care of the Boston ter-
ritory, and William S. Townsend, formerly of
the Columbia, who will cover southeastern New
England. The number of inquiries that al-
ready have come to these two representatives,
as well as to Manager Shiddell, is most encour-
aging and augurs well for the future of this in-
strument in New England. Arrangements have
been made whereby for the present there will
be a consignment of four carloads of Sonatas
each month for this territory.
Prominent Men Join Beacon Co. Forces
The Beacon Phonograph Co. continues to keep
in the foreground in the local talking machine
business and through enlarging its personnel the
organization has been numerically strengthened.
John A. Easton, formerly treasurer of a trust
company in Arlington has been appointed treas-
urer of the Beacon, and Walter A. Hopkins, of
Brookline, has been made purchasing agent.
The board of directors has been increased from
five to nine, the new members being Mr. Easton
and Mr. Hopkins, above mentioned, and F. N.
Blaser, of Arlington, and Chester Humphrey,
of Milton. Another to join the Beacon forces
is A. J. Deslauries, formerly connected with the
Emerson Co. and the Musical Supply & Equip-
ment Co. He will travel through the New Eng-
land territory.
New Lines for Iver Johnson Co.
Arthur W. Chamberlain, manager of the talk-
ing machine department of the Iver Johnson
Co., is featuring the Repeat-O-Graph. The
Steger, which is carried here, is finding a good
sale in the New England territory.
Victor Artists to Tour New England
Kenneth E. \Reed, wholesale manager for the
Steinert Co., Victor distributors, has arranged
for an extensive New England tour by the
"Eight Famous Victor Artists," who recently
PERFECTION BEARING TONE ARMS
PERFECTION FLEXI-TONE REPRODUCERS
Manufacturers —
Jobbers-
Dealers—
The Perfection Flexitone reproducer No. 7 attached
to the Perfection ball-bearing tone arm No. 4 plays
all lateral cut records on all types of Edison Disc
Machines. Made in nickel and 24 carat gold fin-
ish, extra fine quality disc.
These reproducers and tone arms are the very finest made, mechanically — reproducing as
the records were recorded in the recording room — Clarity of sound with great volume.
WRITE FOR QUANTITY PRICES
Manufactured by
New England Talking Machine Co.
Largest Manufacturers of Phonograph Accessories
16-18 BEACH STREET BOSTON, MASS.
Pacific Coast Distributor: WALTER S. CRAY
942 Market St., San Francisco, Cal.
Phoenix Trading Co., 1265 Broadway, New York
Eastern and Export Office
have been meeting with great success in the
West. Mr. Reed came in touch with this ag-
gregation of talent while on a recent trip and
C & A Service serves the
Dealer's interest first, last and
all the time.
CRESSEY & ALLEN
Victor Wholesalers
PORTLAND MAINE
he immediately made plans to have them come
to New England under Steinert management
as a service feature of the house. The artists
will give their first concert in Symphony Hall,
this city, on Sunday afternoon, May 16. This
concert will be for the benefit of Steinert Bos-
ton dealers. Arrangements have been made by
Mr. Reed for concerts in the following places:
Lawrence, Lowell, Lynn, Worcester, Fitchburg.
Xew Haven, Springfield. Haverhill, Portland,
Me., Providence, R. I., Fall River and New
Bedford. Three dates remain open for this
Spring trip and arrangements may be made for
concerts through the Steinert Co., which con-
trols the New England rights for this attrac-
REMEMBER
"IF IT'S A PHONOGRAPH
ACCESSORY OR REPAIR
PART, WE HAVE IT."
Complete stock °f
Needles, Motors, Tone Arms, Main
Springs, Attachments, Repair Parts
and other Accessories.
Prompt Deliveries Fair Prices
Send for our latest monthly Price List
Phonograph Supply Co.
of New England
COURT SQUARE BOSTON, MASS.
tttii for DtMrtptlv* Circular
Demonstration Booths
and Record Cases
IN STOCK OR TO ORDER
FRANK B. CURRY
72-74 Dadbim St. Boiton, Mus.
May IS, 1920
THE TALKING MACHINE WORLD
89
THE TRADE IN BOSTON AND NEW ENGLAND—
TBAOt I1DI
Disc Record, Player Roll and Sheet Music
Cabinets. The Best in the Market
See Display Ad in This Issue
pbidbss lRbeegJ Albmen
Standard of Quality to preserve the Records
See Display Ad in This Issue
Send your orders for both these lines to
L. W. HOUGH, 20SudburySt., Boston, Mass.
New England Representative
tion for 1920 and 1921. A number of concerts
have been arranged for next season, beginning
in the Fall. The artists comprising the "Eight
Famous" are Henry Burr, Billie Murray, Albert
Campbell, John Meyers, Frank Croxton, Mon-
roe Silver, Fred Van Eps, Frank Banta, these
making up the Sterling Trio and the Peerless
Quartet.
Western Campaign for the Beacon
Richard Nelson, of the Beacon Co., was out
in Chicago the latter part of April, completing
details for the large advertising campaign upon
which the Beacon is about to embark. R. J.
Waters of Moeller- Waters, Inc., Chicago repre-
sentatives of the Beacon, was before that here
in Boston going over the details for that same
campaign. Mr. Nelson is on the road a good
deal lately, as there are many matters pertain-
ing to the development of the Beacon that call
for his personal attention, first in one place and
then in another.
To Visit the Pacific Coast
W. O. Pardee, of the Pardee, Ellenberger Co.,
Inc., of New Haven, who was a caller a while
ago at the Boston headquarters of the company,
told your correspondent that he was pleasantly
contemplating a trip to the Pacific Coast, stop-
ping enroute at all the principal points of in-
terest. He will be accompanied by Mrs. Pardee
and the trip will occupy four or five weeks.
The New England business of the Pardee, El-
lenberger Co. is making a fine showing, now
that embargoes are lifted and strikes are over — ■
for the present, as Manager Frederick Silliman
stated. Mr. Silliman, by-the-bye, would like to
go over to England this Summer to visit his son,
who is in business in London.
Vocalion Used in Wireless Telephony
Manager Wheatley, of the Vocalion, was one
of a party which took part recently in an ex-
periment in wireless telephony in which a Vo-
calion was an important factor, and in subse-
quently featuring the accomplishment the slogan
"Dancing by Wireless With the Aeolian-Vo-
calion" was used. The party was given by the
Lowell Radio Club in Association Hall, Lowell,
and the music was furnished by an Aeolian-Vo-
calion, which was played at the rooms of the
club some distance away. The musical tone
waves sent forth by the instrument were picked
up at the hall by wireless apparatus and trans-
mitted to the dancers by two amplifying horns
fixed in the walls of the stage in the hall. It is
said that this test, which was eminently suc-
cessful, was the first ever made in this country
outside of those made by the United States
Government, and that the Vocalion was chosen
after tests had been made with several other
talking machines.
Sharmat Will Feature Lyric Records
• S. W. Sharmat & Son, of 5 Bromfield street,
have taken on the Lyric records and will push
them through the New England territory. The
company has lately added two good men to its
staff, Bertram Bromberg, who will handle the
Lyric line in southern New England, and David
Lasker, who will be office manager. This con-
cern also handles the Vitanola for New Eng-
land. Leon Sharmat of the company spent sev-
eral days over in New York the latter part
of April.
Record Manufacturing Co. Incorporates
Another concern just incorporated is the
Record Manufacturing Co. of Boston. Its cap-
ital is $325,000 and the incorporators are George
(Continued from page 88)
MICA
DIAPHRAGMS
Watson Brothers, Inc.
170 PURCHASE ST.
BOSTON .... MASS.
A. Kearsley of Boston, Alfred B. Carhart of
Winchester, Frank L. Curtis of Natick, James
E. Macpherson of Framingham, Arthur Bergh
and Harold Sanford of New York City, and
Herbert J. Kearsley of Quincy. The latter says
the incorporators are not yet ready to talk about
their plans.
May Have New York Representation
C. G. Faux, of the New England Piano &
Phonograph Co., was over in New York the
latter part of April, where he was in conference
with officials of the Mandel Co., of Chicago,
which is arranging to open a metropolitan head-
quarters. If the arrangement proves satisfac-
tory, the New England Co. will take quarters
with this Western concern, which will thus give
this Boston talking machine house a New York
representation. President Faux reports that the
New England Co. has just contracted to take
on the Vit machine for the New England ter-
ritory, and the new arrangement went into ef-
fect on May 1.
John A. Steinmetz a Visitor
A visitor to the New England Co.'s head-
quarters a few days ago was John H. Stein-
metz, president of the Empire, which talking
machine is especially featured in the Boylston
street warerooms. Mr. Steinmetz came from
{Continued on page 90)
An Absolutely Sure Source
of Talking Machine Profits
Out of the two hundred and more talking machine propositions on the market, which ones
present an absolute certainty of profits?
Count them over. Analyze them yourself.
There aren't more than three or four profitable propositions. And it is a moral certainty
that ninety-nine dealers out of a hundred making such an analysis will include the PATHE
among the three or four.
The PATHE is the only line of phonographs having several beautiful period models to retail
at $225 to $400, which are now extremely popular both in design and price.
In addition, the PATHE has a superior line of easy and big selling records. These are the
bone and sinew of the talking machine business; the day in and day out profit producers.
Why not look carefully into a line like PATHfc, which, on its face, insures your success and
your profits at the very outset?
Hallet & Davis Piano Co.
146 BOYLSTON STREET, BOSTON
Exclusive Distributors for New England States
for Pathe Phonographs and Paths Records.
New York Office:
Hallet & Davis Bldg., 18 East 42d Street
90
THE TALKING MACHINE WORLD
May 15, 1920
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 89)
New England Dealers!
We have a most unusual plan of
financing your phonograph department
Write for Particulars
New England Phonographs Empire Phonographs
New England Piano and Phonograph Co.
Largest Distributors of Phonographs in New England
405 Boylston St. Boston, Mass.
Chicago especially to look over the New Eng-
land business and he went further East to Port-
land, Me., which is to be a sort of local head-
quarters for Maine. Mr. Faux states that busi-
ness is coming along splendidly and the retail
business has necessitated the installation of a
number of new booths on the ground floor and
devoting this entire space to talking machines,
the pianos carried by this house hereafter to
be shown in the basement.
Hallet & Davis Pathe News
Manager R. O. Ainslie, ,of the Pathe, carried
by the Hallet & Davis Co., entertained two of
the company's road men the latter "part .of "April.
They were R. R. Roath, of Chicago, and H. C.
Dinmore, of Minneapolis, Minn. A few days
later E. R. Jones, of the Hallet & Davis New
York house, was in town, and more recently
Manager Ainslie had another visitor from the
South, W. H. Rymer, the new Southern road-
man for the company, who will make his head-
quarters at Asheville, N. C. His conferences
here with Manager Ainslie had to do especially
with the distribution of the Pathe in his ter-
ritory. New England business in the Pathe
has been of very satisfactory volume of late.
Miss Mabel Aulson's New Connection
At the Lenox Jewelry Co.'s establishment at
16 Bromfield street, a large part of which is de-
voted to the Pathe line, Miss Mabel Aulson,
formerly librarian of Pathe records in Chicago,
is now connected. The quarters are beautifully
arranged with ample demonstration booths.
"Billy" Fitzgerald a Busy Man
William Fitzgerald, whom the trade knows
better as "Billy," was called to Portland, Me.,
the middle of last month to look into a new
business proposition, as his long experience in
the talking machine business makes him an au-
thority when it. comes to passing judgment.
"Billy" has lately been having some illuminating
articles in one of the Boston daily papers touch-
ing the history of the Victor business. He re-
ports that business at his quarters in the Studio
building is growing fast, and while others may
be complaining about getting goods he seems
to be receiving all he wants, thanks to a large
following in the trade outside of New England.
Glen Ellison in Tone Test Tour
Glen Ellison, the tenor, who sings for the
Edison, has lately concluded a tone test
throughout New England cities and towns. The
places visited, in each of which there were many
new friends made for the Edison, were: New-
port, R. I.; Fitchburg, Gardner, Athol, Attle-
boro and Ware, Mass.; Hillsboro, Milford, N. H.,
and Sanford, Belfast, Skowhegan and North
Berwick, Me. Later this singer made a visit
to places in Connecticut.
New Quarters for A. J. Jackson
A. J. Jackson & Co., who handle the Rishell
machines, are moving the middle of May from
the present stored 130 Boylston street, to 415
that same thoroughfare. .
Returns From Interesting Trip
D. R. Searle, who is in charge of the talking
machine department of W. J. Reilly & Co., Inc.,
of this city, has returned from a trip to Maine,
New Hampshire and Vermont, where he ar-
ranged with a number of dealers to handle the
Beacon line.
One of Our Distinguished Visitors
A Boston visitor among the Victor dealers
the latter part of the month was G. T. Wielage,
Boston, Mass., May 3.— Quite the most impor-
tant transfer of talking machine interests in
this city in a long time is that of the Tremont
Talking Machine Co., located at 177 Tremont
street, which has come into the possession of
Charles F. Bruno, who has heretofore been as-
sociated with C. Bruno & Son, Inc., Victor
wholesalers, New York City.
manager of the record order department of the
Victor. This was his first visit to Boston,
whither he comes to study the local record sit-
uation at close range.
Starts the Aquatic Season on the Charles
General Manager Herbert Shoemaker, of the
Eastern Talking Machine Co., who is a devotee
of rowing, has already begun his season on the
Charles River, having been out in his scull one
afternoon this past week. He returned without
getting a ducking, too.
A Massachusetts Incorporation
The Musical Sales Corp., of Boston, is one of
the latest concerns to become incorporated in
Massachusetts. Its purpose is to handle mu-
sical instruments and talking machines and it is
capitalized for $25,000. The incorporators are
Harry N. Guterman, H. Leon Sharmat and Mary
A. Brannack, all of Boston.
When the new management, consisting pri-
marily of Charles H. Farnsworth as president,
and George A. Dodge as vice-president and
treasurer, took over the Eastern Talking Ma-
chine Co. — this Tremont street shop was then
known by that name, — it became evident to the
keen observer of the local talking machine
business that some important change was pend-
ing and that there was a great future for the
wholesale and retail Victor business with two
such far-seeing business men at the helm. It
also became evident that to accomplish their
purpose they must be willing to spend large
sums of money to develop the physical side of
the business.
It now appears after a year of unprecedented
prosperity that one of their early plans was
(o advantageously dispose of the Tremont Talk-
ing Machine Co. when it had reached a cer-
tain stage of success, as it certainly has done,
and to hereafter devote their time, energy and
money to placing the general Victor business
in this territory where they confidently feel it
should be. From the outset they have never
lost sight of this ultimate goal. In the process
of developing the business of the Tremont store
the Eastern Co. has simply acted in the capacity
of a holding company of its stock, and now with
the transfer to such substantial interests as Mr.
Bruno the final step has been achieved.
The Eastern Talking Machine Co. is one of
the landmarks of the industry in Boston. For
a number of years it was conducted by a com-
pany of which Elton Taft was the controlling
factor. Mr. Taft was a pioneer in the busi-
ness and knew it in its every detail. Following
his death about a year and a half ago, Mr.
Dodge, one of the best known business men
in Boston, who had been a close friend of Mr.
Taft, took over the latter's interest and in as-
sociation with Mr. Farnsworth began develop-
(Continued on paye 93)
Lansing Khaki Moving Cover
For Delivering
TALKING MACHINES
Same quality as originally made. Heavy Felt Padding for Grade A;
Specially prepared Clean Cotton Batt Padding for Grade B.
LANSING COVERS wear well and are cheapest in the long run. Use
them for every delivery. They mean
insurance against finger prints,
scratches and bruises ; save repair
men's time, clerk service, and aid the
delivery men.
Write for price* and
, descriptive catalogue
LANSING SALES COMPANY
Successor* to E. H. LANSING
Manufacturers
611 Washington St., BOSTON
San Francisco Representative : WALTER S. GRAY
942 Market Street
PHOENIX TRADING COMPANY
1265-69 Broadway, New York
BRUNO TAKES OVER THE TREMONT TALKING MACHINE CO.
Prominent Talking Machine Man of New York Secures Prosperous Retail Victor Store at 177
Tremont Street, Boston — Will Make His Home in That City — Progress of Eastern Co.
May 15, 1920
THE TALKING MACHINE WORLD
91
THE returns from our
initial announcement
confirm our belief in the
enormous demand for a pop-
ular priced, well made, at-
tractive cabinet, carrying a
high grade equipment.
Boost your profits by buying
Charmaphone Phonographs.
Every dealer should sample
and carry our line of popular
priced models.
High grade mahogany finish
—workmanship and construc-
tion the best.
Equipped with the famous
smooth running Heineman
No. 36 Double Spring Motor.
Large Charmaphone Tone
Arm and Reproducer.
Make it your leader and get
the trade in your town.
CHARMAPHONE MODEL No. 4
"THE Universal PHONOGRAPH"
Height 42 inches
Width 18 inches
Depth 23 inches
RETAIL PRICE $75.00
j JP > Write For Our New Catalog Illustrating Our 1920 Line < — — <K
-CHARMAPHONE COMPANY-
39 West 32nd Street, New York City Factory: Pulaski, N. Y.
i
92
THE TALKING MACHINE WORLD
May 15, 1920
KIMBALL
„ine
PHONOGRAPHS
Offers more money - making possibilities for Live
Dealers than any other Musical Product in America.
Because it means Better Quality, Better Values, Bet-
ter Service and Co-operation, direct from the Kimball
Factories.
Mahogany
Walnut
Nearly a MILLION KIMBALL Made Musical
Instruments have been placed in American Homes
and Educational Institutions during the last sixty
years.
The same progressive and co-operative manufactu-
ring and selling organization which has made the
name KIMBALL synonymous with the highest
quality and utmost satisfaction in
KIMBALL PIANOS, PLAYER PIANOS
and PIPE ORGANS is back of
THE KIMBALL PHONOGRAPHS
THOUSANDS have asked for
"PHONOGRAPH
made by KIMBALL"
The reputation preceded its appear-
ance — the demand was already
created.
THE ANSWER is here :
Another successful KIMBALL prod-
uct— -a peer among
PHONOGRAPHS
Mahogany
Oak
Walnut
Whe n you say 'KIMBALL"
everyone knows you are talking
about music — not only music but
the very best and most enduring
musical instruments made.
"ALL MAKES OF RECORDS
sound better on the
KIMBALL"
In its construction are incorporated
many exclusive KIMBALL
PATENTS which place it in a class
by itself as an instrumental or voice
reproducing instrument.
Style D
Mahogany
Oak
Several new and novel mechanical features con-
tribute to its selling qualities over all others.
There is going to be a KIMBALL Agency in your
TOWN — will you be the one to grasp the oppor-
tunity or wish that you had. MAKE MORE
MONEY, sell while the selling is good.
The KIMBALL proposition means more sales,
more satisfaction. You can deal DIRECT with one
of the largest and strongest factories in America
and have Factory Service back of you.
Write today
for the best Phonograph proposition.
See our complete catalog.
Extract from Recent Letter
"li'c greatly appreciate the care that you arc giving to the
Kimball machines and we are frank to say that they are
giving us less trouble than any other machines on our
floor, and have more talking points that can be backed
up from a salesmanship standpoint than the others."
Style C
Mahogany
Finish
Oak Veneer
I
W. W. KIMBALL CO.
Established 1857
KIMBALL BUILDING, CHICAGO
Manufacturers of Kimball
Phonographs, Pianos,
Player Pianos, Pipe Organs
Mention this Magazine
Style L
One of the Beautiful Art Models
May 15, 1920
THE TALKING MACHINE WORLD
93
TRADE IN BOSTON AND VICINITY
(Continued from page 90)
ing the business. Both of these gentlemen had
been important factors in the business world as
reflected in the wholesale end, and as such they
knew the value of expansion and the surest and
wisest methods of attaining that goal; so a great
deal of money was immediately expended to
make this Tremont street establishment one of
the finest in the city. Not only were there rad-
ical changes made in the three floors, but an en-
tirely new front was installed, so to-day there
is not another retail store quite like it. Mr.
Bruno, who will make his home in this city,
will give special attention to the financial and
supervising ends of the business, and will sur-
round himself with the most capable people he
can find.
The Eastern Talking Machine as such will
continue to have its headquarters at 85 Essex
street, where the wholesale business has been
making commendable progress. Here, as be-
fore, will be the offices of President Farnsworth,
Vice-President and Treasurer Dodge, General
Manager Herbert Shoemaker and Sales Man-
ager G. Hovey Dodge. These latter two young
men have within the past year played a big
part in developing the company's business.
With wholesale quarters large, always well
stocked and possessing every facility for meet-
ing the needs of Victor dealers, all the time,
energy and capital of the company will be util-
ized toward pushing the Victor business in this
territory.
LEAVE ON C0AST=T0=C0AST TRIP
Manufacturers of Portophone Talking Machine
to Make Extensive Tour in Interest of Their
Product — Demand Shows Steady Increase
St. Louis, Mo., May 4. — M. I. Mayer, presi-
dent, and G. H. Phelps, treasurer and general
manager of the Tri-Sales Co., of this city, manu-
facturers of the Portophone machine, are plan-
ning to leave shortly for a Coast to Coast trip
in the interests of this popular talking machine.
The company has received many inquiries dur-
ing- the past few weeks regarding Portophone
representation and several important deals will
undoubtedly be closed as a result of their visit
to the trade.
Frank Hamm, Portophone representative for
the Tri-Sales Co., reports a steadily increas-
ing demand for this instrument, stating that the
dealers in his territory are enthusiastic regard-
ing its sales possibilities and its fine musical
qualities.
If you must have a touch of spring fever, let
it be a fever of energy.
SAPPHIRES
IMPORTED
BALLS
20 c. each
16 c. in dozen lots
13 c. in hundred lots
12 c. in thousand lots
PAINTS
20 c. each -
1 8 c. in dozen lots
15 c. in hundred lots
\3%c. in thousand lots
942 MARKET STREET
SAN FRANCISCO, CAL.
EDISON PRICE POLICY ANNOUNCED
Edison Co. Absorbs About Half of Increased
Manufacturing Costs, It Is Stated
Considerable interest is expressed in the fol-
lowing announcement which appears in the
new edition of Edison and Music, and which
is being distributed by the Edison laboratories:
"Careful calculations of the various cost ele-
ments (diamonds, genuine mahogany, quarter-
sawed white oak, walnut, special steel and
bronze, skilled labor, etc., etc.) involved in the
manufacture of the New Edison indicate that
the prices noted in this book reflect only 50 per
cent of the increases in manufacturing cost that
have occurred during the past eighteen months.
In other words, it has been our policy to absorb
and write off, as a loss, 50 per cent of the
increased cost of manufacture. However, con-
ditions are such that we are obliged to reserve
the right to advance our prices at any time,
without notice, and all orders are subject to the ■
prices effective when executed, irrespective of
the date of receipt. Thos. A. Edison, Inc.
"Orange, N. J., February 16, 1920."
According to published financial statements,
the Edison laboratories have been doing busi-
ness on a narrower margin than most manufac-
turers, Edison phonographs having increased in
price (including excise taxes) less than 15 per
cent since 1914.
No change in models is contemplated and
any increase in prices, if such becomes neces-
sary, will be calculated with the thought of
making them permanent prices, it is announced.
JOINS THE COLUMBIA FORCES
Frederick C. Collins, formerly with the Edison
Ediphone Co., has joined forces with the New
Haven branch of the Columbia Graphophone
Co., as dealer service man.
H. E. Gardiner, manager New Haven branch
of the Columbia Co., and H. C. Cooley, assistant
manager, and the salesmen attended a sales con-
ference in Boston last week.
STANDARD
USE METAL HORNS
IN YOUR PHONOGRAPHS
WE claim to make the best line of
Horns produced in this country.
Our Horns are made with a large
throat and gradual taper to give the
best tone results !
We use only the best grade of materi-
als and employ only the best workmen.
WRITE US FOR FULL INFORMATION
Standard Metal Mfg. Co.
Chestnut, Jefferson and Malvern Sts. Newark, N. J.
94
THE TALKING. MACHINE WORLD
May 15, 1920
i£Lj<5 * ?////////////>:
wwwvvwwv *
Manufacturers :
You know, and we know, that before buying electric phonograph
motors you want to be assured of three things:
First: The RELIABILITY of the Manufacturer
Second : The DEPENDABILITY of the product
Third: The CERTAINTY of deliveries
The Manufacturers of
The
ELECTRIC
PHONOGRAPH
MOTOR
are today the largest in the industry, which fact alone assures you of their
RELIABILITY.
So completely has this motor proved its DEPENDABILITY, by its actual
performance, that we can to-day agree to accept only a very few more contracts
before the entire output for the year shall have been absorbed.
As to DELIVERIES: We are making deliveries as per quantities called
for in our contracts.
The Roberts Electric Phonograph Motor is doubly guaranteed, by
its manufacturers and by us, to perform SATISFACTORILY.
Prove our statements by ordering a sample.
MOELLER -WATERS, INC.
Sole Selling Agents
LYON & HEALY BLDG.
CHICAGO
OPPORTUNITY is continually being capitalized; usually by far-visioned men who see
into the future and realize the possibilities of new and perhaps radical improvements
*\\\\\\\\\\Y
W//////////*
May 15, 1920
THE TALKING MACHINE WORLD
95
Mi^PNILADELPNIA^
^xt
Philadelphia, Pa., May 6.— The month of April
cleaned up in a most satisfactory way. In the
early part of the month there was a tendency
toward slowness and the dealers were a little
apprehensive, but when the people had re-
covered from Easter, and the railroad strike
disturbance subsided, they seem to have taken
renewed interest in talking machines and in the
purchasing of records. On the whole, the trade
is in very good shape and machines have been
coming through in a most satisfactory way,
especially in the last ten days. From all indica-
tions it looks as if there was going to be a good
business well into the Summer and, should this
be the case, dealers are well prepared to
handle it. The little dullness the first part of
the month seemed to produce somewhat of a
panic among the dealers, who began to unload
their instruments by offering most attractive
terms, such as was a rule several years ago
when instruments were plentiful and money was
scarce. It is unfortunate that the dealers feel
they will have to go back to these former
methods. It was probably such advertising that
caused the leading dealers here to call several
meetings and decide upon certain terms and
conditions for the future conduct of the business.
To Charge Interest on Installments
At informal meetings held on April 9, 16 and
23, the following policies were suggested for
improving general conditions in the retail talk-
ing machine trade of Philadelphia and vicinity:
1. Commencing May 1, 1920, on the sales of
talking machines and records, the amount of
down-payments on leases shall be discretionary
with, each house, but all leases are to be ar-
ranged on terms which will pay out the entire
amount within twelve months from the date of
purchase.
2. On all talking machine leases made after
April 30, 1920, interest at the rate of 6 per cent
per annum will be charged.
3. It was further suggested:
1. That a copy of the above suggestions be
sent to every member of the retail talking ma-
chine trade in Philadelphia and vicinity.
2. That every member of the trade be asked
to voluntarily adopt the above policies.
3. That in case any member of the trade at
any time should feel he could no longer practice
the above policies, he should — out of fairness
to the rest of the trade, and in order to prevent
a charge of bad faith — notify the chairman of
the meeting (G. Dunbar Shewell, care Cheney
Sales Corp., 1105 Chestnut street), so that the
chairman in turn can notify the rest of the
trade of the change and, if necessary, call a
meeting to reconsider the policy itself.
To date the following stores have declared
themselves in favor of the above — except as
noted: — James Bellak's Sons', Blake & Burkhart,
Cheney Sales Corp., Estey Piano Co., Gimbel
Brothers (Gimbel Brothers favor Clause II, but
are not as yet ready to install it as a policy,
but in the meantime in order to help they will
not advertise talking machines on time without
interest.); Lit Brothers and N. Snellenburg &
Co. to take the same position as Gimbel Broth-
ers; C. J. Heppe & Son, George W. Huver &
Co., Interstate Phonograph Co., Linton Co.,
Ludwig Piano Co., F. A. North & Co., J. Royer
Smith Co., N. Stetson & Co., Strawbridge &
Clothier, Talking Machine Co., B. B. Todd, H. A.
Weymann & Son, Widener's Grafonola Shops
and J. R. Wilson Co.
The Victor Dealers' Association was repre-
sented at the meetings and stated that forty-
three members approved of these policies, but
each dealer is asked to confirm his approval by
writing direct to Mr. Shewell.
A complete list of those who approve will be
sent to each dealer as soon as every member has
been heard from.
250 Columbia Dealers Meet
The most important event recently, so far as
the Columbia Co. is concerned, was a dealers'
meeting that was held on Monday evening,
April 26, at the Hotel Walton, for which ex-
tensive preparations had been made, and which
was attended by more than 250 members from
Philadelphia and throughout the Columbia's
territory. There was present to address the
dealers General Sales Manager George W.
Hopkins, Educational Department Manager
W. A. Willson, Dealer Service Manager H. L.
Tuers and Manager of Record1 Department O. F.
Benz, all of whom presented to those present
Columbia merchandising plans for 1920.
Manager Wilcox Presides
Branch Manager N. J. Wilcox acted as. chair-
man and opened the meeting with an expression
of his appreciation of the closer relationship
that was in evidence between the Philadelphia
Columbia Graphophone branch and the dealers
throughout the territory. He gave a brief re-
sume of what had been done in the past six
months in equipping the local branch to give the
dealer A-l service and expressed his satisfaction
in the way the dealers have developed their sales
to the point now attained by them, and went on
record as saying that business for the balance
of 1920 would far exceed any previous hopes of
the company and of the dealer.
W. A. Willson of the educational department
put over in a forceful way the value of the
dealer's co-operation with the public schools in
(Continued on page 96)
Where Does Billy Murray Week-End?
Some say Mays Landing, N. /. Others insist Easlon,
Pa. Still others argue for Lakewood, N. J., or Mauch
Chunk, Pa.
Who's right?
As a matter of fact, they're all correct. Billy Murray
travels everywhere — on Emerson Standard 10 -inch
Gold Seal Records.
Emerson song hits and dance hits keep cash registers
busy in the territory we serve — Eastern Pennsylvania
and Southern New Jersey.
You can play a very pleasant tune on your cash reg-
ister— to the accompaniment of the latest Emerson
hits. Try it.
f merson Philadelphia Co.
Parkway Building
BROAD and CHERRY Streets -:- PHILADELPHIA, PA.
Distributors of EMERSON RECORDS
96
THE TALKING MACHINE WORLD
May 15, 1920
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95)
his locality, as statistics have proven that where
a sale of a Grafonola has been made to a school
ten other sales come as a direct result from the
advertising gained thereby. He expressed an
opinion that if a dealer could gain the tre-
mendous advertising value of the child he would
not need any other advertising mediums to
present his story to the public. O. F. Benz
brought out in a very clear manner just how the
dealer can take advantage of the shortage of
records by selling the stock he already has in
his warerooms, making the most of each oppor-
tunity presented to produce a sale.
H. L. Tuers on Dealer Service
H. L. Tuers gave a lantern slide lecture on the
Columbia Model Shop, located in the Philadel-
phia branch, telling the dealer of the value of
dressing up his store and equipping himself to
handle the Columbia merchandising plans in an
efficient way. The Dealer Service department of
the Columbia Graphophone Co. has been- or-
ganized for the sole purpose of teaching the
dealer how to merchandise Columbia product,
and in closing Mr. Tuers gave a fine resume of
the work done in the past and what was to be
expected in the future. Columbia dealers are
live wires and are lining up with the best plans
and suggestions available to get all the business
possible in their territory.
Hopkins Praises Dealers' Loyalty
Last, but not least, was the rapid-fire,
straight-from-the-shoulder talk of General Sales
Manager George W. Hopkins. The keynote of
Mr. Hopkins' talk was an expression of appre-
ciation of the dealers' loyalty to the company
and how we have in the past and are planning
in future to give A-l service to the dealer who
has played the game square with the company.
Preferred service is to be expected by the ex-
clusive Columbia dealer from now on. Mr. Hop-
kins gave the dealers an idea of the tremendous
amount of advertising the Columbia Co. is doing
in 1920, and made the statement that 60 per
cent of the new business brought in by the
dealers is the direct result of the advertising
campaign now being conducted by the company.
The new factory in Toronto is now in opera-
tion, and work is rapidly going ahead on the
one in Baltimore. Product is in sight, and
every dealer present realized that now is the
time to work faster and faster to keep up with
the trend of the game. There were present over
250 dealers from all parts of Pennsylvania, New
Jersey and Delaware, and each one of them ex-
pressed an opinion that the meeting had meant
to them actual dollars and cents' value in getting
new business for the balance of the year. Similar
meetings have been planned for the coming
months by the Philadelphia branch management,
and it is believed that there will be an even
larger attendance at the next one.
Changes in Columbia Personnel
The Columbia management here has appointed
W. A. Schreiner, for some time manager of the
Dealer Service department, as salesman in the
The greatest combination in the Musical Industry
for the dealer to acquire permanent prestige and
success.
VICTROLAS AND VICTOR RECORDS
QR*S
PLAYER ROLLS
WEYMANN "KEYSTONE STATE" String Musical
Instruments and specialties bearing the "W. & S." label.
Dealers in placing orders with us for their requirements have the
advantage in obtaining from all three departments in one delivery
goods that are unquestionably superior and best known to the
entire industry.
// you have not received our special stock list and order blank, write us
Manufacturers
and Wholesale
Distributors
WEYMAHH
1108 Chestnut Street
Philadelphia, Pa.
Established 1864
West Philadelphia territory, and J. T. Callahan,
his assistant, has been promoted to the manager-
ship formerly occupied by Mr. Schreiner. Mr.
Schreiner has been away from his desk ill for a
week, but has about fully recovered.
Linton Co. to Enlarge Store
The Linton Co., at 4721 Frankford avenue,
expects shortly to make extensive alterations by
enlarging the place and installing a number of
new hearing rooms. Monroe Johnson, the
Victor dealer on Lehigh avenue, is also making
extensive improvements, as is Clement Bee-
croft, Victor dealer at Olney, and Walter Stan-
thorpe, a new dealer in the East Germantown
section.
People's Talking Machine Co. Opens
The People's Talking Machine Co. is a new
Victor firm just started here, with offices and
warerooms at 502 South Fifth street. The man-
ager is Charles Luber, and one of his partners
is F. W. Rous, who was formerly connected
with the Victor Talking Machine Co. in the
record department; and another is Harry Kan-
del, who for a number of years recorded the
Hebrew selections at the Victor factory. They
will occupy the entire building, and they will
cater principally to the foreign trade.
Porch Brothers Buy $140,000 Building
Porch Brothers, of Johnstown, Pa., have just
purchased a $140,000 building directly opposite
their present home, and they will greatly en-
large and improve their new home, and make
it one of the finest in the state.
E. C. Rauth, of the Koerber-Brenner Co., of
St. Louis, was a recent caller at the Buehn
offices.
Important New Cirola Distributors
The Cirola Distributing Co., Inc., distributors
of the Cirola phonograph, has appointed many
new representatives for its line among dealers
throughout its territory. Among the most prom-
inent contracts closed recently was -with Gimbel
Brothers' large department store of this city,
and the Supplee-Biddle Hardware Co., one of
the large wholesale houses of the East. Al-
though the Cirola phonograph is an all year
round proposition, the coming of the vacation
season has created a very large demand for this
portable machine.
Louis Buehn Co. to Remodel Store
Louis Buehn reports a very satisfactory busi-
ness of late. He states that shipments from the
factory during the month made it possible for
his firm to close the largest April business in
its history. So far as Mr. Buehn can learn, the
demand for Victor goods is being maintained
and will keep up, his dealers believe, throughout
the year. - The Buehn Co. has just about let the
contract for the remodeling of the building
which it recently purchased. Each man will
have his own private office on the east side of
(Continued on page 98)
Cc% Phonography'MarvelousTone
wonderful tone and quality.
The Dealer's Opportunity
Opportunity to know and sell the
"VITANOLA"— the Talking Machine of
Plays all records.
Write for Catalog; Your Opportunity
for LARGER SALES and PROFITS
Vitanola Distributors Company
Eastern Penna, Delaware, New Jersey, Maryland
1025 Arch Street PHILADELPHIA
May 15, 1920
THE TALKING MACHINE WORLD
97
PENN POLICY
As a Victor distributor we feel that the responsibil-
ity resting upon us today is far greater than in the
past and in distributing Victor products we aim to
protect and serve the best interests of the trade
throughout our territory.
When Victor shortage was greatest we moved into
our present large quarters and prepared for the ex-
pansion we believed was bound to come after the
war. As a result of this foresight we are well
equipped to render efficient service in its broadest
sense.
Our continuing aim is to serve those dealers who
display both enterprise and courage in the exploita-
tion of OUR line.
Penn Phonograph Company, Inc.
Exclusively Victor 913 Arch St.
Wholesale Only Pkiladelpkia, Penna.
98
THE TALKING MACHINE WORLD
May 15. 1920
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96)
LYRIC RECORDS
The Lyric records are lateral cut
and will play on any machine.
New issues June 1st, 1920.
Write for catalogs and discounts
UNITED MUSIC STORES
1124 Walnut St., Philadelphia, Pa.
Exclusive Philadelphia Jobbers of
LYRIC RECORDS
CONNOR1ZED MUSIC ROLLS
the storeroom, with Mr. Buehn's office in the
rear, and Mr. Miller's office brought from the
second floor. The Buehn Co. is an enthusiastic
booster of the Victor salesmanship school
offered at the Camden factory, which covers two
weeks of lectures by experts, and Mr. Buehn
has personally been making a thorough solicita-
tion of the firm's dealers in Philadelphia and
Pennsylvania to have them attend this course,
and with splendid results.
Eddie Cantor Week With Emerson
This is Eddie Cantor week with the Emerson
Philadelphia Co. and Manager Fox, of the
Emerson, has arranged a full week of events,
most important of which will be the first general
meeting here of the Philadelphia Emerson deal-
ers to be held on Friday at 2 o'clock in the aft-
ernoon. The entire personnel of the New York
Emerson Co. is expected here to address the
dealers, including Victor H. Emerson, manager
and president of the Emerson; H. G. Leeming,
vice-president and general manager; B. D. Colen,
secretary; Arthur H. Cushman, director of sales;
Joseph I. Carroll, manager of sales; Arthur
Bergh, director of recordings, and other promi-
nent men of the company. Mr. Fox says that
the Emerson business in Philadelphia in April
was phenomenal. Shipments came through
fine. He is awaiting with interest for the con-
vention's announcement as to the Emerson
phonograph, and as to the definite policy and
future plans for the handling of this instrument.
Casper Installs Unico Booths
Peter Casper, of Wilmington, Del., who has
an exclusive Brunswick establishment in that
city, is putting in a full line of Unico booths.
The Endicott Co., of Atlantic City, has also
contracted with the Unico Construction Co. for
booths and record shelves and rooms. They
opened their place May 1.
Shipment of Machines Improves
The Philadelphia Show Case Co. has succeeded
in getting through several large Sonora ship-
ments and the dealers seem delighted that they
have at least a few Sonoras to sell, for they
have a long waiting list to be supplied. The
firm has just had the largest April business in
its history. F. J. Cooper, of the New York
offices, was a recent visitor. With the freight
embargo removed, Manager Chew, representing
the Brunswick here, states that goods have been
coming through in a much more satisfactory
way. The firm's record business has been phe-
nomenal, the dealers simply scrambling for the
new list, which they expect to fully supply in a
short time.
Penn Victor Dogs Going Strong
The Penn Phonograph Co. is still doing a
land-office business with the Penn Victor dogs.
While at the offices recently a substantial order
was received for these dogs from the Paul Gale
Greenwood Co., of Norfolk, Va. Recently this
firm ordered 2000 Penn Victor dogs, with their
imprint on the pedestal, through Cohen &
Hughes, distributors in Baltimore. They gave
these dogs away to purchasers as souvenirs, but
the stock lasted but a short time and they wired
the Penn for 3000 additional dogs.
Visitors at Penn Offices
The Penn Co. notes that it had a fine increase
over last year in April, and a fine increase over
each of the preceding weeks. Among recent
Penn visitors were: E. I. Shaffer, of Shaffer &
Kramer, Lock Haven, Pa.; Mr. Gallo, of the
Horton-Gallo-Creamer Co., of New Haven,
Conn., which handles the Penn dogs in that sec-
tion; Eugene M. Francis, of Omaha, Neb., and
W. W. Staylor, of Huntingdon, Pa.
Blake & Burkhart Have Fine Month
The Edison representatives, Blake & Burk-
hart, at Eleventh and Walnut streets, enjoyed
a very satisfactory April and, while they were
short of stock most'of the time, they were able
to get a number of machines here through the
use of trucks. They have also received quite a
number of Sonoras during the month, as well
as Cheneys. E. Luedeke, formerly manager of
the Edison department at the Ludwig house,
opened recently a very attractive Edison shop
at Fifty-second and Baltimore avenue.
Victor Shipments Coming Through
Harry W. Weymann, of H. A. Weymann &
Son, notes that Victrolas and Victor records
are coming through very much better now. In
April there was a considerable increase in ship-
ments over March. A large increase in the
shipment of records has been promised early in
May. "We firmly believe," says Mr. Weymann,
"that it will be to the interest of the Victor
dealers who are and have been handling other
makes of machines during the extreme shortage
to now concentrate their entire attention on the
sale of the Victor product exclusively, the same
as many had done during the war."
A. J. Heath, the Okeh record man, reports
that his business has shown quite an improve-
ment right through April. Several new dealers
have been added.
Visitors of the Week
Among the recent Columbia visitors here
were: The late General Auditor Dorian; Man-
ager Bloom, of the Lauter Co. of Trenton;
Walter A. Grim, of the Regal Umbrella Co.,
New York; Calver' Anderson, of Wilmington;
Mr. Heller, the Columbia dealer at Reading;
J. T. Monroe, from the New York Columbia
offices, who was here going over the books, and
who succeeded Mr. Dorian as general auditor,
and Mr. Mann, from the Boston Columbia
house, who stopped here on his way to Seattle,
where he will take charge of the Columbia
store in that city. Assistant Manager Jennings
left last Friday for a week's visit to his former
home in West Virginia, stopping in Pittsburgh
er, route. Manager N. J. Wil.ox spent ten days
on a fishing trip to Sebago Lake, Maine, during
the month.
Getting Satisfactory Shipments
B. B. Todd, who has two stores here, reports
that he has been getting Victor machines in
satisfactory shipments, but that he is short in
Sonoras. He was visited by Charles Jacob, on
his way home from Washington.
New Pathe Dealers Appointed
Walter L. Eckhardt, of the Pathe Shop, is
highly elated over the business done in April.
He had been tied up somewhat in shipments
early in the month, on account of the strike, but
eventually was able to get merchandise out to
the satisfaction of his dealers.
Among the most recently appointed Pathe
dealers are: M. Kowetz, of Easton, Pa., who
opened a Pathe Shop at Phillipsburg, N. J., on
May 1; J. G. Sterchi Co., of Johnson City,
Tenn.; L. M. Nelson, 1103 Broadway, Camden,
N. J., and P. C. Penser, Adams street, Scran-
ton, Pa.
Joins Penn Co. Forces
The Penn Phonograph Co., Inc., Victor dis-
tributors, who placed the miniature Penn Victor
dog on the market, announce the addition of E.
J. Chapman, of Rochester, N. Y., to its exten-
sive list of distributors of this popular novelty.
MOTORS— TONE ARMS
Double spring motors, complete, including 12 in.
T. T. samples $5.00, dozen lots $4.50, 100 lots
$4.25, No. 6 tone-arm and reproducer, first quality,
samples $3.75, dozen $3.50, No. 7 tone-arm and re-
producer, best, samples $5.50, dozen $5.25.
EVERYBODY'S TALKING MACH.CO.
Authorized Distributors
He in em an & Melsselbach Motors
38 N. Sth Street, Philadelphia, Pa.
Delivered to Your Doors by Motor Truck
The nation-wide freight tie-up of the last few weeks has emphasized
the soundness of the Solotone policy of motor truck deliveries.
Our customers who buy in quantity have not been embarrassed by depleted stocks.
We solicit,, business from progressive merchants within trucking distance of New York and
Philadelphia. Ask for information on New Series Solotones.
Executive Offices:
1727 Chestnut Street
Philadelphia, Pa.
Factories: Washington, N.J.
Lititz, Pa.
Publicity Director,
SOLOTONE MANUFACTURING CO.
PHILADELPHIA, PA.
The Talking Machine World, New York, May 15, 1920
Lateral
Cut
QKtk
Records
Eighth Supplement
Ready Now
4079
10-in.<!
$1.00
4081
10-in.<|
$1.00
4082
10-in.-^
$1.00
I'LL SEE YOU IN C-U-B-A— Tenor, with Rega
orch Billy Murray
DARDANELLA— Tenor, with Rega orch.,
Billy Murray
fSEE OLD MAN MOON SMILE— Baritone duet,
Al. Bernard-Ernest Hare
CHASIN' THE BLUES— Baritone Al. Bernard
ALL I WANT IS YOU— Tenor, with orch.,
Henry Burr
WHEN MY BABY SMILES— Baritone, with
orch. Bert Franklin
4083
10-in.
$1.00
4084
10-in.
$1.00
fOLD FASHIONED GARDEN— Tenor, with
orch .Sam Ash
VENETIAN MOON— Baritone, with orch.,
Joseph Phillips
MELODIOUS JAZZ— Vocal Quartet, with Rega
orch Peerless Quartet
HE WENT IN LIKE A LION AND CAME
OUT LIKE A LAMB— Tenor, with orch.,
Billy Murray
4080
10-in.
$1.00
4085
10-in.<J
$1.00
4086
10-in.-^
$1.00
4087
10-in.
$1.00
4088
10-in.
$1.00
"MY ISLE OF GOLDEN DREAMS— Waltz,
Saxophone Sextet Joe Thomas Sax-o-tet
IN AND OUT— One-step, Saxophone Sextet,
Joe Thomas Sax-o-tet
SEE-SAW (Intro.: "When Two Hearts Dis-
cover," from Musical Comedy, "See-Saw")
— Fox-trot. . .Green Brothers Xylophone Orch.
KORINTHIA— One-step,
Joseph Knecht's Waldorf-Astoria Dance Orch.
LONE STAR (Intro.: "Just Say the Word")—
Fox-trot ...Rudy Wiedoeft's Palace Trio
DESERT DREAMS— Fox-trot,
Selvin's Novelty Orchestra
AFGHANISTAN— Fox-trot,
Selvin's Novelty Orchestra
BUDDHA (My Own)— Fox-trot- -Van Eps Quartet
WAITING UNDER WESTERN SKIES—
Waltz. ... Green Brothers Xylophone Orchestra
SOMEBODY— Novelty One-step,
Rega Dance Orchestra
Dealers'
Service
Every Okeh Dealer should use our Window Display Ser-
vice. It has tremendous sales value. The Eighth Bulle-
tin Display is now ready. Order from your distributor.
Dealers'
Service
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street - - - New York City, N. Y.
May 15, 1920
THE TALKING MACHINE WORLD
99
TALKING MACHINES FOR EMPLOYES
General Electric Co. Installs Outfits in Lamp
Plant in Cleveland for Entertainment of Em-
ployes During Hours of Recreation
Cleveland, O., April 26. — The National Lamp
Works of the General Electric Co., in the model
plant at Nela Park, East ■ Cleveland, has in-
stalled several talking machines to interest em-
ployes during recreation hours and the mid-day
luncheon period. In the cafeteria catchy fox-
trots from musical instruments whet the appe-
tites of employes, while in the bowling alleys a
phonograph beats the time to spares and strikes
of the men, and on the dance floor every noon
the girls find recreation and enjoyment sway-
ing rhythmically to the strains of some popular
dance number. Miss Crowley, head of the com-
pany's service department, says that no feature
has contributed so much to the efficiency and
happiness of the girl employes as has the noon-
day music, as the girls, she says, go back to
their duties refreshed, soothed and rested, and
their minds in "perfect tune with their work."
PHONOGRAPHICALLY SPEAKING - "IMICO" DIAPHRAGMS TALK FOR THEMSELVES
MICA DIAPHRAGMS
AVAIL YOURSELF OF OUR EXTENSIVE and ADEQUATE FACILITIES and ELIMINATE YOUR DIAPHRAGM
DIFFICULTIES. Why not begin right— NOW-and CONNECT with the MANUFACTURER of the LARGER CONSUMERS
INTERNATIONAL MICA COMPANY
Executive Dept. Sales Dept. and Factory Mines
1228 Filbert Street 37th and Brandywine Streets Amelia County, Va.
Philadelphia, Pa. West Philadelphia, Pa. Tilton, N. H.
SAN FRANCISCO, CAL., WALTER S. GRAY MONTREAL, CAN., ARTHUR K. KEMPTON
PRACTICALLY IMMEDIATE DELIVERY OF THE VARIOUS DIAMETERS FROM 1-21/32 TO 2" INCLUSIVE
SAMPLES AND QUOTATIONS PROMPTLY SUBMITTED UPON RECEIPT OF PUBLICATIONS
COMMUNICATE NOW— MAKE YOUR CONNECTION- AND BE PREPARED FOR THE "RUSH"
J. J. CALLAHAN AGAIN WITH EDISON
Becomes Territorial Supervisor in the Far West
Upon Return From Army Service
John J. Callahan, who is well known through-
out the Edison trade, returned to the Edison
laboratories on May 1 and became the territorial
I
1
I
I
The Franklin
A PHONOGRAPH OF DISTINCTION
: 1 1 1 1 1 - -i 1 1 1 . 1 1 1 i ■ i ! i ill 1 1 ; i.ii
llllllllllllllllllljlllllllllllllllllllllllllllllimillllllNlimillllilllllllllllllllllllillim
You can dance or play
the most delicately
shaded selections with
equal satisfaction on
the New Franklin, as
we have at last com-
bined volume and tone
in the new horn or
tone chamber of the
Franklin.
When do you want
your sample shipped ?
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinii i iimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
LOUIS XVI
The Franklin
FRANKLIN Pf
1 0th and Columbia Ave.
Is Different
H COMPANY
INCORPORATED
PHILADELPHIA, PA.
NEW YORK OFFICE — 253 West 42nd St., New York City
WM. RASHALL, Manager
1
i
i
1
I
supervisor in the West, including the Pacific
Coast States.
Edison dealers remember Mr. Callahan as the
"soldier supervisor," as he twice gave up the
supervisorship to answer the call of the colors,
and twice returned again to resume his former
job. After spending the Summer of 1917 on
the Texas border as a first lieutenant in the
Seventy-first Infantry, New York, he again en-
tered active service early in 1918 and later
crossed the Atlantic with the 105th Infantry,
A. E. F. While on the Western front, where
he saw particularly hard fighting, he was both
wounded and gassed. After the armistice was
signed he returned to the United States with
the rank of captain.
In coming back to the Edison Co. Mr. Calla-
han left, the Industrial Finance Corp. of New
York.
HARLEM DEALERS COOPERATE
Six talking machine dealers in the Harlem
section of New York recently used a full page
in the Harlem Home News to feature the Vic-
trola IV for Summer use. This co-operative ad-
vertising enabled these dealers to dispose of
their stock of Victrola IV's and was very at-
tractively conceived, showing the little instru-
ment in use in camp and on the water in a
canoe. The dealers using this publicity were
Kranich & Bach, S. B. Davega Co., Theo. Arison,
F. Bullenkamp, Albert Sichel and Schabel Bros.
COLUMBIA MEN TO DANCE
The employes of the executive offices of the
Columbia Graphophone Co. will hold an in-
formal ball at the Waldorf-Astoria Hotel on
May 21. Lester L. Leverich, advertising man-
ager of the company, is chairman of the various
committees who are in charge of the evening's
festivities, and, judging from all indications,
this event will be even more successful than
the Columbia affairs which have been given in
previous years. ■
MZTCNEDV
EACH NEEDLE
PLAYS 10 RECORDS
THE ORIGINAL AND FASTEST
SELLING MULTI-PLAYING NEEDLE
ASK YOUR JOBBER
Manufactured by
SUPERTONE NEEDLE WORKS
18 W. 20th St., New York
100
THE TALKING MACHINE WORLD
May 15, 1920
E. R. JOHNSON FINDS NEW GERMAN MENACE GROWING C. W. WILLIAMS TO PHILADELPHIA
President of Victor Talking Machine Co., on Return From Abroad, Declares That Inability to
Fulfil Treaty Terms Is Making the German Nation a United and Dangerous Factor
Joins Forces of the Witlin Musical Instrument
Co. to Look After Dealers' Interests
Eldridge R. Johnson, president of the Victor
Talking Machine Co., who returned last week
from an extended tour of Europe, brought with
him some interesting first-hand views of con-
ditions abroad at the present time. Mr. John-
son's comments regarding the situation in Ger-
many are particularly pertinent in view of the
wide interest now being given to the fulfilment
of the terms of the Peace Treaty by that coun-
try. In his opinion, Germany is being welded
rapidly into a solid unit, and, accepting the
leadership of the military classes, is becoming
more of a world menace than at any time since
the armistice, owing to the realization that it
will be impossible for the country to fulfil the
economic provisions of the treaty.
"It will soon be recognized that Germany is
unable to pay the huge indemnities levied
against her," said Mr. Johnson, "due to the loss
of her entire wealth. The loss of her .colonies
has cut off most of her resources and the de-
struction of her merchant marine has paralyzed
the commerce upon which she not only relied to
feed the people but which made possible her
wealth and manufactories.
"Germany has been reduced from one of the
world's progressive nations to a populace of
outcasts. Factories are still closed down, pro-
duction has ceased, transportation is at a stand-
still and the starving people are not only bitter
against the world, but are becoming more
solidly ready to rise against it.
"By destroying the country's resources the
Allies not only cause further unrest in Germany,
but hurt their own commerce as well. String-
ent economic provisions and unstable national
boundaries will provoke a continued unrest in
Central Europe, which will take years to settle.
By killing Germany commercially the rest of
the world will suffer."
Mr. Johnson looks upon the treaty as a mis-
take brought about by politicians with an eye
for the plaudits of the people. He declares the
authors have already lost caste among the pub-
lic. "A commission of the world's best finan-
ciers, with power to do away with present
Philadelphia, Pa., May 6. — Ben Witlin, presi-
dent of the Witlin Musical Instrument Co.,
which handles the Starr phonographs and Gen-
nett records as well as Vallorbes needles and
other jeweled points, has announced that C. W.
Williams, formerly the Newark and New York
representative of a prominent talking machine
manufacturer, has joined the forces of the Wit-
lin company. Mr. Williams, who has had more
than fifteen years' experience in the trade, will
look after the interests of the dealers and will
be able to offer them the fruits of his exper-
ience in selling. He is a specialist in develop-
ing a dealer's business and Starr dealers through-
out this territory will be glad to hear that Mr.
Williams has become connected with the Wit-
lin company.
0. K. HOUCK HAS A NEW JOB
Popular Memphis Citizen Appointed Chairman
of New Chamber of Commerce Campaign
E. R. Johnson
clauses in that instrument, would effect a pow-
erful treaty which could not only put Germany
upon her economic feet, quiet rumblings from
the people, but save world commerce and enable
the defeated nation to pay at least part of the
indemnities," he added.
The Utica Phonograph & Supply Co., Utica,
N. Y., has announced an increase in its capital
"from $5,000 to $30,000.
Memphis, Tenn., May 3. — O. K. Houck, head
of the O. K. Houck Piano Co., this city, has
just accepted another big volunteer job for the
advancement of Memphis and its business in-
terests. Mr. Houck has just consented to act
as commander-in-chief of the forces being or-
ganized to conduct the 1920 membership cam-
paign of the Memphis Chamber of Commerce
and is already hard at work. Mr. Houck inci-
dentally is active as chairman of the Memphis
Art Association and is also interested in the
"progressive" auctioning of a violin for the pur-
pose of raising funds for the Tri-State Hospital
School for Crippled Children. Outside of being
a member of a number of other committees
Mr. Houck has little to do except take care of
his own music business.
VICTOR
Service
A Shipping Department where
goods are re-checked from the
original order before being re-
leased, in order to insure against
any possible error which might in-
convenience the customer. An-
other part of
Andrews yicforService
W D. £H3.N. ANDRW^M/ft/^:
May IS, 1-920
THE TALKING MACHINE WORLD
Dealers— The SEASON is NOW at HAND
To Sell the
Portroia
Perfect Portable Phonograph
FOR HOME USE
P0RTR0LA I
with
Double Spring Motor
of recognized quality
Cast Iron Frame
Worm Gear Drive
Guaranteed
Instrument complete
$45.00
FOR OUTINGS
IMMEDIATE DELIVERIES
P0RTR0LA II
with
Single Spring Motor
New Design
Cast Iron Frame
Worm Gear Drive
Smooth and Noiseless
Not a Cheap Motor and
Guaranteed
Instrument complete
$35.00
Size 13^x13^x10 inches — Average weight, 16 pounds
Plays All Records With Clear Full Tone of Very Large Volume
THE TONE MAKES IT STANDARD WITH ALL GOOD PHONOGRAPHS
Both machines built like an elegant traveling case with LEATHER
CORNERS, ROUND LEATHER HANDLE, SILK GRILLE, enclosed
cast METAL HORN, UNIVERSAL TONE ARM, and NEEDLE REST;
CLIP for holding Tone Arm when carried; RECORD COMPART-
MENT and NEEDLE-BARREL for carrying needles.
ORDER YOUR SUPPLY NOW FROM YOUR NEAREST DISTRIBUTOR
PROFITABLE PROPOSITION FOR YOU
HE HAS A VERY
Annapolis, Md Globe Furniture Co.
Boston, Mass Brown, McManus & Co.
Chicago, 111 Wade Talking Machine Co., 14-20 N. Michigan Ave.
Detroit, Mich. Iroquois Music Co.
Dunsmuir, Cal Northern California Music Co.
Des Moines, la Mocking Bird Phonograph Co.
Kansas City, Mo Tri-State Sales Co.
Richards & Conover Hardware Co.
National Phonograph Supply Co.
Long Beach, Cal Barnum's Phonograph Co.
Middletown, N. Y F. W. Mead Co., Masonic Temple.
Milwaukee, Wis A. G. Kunde, 516 Grand Ave.
New York City Brown, McManus & Co., 51 E. 42nd St.
Philadelphia, Pa Heath & Gorham, 26 So. 15th St.
Pittsburgh, Pa. Newton B. Heims, 3009 Jenkins Arcade Bldg.
Portland, Ore The M. J. Wax Co., 203-206 Fenton Bldg.
St. Louis, Mo Associated Furniture Manufacturers.
St. Louis Phonograph Sales Co.
Fairy Phonograph Lamp Co. of Missouri
Closed View
A LIMITED NUMBER OF DISTRIBUTORS CAN MAKE CONNECTIONS TO HANDLE THE
PORTROLA IN DISTRICTS NOT ALREADY TAKEN
Portable Phonograph Company
( Incorporated )
Reserve Bank Building KANSAS CITY, MISSOURI
Closed View
102
THE TALKING MACHINE WORLD
May 15, 1920
IMPORTANT!!
To All Dealers
Distributors
Records
"Coast" to
"Coast"
Service
Regardless of
Location
"Our Service"
Means Money
to You
TELEPHONE RANDOLPH 703
lip. Dealer:
Every day there oomes to our attention one or
more new Phonograph Aeoeeeories. Likej everything elee,
some are good, eome are not.
Our especially organized! "Service Department"
ferrets these out and segregates the good from the bad and
only presents those that have been thoroughly tried.
Our prices are the lowest and our service the
best. On this is based the enormous growth of the "Wade
Talking Machine Company."
We enclose herewith a post card which we urgent-
ly advise you to sign and mail immediately. There is
no charge of any kind for this service.
We will promptly furnish any Information desired
on the subject of Phonograph Accessories, and high grarW
maohines prioed right.
WADE'S
Line Complete
Dealer.
Our prioes and servioe mean dollars to you Mr.
Assuring you of our desire to serve you, we are,
Yours very truly,
WADE TALKING MACHINE CO.,
Chioago's Great Wholesale Supply House.
WHW/MM.
President.
All Finishes
Highest Grade
Equipment
FOR TALKING MACHINE INFORMATION
FOR ACCESSORY INFORMATION
WADE TALKING MACHINE CO.,
Chicago's Largest Gen. Phono. Supply House.
Gentlemen:
We are interested in receiving information and lowest
prevailing prices on all High Grade Talking Machines that
will prove beneficial to ourselves and trade. We to pay no
charges of any kind for this service.
We are especially interested in new bulletin which will
be out soon.
Firm Name.
Address
City-State . .
WADE TALKING MACHINE CO.,
Chicago's Largest Gen. Phono. Supply House.
Gentlemen:
We are interested in receiving information and lowest
prevailing prices on all present and new Phonograph
Accessories that will prove beneficial to ourselves and
trade. We to pay no charges of any kind for this service.
We are especially interested in new bulletin which will
be out soon.
Firm Name
Address
City- State
CUT OUT AND MAIL
"WADE"
"WORLD"
"SUPREME"
"PORTROLA"
High Grade Machines |
Priced Right
I
CUT OUT AND MAIL
12-20 NORTH MICHIGAN AVE., CHICAGO
May 15, 1920
THE TALKING MACHINE WORLD
103
Barrientos' soprano solo of the shadow
song "Ombra leggiera" from Dinorah is a
record that every dealer will selL Colum-
bia 49596.
Columbia Graphophone Co
NEW YORK
PITTSBURGH TALKING MACHINE DEALERS ENJOY DINNER
Jolly Crowd and Enjoyable Program Features of Gathering at Hotel Chatham — Address by
French Nestor — New Quarters for Emerson — Foreign Records in Favor — Braddock Co. Fire
Pittsburgh, Pa., May 7. — The past month has
been an unsettled one in the talking machine
trade in the Pittsburgh district. The railroad
strike hampered incoming and outgoing ship-
ments of talking machines to a marked extent.
In fact, some of the talking machine dealers
were rather short of certain models of machines
during the past fortnight. There was also a de-
lay in the receipt of records. Nevertheless,
practically all of the dealers and wholesale dis-
tributors seen by The World representative re-
ported that April business would show a marked
increase over the same period a year ago.
One of the important events in talking ma-
chine circles during the month was the fifth
anniversary dinner of the Pittsburgh Talking
Machine Dealers' Association, which was held
at the Hotel Chatham on Wednesday evening,
April 21. It was a jolly crowd of dealers that
assembled in the big dining hall and there was
merriment and happiness from the start of the
dinner until the lights were turned out. J. H.
Phillips, the president, presided with his usual
grace and charm of manner, and made all pres-
ent feel at ease. In seating the guests, instead
of the usual place card being used with names
of the guests, there were quotations or sayings
much used by the individual talking machine
men and easily recognized. There were more
than sixty dealers at the dinner, which was a very
elaborate one. The evening was one long to be
remembered for the various funny and amusing
events that transpired. There was a strike of
the waiters, a strike of the jazz orchestra, a
revenue officer (bogus) came in to see if any
drinks with "kicks" were being served and then
there was a raffle for an automobile and the
lucky (?) winner, instead of drawing a high-
powered Locomobile, or even a Ford, had to
be content with a toy car. All of these events
were "planted" in advance by the committee of
arrangements, who did their work exceedingly
well and- arranged a dinner and a program of
"happenings" that were keenly enjoyed by all
who were fortunate enough to be there.
One of the interesting talks of the evening
was made by French Nestor, of the Standard
Talking Machine Co., who was the first presi-
dent of the Association. Mr. Nestor gave a
pleasing resume of the early days of the Asso-
ciation and predicted a brilliant future for it.
President Phillips was also heard from in one
of his characteristic talks. The committee in
charge of the dinner consisted of George H.
Rewbridge, of the W. F. Frederick Piano Co.;
Henry Wood, manager of the Boggs & Buhl
talking machine department; J. J. Murray, of
Spear & Co.; A. R. Meyer, manager of the
Joseph Home Co. talking machine department,
and President Phillips. The Association is one
of the most influential of its kind in the Steel
City and has within its membership all of the
leading talking machine dealers. They meet
every month and all of the meetings have for
their .aim the welfare and success of the mem-
bers, individually and collectively. Much regret
was expressed at the absence, due to illness, of
Jacob Schoenberger, the well-known president
of the Lechner & Schoenberger Co., Victor, Co-
lumbia and Edison dealers. Mr. Schoenberger
is one of the original association members.
The Emerson Sales Co., of which Jacob
Hirsh is the active head, has taken new and
larger quarters at 123-125 Water street, where it
has ample space for its growing business re-
quirements. The company was formerly located
at 4018 Jenkins Arcade. Mr. Hirsh stated that
sales of Emerson records are expanding very
rapidly and that he finds it difficult to take on
new clients.
Joseph Kalman, manager of the foreign record
department of the Pathe, with headquarters in
New York and Brooklyn, spent several weeks
(Continued on page 104)
T TOW would you like to have your
shelves FREE of all Victor cut-out
records when the time for exchange comes?
The first gun in our campaign for this result
is now ready for action. It is double bar-
relled— strong, compelling hangers featuring
select group of records generally available — display
cards for booth or window richly hand-colored.
Orders for cut-out records from any part of the
country promptly filled- at regular dealer prices.
These few show the character of
the records featured:
17762 S My Own Venetian Rose Campbell-Burr
.85 (Flame of Love Brown-Harrison
17606 ( Parisimo One Step "Victor Military Band
.85 (Jamais Trop (Never Too Much) . .Victor Mil. Band
18021 !'Tis the Day Karle
.85 (I Know of Two Bright Eyes Karle
18875 5 Juliet's Slumber Victor Concert Orchestra
.85 (Venetian Love Song Victor Concert Orchestra
17977 (In A Dusty Caravan Reed-Harrison
.85 (Allah! Give Me Mine McClaskey
35406 (Do The Funny Fox-Trot Victor Military Band
$1.35 (Bubi Fox-Trot Victor Military Band
Cards for booth or
window richly colored
by hand process.
Hangers to fit wall
racks, featuring cut-
out records. This
material furnished at
actual cost. Write
immediately for prices.
Address Dept. C.
Stewart Talking Machine Company
Exclusive Victor Distributors
INDIANAPOLIS, INDIANA
104
THE TALKING MACHINE WORLD
* May 15, 1920
PITTSBURGH TRADE ENJOY DINNER
(Continued from page 103)
in Pittsburgh the past month for the purpose of
promoting the sales of the Pathe foreign rec-
ords. He came under the auspices of the Pitts-
burgh Talking Machine Co., Pathe distributors,
and visited the Pathe dealers in the Pittsburgh
territory. He was accompanied on some of the
trips by Alfred Frank and J. W. Lee, two of
the Pathe roadmen, and H. J. Brennan, manager
of the company, lent all aid possible to make
the visit here of Mr. Kalman profitable and
advantageous. Mr. Kalman, in speaking to The
World representative, emphasized the point that
there was no better or more lucrative field in the
country for the promotion of sales of foreign
records than "right here in the Pittsburgh sec-
tion." Mr. Kalman placed stress on the fact
that Pathe foreign records should find a ready
sale due to the -fact that they were made in
the "right atmosphere." By this he meant that
a Polish record is made and recorded in Poland,
a French record in France, a German in Ger-
many, and a Hungarian in Hungary. "In this
particular way," remarked Mr. Kalman, "the real
spirit and soul of the national air is carried
into the record and there is real foreign music.
The department over which I have the honor to
preside is well equipped for giving intimate
service to Pathe dealers in Pittsburgh as well
as elsewhere, and I would welcome inquiries
from those of our dealers who are interested in
making better and larger returns on the Pathe
foreign records. As a result of my visit to
Pittsburgh I feel sure that there will be an in-
creased sale of these records. I found the deal-
ers eager to learn more about the work of my
especial ■ department."
The Braddock Furniture Co., one of the larg-
est establishments of its kind in Allegheny
county, was destroyed by fire and a number of
Pathe phonographs and records were con-
sumed. An incident of the fire was the fact
that a few minutes before the fire alarm was
sounded J. W. Lee, of the Pittsburgh Talking
Machine Co. staff, and Mr. Kalman were in the
store and had booked an order. They had to
run "for their lives," Mr. Lee explained in re-
lating their close call.
Among the new Pathe dealers who will be
served by the Pittsburgh Talking Machine Co.
are J. W. Brown & Co., Canton, O.; Murdoch
Art Co., Ironton O., and Henry Probst, Midland,
Pa.
Louis Menzer, the well-known proprietor of
the Menzer Talking Machine Shop, exclusively
Victor, at 1314 Fifth avenue, is planning to
make a number of important changes and al-
terations to his place of business. Mr. Menzer
has purchased the property adjoining his pres-
ent place of business and intends to install a
new front and additional new booths, using the
Unico system.
Mather Bros., of New Castle, Pa., Victor
dealers, are planning extensive alterations to
their place of business. They will much enlarge
their store and will install- eight additional
booths, using the Unico system. Mather Bros,
are one of the leading exclusive Victor dealers
in western Pennsylvania, and have built up a
large and growing trade.
D. Krassick, of Monessen, Pa., Victor dealer,
intends to enlarge his talking machine depart-
ment, and will also utilize the Unico system.
The Aaron Co., of Connellsville, Pa., is about
to greatly enlarge its Victrola department. The
firm will add new equipment in the shape of
booths and showrooms in order to care for their
increasing trade.
Joseph C.< Roush, president of the Standard
Talking Machine Co., has returned to Pitts-
burgh with his family after a Winter's sojourn
in Florida.
The S. Hamilton Co. the past month cele-
brated its fiftieth anniversary, and special sales
were held in all departments. The Hamilton
Co., one of the leading music houses in the State,
operates four stores, one at 815-817 Liberty ave-
nue; one in East Liberty, another in Wilkins-
burg, and one in Millvale. T. E. Shortell is
manager of the talking machine department,
where the Victrola and Columbia Grafonola
are sold.
The Philadelphia Talking Machine Co., dis-
tributor of the Sonora phonograph in the Pitts-
burgh territory, through Manager Miller, re-
ports a strong demand for Sonoras and Okeh
records, which are also distributed. Mr. Miller
stated that the only handicap to unlimited sales
was lack of goods, due to the railroad tie-up.
MUSICIANS LIKE POPULAR MUSIC
Composer Tells of Experience With Highbrow
Talking Machine Owner
"There should be a law enacted against high-
brows as well as against high buildings," said a
well-known musician the other day. "A zone
law is what I mean. Either one is well enough
in its place. But some such plebeian structure of
mind is needed among poets and musicians as is
needed among architects who are called upon
to draft plans for a loft building, a warehouse
or a tenement.
"The matter was called to my attention the
other evening when I called at a home where
the only musical instrument was a talking ma-
chine installed for the young people's dancing.
It was an excellent instrument, but my host
hesitated to play it in my presence. Both the
man and his wife are lovers of good music, but,
I discovered, a little 'highbrow.'
"Finally I went through their records myself
and found some most excellent things. Just
because I am labeled a classical musician is no
reason why I do not like the popular stuff the
same as anyone else. I can beat some of my
banker friends at mental arithmetic and I think
at a mathematical puzzle.
"Most popular music is rot, I'll admit, but
I am always willing to listen to a new popular
piece. Every once in a while one of them is
bully."
Ideal for the
Vacationist
Although the Cirola is a good all year
round selling proposition, the extreme ease
with which it may be carried makes it
especially attractive to the Vacationist.
Dealers would do well to take care of
this trade with the Cirola. It measures
x liy2n x 6V2\ is attractive in
appearance. It is without sound cham-
ber, has remarkable tonal volume and
has many exclusive features.
Territory is also open for distributors.
Write today.
Cirola Phonograph Corporation
Factory General Offices
1227 Germ an town Avenue Colonial Trust Co. Bl'd'g
Philadelphia, Pa.
May 15, 1920
THE TALKING MACHINE WORLD
WILL YOU HOLD THE BAG?
Whether you will sell the genuine or the replica — is for YOU to
determine— NOW. THE REPEATER-STOP STAYS PUT. Prac-
tically every jobber of consequence handles it — JOIN OUR HAPPY
I FAMILY.
t
PATENTS?
READ
THIS
After you read this there should be no further
argument necessary concerning patents. We
admonish you, make sure you're on the right side
of the fence — both dealers and jobbers handling
infringing devices are liable — this opinion is
from one of the most prominent patent firms,
therefore unquestionable.
EPHRAiM Banning. 1073-1907
THOMAS A. Banning
SAMUCLVV- BANNING
THOMAS A BANNING. JR
CKHRAIM BANNING, JR.
Banning and Banning
COUNSELORS AT LAW
THE MARQUETTE BUILDINO
CHICAGO
PATENT. TRADE MARK
AND COPVRIGHT CAUSES
THE REPEATER-STOP MAKES
A RECORD MILES WIDE
April 13, 1920.
The Repeater-Stop Company,
115 S. Dearborn Street,
Chicago, Illinois.
Gentlemen:
Answering your inquiry regarding scope of protection af-
forded you by patents Nos. 1,060,955, 1,062,399, 1,275,823,
1,282,916 and 1,317,259, under which you are exclusive licensees,
we have to advise as follows:
These patents cover any repeating device for sound repro-
ducing instruments in which is combined —
(1) A track bar extending beneath the sound box, a de-
vice for raising one end of the trade bar, and a turntable that
operates when the track bar is let down.
(2) A track bar extending beneath the sound box, a turn-
table brake that uses a spring, and a connection between these
parts such that the brake operates only after the track bar has
been raised a desired number of times.
(3) A track bar extending beneath the sound box, a device
for raising one end of the track bar, and an element which causes
the track bar to be raised only when the sound box has been moved
a desi red distance.
(4) A track bar extending beneath the sound box, a screw
device rotating with the turntable for raising the track bar,
and an element in the path of the sound box adapted when engaged
to cause the screw device to raise the track bar.
(5) A track bar adapted to be first raised and then
lowered under the action of a reversely threaded screw device.
Prom our investigation of this subject, we have to advise
that you have ample protection against infringers. It is further-
more our opinion that you do not in any manner infringe upon the
rights of others. , Yours very respectfully,
Each and every Repeater-Stop is thoroughly tested by three oper-
ators before leaving our factory — it is built accurately and with
the precision of a clock — staunch to withstand constant use — and
so simple a child can use it.
EVERY BUYER OF A DANCE
RECORD IS A PROSPECT
That the Repeater-Stop can be set
and regulated to replay a record
once, twice, three times, or con-
stantly— and stop automatically
with the needle suspended from the
record — is a feature all its own —
which adds a "safety first" feeling
to the user while dancing and in-
creases the pleasure derived from
the phonograph a thousandfold.
The Stop is Automatic and Positive
Repealer*Slop
Each genuine instrument bears our trade-mark
Repeater-Stop Co.
115 South Dearborn St., Chicago
Canadian Distributors
I. MONTAGNES & CO.
Toronto
106
THE TALKING MACHINE WORLD
May 15, 1920
II
DON'T BE A BROKER
Mr. Victor Dealer
The retail dealer who conducts his business as a broker is largely responsible
for the factory-owned chain-store system. Some of these manufacturers have
found that their advertising and good will have been diverted by the independent
dealer and they refuse to be the victim of disloyalty and substitution.
Leading manufacturers to-day in all lines are producing a standard product,
wherein the highest quality of material and workmanship is essential. When a
campaign of national advertising is mantained, permanent demand and good will
should result.
The oldest and most economical method of distribution has been found to be
through independent wholesalers and retailers. This, however, is true only when
they prove to be dependable from every standpoint.
VICTOR Talking Machines and Records have been sold under this system
of distribution and VICTOR SUPREMACY is not only a tribute to the VICTOR
Company and its product, but also to its distributors and dealers.
VICTOR SUPREMACY has been achieved by specialists and not by brokers.
You are merely a broker, Mr. VICTOR Dealer, if you are indifferent as to the
number of competing Instruments and Records you attempt to market. You
cannot inspire the fullest confidence.
Be a specialist if possible — select a line you can stand back of, and then you
can demand the best support during a shortage.
There are to-day only a small number of manufacturers with a line of Talking
Machines and Records that uistifies a policy of specialization.
In making your selection you should forecast most critically your future
success.
We are specialists, and our choice may not be yours. We predict, however,
that the most successful Talking Machine dealers in the future, as in the past, are
going to be specialists and not brokers.
What do you think, Mr. VICTOR Dealer?
81 R
Talking Mach ine Co.
OT. Neap Church St. New York
EADE OT. Neap Church St,
VICTOR DISTRIBUTORS — WHOLES ALEJONLY
May 15, 1920
THE TALKING MACHINE WORLD
107
GREAT GATHERING OF EDISON DEALERS IN MINNEAPOLIS
Wm. Maxwell, Fred Babson and Others Address Meeting Held Under Auspices of L. H. Lucker
—Great Columbia Gathering on May 5— Dyer & Bro.'s Attractive Store— Business Active
Minneapolis and St. Paul, Minn., May 6.—
Service is the keynote of the idea that W. J.
Dyer & Bro. had in planning some new fea-
tures in their Victrola department. The house
recently has completed and put into use a model
talking machine store with a model demonstra-
tion booth and a model display window. Near-
by is a nicely finished and furnished parlor for
the sole use of visiting Victrola dealers. The
store with its booth and show window is fin-
ished in a pleasing shade of gray green with
ivory trimming and the wall paper design har-
monizes excellently in color. The show window
will have a plate glass front and modern light-
ing arrangements. It will be dressed from time
to time by expert window planners. This model
store is intended as a mark of appreciation of
the loyalty and zeal of the Victor dealers of the
Northwest in co-operating with W. J. Dyer &
Bro. to advance the public esteem for Victor
goods. Visiting dealers undoubtedly will find
many ideas in the new features which will be
useful in planning their own establishments.
The services of the educational, advertising,
window dressing and credit departments of the
company are to be at the disposal of visiting
dealers.
Two hundred Edison dealers accompanied by
100 ladies met with Laurence H. Lucker in
Minneapolis on April 19-20 for one of the most
pleasing, instructive and all-around successful
dealers' meets in the country. Sales plans for
1920 were outlined by William Maxwell, gen-
eral manager of the Edison Co., and Fred Bab-
son of Chicago and were discussed by Messrs.
Scholes, Milwaukee, and Moses, Omaha, well-
known Edison distributors and local dealers. In
the evening of the first day the party was en-
tertained in the gold room of Hotel Radisson
with a banquet, speeches, a musical entertain-
ment and a soiree dansant. Mr. Maxwell led
off with the spellbinders; Miss Lucile Holliday,
the wonder worker, led the community singing,
while Amy Ellerman, the Fleming trio and Ger-
trude Hall supplied musical numbers. Miss
Anna Case, the American prima donna and Edi-
son star, was present but did not sing. On the
following day there was a general discussion of
business matters and talks by Editor Davidson
of the Farmer, J. H. De Wild, of the State Uni-
versity, and others.
At this session was launched the Lucker's
Thousand Dollar Club, to be composed of Edi-
son dealers in the Northwest who have sold
$1,000 worth of machines in one day. When
Mr. Lucker asked all who had reached or bet-
tered this record seventy-two dealers arose.
Later it was discovered that others were en-
titled to the distinction, but were too modest
to announce the fact. Each one was presented
with a pretty diamond set in a gold design bear-
ing the club name.
Archie Matheis, dean of the Victor dealers in
Minneapolis, has disposed of his business which
he conducted as the Talking Machine Co., and
has placed himself on the retired list. The
stock, good will and accounts of the business
and the Victor franchise have been sold to How-
ard Farwell & Co., and will be transferred to the
latter's Minneapolis store, 818 Nicollet avenue.
Mr. and Mrs. Matheis will motor to California..
They will be accompanied by Misses G. Martin
and H. Kruse, who have been with the house
respectively thirteen and nine years. It is un-
derstood that Mr. Matheis has offered to es-
tablish the young women in business if they
care to assume the responsibility. Mr. Matheis
has conducted a talking machine business in
Minneapolis for thirteen years. His was the
first exclusive Victor shop in Minneapolis and
it always has been a Victor shop. From a
modest beginning he built up by his genial man-
ner and thoughtful service a business which has
yielded him a satisfactory competence. He has
the satisfaction of knowing that every one of
his business competitors unanimously agree that
"Archie deserves all that he has got."
A Columbia sales conference was held May
5 at the Plaza Hotel, Minneapolis. Preparations
had been made for the entertainment of 300
guests, including ladies. The principal speakers
were H. L. Tuers, of the Dealer Service de-
partment of the Columbia organization; O. F.
Benz, of the general sales department, and G.
W. Hopkins, general sales manager. All the
talks were illustrated. The conference closed
with a banquet and a dancing party which did
not break up until morning. W. L. Sprague,
Northwestern manager for the Columbia Co.,
had general charge of the arrangements.
The fine, new jobbing establishment of the
Beckwith-O'Neill Co., at 14-16 Fifth street S.,
Minneapolis, was to have opened May IS, in-
augurating thereby what is in many respects
one of the finest jobbing plants in the country.
The plans and furnishings and decorations were
the joint products of the Unico concern and the
J. S. Bradstreet Co., both with national repu-
tations for their artistic work. Both concerns
were given carte blanche and have turned out a
work of art.
Talking machine business in the Northwest
undeniably is excellent, in spite of the anxiety
felt in some quarters over future developments
in commerce and industry, but April was not
up to March. One day last week six carloads
of Edison goods reached Laurence H. Lucker.
They were not unloaded, but simply transferred
in the railway yard and distributed over the
Northwest. Many of the retail stores are en-
larging their phonograph departments. The
L. S. Donaldson Co. has just installed a fine
group of booths of Unico construction, of which
Manager A. H. Porter is very proud. R. W.
Heald and J. J. Roden, of the Dayton Co., re-
cently returned from a prolonged Eastern tour,
where, it is believed, they were accumulating
ideas for extending their department. P. Ben-
son, leading Victor dealer in South Minneapolis,
has greatly enlarged his music business and par-
ticularly the Victrola department.
There is much activity in the Pathe circles,
under the supervision of Jay H. Wheeler, depart-
ment manager for G. Sommers & Co. He re-
ports that the road men are sending in orders
at a great rate. Recent shipments, barring the
effects of the freight embargo, have been of
great volume and have enabled Mr. Wheeler to
accumulate an extensive stock. He is well sup-
plied for the present except as to Actuelles, the
demand for which is much greater than the
capacity of the factory.
Miss Gladys Hutchins, of the talking machine
department of the Davis & Ruben Co., has re-
turned from an extended visit with her folks in
Oregon and is prepared to meet the Spring
flood of customers.
L. H. Kohn, a former Victrola salesman, and
J. B. Downey, who made a record in .A. E. F.
recreational work in France, have been added
to the road staff of the Stone Piano Co. to push
the Aeolian-Vocalion in the Northwest. Many
fine accounts have been opened by Manager
J. E. Gerlick and now that there is assured
an ample supply of machines he is going after
business harder than ever. H. B. Levy, Chicago
manager, has been visiting with the Minneapolis
branch for a few days.
The Brunswick phonograph is holding its own
in a satisfactory manner in the face of keen
competition, declares E. L. Kern, Northwestern
director for the Brunswick-Balke-Collender Co.
The road men are obtaining excellent results
and he looks for a record year for this depart-
ment.
Dealers who have emphasized the record busi-
ness were greatly put out by the failure of the
May novelties to appear. Not a single record
had appeared by May 1, although long overdue,
and it was impossible to learn when the ship-
ments would break through the freight con-
gestion.
DEVICE TO REPAIR MUSIC ROLLS
The Plaza Music Co., New York, reports an
active demand for the "Nulife" music roll at-
tachment, which it has placed on the market as
a practical device to repair music rolls. "Nulife"
consists of a piece of high-class book binders'
linen cut to shape like a music roll end, with a
ring, etc., all ready for use. By attaching it to
the old roll the life of the music roll is indefi-
nitely prolonged.
An attractive show card for the use of the
dealers is now being distributed to the trade
without charge, and many dealers are using this
card to advantage in their windows to attract
the attention of passersby. The popular retail
price of the article (ten cents) has been an im-
portant factor in its success.
Every Jobber and Dealer Should Sell
THE NEW FIBRE NEEDLE CUTTER
SUPERIOR— b ecause of size, design, construction, finish and
performance. Cuts with the grain, to the point. Not cross
grain. Does not crush the shell or break the fibre.
DESIRABLE — because practical, sells easily and gives no
trouble. Cuts every time, always perfect.
ECONOMICAL — Makes the use of fibre needles Cheaper than
steel. Makes twice as many cuts as any cutter on the market.
RETAIL PRICE, $1.50
WRITE FOR SAMPLES AND PRICES
MANUFACTURED BY
W. H. WADE
12 N. MICHIGAN AVE.
CHICAGO, ILL.
Pat. Pend
108
THE TALKING MACHINE WORLD
May 15, 1920
PATHE CELEBRATION IN BUFFALO
First Anniversary of Opening of Pathe Depart-
ment of Buffalo Wholesale Hardware Co.
Made Occasion for Novelty Dance and En-
tertainment at the Metropolitan Hall
Buffalo, N. Y., May 3. — The Buffalo Wholesale
Hardware Co. recently celebrated the first an-
niversary of the opening of its Pathe phono-
graph department, of which E. B. Dryden is
manager. The company is wholesale distributor
of the Pathe line. In honor of the anniversary
Mr. Dryden staged "a novelty entertainment and
Red Rooster dance" at the Metropolitan Hall,
Main and Utica streets. Many complimentary
tickets were distributed among Pathe dealers
and customers: The attendance was heavy and
the program a success from start to finish. A
number of invitations, signed by N. A. Taber,
vice-president of the company, were sent out
and the response was highly satisfactor}'. The
program was described as "a peppy affair." It
was much enjoyed by the employes of the Buf-
falo Wholesale Hardware Co. and by Pathe
dealers of western New York and northern
Pennsylvania.
Webb's Novelty Entertainers of Buffalo, who
make Pathe records, were a feature of the en-
tertainment. They will appear at similar per-
formances to be staged by Pathe dealers in this
territory. Mr. Webb carries a Pathe machine
with him and plays these records as encores.
PARAMOUNT DISPLAY INTERESTS
Exhibit at Fort Pitt Hotel in Pittsburgh by
Shipley-Massingham Co. Attracts Many
Pittsburgh, Pa., May 8. — An elaborate display
of Paramount phonographs and records was
made at the Fort Pitt Hotel the latter part of
April to which over 7,000 invitations had been
sent out by the Shipley-Massingham Co., the
local Paramount distributors. The display and
demonstration room in the Fort Pitt Hotel was
elaborately arranged and fitted up and there
were many remarks heard commendatory of the
notable showing of the Paramount line. The
manager of the Paramount department of the
Shipley-Massingham Co. is H. W. Cross, who
is assisted by Fred Clark.
Mr. Cross stated that the territory under his
jurisdiction covers the entire State of West
Virginia and the State of Pennsylvania west
of Dauphin county. He is most enthusiastic
over the Paramount line and said that the firm
has three roadmen covering the territory and
that an expert repairman has been engaged
to have his headquarters at the Pittsburgh of-
fice. Mr. Cross in his office on the second floor
of the Shipley-Massingham building, has a fine
assortment of the various styles of the Para-
mount phonographs on exhibition. He stated
that the prospects for future business were
very bright.
JOINS SALES STAFF IN ATLANTA
John Mohl has been appointed a member of
the sales staff of the Atlanta branch of the Co-
lumbia Graphophone Co., which is under the
management of Westervelt Terhune. Mr. Mohl
has been spending a few days at the company's
executive offices in New York, prior to assum-
ing his new duties, which in all probability will
comprise the Alabama territory.
MISS REMBAUGH MADE TRUSTEE
At a meeting of creditors of Bliss Reproducer,
Inc., maker of phonograph parts, at 80 Fifth
avenue, New York, before Referee Magrane
Coxe, Miss Bertha Rembaugh was elected
trustee, under bond of $5,000.
Charles F. Miller, a Victor dealer of Colum-
bus, O., has sold his business to Chas. F. Spence,
of Zanesville, who will move into a new loca-
tion at 67 State street. Self-service is a fea-
ture of the store.
10 Thru the
square turn
the weight
is supported
by the base,
effecting a
li&ht pres-
sure at the
needlepoint,
so that all
makes of
records
are
played
without
undue
fcTurned up from either lateral or ver-
tical playing position, cabinet lid when
lowered cannot strike the reproducer
Why the Owner of the Ordinary
Phonograph Soon Tires of It
C / HERE are lately a few phonograph reproducers which, avoid the usual phon-
**■ o^raphic sharp metallic tone by &oin£ to the other extreme and producing, a
flat, unmusical sound. But the vast majority are disagreeably sharp in playing, the
high notes. This sharpness becomes an irritant to the ear, so that owners of such
phonographs soon tire of playing them, lose interest, and stop buying, records.
Nobody ever tires of genuine music The human soul craves the comforting solace and ennobling
inspiration that only music can &ive. It must be our aim to satisfy this &reat need — not the passing
ja& of jazz. The phonograph must become an instrument of genuine music if it is to endure.
There is one reproducer that measures up to the job of reproducing musically all the varying, qual-
ities of instrumental and vocal tones. It is never sharp, nor in avoiding this does it ever descend to
the other extreme of flatness, but is always on the pitch, exactly reproducing the original rendition
in all its purity, sweetness and power. This long, sought &oal is attained in the Superior Reproducer
through its split frame, making, the entire soundbox in effect a spring, held under tension by a long,
adjusting, screw through the two pivot lugs at bottom.
DISTINCTIVE FEATURES OF
THE SUPERIOR REPRODUCER
The frame of the reproducer i s split through , making the
frame in effect a spring, held under tension by an adjusting
screw through the pivot lugs at bottom. The back plate is
entirely separate, insulated from the frame by a rubber
basket, and does not interfere with tensioning the frame.
It is the spring frame of this reproducer that accomp-
lishes the important achievement of absolutely overcom-
ing without any loss of volume or musical quality the
usual phonographic sharp metallic tone on high notes. It
is plain that tones picked up from the record by the needle
and diaphragm mounted in a spring body will be more mu-
sical than will result when the body is of solid and hard
metal, or of toneless and absorbent material.
Note particularly that the entire soundbox is in effect a
spring. The split -which accomplishes this result is the most
important of the several Scotford patents. Soundboxes
which attempt to overcome the sharpness of tone by em-
ploying springs, rubber, fibre or other cushioning for the
needle bar pivotal mounting, or use a composition dia-
phragm of sound-absorbing nature, result only in making
the diaphragm less sensitive and prevent it from repro-
ducing the finer shadings and overtones in the record.
The springlike frame also absorbs the extraneous vibra-
tions so that the surface noise is practically eliminated.
A manufacturer of a well-known machine who is an
enthusiastic user of the Superior reproducer advertises
as his slogan "the tone without the scratch."
Strong basic patents have been granted Mr. Scotford on
the universal feature of his reproducer and our company
holds the exclusive franchise to manufacture for general
sale under these patents. Mr. Scotford in his contract
with us agrees to co-operate in developing improvements,
and covenants to give us before others the opportunity to
review all new ideas or inventions he may originate in this
line, with priority rights to manufacture and sell any such
that are approved.
The universal feature is unique in that the needle aligns
with the pivotal axis on which the reproducer turns from
one position to the other. This holds the needle on exactly
the same center at the same correct angle in both lateral
and vertical ( hill-and-dale) positions. The plane of the
diaphragm being inclined with respect to the pivotal
axis, instead of the ordinary straight needle bar of normal
leverage, it is practicable to use the more desirable bar of
angular shape effecting longer leverage, making the dia-
phragm more responsive to the needle action.
The needle bar is pivoted on sharp pointed steel screws,
and is easily kept in perfect adjustment, free from side
play, by the long adjusting screw through the lugs above
the pivots. Any contraction of the metal parts that takes
place cannot pinch the needle bar in its pivotal mounting,
and thus interfere with its free vibration, owing to the
springconstruction of the frame. Any expansion that takes
place, or wear of the pivot points, causing looseness and
side play, can be instantly corrected by tightening the
long adjusting screw.
Sample SCOTFORD Tonearm and Superior Reproducer with Mica Diaphragm $9.25
Extra Reproducer with SCOTFORD Black Diaphragm 5.00
Prepaid anywhere, on receipt of price. Submitted on approval, subject to
return within a reasonable time; in which event the full price will be refunded
Quantity Prices on Application
BARNHART BROTHERS & SPINDLER
DISTINCTIVE FEATURES OF
THE SCOTFORD TONEARM
The connection between the tonearm and reproducer is
perfectly insulated with a hard rubber bushing. No rattle
of one metal part afeainst another can take place at this point
of greatest wear. Even though looseness mi&ht possibly
develop from long'use or abuse, because of the rubber be-
tween the two metal parts, no rattle can ever result.
Two methods of raising the reproducer for chan&in& the
needle are provided. The reproducer and tonearm may be
lifted straight up and held with the left hand while chang-
ing the needle with the ri£ht hand. Or the reproducer may
be &iven a side turn to the ri&ht, when only one hand is used
for making the change of needle. When the reproducer is
off the record it cannot drop low enough for the needle to
strike the motor board, and thus chance shattering thepivot
points and at the same time mar the cabinet. When the re-
producer is left turned up from either lateral or vertical
playing position, cabinet lid cannot strike it when lowered.
In the SCOTFORD Tonearm the sound waves travel in
the strai&htest, most direct line possible. There is no ob-
struction anywhere inside — an absolutely clear passage for
the soundwaves. The square turn offers less resistance to
the sound waves than is met with in an arm of the curved
type. Most tonearms follow the traditional curve of wind
instruments, but in a phonograph tonearm there is no air
pressure to force the sound around the curve. That the
square turn is superior to the curve is proven in the play-
ing,. The SCOTFORD square design loses none of the
sound in the passage , but delivers the tones outward in full
power and clarity.
The long tube is very li&ht, and this, together with the
exceptionally li&ht construction of the reproducer, feives a
much lighter pressure of the needle on the record than ap-
pearance might indicate. With a needle of medium length
the pressure is less than 6 ounces. This weight brings out
the full volume of tone without injury to records of any
make. A curved tonearm with the swivel joint located at
the base would throw too much pressure at the needle
point. In the square turn of the SCOTFORD design much
of the weight is supported by the base.
The main tonearm casting supported by the base is very
heavy; this weight prevents a rattle developing at any time
in the base bearings. The radial movement at the base is
extremely simple and perfectly free in action. A cast ring
slides around on four smoothly machined bearing points.
This construction permits a clear interior, and is far sup-
erior to the obstructed condition in other tonearms which
swing on an interior pivot.
The inside diameter of the tonearm at the base is 2 inches ,
which is correct to accommodate the volume of sound
obtainable from the newest records. The inside rim of the
base is extended one-eighth inch below the flange, fitting
into the neck of the cabinet amplifying chamber. This
obviates usin£ a rubber or felt gasket between the tonearm
base and cabinet mounting, usually necessary in other
designs to prevent a leak of the sound at this point.
Nickel Gold
$11.25
6.00
Makers o; SUPERIOR
Specialties for Phonographs
Monroe and Throop Streets
CHICAGO, ILLINOIS
May 15, 1920
THE TALKING MACHINE WORLD
109
(Cut No. S-23)
Copyright, 1920,
The Talking Machine World Service
There are three kinds of dealers in our industry:
i.
2.
Those who take a chance on any new thing that comes along.
Those who reason a proposition out carefully and back
their own judgment with a conservative trial.
And last, those from Missouri — yes, from the backwoods
of Missouri, and have to be shown — convinced — almost
forced to try anything new, no matter how good it seems.
Are you a No. 1, No. 2 or No. 3 Man?
We know you want to increase your gross
sales or your net profit on your sales, or im-
prove the service and appearance of your store,
or sell more of the hard-to-sell records and
more machines with a larger first payment.
We know we can help you do all of these
things and more, because we are already doing
it for dealers all over the country. But we
can't make a move till we hear from you.
If you are a No. i man, your chances of
winning are better than 90%. If you are man
No. 2, you will go into our proposition care-
fully, investigate it thoroughly — and be with
us for life. But if 'you "come from Missouri,"
mavbe you'll put off answering this letter till
it's too late. Because THE TALKING
MACHINE WORLD SERVICE FOR RE-
TAIL DEALERS is given exclusively to one
concern in each territory — first come, first
served — and is being used right now in over
200 territories, with new ones added at the
rate of one every day and a half.
So, we say "No. 1" and "No. 2," fill in the coupon carefully and send it back. It's a sure thing
that by working together we can sell circles around No. 3. This will hold your territory open until
you get all of the facts about the
Talking Machine World Service
It costs nothing to find out, and the sooner your coupon is on file with us, the surer you are of
having the first chance to secure exclusive rights.
Mail this Coupon
(Cut No. S-119)
Copyright, 1920,
Talking Machine World Service
Talking Machine World Service
373 Fourth Avenue
New York City-
Gentlemen :
If other dealers in big cities as well as small towns
are getting results and making a big profit on the Talk-
ing Machine World Service, I'd like to know all about
it. Without obligation, send me sample eopies of ads,
form letters, ideas, etc. Tell me what it will cost per
month for exclusive use in my territory.
The population in my city is
I handle these machines
My firm name is
By • •••••
My address
5-15-20
(Cut No. S-118)
Copyright, 1920,
Talking Machine World Service
110
THE TALKING MACHINE WORLD
May 15, 1920
■^Sfjonograph
MODEL G
ONE OF MANY GOOD STYLES
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Stands or falls strictly on its
PERFORMANCE FOR YOU.
You dealers KNOW good ma-
chines. SALES TALK does
not swing you.
Performance Does
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Let us have a fair chance to
prove the
Sonata Merits
Listed Sensibly
Liberal Discounts
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We are
Jobbers and furnish you Rec-
ords promptly and efficiently
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We also Wholesale
Player Rolls and
Phonograph
Accessories
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•'ALL 'ROUND SERVICE"
Kennedy-Green Co.
1865 Prospect Ave.
Cleveland, 0.
MANY DATES FOR RECORD MAKERS VICTOR CO. SECURES INJUNCTION
Popular Artists Will Appear in New England
During Month of May, Covering Many Cities
The Peerless record makers, consisting of
Henry Burr, Albert Campbell, John Meyers,
Billy Murray. Fred Van Eps, Frank Banta,
Frank Croxton and Monroe Silver, who have
been touring the country under the able guid-
ance of P. W. Simon, will appear during the
month of May in New England. Commencing
May 11 in Elmira, N. Y., they will move to Lit-
tle Falls, N. Y., on the 12th: Utica. N. Y.,
on the 13th; Johnstown, N. Y., on the 14th;
Whitehall, N. Y., on the 15th; Symphony Hall,
Boston, Mass., on the afternoon of the 16th,
and Lawrence, Mass., in the evening; Salem,
Mass., on the 18th: Fitchburg, Mass., on the
19th; Worcester, Mass., on the 20th; Lowell,
Mass., on the 21st; Providence, R. I., on the
22nd; Lynn, Mass., on the afternoon of the
23rd, and Haverhill. Mass., in the evening; Port-
land, Me., on the 24th; Springfield, Mass., on
the 26th; Woonsocket, R. I., on the 27th, and
Fall River, Mass.. on the 28th.
THREE SYRACUSE "LIVE WIRES"
Members of the Gibson-Snow Co. Force Tell
of Immense Sonora Sales Throughout Cen-
tral New York in Recent Metropolitan Visit
Three of the "live wires" connected with the
establishment of the Gibson-Snow Co., Syracuse,
N. Y., Sonora distributors, called at the Sonora
executive offices in New York a few weeks ago
and stated that on March 1 they were over 3,000
Sonoras oversold, these sales having been made
since the first of January. A. H. Trotter, who
handles Western New York, west of Syracuse,
sold $150,000 worth of Sonoras in three days.
During the course of a conversation, E. W.
Austen, who covers New York State east of
Syracuse, illustrating how thoroughly Sonora
is intrenched in his territory, mentioned that
Lennon & Clarke, Sonora dealers at Watertown,
were responsible for the placing of three
Sonoras in three of the most prominent homes
in their town.
"We are selling all the period Sonoras we can
get hold of," said Mr. Austen. "We find that
if we can see the home of a prospective customer
it is very easy to suggest a style which will
be appropriate for the furnishings and it is our
experience that once a Sonora has been placed
in a home it is there for good."
"The reception which Sonora is gettin 
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